At the start of my business selling used to terrify me. I was great at pitching my idea or service because I had a ton of practice doing that in my job as an Art Director. When it came time to sell my offer, I really had a hard time. I finally realized I had to figure out what was blocking me, because if you want to grow a business, you have to learn how to sell. There really isn’t a way around it. What I have found in working with entrepreneurs and through my own journey, is that often, we just need to reframe what we think selling really is. These 5 common myths hold many entrepreneurs back from loving sales and growing their business and this could be keeping you broke too.
Myth #1 – Nobody wants to pay for the thing you are selling.
This is the most common excuse I hear from clients who are terrified to sell, because it’s easy to build up evidence that this myth is true. Looking at the economy, your social media engagement, or your own finances you can convince yourself, that your efforts to grow your business are at a standstill, because people don’t want to spend their money. Believing this myth will allow you to avoid the fact that maybe you need to cultivate confidence, you are trying to sell something you don’t really want to do, or you are fearful of rejection.
The truth is, people always want to pay for a solution to their problem. When you confidently show up and make it clear that you have THE THING that will solve someone’s exact problem they are always happy to pay for the solution.
Myth #2 – Selling is Sleazy and Gross.
Most people fear they will come across like a pushy person so people will avoid them, if they try to sell their services.. We picture the used car salesman, or that person we have all come in contact with, who despite obvious cues, continues to bombard you about something you don’t want. We have all had some kind of bad experience with someone trying to sell us something that pushy. But, that pushy, sleazy, gross method of selling isn’t the definition of selling. Selling is sharing a solution to a problem that someone truly needs and wants.
The truth is, selling is helping. The process of selling, is telling people how you can solve their problem and inviting them to let you help them. If you know that you can help people with your services or products, it would be crazy to keep it a secret. The exchange of money is just a small part of that, and people should be happy to make that energetic exchange.
Myth #3 – People don’t want to be sold to.
We have all had an experience with someone trying to sell us something that felt insincere. Maybe you posted a question in a Facebook group and instead of thoughtful answers, received cold pitches. Maybe you were put on someone’s email list without your permission. Because of this, we know that people don’t want to be sold to. It’s true that people don’t want to feel like they are just a number and feel pushed to buy something that they don’t want. It’s also true that we want to know more, when we are looking for a solution to our problem.
We want to feel seen, heard, and understood, so that we know this person understands our problem and what we need. We want to be walked through the decision-making process, so that we have all of our questions answered and feel confident making a purchase. The truth is, we always want to be sold to.
Myth #4 – Sales are only successful if you have a complex funnel.
Opt-ins, email funnels, tripwires, redirects, but wait there’s more! Mastering sales is about building relationships and you get to decide what that looks like in your business. Think about your ideal customer and how you can create multiple touch points with them to develop a relationship where you can build know, like, trust. This could look like posting on social media and having conversations in the DMs with potential clients about what they are struggling with and offering them valuable advice with a link to your free content. Then, asking if they would like a free call to discuss their issue further and telling them how you work with people who have that exact problem. The truth is, making sales doesn’t have to be complicated. It’s just about building relationships.
Myth #5 – ‘No’ means you suck, and F**k right off forever
When it comes to sales, entrepreneurs are terrified of the word no. As my good friends and sales master Jackie says, “It’s just a no. It’s not like they’re going to kick your ass or something.” We make those two letters mean so much about who we are, what our future holds, and our self worth. The truth is ‘no’ means, not right now. It means I am not sure that I am ready to be accountable for the actions I will need to take if I make this purchase. It means, I am still not sure if this is the right thing for me. As a person who is serving others, it’s your job to find out what you can do to help your potential clients make the best decision for them.
Helping your potential clients make a decision isn’t dropping the phone like a grenade and unfollowing them on Instagram. Ask questions and keep giving them value, because not right now, often turns into your next great client.
If you find that you have bought into one of these sales myths, you are not alone. Sales is one of the hardest parts of entrepreneurship to learn, and it can be especially challenging for women. It’s also a hurdle you have to conquer to build the business that you want.
A step-by-step guide for entrepreneurs who want to connect with potential clients and market their business with ease
© 2020 Shana Dewitt