I love to sell. I mean *really* love to sell, but this wasn’t always the case.
As a little girl, I was taught not to be assertive or confident because it might make someone else feel badly. Heaven forbid I feel good about myself and who knows what would happen if I actually told someone I was good at something?
Constantly being told to make yourself appear “less than” so that others aren’t threatened takes it’s toll. I know many of you have experienced the same thing.
Here’s the deal:
a. You’re not a little girl anymore.
b. You can choose to discard those beliefs.
If you’re wondering why I’m bringing up childhood memories in a blog post about selling, it’s because they are completely related.
Part of selling involves confidently telling your audience that you understand where they are now and that you know exactly how to get them where they want to be.
When you grow up being told that confidence is an undesirable trait in a woman, it makes selling a bit tricky.
Never fear. If I can get over it, then you can, too.
1. Your products have value.
Chances are you got into this industry because you wanted to serve. You love helping others and it makes you feel good to see your students and clients move through an obstacle with your guidance.
Is it possible they can find out the answers on their own? Maybe, but they don’t want to.
When people purchase my courses, it’s because they would rather pay me to tell them exactly what to do instead of trying to figure it out on their own. Not only will they save time, but the solution I present them with will likely be a million times better than what they came up with on their own.
I mean, if you’re hungry for a decadent slice of apple pie, you could buy a pack of seeds and grow an apple orchard, but most of us can’t wait that long.
Do you think that a bakery feels badly for selling us apple pie when we could make it ourselves? No. We’re buying convenience and (probably) a better slice of pie.
I don’t know about you, but once I tried to make an apple pie. I made the whole thing from scratch and it tasted like garbage. The apples were spongey and the crust was way too dense.
People buy your courses because you save them time, money, and disappointment from trying to learn the hard way.
2. It is selfish to hide your paid products.
Let’s say someone joins your Facebook group (you can join mine right here) and you share a TON of free content with them. Great. Everybody likes free stuff, especially if it offers a desired result.
The problem is you’re hiding the premium (paid) stuff.
Sometimes hiding the good stuff is okay. Case in point: My husband and I will buy premium Ben + Jerry’s ice cream for ourselves and hide it in the back of the freezer, but we keep the cheap stuff in the front. Our daughter is the light of our life, but a 4 year old doesn’t need Ben + Jerry’s.
Don’t do that to your audience! They’re following you on social media, joining your Facebook group, and subscribing to your email list because they want help AND believe you are capable of helping them.
So, it’s completely selfish to keep the best stuff to yourself simply because you feel uncomfy. You got into this business to serve, so go do it.
It’s time to put aside your fears and insecurities and do what’s best for your people. They need your products and services, so give them access.
We’re going to be doing a deep dive into this topic in my Facebook group tomorrow, so make sure you click here to join.
3. Never underestimate your customer.
A month ago I needed some makeup and I needed it fast. I went straight to Sephora with the intention of buying all the things.
I rolled up to the nearest associate and told them I wanted foundation. She found a match and I told her I wanted a brush to go with it.
Her: “These brushes are good because they’re inexpensive.”
Me: “I don’t care how much they are. I want the best, not the cheapest.”
Her: “But, they’re really expensive.”
Me: “Can I see them?”
Her: “They’re $40.”
Me: “Can I see them?:
The conversation continued and the associate felt guilty every step of the way. It was so bad I had to upsell myself!
Me: I need powder.
Her: Pressed or loose?
Her: *blank stare* Are you sure?
What this associate didn’t know was that I paid my way through college working full time as a makeup artist. I already see the value in purchasing well made brushes and understand a bottle of expensive foundation will last much longer (and look better) than the cheap stuff.
When you pitch your products with a limp-handshake and an “are you sure?” attitude, you are turning off potential customers in a big way.
Why should they be confident to buy your info products when it’s clear that YOU aren’t?
I challenge you to download this worksheet and start selling with confidence. Read the directions provided in the worksheet and take action! Stop leaving money on the table with weak selling and download this worksheet now.