An Audio Version for Your Convenience
Word for Week 11: Sell
Definition: "...to sell is to provide something in exchange for money."
Insight: “Approach each customer with the idea of helping him or her solve a problem or achieving a goal, not selling a product or service." -- Brian Tracy
This is week eleven and I’m going to assume that you are meeting new people every day, online and off-line, and I hope you have a few people in your database by now. If not, you and I definitely need to chat!
Your approach to selling can sometimes depend on whether you’re selling to individuals or to businesses. This conversation is geared primarily towards the B2C or business to consumer business owners. Everyone you meet will not become your customer or client. Indeed, some of them you do not even want for a client, but let’s look at some of those that you’d love to have come onboard. If they are not taking the action you want them to, then take a look at what you’re are doing and how you are doing it.
What do I mean by that? Okay…here’s an example, if I ask a physical fitness trainer what she does for a living, she may say “I’m a physical fitness trainer”. Now if I ask her what she’s selling, she might say “I’m selling Physical Fitness Training.”
But actually, that’s not true. And if she is marketing her services that way … and if you’re marketing your services that way, I’d say you both are leaving money behind. Why? Because what she’s really selling is the RESULTS of the Physical Fitness Training Services that she provides.
Database fitness follows some of the same concepts When we say we help our clients attract an ideal audience to their database ... that’s really what we do. But what we are selling is the growth you will encounter, the invoices you’ll start to bank and the confidence you’ll experience in the knowledge that you are consistently reaching your goals.
I hope you will seriously consider using this concept in your own business. Ask yourself how much better your customers will be after they start using your services. Let’s flip the coin before I go and take a quick look at the reasons your clients may not do well under your guidance….I’ll say one thing about that…the customer is not always right.
If you develop a plan and the customer does not follow the plan … that is not within your control, but it is a great indicator that you may not have selected an ideal client. Selling to an ideal client will give both of you a feeling of value and importance. Just remember, you are selling the results of your services and the best you can offer your clients.
Here it is in a nutshell. Separating what you do from what you sell takes a certain mindset. If you believe you need assistance in developing this approach, I’d like to help. Just follow this link to my scheduler and see how in just a few moments we can shed light on this topic.
Your Database is your most valuable asset!
With Paulette Smith