Having A Sales Mindset And 5 Tried And Tested Tips To Help You Sell

Key Takeaways Covered In The PodcastOne of the hardest things to do as a business or entrepreneur is putting a value on yourself and believing that you are worth the value you have set. Consider how much time and money you have spent improving your knowledge and investing in your business. You’re doing everything you can to be bigger and better for your clients, so you should be charging for your advice. Next time you are about to sell something to someone, consider how you’re serving them. Your product or service is going to be serving the recipient, so don’t feel bad for asking for money in return. You need something back in return for your skills and knowledge. Every customer that comes to you to buy a product or service has a problem. Think about their pain points as it will allow you create marketing materials that directly address your potential clients struggles. Rather than talking about your product and service, consider talking about the feelings and results that your potential customer will receive if they purchase from them. Think about the features and benefits of each aspect of your product, including ‘feeling’ words in your marketing efforts. In order to convince people that they should be purchasing from you, you may want to consider using testimonials and case studies that you have previously earned. Think about asking people who have already purchased your product and ask if they would be happy to give you a short testimonial or review. If you can get a video testimonial, even better! To sell your product or service you need to show people why you are an expert. Whilst this doesn’t mean going into extensive details about the experience and qualifications you have, but instead talking about the results you’ve had and the projects you’ve successfully worked on – whether it’s a podcast, eBook or course. When you’re selling a product or service you are going to come across rejections. Whilst this may be disheartening, being honest about rejections in your marketing may help people trust you, as well as giving you a chance to answer any objections they may have. The one thing you need to remember above all else…It’s important to remember that you can’t always offer your time and ideas for free. Value yourself and your work. Whether it’s sharing tips with other entrepreneurs or helping a business grow, you should be charging for what you’re doing.Highlights You Simply Can’t MissHaving A Sales Mindset – 05:28Selling Is Serving – 12:00 #1 Understand Your Customers Pain Points – 14:28 #2 Talking About Feelings And Results, Rather Than Your Product And Service - 19:10 #3 Make Sure You Have Good Examples, Case Studies And Testimonials - 21:25 #4 Talk About Why You Are An Expert - 23:00 #5 Think About Rejections 25:44Transcript below Hello there and welcome to this week’s episode of the podcast. And as always I am your host, Teresa Heath-Wareing. So when this episode comes out it’s going to be almost the end of March. And you know what, I can’t actually believe it. The first three months of this year has flown by and you know when you think to yourself gosh I’ve got so much time to do things. That’s ages away. And then suddenly before you know it, it’s on top of you. And I hate saying this stuff because I feel so old. I feel like this is stuff I used to hear my parents say or my mum says and I don’t like talking about it. Also, another reason I don’t like talking about how fast time’s going is because I am a very true believer that’s basically what we think is what happens. So if you constantly think “I’ve got no time I’m running at a time”. Time’s going so fast then the only evidence you’re going to see is that is that time is going so fast. So I try super hard to try and think about “I’ve got loads of time to do this. This is just as I need it. I’ve got just enough time that I need.” I’m not saying it always works. However, I do try and think like that. But yeah it.. Secretly between you and I, it is going crazy crazy fast. And also I’ve been doing a lot of travelling I’ve been away a lot so so far I have been in Dublin and Leeds and Dubai and Newcastle and actually I think when this podcast episodes out, I think I’m flying to San Diego. So yeah it’s going to be a bit of a crazy month and then April, I’m in California again. First off, if you listen to the podcast and you’re going to be at Social Media Marketing World then please come and DM me and tell me because I would love to meet up with you. It be so great to meet some of the listeners there if you’re going to be in Social Media Marketing World. Also, I’m going to be impact summer in California at the beginning of April so if anybody’s gonna be there then again please let me know. I would love to meet up and I’m actually going to be spending probably about a good week or so in L.A. So again anybody in L.A. that wants to come to say hi I would love to see. So please do reach out and let’s try and meet up because I would love that. Anyway let’s talk about today’s episode of the podcast. It’s going to be a good one. I’m excited about this episode because I’m going slightly off piece a little bit. Only a tiny bit because I’m gonna be talking about selling now. It might feel like that’s a little bit off piece but actually what is marketing ultimately doing. It’s ultimately trying to sell a good product or service and therefore sometimes we find marketing, okay and we’re happy to do that. But when it comes to the actual selling we hate it. And people really do struggle with selling things especially when it’s a service and especially when that service is them. That is a real challenge to some people. So what we’re gonna be looking at in today’s episode is I’m going to first off talk about the mindset around selling and a couple of things that have helped me in terms of feeling confident about the price I put out there and then the second part of the podcast is going to be aimed at giving you some tips on how you can sell your product and service better. So it’s going to be things that you can either do in person you can do on a website you can do on a webinar you can do on a sales page but hopefully some of these tips are just going to help you think slightly differently about how you actually go for that sale at the end of the marketing at the end of your process. What kind of things can you say to help you a) feel better about selling and b) to convince the person I guess on the other end of the sale that this is the thing they want to do. Because ultimately I know we love what we do and don’t get me wrong, I do love what I do and obviously the podcast doesn’t necessarily bring me direct income and I still continue to do it because I adore it and I adore hearing from you guys and knowing that you’re enjoying it and therefore I obviously do cause I love it. But ultimately somewhere along the line, I have to charge for something because you know what my mortgage is not going to pay itself and my daughter’s school fees aren’t gonna pay us off so I do need to earn some money and it’s how we get over that. So we don’t feel bad or sleazy like a horrible salesman because I think when we think sales I don’t about you but that’s the image that gets conjured up in my head that I’m going to be and I’m not going to pick an industry because I know there’s some industries that are really associated with bad selling. So I’m not going to say any of those industries but I’m sure we can all think of one where we feel like someone’s really tried to sell the US and it’s not nice it doesn’t feel great. So today we’re going to look at how we can do that and make that feel a little bit nicer and make it easier for us to do so. So OK let’s start off by talking about minds that they like I said in terms of the thing that you’re actually selling. This is possibly more important when you’re selling yourself or you’re selling a service when it comes to a product. I don’t know about you but I do find it easier to sell it. I also find it easier to price that product because you obviously can have a look at the effort that goes into making it. The time it takes the parts it needs and therefore to work out a price is not so difficult. And also you know your base price you know that I cannot go lower than this because this is my break-even point. So like I said the first thing that we’re gonna think about is mindset. But when it comes down to you as your product or service or do you are selling a service. So you know what was really interesting when I first started my business one of the things I struggled with the most was actually putting a price on my head. Now honestly that’s got to be one of the hardest things ever. And also believing in that value that you’ve put on your own head and how you equate that into then selling that to a customer. It’s really really difficult. And I tell you what the turning point for me was now obviously I had had a degree in marketing. I had spent three years at university. I then worked in marketing for over 10 years at that point. And yet for some reason, I couldn’t put a value on that. I don’t know why but I find that really really difficult. So all those years of practice all those years of training and all those years of doing marketing I couldn’t then come out the other end and go This is what I’m worth. And I tell you what really made the biggest change for me is I had done loads of meetings in the early days where I’d gone and met people who had asked to have a coffee with me. We’ve all been there I’m sure. And I went and had a coffee with them and I thought I was going to pitch and they basically just took all the ideas out my brain and of course, I