I work with lots of different entrepreneurs and businesses and if you are an entrepreneur, know of one or have ever worked with one you know that they are a different breed of people. They all think a little different, they are all a little left of center and they are ALL incredibly passionate, myself included (on all accounts).
As many of you know I do marketing, branding, and web design but by the nature of my business I always get to know a lot about my clients sometimes too much but I love every single second of it. WHY? Because I’m insanely focused on helping them become successful.
In recent months, I have had a lot of conversations about how marketing isn’t selling and vice versus. I have had talks about the art of the sale. What needs to happen for a sale to happen? How responsive to be when you do get a prospect from marketing? What to do after the contest we just ran is over?
I always inevitably end up talking about the sales aspect with my clients. It’s simply the nature of my business. Marketing feeds sales especially in the social media world we live in.
It’s always so weird to me to hear people talk about how their website isn’t selling for them or that the marketing contest we just ran didn’t work. I never, ever get it. I am forever asking the question….well, did you send a personal note to XYZ or did you pick up the phone and set a meeting? Who’s on your top 10 list this week? How many conversion appointments do you have? The answer is always the same. If you guessed NO or some iteration of no, you get the gold star for today.
I then ask them “well I’m curious how you became a client?” And the answer is ALWAYS well we got on a call or a skype or a meeting and talked. So, I’m confused where did the lost art of the conversation go?
Are we all so afraid of speaking to another human being? (I know they can be scary from time to time) I don’t think we should be….but why then do we hide behind computer screens, emails, and texts and avoid that human interaction? We all need to connect with other human beings to live a fulfilled life.
The answer when it’s about a sales conversation is that we are afraid of being told no. Scary, right? Being told no. Being rejected by another human being. But what if you weren’t told no, what if someone said yes. What if that yes lead to the biggest deal of your life? You never know if you don’t ask….right?
I recently went on a cold calling spree. My old mentor would love this, I ‘m a weirdo, I like cold calling. WHY? Because no one else wants to do it. I made 10 calls. Of those calls I got ahold three people. 1 said, no thank you, 1 said call back after labor day, and the third, had an hour long conversation with me and we are now in contract negotiations.
Scary, right? Making money and all. Getting a vote from someone new for your business. Money from someone you don’t know who is voting for your, trusting you and believing in your to help their business be more successful (Insert Sarcastic Voice Above). It’s not scary at all. It’s enthralling. It’s the highlight of my day. I get to help someone else succeed in a business. It’s awesome.
So why do we all hide? Why do we come up with excuse, after excuse, after excuse when it comes to sales? I’m not a sales trainer nor do I have any intention of becoming a sales trainer again. Been there, done that, got the t-shirt. I’m not trying to preach about the importance of sales but what I am saying is I want you to stop thinking of it as sales. Sales is notoriously a dirty word so let’s reframe the way you think of sales.
I contend that if you start today and you start thinking about sales, selling and picking up the phone as a way of sharing your passion and helping others. The conversation would be MUCH different. You wouldn’t feel so uncomfortable about picking up the phone and offering a stranger your product or service.
Pick a random person on your LinkedIn and call them. Share with them how you could help them be better, achieve more, and dream bigger.
You business is your passion, it’s what you live to do. It’s what you exist to do, day in and day out. So whatever the reason you are in your business and whatever reason keeps you motivated to stay in it, I challenge you stop hiding behind your computer. Get out there and share what you do. If you don’t…. you are doing a disservice to the world and to yourself.
I challenge you this week and next to share with the world what you do. Pick up the phone and authentically be you. The worst they are going to say is no and let’s be honest….we’ve all been told no before.