Dread Sales Conversations? Here's What to Lead With Instead
Most people would say "I hate sales" and tend to avoid thinking about it, even as a business owner. It stems from bad experiences of being "sold to" ourselves. Perhaps it can be helpful to step back and take a different approach to help ground you in sales.
Let's focus and lean into the "why" of your business. Many of you probably know about Simon Sinek and his book "Start with Why". Perhaps you've seen Simon's famous TedTalk about it.
Simon likes to point out people don't really buy what you do, they buy WHY you do it.
As introverts, we can be so inside our heads that we only focus on what's in front of us. I wanted to share three questions from Simon that help ground you and share your why with others at a networking event, sales call or even standing in line at the grocery store.
Why do you do what you do? - This is so important. When I do an intake questionnaire with clients, I ask a similar question and get some very interesting answers. It's vital you share your why because it helps you share your passion and drive behind your work and it makes you memorable.
I worked with an acupuncturist who shared her WHY on her website. She had had anxiety in college and someone suggested that she try acupuncture and see if it helps. The first couple of treatments made a large impact on her. Her anxiety subsided and acupuncture really helped her feel better. Those treatments helped convince her to pursue the path of becoming an acupuncturist, so she in turn could help others like she was helped.
How do you do what you do? - This is your process or value proposition and helps you stand out. Perhaps you have a special framework you use or methods in your practice. I work web designers and graphic designers and they definitely have a unique step-by-step process when they take on a project. No two processes are the same and that be your secret advantage. Even inserting your life or work experience into your process can be really helpful too.
What is it? This is where you combine the why and the how. It is the products and services you offer. For the graphic design and web design people, they have custom proposals they put together and/or a flat fee with prices starting at $X.
If you're like a coach or consultant, you have packages of consulting or coaching hours that you offer. You could also offer group coaching and/or workshops.
In general, you want to be able to put these questions together in a flow that is around 20 seconds or less. Also, be willing to adapt what you say, depending on who you're talking to and the environment. The bottom line is you want to be memorable.