Ready to Start Selling More By Doing Less? It's Easier Than You Think!

Have you ever had one of those moments when you just wanted to throw in the towel and call it quits?

You know the type of split second, life changing moment I'm talking about! Everything you've worked for up to that very moment seems to be for nill and you're so close to just giving up...

These are the moments that define our lives, and unfortunately we don't always make the right choice...

Today I was approached by a potential client who was going through this very hair tingling event.

"Why does selling have to be so d@mn hard?" They asked.

"I'm spending all this money on advertising, doing all the things these so called guru's promised would make me successful, but I'm literally burning money and barely holding on."

My reply was...

"Selling doesn't have to be hard, in fact, it can actually be very easy when done the correct way."

After a little bit of back and forth I discovered that like so many other small business owners and busy professionals they were simply stretched too thin.

I call it the shiny object syndrome... It's so easy to get distracted by the next best thing that's going to skyrocket your sales and make all your dreams come true.

The problem is that it destroys your focus, and muddy's your vision. You see, this client doesn't enjoy sales and would rather focus on their passion of running their company. But, due to all the wonderful guru's on the internet was given the impression that they could magically increase sales in only x amount of minutes per day.

They were spending money on google ads, facebook ads, SEO services, content marketing, etc. We are talking about 12k of advertising spend in the last 3 weeks with a measely 3% increase in sales.

So I did a little more digging to find out exactly where the leak was. It turns out that NOTHING was being tracked. They didn't know what medium had actually caused the 3% increase, and therefore had absolutely no way to begin to really track ROI or develop a solid sales and marketing plan that would boost sales.

Unfortunately, this is becoming all to commonplace and is a major cause of both small business closures, and burn out of over worked professionals! Mainly due to the demands of today's workplace environment where you are constantly trying to wear all hats.

But a person who chases two rabbits, catches 0.

"Don't worry, we're going to turn this around and create a solid plan and process to ensure you get a nice ROI that get's better each month".

Immediately the thing that everyone always calls the biggest sales objection came up.

"Well that sounds really expensive, and I don't know if we can afford it." Was the initial knee-jerk reaction.

So I told them that I would do an initial consultation, and plan development for no charge and only if they see a ROI would I ask for my payment.

There was naturally a TON of skepticism, which I'm sure is granted in this day and age. "Why would you do that?" "What's the catch?" I was asked.

"There's no catch. The reason I'm willing to do this is simple. If I don't add value to your company then why should I deserve to be compensated? It's all about getting you the results, because I know that once I do that, I'll have a happy client for life."

Only by building value for your clients can you truly become successful! I don't think with a what's in it for me mindset. For me, I understand that you must first give before you can get.

You see, I focus on tangible results. It's all about the data and numbers for me. Once you know your numbers then you're only problem becomes how many times can you spend $1 to make $2.

There was still a little skepticism which is understandable considering they had just spent $12k on so called advice and plans from random guru's promising overnight success.

"I don't think you can afford not to" I told them. You have 2 choices at this point. .

1) Throw in the towel and walk away

2) Let a professional take over so you can get back to doing what you love

Needless to say, we are currently working to create a solid sales process with a tangible ROI that can be measured and tweaked over time. Naturally this is going to increase sales from a marketing stand point, but it also allows them to really shine at what they do.

This will greatly increase customer satisfaction and loyalty as they can now get back to delivery a great experience for their customers as they have 1 less thing to worry about.

So what's the moral of this story and how is it relevant?

Well how hard do you think that sale was? I don't even consider it selling when your clients seek you out and practically beg you to take their money.

Now please don't think this is something that happened overnight, or easily at first. If you were hoping to find some "amazing secret to sales" then you should just stop reading now.

There's no secret to sales. However, there are ways to greatly increase your closing percentage, conversions, and profits while working less.

And it all comes down to this:

"Build so much value in yourself, your product, and your company that there is no other option in the prospects mind."

So there it is. The secret sauce.

Ask yourself, if the roles were reversed, would you do business with you? Remove your ego and be honest with yourself.

If you're not selling from a value adding perspective, then you really should consider doing something else.

It doesn't matter what industry you're in, or what you do. There's ALWAYS a way to build value in every interaction that you have. Even if you're a cashier at McDonald's (7 out of 10 CEO's started there) it's important to do everything at 110% effort.

You won't realize it at first, but those around you sure will. They'll notice how much you care about things that others seem to not even notice.

Not only that, but it will help you subconsciously build unshakable confidence. Once you have confidence in yourself and your abilities every area of your life will be affected in a positive way!

This is when you start to develop that magnetic personality, that pull that draws people to you unknowingly. In the sales world, this is were you'll start to have your colleagues ask what your secret is. How do you close so many deals? What in the hell are you doing to get such results?

There's no secret. It's through hard work that confidence is built. It comes from the long nights you spent learning your product inside and out. Learning who your ideal client is, and how you can add value to their life. Once enough value is built, the price becomes irrelevant.

All barriers are dissolved, and you have 0 resistance selling. This is how all selling should be done.

In fact, it shouldn't even be called selling. It should be called helping!

Take the word selling out of your vocabulary. Replace it with helping. 99% of it is a mental game, and without the right mindset you'll never be successful because you'll talk yourself out of it before you can even try.

Develop a mindset of serving. In every interaction, think first of your clients wants, needs, and desires. How can you help them achieve those things?

Believe me, people will notice this! But you have to really be genuine and do it from the right place or you'll lose all credibility and trust.

People hate to be bull-shitted! Which is why it amazes me that in this day and age, there are still people who call themselves sales professionals that believe they can bull-shit their way to success. It's no wonder sales people are as well liked as cockroaches. We gotta put an end to this negative image as I truly believe most of us are in it for the right reasons.

I hate the term "fake it till you make it". It represents everything that's wrong with the sales industry.

Would you want your Dr. to fake it till they make it? What about your childrens bus driver? Of course not! So why, as an industry do we think it's an acceptable thing to do unto others?

Instead, you should "be humble and honest until you make it". Of course, don't lose that after you make it :)

You're new to sales? Awesome! Tell people you're new! I guarantee they will love and appreciate your honesty. In fact, I'm willing that they will actually go out of their way to try and make it easier for you to help them. People appreciate genuineness, and in my experience they reciprocate that with kindness and understanding.

If they ask a question you can't answer, then the absolute worst thing you can do is to make up a lie. Instead, try this "that's a really great question, that I will be happy to get answer for. But tell me, why do you ask that?" Maybe they are asking the question to find out something else that you do have the answer for. If not, then no problem, because you can still find out the answer for them!

People are constantly testing sales people and if you lie to a customer then you instantly lose all credibility and the opportunity to help them. Not only that, but you have no business being in sales. It's a hard enough job without having to constantly battle the bad rap that is associated around the whole industry.

There should never be any reason to lie or be deceitful to a customer. Period!

Here's how to really start increasing your sales with less effort:

1) Be over learned in everything.

2) Know the true value of yourself, product, service, or whatever you're selling. More importantly, know how to communicate that value.

3) Be genuine, and use a consultative approach focusing strictly on how you will be helping the customer fulfill their wants, needs, or desires.

4) Have confidence in yourself and your abilities. This is not to be confused with cockiness or ego.

5) Develop a servant mindset and realize that you must give first to get later. It's the law of reciprocity. People will naturally help those who have helped them.

6) Smile with your eyes! This is such a powerful tool that hardly anyone takes advantage of. Smiles are contagious, and a smile with your eyes cannot be faked. Don't believe me, walk up to the next person you see and smile at them. They will smile back 99.9% of the time. Guaranteed!

7) And most importantly - Have Fun! Chances are your prospect can buy what your offering from a hundred different outlets. So make sure to give them a fantastic experience! Roll out the red carpet for them, and make it fun and remember able! After all, you do want those referrals don't you?

8) And for pete sake make sure to follow up and thank them for their business! They chose you to buy from, so the least you can do is thank them. Remember that you should be building relationships, and not having 1 night stands... Make sure to call them in the morning.

You see, it seems so basic, because it really is. All you really need to do is be genuine and connect with people on a personal level to help them solve their problem or fulfill their wants, needs, and desires.

So stop trying so hard if you really want to increase your sales!

If you're a small business owner, or an overworked professional in charge of sales and marketing you better know the answer to the following 2 questions.

These simple questions are the difference between barely hanging on, or truly taking your sales and profits to the next level!

If you cannot truthfully say you know the answers to these questions then we need to talk ASAP!

1) What is your cost per customer acquisition?

2) What is the lifetime value of your customer?

Those 2 questions alone will propel your business to heights you never thought possible. It's the secret that multi-million dollar companies know that most little guys don't. And hey, it's not your fault! You can't do it all!

Maybe you don't know where to start, and are feeling little overwhelmed.

You know that you need a website that sells.

You know your sales process is either non existent or needs buttoned up.

You know you should be doing results based marketing on Google, Facebook, etc.

But you have no idea where to get started, or how to find the time and take on even more tasks!

Well my goal is to either help you through free education to get you the skills you need to be successful, or if preferred I can manage it all for you.

I won't ask for anything from you until you see the value in my service! Why would I do this you ask? Because I'm confident that once we work together, you will become another life long client!

I focus on results so you can focus on the rest.

Let me help you figure it out, so you can get back to growing your sales. If you don't see the value in my service, then I won't ask for a dime! You literally have nothing to lose by getting in touch with me right now.

In fact, you pretty much can't afford not to :)

What are you still doing here? Click that send message button and let's get started on your custom tailored sales and marketing plan now!