Do you feel guilty about enrolling????

When most people think of enrollments, particularly in one-to-one enrollment conversations (think free consults), they typically experience a feeling of guilt or shame.

As if they’re somehow duping or manipulating someone else into doing something they want to do. Or they feel self-serving, like making a sale, and reaping the financial rewards, is somehow a negative thing. But I’m here to shake up that line of thinking, and to do that I need to break something to you that might be a bit hard to hear.

Thinking of sales like this, in a way that makes you feel guilty about the enrollment, only hurts everyone:

You – because you aren’t bringing in revenues, and without revenues, your business doesn’t even have a chance of surviving.

Your prospects – because they aren’t getting the help they NEED in their lives.

Let’s face it: the idea of sales as self-serving is actually selfish in and of itself. Because it’s NOT all about you. Yes, selling your products and services will help you, financially and perhaps emotionally (in the satisfaction of helping others). Read more

7 Tips for overcoming objections – most conversations are won or lost at the objection stage!

  • The golden rule for responding to an objection is to make the client your friend.  This can be stated as empathizing with your client, don’t ever argue you will win the argument but lose the client, once you have made the client your friend they will feel included and safe proceeding with you.  It can be done in all kinds of ways such as, “I see your point, Jim or That makes sense to me, Michele.”
  • Another essential to do is isolate the objection by repeating it back and asking if there are any more objections.  An example would sound like. “So let me see if I have this right, you want x amount of coaching consults but can only afford x amount of money, aside from this is there anything else stopping you from signing up today?
  • As they say things like Wow through your presentation, stop and say “I see it didn’t take you long to think about that, did it.”  Repeatedly saying this through the presentation makes it difficult for them to say “I want to think about it” at the end.
  • Always be sure to use the person’s name in every sentence.  It is critical that we use the person’s name to ensure that they feel included.
  • Take three seconds before answering the objection, so it seems like you are giving it some thought.  If you reply instantly it sounds defensive.
  • Always be overcoming objections in your presentation.  For instance maybe you are a little more expensive. Anticipate this in your presentation.  Maybe you offer certain benefits but not others, so anticipate these in the presentation with such statements as:

“You are probably wondering…”

“You might be thinking . . .”

 “If you’re worried about . . .”

 “A concern I often hear at this point in our conversation is . . .”

  • Always ask for consensus before asking for enrollment.  For instance ask questions like:

“Does that make sense to you?”

“How does that sound?”

“What do you think of that?”

“Are you in agreement so far?”

 

Sarah Jo Wood is founder of Evolving Advisors Inc. and author of ‘How to turn a No or a Maybe into a Yes!”  Her coaching program teaches entrepreneurs like you to overcome objections so you can sign up all the clients you want, fill your practice, and increase your bottom line.  To begin supercharging your sales, download your complimentary sales package today at www.evolvingadvisors.com

 

Three Ways that StumbleUpon Can Ease the Sales Process

You’ve likely already heard that Twitter and Facebook, the social networking heavyweights, can help you to connect with clients, but did you know that StumbleUpon can help you get not only free web traffic but also leave you with faster results by getting laser-focused on your niche market?

Here’s how: When you sign up for a free StumbleUpon account, you’re asked to select your interests from a selection of topics. If you’re a parenting coach, for instance, you can choose topics like “parenting,” “kids,” “pregnancy/birth,” and other family-related topics, and quickly connect with others who have similar interests. Which is great for effective business growth strategies, because you’re connecting directly with people that you already know have kids and are therefore prime candidates for your parenting coach products and services.

So, how can StumbleUpon ease the sales process?

1)      You can start to build relationships with people in your target market. By connecting with people who have similar interests, you can share in those interests and begin building genuine relationships with your ideal clients. By the time you reach the sales cycle, such as by inviting them to join you in a sales consultation, the people you’re consulting with have seen you around and have already began to know, like, and trust you (the 3 factors that everyone knows are crucial to a successful sales process).

2)      You will be able to drive highly targeted web traffic to your website. Once you begin building relationships with those in your niche by recommending valuable resources, you can start adding in some content that can be found on your own website/blog…and therefore invite people in your niche to visit your website. Because of the popularity of StumbleUpon, you can get quick exposure to hundreds or thousands of prospective clients, and as a result drive tons of targeted web traffic (you know, those people who have a genuine interest in your topic of expertise…and are therefore more likely to buy than just random searchers) to your website. Then just be sure that your website displays your product/service offerings so those visiting can see how you can help them. You might also offer a free consultation so you can begin engaging your prospective clients in the sales process!

3)      You can connect directly with both prospective clients and referral partners. Your free StumbleUpon account comes with a profile that you can personalize, and you can become “friends” with other people who share similar interests as you, similar to the idea of “following” other Twitter accounts. You can also directly message those that become your StumbleUpon friends, which can be a great way to reach out to people that you may be interested in working with, either as clients or as referral partners (other professionals who may be interested in promoting your business in return for you promoting theirs).  But of course, remember to ease into the sale; sending someone a message asking them to buy from you before you have built a relationship can cause them to distrust and/or dislike you…dramatically undermining your efforts at using StumbleUpon to grow your business.

Last but not least, know that once you begin building relationships with other StumbleUpon users, it becomes your responsibility to (gradually) turn a follower into a customer. The more you use the service, the more traffic you can generate directly to your website…where visitors will be able to purchase the products and services you have to offer.

Sarah Wood is founder of Evolving Advisors Inc. and author of ‘How to turn a No or a Maybe into a Yes!”  She is a sales and marketing coach serving professionals who are struggling to attract more clients and increase income.  Her coaching program teaches how to overcome objections so you can sign up all the clients you want and increase your bottom line.  She’s been in sales and marketing for over 20+ years and awarded consistently.  She is a dual citizen of the U.S.A. but lives in Toronto, Canada, with her b/f and four pets. You can find her at www.evolvingadvisors.com