Sales Techniques for People Who Hate Selling
One of the biggest challenges freelancers face is a resistance to “selling” themselves. After all, if the work is good, shouldn’t it speak for itself? Unfortunately, it doesn’t work that way. If you’re in business, you’re in sales.
So why are we so averse to sales? Because we’ve all been on the receiving end of a pushy salesperson trying to sell us something we have no need or desire for. It feels invasive, uncomfortable and just a little bit sleazy, right? No one wants to be that person, so we avoid the whole “sales thing” altogether and hope for the best.
But, if hoping for the best isn’t cutting it for you and you’re ready to build the career or business you deserve, here’s the method for closing the sale.
1. Start with a great product or service
You can only sell something that you know is top notch and will add significant value to someone’s life or business. But if you don’t feel that way about your product or service, then go back to the drawing board until you do.
2. Understand what makes you unique and what problems you solve
A common mistake freelancers make is saying they can do anything for anyone. The theory being, if they cast their net wide, they’ll catch more fish. The opposite is actually true.
When clients are looking to hire, they typically have a very specific need in mind. So it’s in your best interests to specialise and develop a niche. Your work will become stronger, you will be happier and more creative and you can direct you marketing efforts to your niche audience.
3. Know who your ideal client is
Now that you’ve defined your niche, the next step is to learn everything you can about their specific needs and make sure your capabilities dovetail with those needs.
So are you looking to work with small businesses or larger, more established brands? A startup may have more creative freedom, but have a shoestring budget and need a lot of hand holding. On the other hand, larger clients have more resources, but may have quantity and production requirements that you’re not able to meet.
Once you’ve narrowed the field, start building relationships with your ideal clients and letting them know how your services will benefit them.
4. Create a marketing message that speaks to your ideal client
Clients are much more likely to buy from people that they know, like and trust. Really get to know your ideal clients. What do they need? What keeps them up at night? What are their hopes and aspirations? Be generous with your expertise and offer solutions at every opportunity.
Your ideal clients will “see” themselves in your communications and prequalify themselves before you even get to a sales conversation.
5. Package your services
If you want more clients, you need to make it really easy for people to work with you. Creating packages that are tailored to your ideal clients needs demonstrates that you understand and value their time and resources.
If your services appeal to them, the sales conversation will be about which package they will buy, rather than if they will buy. No selling required!
6. Don’t stop short
Your fear of being salesy can cause you to stop short, right before you close the deal. Once you’ve taken your prospect through your services, a simple, “Do any of those packages resonate with you?” will prompt them to respond and give you an opportunity to outline next steps and, hopefully, close the deal.
7. Remain unattached by the outcome
Focusing too much on the target number, rather than the actual person, is the death knell to selling with integrity. Your goal is not to close just any sale, but to work with clients whose needs perfectly align with your unique services.
When you remain open and unattached to the outcome, you’re more present and your words come from a place of integrity, not need.
8. Stay in touch
“Not now” isn’t the same as “No”. Keep a running list of people who have expressed an interest in working with you and check in every couple of months. People are busy and are usually happy that you checked in and reminded them that you’re there if they need you.
Hopefully, these tips will inspire you to take action and embrace sales. Remember, sales aren’t something you do to someone, they are something you do for someone. You are simply sharing your unique talents with people who have a genuine need for them. Act with integrity and watch the magic happen!
SOURCE: Freelancers Union
