The Easiest Way To Sell People Without Having To Sell Them
When we say the word "sales", what's the first thing that comes to mind?
Ask 100 people this question, you'll get a very generous amount of people saying:
Sleazy, non-ethical, annoying, scammers, high-pressure, pushy, uncomfortable.
And we all had experiences that completely validate that. But it's always clear that sales are the most important thing in running any business, so how do we sell to people without being sleazy or pushy?
First off, make sure that you're talking to people that you can help, and if they buy something from you, they can actually benefit from it.
But the main point is that:
You want to start giving value before money changes hands.
Remember, these people have no idea if you're an expert or an amateur, they have no idea of the quality of whatever you're selling. And the best way to overcome that hurdle is to give value first.
When I advertised to consumers in real estate, instead of saying:
"Hey, call us because we wanna be your agent!" or "Call us because we want to sell your house", sell you something.
We said:
Send us your email address and we will send you a guide on how to sell your home.
How to pick an agent.
How to make sure that you get maximum value for your house.
The 5 things you should know before you sell your house.
Stuff like that. People gave us their information, and we sent them a guide that was actually valuable because it gave them valuable tips & cemented us as experts. (It was written by an agent)
And giving value first moves you to a point of positioning.
Let's say you're at a cocktail party, you're standing there with a drink in hand.
And right behind you hear a conversation between 2 people. In this example - you're a video editor. One of the 2 says:
"Man, I've been struggling with this video editing stuff for a while, I wish I could find someone that showed me the ropes & took this off my plate. It's really annoying"
And you are an expert, it's easy for you. If you turn around & approach that person and say:
"Hey, I've overheard the video editing stuff, you're in luck - I'm a video editor."
What's going to happen is that they'll move away from you, because you're descending on them like a predator, not just because you're overhearing conversations, which is questionable. But the fact that you're telling them:
-"Hey, I wanna sell you something, I know this problem" also can turn them off.
"People love to buy, but they hate being sold to"
You always want to move the dynamic from you trying to push something on them, to them coming to you as an expert using free value.
And there's a logical next step of them wanting more of whatever you have if they like what you're sending them.
So, instead of trying to sell to people… let’s give them a great reason to buy instead.
Approach customers to actually help them & to see if they are a good fit, NEVER approach them to line your own pockets.
If you want us to look at your marketing plan and see what we can do for you, get in touch here.
Talk soon,
Morley
