Read on for some expert tips on how to sell #LikeAPro with Victoria Fleming. Victoria was the latest guest on the Go With The Pro and Twitter chat and she really did give away some of her best secrets.
Victoria is the Director at Buzztastic, sales training and consultancy. She helps people to love their sales job, and to take pride in their selling. She’s an energetic sales trainer and consultant who prides herself on no double-glazing-double-talk and no Apprentice-style bluster!
In her own words, here’s Victoria’s best selling tips.
How can people feel more confident when selling their services?
Be really clear on what you are selling and be able to describe it in a couple of brief sentences. If it’s more complicated than this you are more likely to start tripping over your own proposition.
Have your pricing sorted out. If someone asks you the price of a service you deliver you should be able to reply without missing a beat. If you are trying to work out a price in your head you will often come across as unclear and I bet you will under price!
Practise, practise, practise is the key to feeling confident, but often we don’t ‘rehearse’ for sales conversations. Practise with you cat, your partner, your children – the more you can practise the words the easier it will become when you do it for real!
Think Superhero pose – posing like a superhero is a great way of getting your confidence up before a big pitch or presentation and has been proven to make you feel more confident! (Just make sure no one sees you doing it!)
Top tip from GWTP co-founder, Gemma: When you’re pitching, remember that you’re the expert, they’ve asked you to pitch because they don’t know how to do what you do and this is a potential relationship that is mutually beneficial. It’s easy to get caught up in how much you need/want the job and forget that they need you too!
Top tips for creating pitches and proposals that convert
Be super clear on what your prospects want, what they need (they aren’t always the same!) and what is important to them. This should form the foundation of any proposition.
When pitching, always tailor to your prospect, speak to their need – a change in results, an increase in traffic, a decrease in staff attrition – all of these things are the big picture impact or change that you can deliver.
Never offer a proposal until you have had verbal agreement that your prospect wants this – you can always ask ‘what do you see as the next step?’ to check if this is the right move – never assume as you can waste a lot of time and effort.
Proposals are often best presented as a discussion document – a step in the discussion rather than the ‘end of the road’.
Top tip from GWTP co-founder, Cathy:
✔ Keep the layout clean and simple
✔ Include a case study of your best relevant work (already prepared for this purpose and your website)
✔ Be confident
✔ Head off obvious objections before they can be raised
How can we handle the ‘no budget’ objections, which we often face for social media services?
I never believe the no budget objection. I had no money for shoes when I went shopping last week, yet I still bought a fabulous pair!
If you get this objection then its important that you investigate it – is it that they don’t have the money right now or that they’re not wholly bought into your solution? Maybe there is a competitor, or perhaps they don’t see the value that you are bringing to the table.
There is a great video on budget and some suggestions around it you can access right here (and yes I talk about shoes on it as well!)
Factors to consider when pricing your services
When thinking about your pricing remember to work out your ‘get out of bed’ rate! So you have a line in the sand you can never go below – and then start to think about the value you add!
When you’re pricing it’s easy to think about your competitors and to compete on price – DON’T! It’s a race to the bottom and you should really be competing on the value you add and your own magical USPs!
Think about the end result and what that will mean for your prospect. How much additional revenue, opportunity, exposure or whatever it may be you are going to offer them by providing this service!
Top tip from GWTP co-founder, Clare: The main thing to keep in mind is that people are paying for your time, experience and expertise. You can’t just charge based on time because that doesn’t allow for the fact that your experience might mean you complete a job faster than someone new to the industry.
Top tips for securing sales in your first year in business
I think to sell in your first year it’s really about building relationships – either online or in person and being really clear about the service you offer. Get it down to just a few simple options that you can quickly explain to a client.
Ask for the money! Often when we first start up we are a bit shy because we are ‘new’ – so we hesitate to ask – but be up front and businesslike. Don’t waste your time!
Learn from others. Hook up with other businesses in networking and mastermind groups and ask for feedback! It’s scary but will quickly change your results!
Top tip from GWTP co-founder, Nicole: Tell everyone what you do and why you do it. Connect with your old networks and contacts – ask them to put you in touch with their contacts.
Also, know your worth! Have a price guide on your website to avoid time wasters. We help our members to get better at pricing their services. How do we achieve this? We developed a pricing course for members and help them with specific challenges during our weekly calls.
Top tools for freelancers and solopreneurs for making their sales processes smoother
Set up and use a CRM! It doesn’t even matter which one, but use one to manage your prospects and clients. It’s a great way of staying on top of your sales processes.
Pick up the phone! Still the most valuable tool in progressing a sales conversation, and so few people use it! You can find some top tips here.
I think time is everything – it’s valuable when you work on your own, so anything that maximises your time is brilliant.I love working with the Pomodoro technique to keep me focused.
When creating a new service, what are the key steps for a killer sales strategy?
Think about what you are BRILLIANT at. How can you put a slice of that into your new service?
— Victoria Fleming (@BuzztasticLtd) 20 December 2018
Think about how your new offering fits with your existing services. Could it become an upsell or a cross sell from some of your existing services?
Ask your current clients what they would like from you? You can even pitch it to them on an ‘early bird’ to see if it flys and to get an idea how the price works. Also it justifies setting it up if you already have a set of customers who have bought it!
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