Hello and welcome to the S word live I am so excited to be here today. Today I'm
talking about not one not two but three sales strategies that work. There's a lot
of things to talk about when it comes to finding paying clients for your online
consulting services but whether you're working online or in real life these
three sales strategies will work for you say hello as you join I'm gonna get to
questions and answers at the end I am so excited to be here with you today
because I am gonna share with you some key components that I usually only share
with my paying clients. But first one bonus tip!
Now this Pro bonus tip is a good one this one is some that I've said many
times to the thousands of sales newbies that I've trained over the past 20 years
in fact if we haven't met yet my name is Renee Hribar and I'm a sales
consultant and speaker and author of the upcoming book sell like a mother so what
I always say this is my pro bonus tip before we dive in don't make decisions
for people don't make decisions for people so many people will look at
someone they'll click on their profile or they'll see someone or they'll
they'll see a situation and they'll have a preconceived notion I used to always
tell my salespeople don't prejudge just like I tell my child it doesn't matter
what someone looks like it has no bearing and what kind of person they are
you absolutely cannot know what someone is like or what the situation will
have for you unless you ask questions so you've got to engage and ask questions
be genuine and remove yourself from the outcome by all means the pro bonus tip
is don't make decisions for people so excellent so don't make decision for
people I just want to say that these three sales strategies are going to blow
your mind number one what's dive in selling is like a
and these three sales strategies will help you fit together the pieces number
one start authentic conversations well what does
that mean how do you even create them well if you're whether you're going face
to face or whether you're online how do you even get someone's attention how do
you connect how do you touch the right person in the right way so that it
starts a genuine authentic natural conversation well it starts with posting
something especially if you're online that encourages the right type of people
to engage with that post whether it's a big bold fact or a poll or a question or
a what this is and why it's important to you live stream the goal is to put
something out there that the people that need you will go wait what and they'll
stop and engage and then those people that engage you want to love them up
people are out in the world and with social media it makes sales so easy I
wish I had had this 20 years ago people put out things that you can find as
common ground hey you just had a baby great I would
love to talk about that my best friend has had a baby
hey you just bought a house oh my goodness that's so great my other good
friend has bought another new house so whatever it may be even if it's not
about business find a common ground to start the conversation and when you
start to the conversation it doesn't have to be in a public place whether
you're in person networking your consulting services or whether you're
online promoting your consulting services instead of you know
broadcasting it like this look at it as the post is public and then the
conversation starts and you kind of pull somebody aside you you take them to this
side right privately because I don't think anybody likes to answer questions
publicly unless they're super confident of their answers and most people aren't you
know most people are not that confident in their answers so allow the space for
them privately to answer those questions to start that genuine conversation and
then invite them to something free invite them to a five-minute free sales
micro lesson right so that's step number one that's starting authentic and
real conversations through relationships step number two is asking genuine
questions now again you know I'm talking about
problem-solving sales is a puzzle so asking questions where you genuinely
listen and wait for the answer you're not asking the question so that you can
jump in and show your stuff no please don't no one is out there doubting you
there if you genuinely start a conversation with someone and you
genuinely ask questions without trying to have an angle and needle your way in
open-ended questions in person whether you're on the phone or in person allow
space for real connection so start authentic relationships start genuine
conversations and here's the kicker that I cannot tell you this is the big leak
in so many people sales processes and they ask me all the time why aren't I
getting any new customers I've connected with people here's the secret follow-up
follow-up though without expectation again open yourself up to all the
possibilities when I follow up with someone it's someone that I've connected
with somehow someway whether we had a coffee chat or they engaged on a post or
we met somewhere somehow when I follow up with them again I look for common
ground to start a genuine conversation doesn't have to be about business to
start a conversation it's just a conversation this might be a person who
ends up being a collaborator on a new project with me it may be someone who
sends me referrals it might end up being someone who asks to work with me or I
might hire them for something or send referrals their way or worst case it's
just another person who knows what I do in the world
halleluyah Thanks so no fancy CRM required you don't have to buy this huge
software I literally just put alerts on my phone
and sometimes I'll put an you know and note in Google sheets the bottom line is
if you've connected with someone about something you should not just let
that relationship go bye-bye you never know where it could lead and the people
that you actually connect with although the Internet is big and the world is
massive the people that you actually see really
genuinely connect with each year is few I mean less than a hundred maybe 200 at
the max so how hard can it be to put those people on a cycle of reconnection
even if it's just a hi hello again social media and my friends I don't care
what you do for a living use it Instagram Facebook snapchat
LinkedIn hello please use it they're out there they're posting there somewhere so
when you do these three steps and if you have your coming in now you want to hit
the replay so that you can get the bonus tip at the beginning you want to connect
with people genuinely and you want to make it happen and you want to be ready
for that next natural step what's next well let's talk again or let's meet up
for lunch or let's have coffee right so I'm gonna open up the floor to questions
now let's see what we've got here we've got some great questions coming in oh
thanks for joining Deb and Annie and Shannon hello thank you so much great
tips thank you so much hi Brit question is to ask someone to start a
conversation or how to ask for a follow up call yes so exactly so how do you ask
for a follow up call you've talked in the phone how do you go in for a follow
up call find some common ground great question thank you Britt go in for a
quick go go in to look at social media and ask hey how's it going I thought of
you when I saw you post about your trip to the Eiffel Tower
I loved France did you take the kids that's it so notice something they've
done in a positive way it could be a trip they've taken an event in their
life blog posts they've written a new award they've received say hey I just
thought I just saw that pop-up on my newsfeed that's so cool congratulations
and then ask a simple easy to answer question to start the conversation
if you've already connected the next natural step could be I'd love to I'd
love to set up another coffee chat or we should meet for coffee if it's in person
or online regardless whether they live near or far meet up
again find common ground and then ask great question Brett let's see what
other questions we have can you share an idea on how to follow up like a scenario
what when potential lead is chatting with you on messenger great question
okay so when someone is chatting with you on messenger I get this question a
lot for my clients where you know what's the what's the turning point where the
flag should go off in your head saying it's time to move this to a phone call
it's a great question and as an easy marker if the messages are getting long
like like when the alert comes up that they've messaged you if it doesn't fit
in the little pop-up box that's the first indicator the second indicators if
you're going back and forth back and forth back and forth like five six seven
any times just like my thumbs are tired I talk better than I type let's set up a
quick chat I don't even - name it just lets up a quick chat or let's let's
let's get together for a quick coffee cool I hope that answers that question
great question because we do get into messenger but sometimes we get lost in
messenger or we you know we start trying to show our stuff and answer too many
questions and start coaching in messenger when you start coaching in
messenger you're really just putting like a bandaid on a jugular wound and
you're not helping you or them what they need is a phone call and that phone call
needs to be inquisitive and discoverable about where they're at what support they
need and why they need it now if they do if they don't need it now then let's set
up a follow-up call for when they think they might and am I able to help them or
should I refer them to one of my people and then Oh Leslie says how do you ask
for a phone call after talking briefly yes okay so if they if you've talked on
the phone and you identified them as a potential client and you think that'd be
awesome but they were like I can't make a
decision right now then you say absolutely I always agree
I'm never I'm not Oh God and there's so many sales coaches out there in the
world not just online this is planetary I've seen it and heard it for decades or
they're like you got to go hard really that's not no no please don't no that's
not I'm not Grant Cardew and I don't even know if he always says that but I
know for sure that if you're being coached by me it's always agree with
them it is a big decision some of you have thousands and thousands
of dollars in big long-term transformational packages true
transformation takes time so if they're considering a six month commitment to
you that's time and money and a lot of emotional transformation it's a big deal
so maybe they need to sleep on it and so to answer Leslie's question directly you
know what I appreciate that it is a big deal I'm gonna send you this email right
now it has a summary of what we talked about and I've been kind of taking notes
along the way and let's set up a quick you know 15 minute follow-up call for
tomorrow is the same time work for you same way so if I was on zoom will do
zoom again same time if we were on the phone which is do another phone call the
same time if we were in Skype you get the point so appreciate respect agree
ask questions is there anything else I can answer and bring up the questions
it's unlike the frequently asked questions but the should ask questions
you know where your clients in the past have gotten bogged down and concerned
before they made that commitment you can ask them those questions is it the time
commitment is it the results that you're expected is there other other other
things going on in your life let's talk about it like let's let it lay on the
table we're peer to peer I have my expertise
in this area you have your expertise in that area I can help you in this in this
area and I'd love to do that but it's going take some time commitment and an
investment so respect that and then setup us another time for them to sleep
on it Brit says what are some questions I could ask to start the conversation
that's a fantastic question you know and I and I said before and I'll say it
again in many other chats find common ground and ask an easy to answer
question something that just starts the conversation you know like I have notice
you have some beautiful affirmation cards those are amazing how did you come
up with them that would be a question that I would ask you Britt because you
do have some amazing affirmation cards or hey that quiz that you created that's
totally awesome I love taking it how did you come up with it it just starts a
conversation I don't know where it's going go it may go to the point where
one of us hires the other or maybe just that we're referral partners and you
know what I do and me I know what you do and then we can tell other people where
they should find the best in that area excellent hello hello whether you're
live around the replay come in and say hello
whether you're hearing this from YouTube or Facebook or just for my email list
come in and say hello thank you for the questions today guys if you want to know
exactly what to post get my zero to sales in ten minutes I'll put it in the
message have a great day happy Wednesday
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