How To Take The Icky Feeling Out of Selling
I know a guy who kills it online but he is downright uncomfortable selling one on one.
He makes money hand over fist using the types of funnels I write for my private clients. Yet when it’s time for a phone conversation, he clams up and doesn’t know what to say. He tells me that he feels pushy and awkward when he’s trying to sell.
If you can relate, you’ll be happy to have landed here today.
There are also plenty of folks I know that are really comfortable in one on one sales conversations, yet when it’s time to create marketing materials (websites, landing pages, direct mail, etc.), they don’t know where to start and everything they write feels disjointed and awkward, like they’re being too pushy.
In fact, I recently had a Beach Body coach approach me about using direct response marketing in her business. She told me about the funnel she wanted to create and showed me the lead magnet (the free, bait offer). She was doing a lot of things right, but she really didn’t want to include a call to action in her free offer because she’s “more about relationship building.”
While I do understand, because everything she’s been taught and everything that’s worked for her so far on social media has been about long term, consistent giving and hardly ever asking …
You’ll Be Blown Away At How Much You Can Sell When You Get Past That Icky Feeling
There are two things you need to do to get past the uncomfortable feeling that’s holding you back from being more confident when you need to sell.
First, let’s fix yo head…
I’m sure you can agree that most of the battles we face in life are between the ears.
Your mindset is so important to your success that no matter how good your product or service is, how talented you are at growing your business, and how amazing you are at your thing … if you don’t have your head on right, you certainly will fail.
Even lottery winners typically lose their big winnings because they haven’t quite wrapped their heads around the idea of having that much money.
The same is true for selling. If you haven’t wrapped your head around the idea that you should be constantly selling, we need to fix that.
The mantra that works best for me … that has helped me to personally overcome any sort of icky feeling about selling, is this …
Selling Is Serving. It just is. If it doesn’t feel that way, it may be because you’re not approaching it from a serving point of view.
Okay, then. This mindset will work for you!
If what you offer does not help people, umm … that’s not cool. Stop reading here and stop selling that.
Now that we’ve got that part straightened out, the next thing you need to do is figure out HOW to serve.
Remember earlier I gave two opposing examples of people I know … 1 guy sells online, but can’t sell one-on-one, on the phone or in person. Several other people I know sell great face to face or on the phone, but can’t figure out how to sell in print. Let’s address those scenarios one at a time …
For one-on-one selling …
When you’re serving (helping, lending a hand, solving problems, etc.), you’re really just being there and being a good listener.
Sales CAN be much more complicated and involved than that, but frankly, if you’re struggling with the icky feeling, you need to start at the foundation.
Think about the last time a friend or family member came to you with a problem. What did you do?
If you can help beyond lending your ears, then you offer that help. If you can’t, then you just listen … because you care.
Approach your sales conversations the same way.
Obviously, in a sales conversation you’ll need to ask questions to get the other person talking.
Try, “what brought you here today” or “what inspired you to call” or “what interests you about <insert the name of your business>”???
But, approach your sales conversation with your listening ears on. If you listen closely, people will tell you everything you need to know to sell them on your services or products. (TWEET THIS!)
It’s a FRIENDLY conversation.
It’s friendly unless you’re spamming people. Don’t do that. People don’t like it.
Spam generally means emailing without permission.
If someone is in front of you, telling you what’s going on with them … sharing their struggles, sharing their concerns, or otherwise somehow expressing interest in something you provide … you’re not spamming. You’re being set up to serve them.
Next, it’s time to do exactly that.
You serve people by telling them how you can help.
You can let them know that solving their particular problem is something you’ve been doing for <X amount of time> so you have experience with the struggle they face as so many of your clients report a similar story.
Tell them how your service or product works. Tell them why it works.
Tell them how they can get it. This is the SUPER important part where you tell them how to order or how to pay. Tell them exactly what you want them to do. In my business I would simply say, “You can sign the agreement and credit card form I’ll send you and send them back right away so we can get started and deliver on the schedule we’ve discussed.”
You don’t have to be anything but yourself to sell comfortably. Just be helpful.
There WILL be people that you are not meant to serve. After all, I’m sure you’ve heard that not everyone is your customer. But for the right people, indeed, you should offer your help.
For selling in print …
Well, if you have the “selling in print” problem as many newer business owners tend to have, you should definitely check out our Ultimate Sales Generator Copywriting System. We walk you through exactly what you need to say and when.
But also begin to approach this the same way as my instructions above indicate. The BIG difference is that you’re going to tell them their struggles instead of asking.
So, you’ll have to do your market research and make assumptions ahead of time, before you write.
Once you have that info … in your copy, you can simply say …
If you’re experiencing ________________________ and you feel __________________, I think you’ll love <insert your thing>.
Then finish the conversation (in print) by telling them how your service or product works. Tell them why it works.
Tell them how they can get it.
Again, this is the SUPER important part where you tell them how to order or how to pay. Tell them exactly what you want them to do. In my business I would simply say, “You can sign the agreement and credit card form I’ll send you and send them back right away so we can get started and deliver on the schedule we’ve discussed.”
And again, you don’t have to be anything but yourself to sell comfortably. Just be helpful to those that you can help!
I’ll reiterate that selling in print can be more complicated than this and I recommend that you read, study, and use my formula until it becomes a natural part of your sales process and then it’ll sort of be YOUR formula.
But this is an EXCELLENT start if you’re currently in “icky” land when it comes to selling.
Please … leave a comment and tell me what this information does for you. Have you been struggling to sell?