Welcome to the Bea Bold in Business podcast. My name's Samantha Hearn and I'm the host of this amazing channel. I wanted to bring you a place where you hear from myself and other amazing inspirational business people on their journey to the success they've created. I wanted to bring you the offline journeys to the online successes that we see on social media.
I want to create a place where you hear the struggles people have been through, the challenges, the lessons they've learned, the mistakes they've made, so that you know that ordinary people can create extraordinary things every single day, and that it's totally possible for you to. The Bea Bold in Business podcast is a place where you are going to hear real, genuine, what's in all stories from some of the most exceptional people in business and how they've succeeded anyway. If you are ready to show up in your business, if you are ready to be bold, if you are ready to learn from your mistakes, if you are ready to bounce back and become resilient, this is a podcast for you. And me, Samantha Hearn, I cannot wait to welcome you, support you, empower and inspire you, and share with you the stories that sometimes don't get shared online and give you this real refreshing approach on how building a business sometimes can be hard, sometimes involves failing, sometimes involves struggle, but you can still succeed anyway.
So welcome to the Bea Bold in Business podcast and I cannot wait for you to take your invitation to be bold in your business too. Buckle up, baby, this is a juicy one. How to sell my services without directly selling 24.7. In this podcast episode, I'm going to be running through with you a mini-masked class on how to sell without selling using these core methods.
So if you have a service-based business and you use online marketing, this is going to help you. One, to sell more, two, to increase your profit, but three, to be really, really clear on how you can market and sell in your business without feeling like you are constantly by this, by that, by this, by that. I'm running out of ways to say the same thing. So this I cannot wait for.
So let's start with this as a rule. When it comes to selling, this is the first rule. You need to care as much as you expect someone to invest. You need to show your potential buyer that you care as much as you expect them to invest.
And let me explain that as a starting point. My rule, and I say that this is my rule, it's not for everyone, when it comes to building your online service-based business, involves this rule for the following reasons. As a service-based business, the majority of what you do and why people will work with you and buy from you is you. You are your biggest asset in your business and you are the commodity that is attracting your ideal clients to you as a service provider.
This does not mean you need to sell your soul online, just let me get that clear. This does not mean that your community needs to know everything about your life and all the skeletons in the wardrobe, no. But this does mean that you have to understand the principle of people buying from people. And this doesn't even have to just relate to service-based businesses.
Let's say when you buy a car, I would say the majority of people that are wanting to spend tens of thousands on a car would want to see someone face to face to go through their questions, to make sure everything is clear, to then show them around the car and to probably have a little drive around, right? Now that's a product, someone's buying a product, but they still want to see a person. This is so important when you think about your business. If your business is a service-based business, which I presume it is because you're here at the online business podcast, so recognising that this is the first and foremost biggest secret ingredient that you have yourself.
You are the biggest commodity to your client, but you are the biggest asset to your business. And if we do not recognise that we have a huge energetic plus no-liking trust factor, plus hands-on direct to consumer opportunity as a business, we are missing a huge opportunity to sell to the most ideal clients. So this is why this is a role. You need to show that you care as much as you are expecting someone to invest in working with you.
Now that could be, for example, you shoving up and doing trainings, doing free trainings, doing workshops, doing a carousel once a week that people can say, doing tutorials, doing behind the scenes, doing step by steps, bringing out new offers, showing up and going to events, doing interviews, running podcasts, all of these things show your potential buyer that you care. And when you are in the service-based industry and you want to deliver a service, this is the first expectation that is going to be brought forward when someone does invest with you. And the reason that this is the role that I'm bringing forward before I go into the method is this. I see too many people come to me and say, Sam, I want to have a 5k month, I want to have a 10k month, I need to leave my job within three months, I want to match my salary, I want to make six figures.
I've heard all of these incredible ambitious women with their amazing desires. And you will know, as much as I know, this happens. You know, the work I do with my clients works, however, however. A big stumbling block that I see is this.
I want to sell my services because I need to make money, absolutely. They sell too soon and they then end up working with clients in two ways. One, the client expects more from them and is dissatisfied and is, then becomes difficult and starts creating resistance to pay, you see, has more questions, things become a little bit tricky. The second one is, you don't enjoy working with that client.
They aren't taking the action that you want, they're delaying things, they're not allowing things to move forward. So there is a difference between selling to make money and selling to serve. And I truly believe that. There is a difference between selling to make money and selling to serve.
And a perfect example of that last year, I turned down 90,000 pounds worth of sales with nine people wanting to join my mastermind that just went right at that time. What's really important is these two elements. You need to align with your client as the service provider, or you won't want to deliver a five star service. And they need to align with you as the client so that they have a neutral respect between the work that you are doing and the work that they need to do.
So before we even look at the methodologies for selling without selling, we need to look at these principles. Number one, you are the biggest commodity to your potential buyer and you can go direct to them. You can go direct to them and people buy from people. And the second is to look at this.
You must be showcasing that you care as much as you expect someone to invest. You must show your potential buyers that you care about this way beyond the sale and because you want to serve. So now let me talk to you about how you can sell without selling explicitly every single day in your content and how you are online. The first thing that's really important is product positioning.
How often are you positioning your services, even if they are not available to be purchased right now, because you have to remember in the online world, nothing has a timestamp. Someone could be listening to this podcast episode on the day of release, or in two years time. So you have to really think about that. How are you placing your services in the prime position of your content, even when you are not selling?
And some examples of that could be that when you have a call with a one-to-one client or inside your membership or your master mind or your subscription or your course or your online course or project that you then come on and talk about that to the public. Oh my gosh, we just had the most amazing call. Oh my God, Simon just emailed me about the course. I can't think this is a win.
This is something that's happening inside X, Y and Z. I put this together and I'm already fully booked. So you're positioning your service, even when you haven't got availability. And why is that important?
A big core principle of business is supply and demand. If you want to make sure that you always have demand, you need to make sure you're always talking about your offers. If you are always talking about your offers, when you then supply them, you'll have a demand for them, because it's not going to catch people off guard and they aren't going to be blindsided by this new thing that you're launching today, which they haven't heard about for six months, even though you've been working behind the scenes. So the first one is service positioning, your product placement.
Like how are you talking about your services consistently? One, to increase supply and demand when you're ready for it. Two, to make sure that your offers are always front of mind. Three, to showcase you as the authority and the solution for them.
And four, to create opportunities for sales inquiries to come in and therefore generate organic leads. Every business can benefit from increasing their organic lead generation, because that's also going to increase your profit margins, because you're not paying for advertising, you're not paying for Google, Facebook, advertising, all of these things. And you are able to actually generate more leads and queries doing this in your business with that simple method of product service positioning. The second thing is showcasing what's on our phone before you are ready to sell.
This is something that I see too commonly. People want to sell and then when they start selling, they throw the kitchen sink in there. So now I'm selling, you're going to find out the nuts, bolts and everything in between of this amazing offer. You're going to find out about how amazing it is, why it's better than any other service, why it's the best thing since sliced bread, why we're going above and beyond for this, why we're going above and beyond here and you're going to find out everything.
But what happens then is we're bamboozling people when they are in their buying experience. You have to remember there is a difference between someone in their consumer experience and someone in their buying experience. If someone's just consuming from you and they're having that experience, that's very different than when they are considering to buy. If they're considering to buy and all of a sudden we're like, oh, I'm this, oh, I'm this, oh, I'm buying my this, oh, I'm buying my that.
Soon enough, the actual offer itself can kind of get lost and our potential buyer can become confused about what they're actually getting because there's just so many extras. So a really great way to showcase the value in what you offer and the value in your service before you are selling. And then you feel like you have to justify the value is to showcase it before you are selling. So these are things like client testimonials, case studies, even with yourself as a case study, before and after transformations client wins.
These are DMs, feedback, positive engagement. These are always that you can showcase the value doing a behind the scenes of your portal, signifying one module, giving a snippet of a module, creating a free download from one of your workbooks. There are so many ways you can showcase the value before you are selling. So people get a much more layered consumer experience.
So when they're consuming, they get more from you and they're like, oh, that's interesting. Well, that's interesting because we're seeing this as a consumer. So then when they are becoming a buyer, and now there's an option to buy, they already have so much of this information. So they trust it more.
It's familiar and it's way less overwhelming as a buyer. So the second is to really think about how you are showcasing the value of what you offer before you are trying to sell it. And you can do that in so many ways. And if you want to talk about more specifics because obviously on the online profitable business podcast, this is about making sure this is relevant and tangible for all of you.
If you want this to be more personal and really laser focused to your business, please, I'm inviting you to come and join us inside the profitable business hub, my 12 month membership, where you not only get access to hot C coaching from me and live cumulae sessions with me, you get access to my sales mastery CPD accreditation for no extra cost to work through month or month with me and also become accredited in that work. So if you want to go deeper in these things around your products, your services, your pricing, laying that experience, creating a positive consumer and buyer experience and what that looks like for your specific business. Hopefully we'll see you inside the heart. Now, the third thing that is really important when it comes to selling without selling is to make sure that you have yourself this awareness of time to sale.
So time to sale puts the other two principles around service positioning and showcasing into reality of how you can do this so time to say would be things like, if I wanted to sell today a 60 second story, how I have I put enough time content visibility value to get that sale quickly. How quickly can I convert a client, how quickly can I convert a consumer to become a buyer, have I created enough and given enough time to make the sale happen quickly and seamlessly. If the answer is no and you don't have enough leads, there's not enough one people, then dedicate more time to doing these other elements I've told you about the visibility showing that you care, adding value showcasing the value service positioning so really ask yourself that question. If I have I given enough to make the sale happen quicker so I want to launch tomorrow, have I got enough people ready to buy tomorrow that will buy and make this sales experience quick fluid and seamless yes or no.
And that's really important for you as the business owner to start becoming confident with to start really thinking about do you have that time to say ratio do you have that understanding of okay yes I've done enough and I've got 10 more leads. If I've got them convert that would hit my goal whatever I'd like for you. I'm really confident in this I've got this many people that I can't like the next time I'm in I'm in I'm in you've had that you've started to see that you've got that receptivity you've got that finger on the pulse of your business, you will then know if it's time to execute a more direct selling approach, or if you need to do the other elements I've told you about in this podcast. So to recap, you are your biggest asset.
Number two showcase and show how much you care as much as you expect someone to invest in your services. Three look at service positioning how you position in your offers. Number four showcase before you are selling so you bring in the value as a layered consumer experience not direct buyer experience where everything is given at once. And look at your time to say your question have a given enough time to make this sale happen quickly.
And this is exactly the same with discovery calls have I got enough information before this discovery call have they got enough information for this discovery call so it's really clear. And we're all confident in being able to be forward I'm not together yes or no right. So this is just a great principle for you to think about as a business owner time to sale. So I will see you on another episode of the online business profitable podcast very, very soon.
So pubs what's next in the show notes you will see that you have access to three magical next steps. Number one download my free sales and cash truck of your business. Number two join my free broadcast channel where you get direct access to me and hands on support your questions as well as challenges invitations and a constant in real life time chance to keep things moving forward for your business. Number three join the profitable business hub the 12 month membership that combines my CPD sales mastery program with what's coaching accountability and profit focused mentoring.
As well as becoming formally accredited and recognisable this work by the end of the year together. Personally they are all in no brain investment of your time energy and money. The hub is the only place where you will receive direct support on the Azure mentor weekly modules from my CPD accredited program at no extra charge and specific time every month dedicated to supporting your business in creating more profit from questions and support around pricing selling, selling your offers your service week the works so pubs what will it be click the links and let's keep creating magic together see you for another episode of very soon.