Where are you leaving sales on the table?

Where are you leaving sales on the table? Be honest and think about it. What are you not doing? How are you not bringing in the sales, or worse, not making an offer?

From my own experience and that of my clients, I know that we ALL find selling uncomfortable. Even the word “sales” can cause sweaty palms! Instead of selling, you find something else to do and give your attention to another ‘urgent’ activity. This results in sales being quite literally left on the table.

So where does this fear come from?

It can be caused by imposter syndrome or a worry about being too pushy. Then before you know it, you start believing that your client is too busy, can’t afford you or doesn’t need you. Believing anything and everything that is most likely NOT true, and all so you don’t have to sell.

But when you hold back from reaching out to potential clients, you are devaluing yourself and your clients. You doubt your own ability and awesomeness. For your clients, it’s like saying to them, ‘I don’t care enough about you.’ I know this is not true because you are heart-centred. You want to create impact and transformation—you want to make a difference.

See selling differently

How would it feel if you approached selling differently and saw it simply as YOU presenting an excellent solution? That you let go of the outcome (money in the bank) and focused solely on your responsibility, which is to make the offer and support your potential client in making a decision (whether that be a yes or no).

In a recent video, I focused on two types of selling, the easiest ways to increase your turnover and the most neglected. Up-selling

This is where you enable clients to continue the experience or gain more from the service they are already receiving. For instance, I once left a nail salon and, while on the way home, admiring my nails, realised I’d purchased a bottle of matching-colour varnish.

This was a display of beautiful upselling and a way to continue the experience for many weeks and months to come. It was pretty clever since I’d not bought nail polish for years at the time! Have you been working with a client for some time? Having got to know them and their needs, can you now see how you can provide even greater value?

Follow up

In a nutshell, this is you following up on an initial enquiry or quote, meeting someone who showed interest in your services at a networking event, or reaching out again after sharing a link to a sales page, event, or information on how you work.

If you leave it too long, your potential client may have found a solution elsewhere or forgotten about your offer because something else was presented to them at the perfect time.

How do you follow up on enquiries, stay connected to people outside of an event, and keep your pipeline flowing?

Make selling easy.

Selling goes beyond making an offer, creating a buy now button, and hoping for the best. It is the complete approach: everything you do and how you do it.

• Get and stay deeply connected to your perfect for you five-star awesome client. I used to say walk in their shoes, but it is so much more than this: understanding who they are and where they’re at. And most importantly, where they want to be. And yes, this is true across all industries and businesses.
• Make it what you do. Take some time to think about your process and implement it. Ask yourself, for example, at what point do you follow up on an enquiry? Create template emails for sending or set time aside each week to pick up the phone and have a conversation. Once this becomes part of your routine, it will feel more natural and less daunting.
• Remember, it doesn’t always have to be a direct sale. A call to action could be an invitation to download a free resource, join a Facebook group, or join a mailing list. Get social and invite them to join you on your social media channels. These are all ways to build on and nurture relationships that could turn into sales down the line.
• Speaking of calls to action, consider how you incorporate them into any content you share. It can be a simple note at the bottom of an email or blog post informing them of a great offer that you currently have. This is about making it what you do – easy, natural and what your clients start to expect from you.

And easier still…

• Make it simple to buy! This is a big one, and many sales are left on the table because it’s not easy to invest or buy, leading to uncertainty in your client’s mind. This gives time for their own limiting beliefs to come into play, e.g., “I’m not worthy, can’t afford it, or it’s not right for me,” and I know you don’t want this for your potential client.
• See sales calls differently. If you use ‘sales calls’ in your business, start to see them differently by approaching every conversation to learn about your potential client needs. This way you will present the right offer, in the perfect way. Then, your only responsibility is to support them in deciding whether to work with you or not.
• Get comfortable with hearing no. The fear of hearing ‘no’ should not discourage you from making an offer. It won’t be for everyone, or it might not be the right time, and that’s okay. Move on after a no, safe in the knowledge that it makes space for someone to say yes OR (as is quite often the case) see it simply as a no for now.

It all starts with awareness.

You keeping a beady eye out for where you’re leaving potential sales on the table and taking the necessary action. Recognising your own limiting beliefs and fears around selling and working them. And don’t panic, you only to fix one tiny thing at a time.

Finally, remember that when speaking to your potential client (whether making a direct sale, upselling, or following up), it is not about you and your business but about your amazing client.

It’s now time for me to make you an offer.

If you’re struggling with selling or worried your pricing is wrong, need clarity on what success could look like, or need a sounding board for a new idea, I warmly invite you to book a Clarity Coaching Call. No, it is NOT a sales call, and you are not obligated to work with me. You can access my diary and book your coaching call here.