How Prepared are You to Successfully Sell Your Services?
Posted by: Cheryl Clausen in sales coaching, tags: getting clients, sales coaching, Selling your services
My husband was taking a picture from the balcony of our cabin on the cruise we took in the Eastern Caribbean. As he placed the camera back in it’s bag he announced it was definitely time for a new camera bag. I had to admit this poor little bag looked pretty ratty.
The camera bag had earned it’s tattered looks. That bag has been on a number of vacations from Brazil, to the Netherlands, to Tortilla and many other destinations. Unfortunately, I try to cram everything no one else wants to carry in that poor little camera bag. As a result the fabric was a little grimy. The zipper was a little misshapen. And one of the pockets ripped from too many over-stuffing events.
We happened to come across an outlet mall in Sandestin, Florida. As we browsed the stores we found a store I thought might have camera bags. So I grabbed the camera bag with contents from the car and entered the store.
Every Store Clerks Dream… a Prepared Shopper
When the helpful store clerk approached I could not only tell him exactly what I wanted I could also show him. I wanted another bag about the same size. Only this time I wanted a leather one.
The store clerk was a little taken aback. He said most people don’t come so prepared to make a purchase. Because I was fully prepared it only took a couple minutes to identify a good potential. Then because I had my existing bag and contents with me I could actually take everything from my old bag and transfer it to the new bag to make sure everything fit. The bag he showed me fit the bill and my purchase immediately followed.
Setting Yourself up for Success
The store clerks comment struck a chord reminding me of the importance of setting yourself up for success. How many times have you made a purchase based on what you thought would work from memory only to find out your memory wasn’t nearly as good as you thought it was? Then you were left with the hassle of returning the item, or you were stuck with something that didn’t work like you thought it would.
Some Common Things that Help
Whether you are selling a service or a product there are some common things that will help. First, until or unless the potential client communicates they have a need you can fulfill there’s no reason to attempt helping them buy. You can help potential clients by having a clear message that makes it easy to understand what you can do for them. Once they say they need something then there’s the match up process.
While I was very specific and vocal about what I wanted and the criteria required potential clients aren’t usually that clear about their own needs. Quit often they are confused and unsure about things. They need you to help them gain clarity about their specific needs. When you ask good questions and listen closely you help them pinpoint what they want and the best way they perceive getting that.
The Keys to Your Success… Good Questions & Listening
All the store clerk had to do was give me what I wanted from his existing inventory. The same is true for you. When you help potential clients state what they want, how they want it, and then you help them identify how they would choose the best option. You can then present them with the exact solution they want the exact way they want it.
When you successfully prepare to sell your services price becomes a none issue. Rarely will a potential client have previous experience with a service provider who listened as well as you did, who understands what they want and need like you do, and who gives them exactly what they asked for like you did. Why search elsewhere when everything you already want has been perfectly demonstrated right here right now?
Coach Cheryl
photo credit: Mahesh Khanna
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