How To Successfully Sell Your Service

(Note: This article is based on the recent Profit Minute Radio program. You can listen in to the recording of the radio program here – Profit Minute Radio)

How To Successfully Sell Your Service

Most small business owners do not consider themselves to be sales people or good at sales. They fear coming across as being pushy and as a result they have no sales strategy or at best an ineffective strategy.

In order to move your service based business to the next level you will need to implement the right sales strategy. Every business is different of course but there are some general rules that apply.

Here are five keys that will help you to improve your sales strategy for your small business:

1/ Only Sell To Those Who Want Your Service

There is little point trying to sell your service to those that do not really want it in the first place. A lot of small business owners spend way to much time trying to sell to a small number of prospects. You are better to spend your time attracting more prospects and only selling to those who indicate they need or want your service.

Sounds obvious yet you would be amazed at how many small business owners just do not have enough prospects entering into their marketing funnel.

Spend less time trying to convince and persuade and spend more time focused on attracting new prospetcs. Its a process of sifting and sorting.

2/ Let Prospects Put their hand up

When you have the right marketing strategy in place you will attract lots of prospects to you. Your next steps is to have the right prospects ie those most likely to use your service, put their hand up and indicate their interest to you.

Here is how we do it at Profit Minute. Our first goal is to attract prospects to us by giving away the free report ‘7 Keys To Attracting New Clients’. This allows us to pull prospects to us and have them enter our marketing funnel.

The next step then is to have the right prospects put their hand up and indicate that they could use our Marketing Strategy Coaching to help them grow their business. We do this by offering a complimentary Sales & Marketing Audit which is a 45 minute consultantion over the phone valued at $297. This gives the prospect the opportunity to learn more about what is the right marketing strategy for them, and to find out how they could really accelerate their business by working with us.

Not all of the prospects who request the free report will go on to request the Sales & Marketing audit … those that do though have put their hand up.

3/ Sell in Person

To many small business owners today are trying to have their websites, emails or marketing materials do the selling for them.

This does not work effectively for selling services!

You need to do it in person … either face to face or on the phone.

4/ Add Value in Sales Presentation

You want to make your sales presentation a value added experience for the prospect. In other words do not just try and sell, sell, sell … there is nothing that will make your prospects run faster.

Instead provide a lot of value to the prospect in a way that they sell themselves on using your service.

When we conduct a Sales & Marketing Audit we help our prospects discover for themselves what challenges they have in marketing and what they need to do to improve in that area. As they think it through they begin to come to the conclusion that maybe they should consider using our services.

5/ Help Them Identify Their Go Ahead Reasons

Every prospect has reasons why they would go ahead and use your service.

Your job is not to sell your services to them, but to help them identify what those go ahead reasons might be. You do this by asking lots of questions.

Ask them questions that helps them identify the pain of their current situation.

Ask them questions that helps them imagine the pleasure of achieveing their goals after they work with you and use your services.

Ask them questions that identifys their core values … ie what would be most important to them if they decided to work with you.

Then when you present your services as the solution simply present it in light of what they have identified as most important.

So there are five keys to selling your service. Naturally this is a high level overview and every business will require its own unique sales & marketing strategy. If you are looking to take your small business to the next level then request a complimentary Sales & Marketing Audit today by clicking here.

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