How to Increase Sales and Conquer the Fear of Selling
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Marva Goss on How to Overcome Your Fear of Sales and Grow Your Revenue
If youāre running a business, making money is probably at the top of your priority list. From converting leads into clients, to increasing revenue, to how to feel more comfortable selling, sales is always a hot topic in any industry. Lucky for us, sales strategist Marva Goss talks about all of these topics and more in this episode! She gives tangible advice and easy to follow steps on how you can create a sales strategy that works for your business and start actually watching your sales go up. This conversation is a no-brainer for anyone who wants to make more money!
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Her Entrepreneur Journey
Marva spent 10 years in the Air Force, along with her husband, but when they had their daughter, Marva didnāt want to risk both of them having to be away from their baby for an extended period of time, so she decided she wanted to do something different. She started looking into entrepreneurship and how to get started running a business doing something she was already good at. She took the leap and left her full-time job to start her business as a virtual assistant, before realizing that she wasnāt good at trying to manage someone elseās to-do list.
Marva decided to hire a coach to help her navigate what she wanted to do next, and ended up starting working in brand strategy. She ended up completing the Authentic Selling Instructor certification program and started working with clients on sales strategy. Now she works with clients solely on sales strategy, and says it fills her soul to be able to help others boost their sales.
What is a sales strategy and how do you create one?
A sales strategy is ultimately how youāre going to take people from being an onlooker interested in your business to an actual paying client. Most people have a funnel with a freebie that leads to your email list and then a sales call. Some people use webinars or challenges. Thereās no right or wrong way to make a sales strategy - itās just about whatās right for you. Your main focus is how to get people into your program, course, etc. or to buy your product, and then get them to tell someone else.
How are you creating raving fans?
If you arenāt in a place to hire a strategist, whatās the first step into getting a sales strategy into place?
This is the most important step! The first thing you have to do is reframe your thought process and your idea of selling. Most of us instantly think of a pushy car salesman with we picture sales, and no one likes that feeling. The actual definition of selling is the exchange of money for a product or service. If you donāt reframe your mindset, youāre always going to have a negative feeling towards sales.
Remember that selling is actually helping! If you have a product or service that could truly help me or my family and you donāt offer it to me, youāre doing me a disservice. You have to decide for yourself how aggressive youāre going to be. Women are usually more on the conservative side of sales, but you are in business to make money. In order to have a thriving, healthy business, you have to sell.
Once weāre in the right mindset, how do we actually convert leads into paying clients?
One thing you need to look at is making sure that youāre outlining the transformation they can expect. People arenāt buying your program or service, theyāre buying the transformation that comes from the end result. Youāve got to really nail down the transformation that people are investing in. Ask your past clients what theyāve accomplished since working with you. How do they feel since completing your program? What theyāre saying is what you should be using on your sales page and in your promotions.
You should be selling them what they want, not what you think they want.
Once you get them on a sales call or in a pitch, be appreciative of their time. People will remember how much you valued them and their time. Secondly, make sure youāre setting the expectation for the call. When you lose control of the conversation, youāve lost the sale.You have to take control of the conversation and set realistic expectations for how long itās going to take.
If they donāt book right away, how long should you keep following up?
You should be following up with leads as long as you want their business, unless they tell you to stop emailing them. A ānoā right now doesnāt mean a ānoā forever, and sometimes even if someone isnāt the perfect fit, they may know someone whoās a perfect fit, and they make end up talking about you to that person. If they decide later that they need what youāre selling, you want to immediately be the person they think of for the job, because you were resilient. Just emailing once a month to check in, not necessarily push the sale, can make a huge difference.
What if the amount of clients is good, but we want to increase revenue. whatās your advice?
Look at all your systems. What subscriptions are you paying for right now that you arenāt using? Those are money-suckers. First step is to cut down on those expenses. The start looking at how you can create more income without using your time. Maybe you create a mini course or do something with the knowledge you already have in your arsenal that you can sell without spending more of your time. Try to figure out how to make āpassiveā income.
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