"Great salespeople are relationship builders who provide value and help their customers win." Jeffrey Gitomer
Takeaway: Selling is sharing what you know and caring deeply about getting results for your clients.
The very word “sales” sends a shiver down your spine. Visions of LinkedIn stalkers and used car salesmen are daytime nightmares!
The fear of being sold to is at epidemic proportions with health and wellness practitioners.
In fact, a friend of mine is a coach and she is spending her money on having someone else post for her on social media to help her gain new clients. (Please note that this strategy does not work.)
“Did you know that you need 10,000 connections across all channels for your postings to have any impact?” I asked.
She bristled. “I don’t want 10,000 connections. I don’t want anyone selling to me.”
Now that’s some serious False Evidence Appearing Real. But what if the fear is misplaced? What if health and wellness “selling” is not even remotely related to your local used car salesman? What if it’s time to rethink what it means to sell to your audience?
Reframing Selling into Something You Love
Folks, give me 5 minutes and I’ll share anything you want to know about marketing, especially writing copy.
I love being of service to others. It lights me up when I see the lightbulb go off in someone else’s head.
Guess what? That’s a form of selling. Yes, sharing is selling.
True selling never coerces the prospective client. Instead, it educates, evaluates, and offers a solution.
This requires active listening, just as you would in a consult.
How People Buy Today
Remember the TV show, Madmen? Hard charging, make the sale advertising men.
Yeah, it’s not like that anymore. But somehow those snarky folks on LinkedIn haven’t gotten the message. You can read my post about that here.
The customer’s journey is much longer today and it’s all about relationship-building.
Neil Patel Digital did a study on how people buy. Take a look at the graph. You can see that transactional selling (buy now!), got the least engagement.
The most engagement comes from providing good, solid information to a target market.
You have to build trust with your audience. Show them you understand their problem. Give them good information about how to solve it.
Consumers today are wary. They have so much information coming at them, it’s your job to consistently show them you know what you’re talking about, and you can be trusted.
That’s the buyer’s journey today. But it doesn’t stop there.
The New Way of Selling Means More Than Just Making a Sale
Getting a new client is just the beginning. Now you must show them why they spent their money well!
Selling never stops. You must continue building trust and proving your value.
Getting good at selling—building relationships and demonstrating your value—means you can serve more people who really want to make a change in life.
Simply be yourself. Bring your gifts to the conversation, show interest, ask questions, then ask if they’d like some help.
Oh, wait. You already do that!
Struggling to get new clients? Hop on a complimentary 30-minute call with me and let's get your marketing message clear. You'll come away with at least 3 practical strategies for attracting your perfect match clients. You've got a gift; let me help you share it and make a difference in the world!
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