If people seem interested in your service but the majority of them aren’t actually committing and buying from you, then there is a hiccup that is happening in your delivery.
The delivery is key. Most entrepreneurs are either underselling or overselling. They’re either not giving enough in their delivery or they’re giving way too much when showing their offer to a future client.
When someone is asking you about your services do you:
Tell them the most basic description of what you offer, leave it at that, and pray to God they want to sign up? (underselling.)
OR
Give them every single detail you can possibly imagine about your service, ask a lot of questions, and before you know it, realize that you are dominating the conversation and they seem off-put? (over-selling.)
First of all, this is normal for most beginner business owners.
After all, you likely haven’t been taught exactly how to handle a consult or a delivery. If you have, it can take months of reminders, practice, and new angles before it really sticks.
But my friends, there is a finesse to talking about your services, and when you master it, you will close more sales than you know what to do with.
Here are a couple pointers:
1) Keep your cool and speak from a place of expertise. Your clients want to be taken care of. They want to feel that you’re in control and know more than they do about what you’re offering. They want someone who will hold them accountable and have some insight. They want to think you’re the answer to their pain. When you slip out of ‘calm and collected expert,’ they lose trust that you’re their answer. I can show you how to make this feel natural.
2) ALWAYS emotionally detach from whether or not this person is going to become a client. If you are attached to the outcome, you have already lost. This isn’t about you. It is about helping them with their problems through your services. If you are thinking about whether or not they will buy, then you have slipped out of service to them and slipped into your own significance. The sale will not be closed.
Finding the tips and tricks to making your services sell like hotcakes isn’t a matter of rocket science. It is about getting the tips from experts, implementing them, and repeating them.
If you want more sales, invest in your brain and learn more about selling.
Love,
Becca
