I’ve been where you are, I know what it’s like. You feel as if everyday you’re surrounded by people on your newsfeed who are rocking it, it sometimes feels as if they could put out a post selling any old rubbish and they’d make sales.
Then there’s you, you get a like every now and again and you might even have people telling you that they love listening to you, but it’s not converting into sales and you feel frustrated, I remember that feeling well, because it wasn’t for the want of trying and it certainly wasn’t for the want of effort I was putting in but I wasn’t making sales and it was frustrating.
Actually frustrating doesn’t quite sum it up, I’d get really excited about a programme I was selling and I was sure I’d hit the nail on the head this time and it was going to go out into the world and be a ridiculously major success and I’d have the sales rolling in…only it didn’t happen and I went on that cycle for a while.
In fact it took me 6 whole months to make a single sale and I won’t bore you with the amount of times I considered giving up and it’s not even as if I couldn’t sell, I’d sold in my previous business but this was a whole different story. But one day it did actually click for me and that’s what I wanted to share with you today.
So here’s 9 mistakes I made while trying to sell my first coaching package!
I didn’t sell what they wanted
I tried to sell them what I thought they needed but the thing is more often than not what the expert thinks they need and what they want are 2 different things, I fell into the trap of trying to sell them what I thought they needed, so what happened? They didn’t buy and they didn’t buy because I was trying to sell them something that they didn’t think they needed or they didn’t even want!
I allowed my fears to take over on sales calls
I would be so freaking nervous getting on sales calls that it would result in me blabbering on for god knows how long and talking, talking, talking totally neglecting showing the value and ultimately the value is in the result, but my fear would take over and I’d literally end up rabbiting on for ages on the call because I felt like I needed to say as much as possible because the more I told them about the package the more likely it is they’d buy, because if I told them about the 20 million calls and the 10 million emails and all the other stuff they can do with the package that would show the value and they’d buy…you’re overwhelmed just reading it right? Of course you are and that’s exactly how people on the sales calls felt. Instead of focusing on the value I’d focus on throwing as much information as possible at them because my fear and nerves would get the better of me. Focus on the result that’s where they’ll see the value and always give them room to think!
I saw objections as a final answer
I’d get to the end of a sales call and then I’d have an objection, instead of dealing with it I’d just say oh ok well thanks for speaking it’s been great to meet you…phone down. But that’s crazy! Because an objection is actually something that you can deal with, an objection doesn’t mean it’s a solid no. Dealing with the objections was definitely one thing that totally changed the game on calls for me, if someone says they don’t know if they have the time…help them find the time. If someone says they don’t know if it’ll work for them, help them see that it could. See an objection for what it is which is their own fear throwing excuses up!
I projected my own beliefs around sales
I had beliefs around sales like oh if you deal with objections people will think I’m being pushy, people don’t like to be sold to etc etc and so my sales activity was being actioned from a place where I was making these beliefs my truths but I was then projecting them onto my leads…and you’ve guessed it I wasn’t getting the sales. Just because you feel that way about sales doesn’t mean that everyone does and it doesn’t even mean it’s real either!
I’d forget to follow up
Simple right? Yep but I’d forget to do it and I can hazard a guess that a large percentage of the people who’ll read this will be no different. Following up is important, that old saying about if you’re not following up you’re leaving money on the table is true and 100% accurate! Follow up, just because someone hasn’t got back to you doesn’t mean it’s a no, it could mean that they’ve forgotten, that they’ve had other things going on etc
I’d do it once then not again
I’d write a post or I’d CTA the programme once and then I wouldn’t mention it again, I’d feel like I was talking about it all the time but in reality I wasn’t and when I realised this it was like OMG how one earth could I be expecting people to buy something from me that I wasn’t even letting them know I had open? Equally I know the old people need to see things more than once thing and yet here I was only sharing it once, well no wonder no one was buying!
I wasn’t specific
At the time I’d fallen right into the trap of oh well that’s not working so I’ll try another angle, then that wouldn’t work so I’d try something else but the thing was I was only giving like 2 weeks timeframe for anything to work! I’d go all out for 2 weeks then because nothing happened I’d backtrack and switch to a different angle, the problem? Simple I wasn’t being specific enough with one thing to cut through the noise and position myself as an expert for people! So I wasn’t being seen, I wasn’t being heard and I wasn’t converting sales. Being specific and consistent is vital when you’re looking to establish yourself in your field!
I simply wasn’t asking
Asking changed everything for me in all areas but asking for the sale consistently was a game changer, the amount of times I’d never ask for the sale is crazy. Weeks could have gone by without me asking for the sale and yet I was sat there wondering why no one was buying…well duh you’re not selling Jane that’s a reason why no one is buying right there! Start asking…seriously it’s one of my biggest tips!
I was expecting not to sell
We get what we expect…don’t be so silly you might think but the fact is we do. If we go out there with the attitude of oh well no one will buy…then guess what no one will! What you expect is crucial in vital in what results you’re going to see.
Ultimately when I realised all the above and I made the changes and I consistently stuck to the strategy of showing up in front of my ideal clients daily, I went from no sales to a 10k cash week and from there it skyrocketed!
So give it a try, take a look at your lack of sales and ask yourself am I doing any of the above?