Are you getting the sale as often as you want?
You’re putting yourself and your business out there, every day. You’re having sales conversations, following every business guru’s strategy to the letter, and betting it all on the deals you hope to close.
But for whatever reason, you’re not getting the sale and things are fizzling out instead of firing up.
Maybe you’ve invested beaucoup bucks into pricey Facebook ads, but the returns have been ho-hum. Perhaps you’ve had sales conversations left and right, but your prospects aren’t biting. Or you’ve invested in course after course with every online business guru and have done every last thing they said…and the register is STILL not ringing.
That’s usually the moment where doubt starts speaking up. “Maybe I’m not good enough. Maybe this just isn’t for me. Maybe I really should go back to reality and get a J-O-B.”
Hello, downward spiral.
Maybe you’re not doing anything wrong. You might just need to make a few tweaks in mindset, strategy, and action. Maybe you just need to get back to basics, refocus, and remember why you started.
I’ve identified four of the most common blocks in getting the sale, and I’ll show you how to blast past each one, get your mojo back, and start bringing in the revenue again.
Reason #1: You’re making the sale about YOU and not about THEM. Getting the sale is NOT about you. It’s about your clients. Selling is serving, and you’re here to help your people.
But let’s be honest, sometimes it’s not easy to see it that way.
Maybe you’ve been hustling and grinding and wearing yourself out, all the while with that fear that you might not make your mortgage payment this month. Trust me; I get that.
But the truth is that focusing on NOT having sales is only going to bring more of the same. You need to shift from a mindset of scarcity to a mindset of service & abundance, pronto.
How do you do that? Take the pressure off of yourself to perform, and put your focus on the people you’re here to serve.
Start by asking yourself these two questions:
What is essential to my client? What are your clients looking for, what do they dream about, and what are their values? Make a quick list of everything your ideal clients are looking for. Then use it to answer the next question.
How could I help someone right now? Now that you know what they want, focus on providing solutions for them. Maybe create and share a new piece of free content for them. Show up in a Facebook group where your people hang out and answer questions. Or make a pitch-free phone call and connect with someone who could use your expertise.
When you take the pressure off of yourself to perform and focus on helping someone else, magic happens. Your stress level plummets. You do some genuine good for another person. And you turn your attention back to helping people by doing what you love.
Reason #2: You’ve been using the same strategies and expecting the same results. Maybe you’ve been spending money on leads that aren’t converting. You’re posting in Facebook groups and getting next to no engagement. How is that working out for you? More than likely, it’s not working out at all. And it’s probably taking a severe toll on your confidence.
As Seth Godin says, “Doing what you’ve been doing is going to get you what you’ve been getting.” If you don’t like what you’re getting, it might be time to change what you’re doing.
If you’re ready to shift your daily strategies, give some of these tips a try…
Position yourself as a thought leader in your industry. I share my knowledge on live streams and get interviewed on podcasts. I guest post on other people’s blogs. The more you’re out there doing what you do best, the more legit and credible you’ll be. That will up your “know, like and trust” factor, and in a fresh and new way. Which always leads to more sales in the long run.
Focus on what YOU do best. You’re in business to serve people. The best way that you can help others is to focus on what you do best. The more time you spend DOING what you love to do, the more your passion will show. And the more you’ll draw in your ideal clients with ease.
That means enlisting help for the areas of business that aren’t your jam, so you’re free to do YOUR thing. (And believe it or not, there are ways to do this even if you’re strapped for cash, too.)
Reason #3: You’re Too Eager and Only Focusing on Getting A Sale. It’s that moment when you’re on the fourth or fifth follow-up call with someone and they’re STILL on the fence. You wish they’d just say yes or no already. It makes you antsy, impatient, and dangerously close to pushy. What happens next?
Your prospect might start to think that you’re only in it for the money. Or that you’re losing confidence and getting desperate. Bottom line here? When those feelings kick in, it’s not about the client anymore. It’s about YOU.
Give yourself a break here. Stop putting the heat on yourself to close the deal and get back to what matters: The client.
Give your prospects something they can use. Whether it’s a free guide, downloadable audio, a live stream or a podcast, make sure that your free content is top-notch. Focus on what they need, create it for them, and share it far and wide.
Remember that you get what you give. If you love what you’re doing, all of these tips should be a breeze. Best of all, the more value you bring to the table, the more joy will come back to you. When you do what you love WITH love, you’ll reap the benefits for yourself as well.
Reason #4: You need to get back to basics. Getting the sale itself is not about you. But you DO have to check in with yourself a lot on this entrepreneurial journey. That means being stable in the basics. Things like…
- Building rapport and relationships (See Coffee Is For Closers Episodes 1-4)
- Owning your value and your worth (See Coffee Is For Closers Episode 8)
- Following up on a regular basis (See Coffee Is For Closers Episode 20)
- Handling NOs and rejections like a pro (See Coffee Is For Closers Episodes 13-16)
That all starts with YOU. So if you’re not getting the sale as often as you’d like, check back in with your foundation, brush up on your basics, and make sure they’re all in reliable working order.
We’ve covered ALL these topics on Coffee Is For Closers, so if you need a refresher on ANY of the staples of sales, check out the show right here! All episodes are FREE so feel free to start back at Episode 1.
Dips in sales happen to the best of us. Don’t take it as a failure. Just consider it feedback. You might need to try another pathway, recharge your batteries, or upgrade your mindset. No matter what, get yourself out of scarcity and into service and abundance however you can. As irony would have it, the less focus you put on yourself, the more you’ll get the results that you want.
Are you having trouble understanding why you’re not getting the sale? Take my brand new quiz and find out what is holding you back—AND what you can do to get your sales rocking and rolling again! Click here for “4 Reasons Why You’re Not Selling: A Quiz To Jumpstart Your Sales” and get back in business TODAY!