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Handling Sales Objections

 

Handling objections on sales calls.

 

That’s what we’re going to talk about on today’s episode of Uncensored Sales TV. I am your host Ryann Dowdy sales coach. I help high achieving women leave their 9-5 and build six figure businesses by mastering their sales conversations and their mindset.

And today we’re going to talk about sales objections.

How do we overcome those objections?

  • I need to think about it.
  • I can’t afford it.
  • I’m not sure.
  • I’m shopping around.
  • All the different things that we hear during sales conversations.

 

How do we handle those gracefully without trying to strong arm or muscle people in to making decisions?

Handling objections starts during the discovery process of the sales conversation.

Because the only way that I am able to successfully handle objections is if I have enough information to do so, right? This is why I strongly encourage discovery calls, consult sales calls when you’re brand new to business. So you can have a conversation, right?

Because if you’re not having a conversation, if you’re not learning enough about the ideal client, the problem that they have, why it’s important for them to fix that problem, you’re always going to have a hard time overcoming objection without sounding like you’re trying to convince or talk them into your services, which we know that you do not want to do.

 

Overcoming objections actually starts at the beginning of the sales conversation of having a productive sales conversation.

 

So, you want know exactly the problem that this person has, you want to know their goals and you wat to know why this is important to them.

 

Because once you have that information that you are able to overcome objections in a much more in conversational way. Where you’re able to ask questions and use the information that you’ve already learned about them to have a productive conversation. Okay.

 

So what does that sound?

As soon as you get an objection…

Hey, I understand, right?

 

Because what they think is going to happen based on prior sales experience, is you’re going to try to jump down their throat, you’re going to try to talk them into it. You’re going to try to tell them all the reasons why they don’t need to think about it.

 

And so the first thing I want to do is throw in a pattern interrupt right than, Hey, I get right. I understand. It feels like you need more time to make this decision

 

Now that know that I’m not going to try to talk them into something. Now I can ask a question and I always like to ask for permission again, because I don’t want them to think that I’m trying to talk them into something.

 

Ask a question like…

Do you see how, whatever your solution is, is going to help you solve whatever problem that they told you that they have. Right. And do you see how this solution solves your problem?

 

Because I need to know where is the detach, right? Like where are they not sold? Where are they not bought in? What more information do they need? What’s going on here? Right.

 

I often find that objections are just fear, right?

Like I’m not certain that I’m going to get the result. Right. And so I want to know where is the uncertainty coming from? Is the uncertainty coming from you? You’re afraid that you’re not going to get the results or is the uncertainty about me? You’re not sure I’m the right person to get you the result that you want.

 

So, the first thing I’m trying to do is isolate that in the conversation, right? I want to isolate that in the conversation by asking, do you see how this solution is going to get you the result that you want?

 

Because now that I have that piece of information, I know what question to ask next.

Notice, all I’m doing is asking questions. I’m not trying to talk anybody into it. Right. I’m using the information that they gave me in the discovery to ask questions. Because when they say, yes, I do see how this solution is the right solution.

 

You know, I just need some time to think about it. Okay, great.

 

You told me in our earlier conversation that it was really important for you to solve this problem because of ABC X, Y, Z. Right? Is that still true? So let’s talk about it.

 

You said you wanted to solve this problem, where is the disconnect?

And then you’re able to ask that question very specifically.

 

You’re not telling them here’s your disconnect. And here’s why, and here’s all the reasons why you need it for me.

 

You’re saying, where’s the disconnect because this is going to get you the results you want. And you told me that you have this problem, and this is why you told me it’s important to you. So where is the disconnect and ask moving forward together, right?

 

And when you’re asking questions, then they’re selling themselves. They’re the ones talking, they’re the ones explaining what’s going on. Right. And so instead of you being like, let me tell you why you need to take action, right this second (because that never elicits any positive emotion or any kind of certainty)… I want them to tell me, what are you waiting?

 

If you’re confident that this solution can get to the result of what, why are you waiting?

Right. So that’s the first thing. If they say, you know, I’m not 100% sure that this solution is going to solve all of my problems that I told you that I had now, I need to ask a different set of questions. What are you unsure about?

 

Do not tell them why they should be sure… ask they WHY they are unsure.

 

I want them to tell me in their words, and then I’m going to go back to what I learned in the discovery call and say, okay, well, you know, in our earlier conversation, you said ABC XYZ.

 

I’m just using the information that I’ve already gathered earlier on in the sales conversation to help them get to that point.

 

You’re not going to be everybody’s cup of tea.

I want to tell you, I’m teaching you right now, how to overcome objections, but not everybody’s going to be a yes.

So sales conversations are knowing that’s okay, nothing has gone wrong. You’re not broken. It’s not you it’s or your offer or your pricing.

 

Not everyone is going to be a yes. Okay. I want you to just be okay with that right now.

 

So if they’re like, Hey, I’m not sure this is the right solution for me.  –  that happens, right?

 

They may say they don’t think your solution is the right solution for them. And that’s okay. Your solution is not for everyone. It’s your job as a business owner to say Hey, listen, you know what, based on what you just shared with me, maybe this isn’t the best solution for you.

 

That is the best way to gain trust with a new client is to tell them or your potential clients.

 

The best way to get referrals and recommendations is to tell them, you know what, maybe this is not the best fit for you.

 

Like that will instantly gain credibility because it’s not very often their sales person says, Hey, you know what, maybe you’re right. But it’s a great way to build a relationship and get them to refer you to other people.

 

Recap:

The first thing we do when we get the objection is, we empathize.

We ask for permission to ask questions.

Then we ask them if they see how this solution is going to get you the results they wanted.

 

It is important to understand why it’s so important to do such a good discovery is such good conversation. So you can help them determine from their information from there for what they want to accomplish, why they should or should not move forward.

 

See you soon!

 


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Mastering Your Sales Mindset

Mastering your sales mindset and what that even means.

Welcome to Uncensored Sales TV. I am your host Ryann Dowdy, sales coach that helps high achieving women leave their 9-5 and build 6-figure businesses by mastering their sales skills and mindset.

This topic is near and dear to my heart because it marries my two favorite things, sales and mindset.

This is such an important thing for new entrepreneurs to master when growing your business.

So here’s the deal you have probably said at some point or another, I don’t like sales. Sales is my thing. I’m not good at sales. I don’t want to be salesy. I don’t want to be pushy. I don’t want to be annoying. I don’t want to bother people. Sales is just not my thing. I’m just not good at it.

Right? If any of those things have come out of your mouth or cross your mind, you are not alone.

The problem with those thoughts is that it is keeping you from making money in your business.

 

Yes, you are struggling to make as much money as you would like in your business because of your relationship with sales.

And it’s not your fault because you have been told that you can start a business without selling. You have been told that in marketing messages everywhere, right? They say just start a business, just start a business without having to sell anything. And my friends that is a lie because nothing happens in business until a sale is made.

I’m going to say it again.

Nothing happens in business until a sale is made.

I’m not saying this to you to pick on you or make you feel bad. I just think that this is a really important conversation and one that you have got to get control of. So you can hit your financial goals and leave your 9-5 job.

 

Sales is the lifeblood of any business.

No sales, no clients, no business.

But we hate sales. We hate the thing that is the gateway to our success, right?

This thing that is this gateway to our income.

And because we hate it, it is keeping us stuck because we don’t want to do the things that are going to make us money.

We don’t want to go out and network.

We don’t want to go out and build relationships with strangers.

We don’t want to make invitations to sales calls because we are so worried about being pushy or being annoying or being salesy or any of those things.

 

We have got to change your relationship with the word sales if you are going to build a profitable business.

 

I’m going to give you some fun, actionable exercises today to master your sales mindset.

 

The first thing I want you to do as I want you to write the word sales on the top of a piece of paper, and I want you to write down all of the thoughts that come up for you.

 

When I say sales, what do you think?

And this actually used to be a question in our Facebook community where we ask people, what do you think of when you think of the word sales? And I mean, it was never positive.

Nobody has a positive connotation with this word at all, right?

Like you’ve never seen a movie where like the salesperson was the hero. They weren’t the good guy, right? Like that just doesn’t happen. So, it is only natural that we have this unhealthy relationship, but we have got to change that relationship inside of your business so that you can start making some money and the first way to change our thoughts, the first way to change our mindset around anything is to first understand what we currently think.

Because you have been thinking, whatever it is you think about sales for so long that it is automatic.

 

Your brain has automated that task. So when you say sales, your brain goes, Oh, Nope. We don’t like that. We don’t do that. That’s bad. That’s gross

 

So I want you to write down first, what are all those thoughts that come up for you? How do you feel about the word sales?

 

And then I want you to go through those thoughts and determine where did that come from? Is this even true?

I’m going to give you an example. When I was young, I grew up in the era where telemarketers would actually call it your house. Right. They would call your house in the middle of dinner. And I remember my dad answering the phone for salespeople and hanging up the phone. Right. So, like I’ve had a negative connotation to the word sales since I was a teenager. Right.

 

But honestly, that was his view, not my view.

It was annoying to him and not me.

I want you to go through this list and I want you to think of why you feel the way you do about sales.

We lovingly joke about, Hey girl messages in my community, which unfortunately the direct sales industry has perpetuated. Hey girl, we haven’t talked to in five years, but want to try this skincare product? We have all received that message.

And so we instantly have decided if that’s sales, we don’t want to do it.

But the good news is you don’t have to do that.

You never have to send a, Hey girl message if you do not want to.

There’s a million different ways to build relationships and start conversations that are not about jumping into somebody’s inbox with a pitch.

 

We first have to understand our thoughts around sales. Then we have to decide, what we want to think about sales instead.

 

What do you want to think about when you think of the word sales?
You have to literally retrain your brain to think these thoughts.

So you’re probably not going to wake up tomorrow morning and be like, Oh my gosh, I love sales, if today you hate it. So we don’t want to choose the thought. I love sales isn’t a good choice because it doesn’t feel true. And if it doesn’t feel true, you’re not going to be able to get there in your brain.

 

So we need to pick a thought that feels true. We need to pick a thought that feels believable.

 

Some of my favorite thoughts to have you guys start with are things like selling is helping or selling is serving,right? Because to me, my job as a sales person, as a business owner is to help somebody make a decision as to whether or not I am the best person to help them get a result. I’m not convincing. I’m not pushing, I’m not talking anybody into anything. Right? I’m going to have a conversation with you. And I’m going to make a recommendation based on the information you’ve shared with me.

 

I’m just here to help you make a decision.

 

Another great one is selling a serving.

And this works because WANT to serve your clients. You want to make an impact. You want to serve. Like you want to do that, but you can’t serve clients until you sell them something, until you sell them your services, until you sell them your package. Right?

 

Selling is serving. The only way I get to serve is if I sell.

Trying on some of those thoughts is really, really powerful and fun. And so every time you catch your brain thinking, selling is bad, selling is gross, selling it’s yucky. I don’t want to do this. I don’t want to be salesy. I want you to correct your brain.

….. No, no, no. We have learned that those thoughts do not serve us in any way, but here’s some thoughts to think instead. And you just want to keep catching the negative thought and reframing it, catch the negative thought, reframe it, catch the negative thought, reframe it.

 

As I wrap up this video, I’m really going to blow your mind. The Google definition of the word sales is the exchange of a product or service for money. By definition, sales is the exchange of a product or service for money, which means every other thought feeling and emotion you have about sales. Everything else that comes up for you is made up in your head. It’s literally made up in your head, which is fantastic news, because that means that you can change it right?

 

When the thoughts are coming from our head, that means that we can change that night. When we recognize that, Hey, that thought does not serve me anymore. I need to choose a different thought. And again, this is a practice. Like anything that I teach you, this is not something that’s going to happen overnight. But I promise you that as you start to improve your relationship with the word sales and improve your mindset with the word sales, you will find yourself being more comfortable jumping outside of your comfort zone.

 

You will find yourself being more comfortable following up with somebody. You will find yourself being more comfortable, putting yourself out there because you have learned that sales is not going. It’s not a bad thing. And in fact, it is the most necessary thing that you have to do in your business to make money. Right?

 

So go do this exercise. It will change your life and your bank account!

 


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4 Reasons You Are Not Making as much Money as You Want!

Four reasons why you are not making as much money as you would like to be in your service-based business.

 

Welcome to Uncensored Sales TV. I’m your host, Ryann Dowdy, a sales coach and strategist that helps high achieving women that leave your nine to five and build six figure businesses by mastering your sales skills and your mindset.

 

Today we’re going to talk 4 things that are holding you back from making as much money as you would like inside of your service-based business.

 

#1. Your Business is Optional.

That might make you a little angry. You’re like, well, Whoa, Whoa, Whoa. My business is not optional. Ryan. I work around the clock. I do all of the things. My business is not optional.

I want to challenge you a little bit because what I mean by your businesses, optional is meaning on the days when you’re tired, you don’t feel like it you’ll have client work to finish first and then your stuff never gets done.

Your business becomes optional when it becomes optional for you to actually show up and do your power hour to actually show up and network, to actually show up and build relationships, to actually send the direct messages and build the relationships to book the coffee chats, to book the sales calls.

When it is optional for you to do that your business will continue to struggle because for a business to be successful, you have to be all in, especially as a service provider.

You want someone to be all in on you. You want someone to invest in your services, but if you are not all in that, that doesn’t add up.  It becomes hard to get clients because you’re not all in because you’re not 100% committed because you’re willing to put it on the back burner when something else comes up.

And I am not saying this to pick on you. I say this because I get it. I feel you. I remember when I was growing my business while pregnant, alongside a full-time job with a toddler, there were days when I just did not feel like it.

And some of those days I didn’t show up and I promise you, it slowed down the momentum in my business.

Every single time we decide to slow down a little bit. Every single time we pull our foot off the gas, we literally slow down our results. We slow down our momentum, right? So, when it becomes optional to actually show up and do the income producing activities inside of your business, it will become optional for people to invest in you.

When your business is optional to you, it will be optional for people to invest in you.

 

You have to decide to be ALL IN.

This is not me telling you. You have to work 80 hours a week. No, I don’t care if you are showing up an hour a day, just a power hour, Monday through Friday.

That’s it. But that’s consistent.

That’s not optional. Right?

I’ve heard a lot of people compare business to your baby, right? When your baby is hungry, you don’t not feed your baby because you’re tired. You don’t not feed your baby because you’ve had a bad day. You don’t not feed your baby because you don’t feel like it today. Right? You feed your baby because your baby needs to be fed every single day.

This little baby business is your baby. And it cannot be optional to take care of just like an infant to baby is not. Okay.

So that is the number one reason why you are not making as much money as you would like is your business is optional and you keep stopping and starting.

 

#2. You are not talking to enough people.

You are not talking to enough people. I truly believe this. I coach this to all of my clients inside both of my programs, that the amount of money you make is a direct correlation to the number of people that know about your business.

 

The amount of money you make is in direct correlation to the number of people that know about your business.

 

So if only 20 people know about your business, you’re going to have a hard time getting clients.

We need to make sure that people know that your business exists, and that you were having actual conversations. One-to-one conversations with humans and saying, Hey, I’m a virtual assistant. Hey, I’m a social media manager. Hey, I’m a life coach. Hey, I’m a Pinterest manager. Hey, I’m a Facebook ads manager. Hey, I’m a career coach, right?

We need to be having those conversations because the more of those conversations that you have, the more likely you are of meeting someone. Who’s like, Oh my gosh, a career coach. I need a career coach. Oh my gosh. A virtual assistant didn’t even know there was a thing. Totally need one of those. Right?

But the problem is, is that we don’t often talk to enough people. We severely underestimate the number of people that need to know about our business for us to be successful.

I’m going to give you some statistics.

At any given time, only 3-5% of your audience actually need your services right now.

That doesn’t mean that we’ll ever need your services. But right now, Hey, I’m ready. I have the money. I’m ready to make an investment. I have this problem. I need it right now. 3-5%.

So if you need five clients to hit your income goal, you’re going to need a hundred people in your audience. You have to talk to people about your business. Not to mention the other 95% can potentially become clients. Later.

They become referral partners. They become collaboration partners. They become your friends. They become people that you build relationships with. So the second reason that you are not making as much money as you would like, because you were not talking to enough people.

 

#3. You are skipping steps.

You are skipping steps in your business. And this one is not your fault at all. Right? There’s a lot of marketing messages out there in the world that tell you all sorts of different ways to grow a business. Things like starting an email list or running Facebook ads, writing a bunch of content and wait for people to reach out to you. There’s a lot of that out there in the marketing world. So you think, Hey, this is what I’m going to do.

I’m going to create a freebie. I’m going to start an email. And this is how I’m going to get clients.

And while creating a freebie and starting an email list is a super, super smart thing to do in your business. It’s not a super smart thing to do yet because you, as a brand new business owner do not yet have enough experience or enough clients or enough data to really decide.

  • Who is my niche and who is my ideal client?
  • What is the result that I get from my clients?
  • What freebie would they even be wowed by what freebie would they be willing to part with their email address?

 

If you don’t know exactly what freebie your ideal client needs or wants, you’re not ready to create a freebie. But we spend a lot of time on these things because there’s a lot of marketing telling us that we should.

But what winds up happening is that you spend a lot of time, effort, money, and energy on these things. It feels productive.  We’re checking things off of our list. It feels good, right? I’m getting so much done. This is amazing. But the problem is as if those tactics, while fantastic tactics are not going to be how you’re going to get your first clients.

 

You’re going to get your first clients through networking and having conversations and talking to people and solving problems.

 

That is how you are going to get your first clients. And then once you’ve had a few clients have a couple of wins, get some data and information, then you can really start thinking about, okay, now I’m start ready to start doing more of these advanced marketing and sales strategies in my business.

Okay. So the third reason that you are not making as much money in your business, as you would like, is that you were skipping steps. You were trying to implement marketing tactics that are designed for a more experienced entrepreneur.

 

#4. There is no clear path. You have no clear path to take random stranger on the internet to clients.

No clear path. What do I do? How do I build a relationship? What do I say? What sort of questions should I ask? How do I qualify people? What should my sales conversation look like? What do I even need to cover in a sales conversation? How do I overcome objections?

All of that, most new business owners don’t think about, right? They don’t focus on they’re so focused on, well, what services am I going to offer? How am I going to deliver on this and systems and processes that I’ve got to have this whole thing in place before I could go out and get clients.

But the first process that you need to create inside of your business is a system to get from Hello to Closed.

And without that system, all of those other ancillary things that you are working on right now that are filling up your brain and making you feel, making you feel a little crazy, right?

Those things are not serving you.

They’re not getting new clients.

There are a million resources here on this YouTube channel to walk you through all of those things. So please don’t think that I’m just going to drop that and not give you any information. Please go through, watch the videos on this channel.

I talked to you about sales conversations. I talked to you about networking. I talked to you about objections. I talked to you about pricing. All of those videos are available for you here on Uncenored Sales TV.

 

Recap:

The four things, the four reasons you’re not making as much money as you would like.

#1. Your business is optional

#2. You’re not talking to enough people.

#3. You are trying to deploy a more experienced marketing strategies.

#4. You have no clear plan to get from stranger to clients.

 

See you soon!


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Pricing 101!

How to determine pricing for your brand new business!  That’s what we’re going to talk about today on Uncensored Sales TV!

 

I am your host, Ryann Dowdy. I am a sales and business coach. I help high-powered women leave their nine-to-five and build six-figure businesses by mastering their sales conversations and their mindset. 

 

One thing that I see bother so many brand new business owners is that they are so unsure of what to do about their pricing. How do I price my services? What do I do? How does this fit together? What are my packages? What’s my hourly rate? And it’s just a lot of running around and overwhelm.

 

I wanted to take some time and break down: How to think about pricing when you are a brand new business owner. And what you need to know when you are building your business. 

 

One, there is no reason to put together a package or an offer of any kind yet! You don’t need to have a  package or offer created! As a brand new business owner you don’t need to determine your pricing before having sales conversations.

 

The reason for that is because as you go out into the world, meet people, get sales opportunities, book sales calls, and have conversations, I want you to be able to put together a custom quote, a custom solution for clients. Because every client you meet is going to have different needs. They’re going to have a different problem. They’re going to be starting from a different place. 

 

You don’t have enough information to say to a potential client here’s my exact offer. Or here is my exact pricing. Or this is exactly what I’m going to do. And if you try to do this too soon, it’s basically a guessing game. Which winds up creating a lot of drama and wasting a ton of time. 

If you have not worked with clients or you’ve only worked with a couple of clients, I strongly encourage you to really stop thinking about an offer and start thinking about solving problems, meeting people and building custom solutions, custom pricing, based on the problem that you solve.

For many of you, I want you to learn enough without the need to stress out about your pricing. Again, if you don’t have enough data, enough information to be able to put together an offer, and this is 99% of people then you don’t need to stress about pricing right now. 

You need to get really good at understanding the kind of problems you want to solve and the kind of clients you want to work with. Therefore, I encourage you to go out in the world, make connections, book sales calls, and build custom quotes. 

Let’s talk about how we put together that custom quote, that custom pricing. This is going to depend if you are a service provider, like a done-for-you service provider, like a bookkeeper or a social media manager, virtual assistant, Facebook ads manager, versus if you are a coach.

The done-for-you service provider, I strongly, strongly, recommend that you stay away from hourly. And here’s why, because you don’t yet know how long it’s going to take you to do a task. If you aren’t familiar with the amount of time it takes to complete a task then you will either undercharge or overcharge for your services. 

For those reasons I don’t love the idea of hourly pricing because I think that it leads to micromanagement. It leads to a lot of tension between the client and you as the service provider. I’m not saying don’t ever do it. I just strongly discourage it. 

If you can have a conversation with the potential client and explain to them that a retainer or having a custom proposal, instead of an hourly rate is actually going to be a much better deal because you’re going to work until the job is done, not work within the hours allocated.

So you give me a bank of 10 hours to work and I can’t get the work done in 10 hours. You have an unfinished task. If we come up with a retainer contract then I’m going to work until the work is done.

I find that retainers or contracts are a much better deal for the client, and it also releases a lot of stress for you. Especially if you’re learning new skills and you’ve not done this a lot you need extra time, it’s going to be really, really helpful for you. This is why I always try to recommend having a conversation with a client about a retainer or an agreed upon proposal that encompasses different tasks is better than an hourly rate. 

If they insist on an hourly rate, I want you to charge a premium for your hourly rate. For instance if we were factoring in time at 25 hours for $30 an hour as a great hourly rate, I want you to explain that going to an hourly rate will include additional tracking, reporting and conversations which leads to premium pricing such as an example, 40 hours for $50. 

 

Next, let’s talk about the “charge your worth” discussions on social media. What you charge as the business owner has nothing to do with your value as a human! You are inherently valuable. So what you price your services at doesn’t equate to your value, it is about resolutes, your years of knowledge to help a client get the results. 

 

I want you to charge a premium for your services. I think that you’re very talented, but if you’re brand new and it doesn’t feel in alignment, and it doesn’t feel in integrity to your core beliefs then don’t charge the higher price that some may encourage you to.

 

It doesn’t feel good to charge a premium because some guru on the internet said that you should. I coached my clients inside my 12 month Accelerator program to really understand that pricing has to be something that you can look somebody in the eyeballs on a zoom call or face-to-face over a cup of coffee, and say the price. 

 

If the price that you’re charging on your program makes you uncomfortable, you will never have the confidence to go out and get clients. You will never have the confidence to quote back the price during a discovery call. And because you don’t have the confidence in your pricing, you will consistently struggle to take action every day, to do the work that you need to do to hop on the sales calls, to have those conversations.

 

It’s okay to have beginner pricing, as long as you understand that it’s beginner pricing and you’re going to grow into higher price points. What I normally coach my clients to do is get one or two clients at that comfortable rate. And then once you do that, you’re going to raise your rates. 

 

You can get to a dollar amount where you feel comfortable. You’re getting experience, you’re getting better, you’re getting some social proof, you’re deciding where you want the business to go. 

 

As you mature, it makes sense that your price would increase. That is a very normal growth path. Start by signing only 30, 60, or 90 day contracts with your first clients so that you build in space to do a price increase.

 

Let’s talk about what I see happen sometimes with new entrepreneurs who want long-term clients. They want a long-term client, and they think that they aren’t able to change the high price to that client. Well, the originally quoted program is $1,500 a month, but now you can want to increase the contract investment. You can always go back to the client and have a conversation and explain to them that you need to renegotiate the contract. It happens in business all the time.

 

Let’s talk about the done-for-you service provider, I want you to do your very best to avoid hourly work rates too. I encourage you to put together custom solutions and it’s going to be a best guess in the beginning. That’s also why we want to do shorter term contracts. At the end of 30, 60, or 90 days, we’re able to go back and negotiate that contract. You can explain what worked and what is needed moving forward into another contract. 

 

Doing market research as a coach:  You can see what others are charging and their packages to give you a base knowledge. And here again you must be comfortable talking about your price. It must be in alignment and you feel capable of discussing the price with confidence. Once you have one or two clients raise your rates. This process gives you the ability to see the result that your ideal client gets because once we have that result, that’s where the premium pricing comes in. 

 

The secret sauce of high ticket sales is knowing the results you get your clients clearly and how you get those results each time. You get to charge high ticket prices when you can promise high ticket results!

When you’re new to business, you don’t necessarily know the exact results. As you work with clients that becomes more and more clear. That’s why I want to encourage custom quoting in the beginning. I don’t want you pigeonholing yourself into undercharging. Or not being able to get any clients because you overpriced yourself. 

Again, how do we price our services? We do market research, talk to people and ask what they are charging. Then begin to know what kind of clients you want to work with. What kind of results are their expectations. And then working backwards to come into an aligned pricing structure or contract. 

Crowdsourced pricing: My sweet friends do not, do not do not crowdsource your pricing! Do not go into any Facebook group of people that you do not know, that don’t know anything about you, and ask what people would pay for your services. Or how much would you pay for an X, Y or Z coach? Or how much would you pay for a virtual assistant? 

Here’s why, because those people are not your ideal client. What they would pay for your services doesn’t mean anything. It really is just going to create more confusion. It will create dozens of conflicting advice and overwhelm you.

 

The only person whose opinion really matters in your business is yours and the people paying for your services. So go do the market research like I suggested or work with a knowledgeable business coach.  Jump on coffee chats with those in your industry and then you choose what resonates with you. 

 

Remember, what someone finds expensive another doesn’t. What someone deems reasonable another person doesn’t. What one person would do anything to have another wouldn’t even consider it. Pricing is totally subjective. So please do not crowdsource your pricing unless you are crowdsourcing it from your ideal clients or people you trust.

 

You don’t need 400 opinions on your pricing. Go out into the world, solve problems, build relationships, and be okay with trial and error. Stop letting your brain tell you that you have to have the exact right number before you can take action. That’s a lie. You can take action right now. You can book a sales call right now. You can have a sales conversation right now, and then go build a proposal for that person. 

 

You do not have to decide your pricing at all until you actually have put together a proposal. It is not something that needs to be determined before you start taking action and start booking sales conversations. 

 

So glad you joined me today, if you’re not subscribed to this channel, we love for you to continue to get notifications about upcoming episodes so hit subscribe right now. Every single time we post new videos you’ll get a notification and follow us on social media. We are on Facebook at: The Ambitious Women Entrepreneur Master Sales Skills, Uncensored Sales on Instagram, and Uncensored Sales on Tick Tock. 

 

And if you haven’t yet downloaded our 15 Income Producing Activities Checklist, you should, it’s a really great way to get started income-producing activity to create a thriving business. 

 


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Video

Stop Looking for Clients

I want you to stop looking for clients and do this instead.

 

I want to talk about this thing that you need to stop doing to grow your business. This is important. Okay. I want you to stop looking for clients and I want you to start building relationships.

This mindset shift might be the biggest mindset shift you need to make to have success in your service-based business. I talk to so many brand new entrepreneurs who feel like they’re constantly struggling. I can’t find clients. I can’t find clients. I don’t know where to find clients.

 

Where do I hang out? What do I do? Where are these people? Nobody has any money. There’s all this drama coming up in your life. What I really want to encourage you to do is to stop looking for clients and start focusing on building relationships, right?

 

Because every single person that you meet could potentially be a client, a referral partner, maybe a collaboration partner, a new friend, or it could be a total waste of time, but there’s nothing wrong with any of those things.

 

But when we have this energy and we show up in the world, like we’re looking for something. I need a client, I have got to look for a client. I’m hunting for this very specific thing. That’s not good energy. And it really doesn’t attract or lead to building productive relationships. You might get a couple of clients and make a little bit of money, but it’s not going to give you the result that you really want, which is a thriving profitable business.

 

So every single time you show up in the world to represent your business, I want you to have conversations and I want you to focus on building relationships.

 

One, it’s going to take the stress off.

It’s going to make it feel so much easier to connect with new people, right? So many of you are worried about being too salesy or too pushy or too forward. Well, if every relationship that you start is focused on trying to make a sale, it’s no wonder that you’re feeling salesy, right?

 

I want you to go out and build relationships with people. And then if they have the problem that you solve, make an offer to help them because it’s no longer a sales thing, because you have a relationship. I often tell the women in my 12 month coaching program that we don’t sell to strangers, right?

We are not jumping into people’s DMS and pitching our services. We are building relationships. And when a person that we have a relationship with, even if it’s a new relationship needs our products or services, then we make an invitation to have a sales conversation and determine if we are in fact, the right fit to help that person.

And by taking away that expectation and taking away that pressure, you’re able to talk to more people you’re able to show up more authentically and naturally you will be able to find more clients, right?

 

We teach at a power hour strategy inside of my community, where we spend an hour, every single day, focused on income producing activities is simplest way to put it. Talking to people, right? Because relationships=clients. I’m going to say that for you again, relationships=clients.

 

So when you show up for that power hour, and instead of saying, well, I’m going to spend an hour today trying to find a client. It’s, I’m going to spend an hour today, building relationships with new people that I can help, or maybe they can help me, right?

 

Because every relationship has an opportunity to provide value to your life in some way. And so again, this is going to help you not only talk to people in a more relaxed way, but really take off that pressure. And it’s going to make you better at asking questions. And it’s going to make you better at getting to know people. And the better you are at asking questions and getting to know people naturally, the more people will either want to refer people to you or make introductions for you, or have you want a guest on their podcast or have you as a guest expert in their community.

 

But if you have the energy of, I’m just here to see if you want to buy something from me, you’re really going to struggle.

 

And again, you might find some people who buy from you, right? I spent a lot of years cold calling. I know what this looks like, but what you really want is a long-term sustainable business, which is going to be built on those relationships.

 

I’m going to give you some statistics before I wrap this up. At any given time, only 3 to 5% of your sphere of influence of your circle is actually in the market for your products and services and ready to make a purchase decision.

 

Which means that you’ve got to have a lot of relationships because those other 95% of people doesn’t mean they’re never going to buy your services. Doesn’t mean they’re never going to be in the market. Doesn’t mean they’re never going to have the money. It just means that they don’t right now.

 

You need to be focused on building those relationships.

 

So when those people are ready to make a buying decision, they’re not going into a Facebook group or asking a friend they’re like, I already have a person who solves this problem. I already have a relationship with this person.

 

When you really start focusing on building relationships, and instead of looking for clients, that is when your business will take off.



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