Years ago, when I was in cosmetology school, (yes, little known fact there) I remember being told that customers who we were working on would need to purchase conditioner to be used on their hair. I was also told, it was my job to get them to buy the conditioner.
I was not prepared for that.
Convincing someone who had just paid the tidy sum of $4 for a shampoo and set that they should pay another $1 for conditioner felt like a hefty hill to climb for my 19 year old self. After all, who was I to be telling them that they needed to spend more money when they already paid for what I was about to do.
I had the wrong perspective on the entire process.
It wasn't completely my fault. I wasn't being trained in sales at the time. I was learning pin curls and fingerwaves and the expectation that I just knew how to sell was one shortcoming of my program. Mastering sales is a skill. And a necessary one if you plan to build a sustainable business.
When I work with clients, I tell them they have to become comfortable with the art of sales because without it you can't keep your proverbial doors open and that means all the clients and customers you were meant to serve will go without the solutions that they need.
Aside from hearing that, like me, they don't know how to sale, I also hear things like;
- "I don't want to be pushy"
- "I feel like I'm begging"
- "No one ever buys from me anyway"
Then I realize that this is a mindset issue. It's about changing the perception from I'm trying to make someone buy something to I'm about to solve a problem for you. Being an authentic provider of sales and products means you won't be offering what you have to offer to people who don't need it, so starting with a good listening ear is the first step. But beyond that it's looking for natural ways to connect with potential clients and customers and giving them valuable content that can help them in their daily lives.
If you're looking for more support around sales, check out a video from my group, the Start Up Mompreneurs where I share 4 quick tips on sales.