Entrepreneurs not only create a product or service and become their own Chief Marketing Officer, Publicity Director and Head of Sales. Many entrepreneurs are not, however, comfortable with the sales end of business.
If this sounds familiar, you’re not alone. There are countless trainings and teachers who can teach you their own step by step guides to identifying leads, pitching the product or service and closing the deal. But without a fundamental shift in the way the entrepreneur views his or her own value, the sales cycle will still stand as a huge challenge; a personal boulder in the road to success.
Shift your thinking from selling to transforming.
I recently heard Max Simon, Big Vision Business, talk about shifting our thinking in the selling process from closing the deal to revealing the transformation your product or service offers to the potential end user. That’s a profound shift in thinking and here are some examples of real programs, what they offer and how a simple shift in thinking can make a big difference in the way these entrepreneurs will speak to clients about their offer.
What do I mean by Transformation?
Here’s some examples of valuable transformational offers:
“This accounting system uncovers an average of $3,000 in “found” money from your business budget that you can reinvest in growing your company.” The transformation is taking a client from a state of chaos in his or her money management to a place where they have total control over their cash flow and even understand where money might have been lost because of uncollected or outstanding invoices, recurring bills for services no longer used or other cash black holes.
“My system brings 5,000 new leads to your business in three months and shows you how to convert them to clients.” The transformation is an infusion in potential new clients or customers and a plan to take them from introduction to purchase.
“Attract hundreds, even thousands of potential clients to your offer without becoming a hustler.” The transformation is a clear cut, heart based method of attraction marketing that is in alignment with a non-sales personality but that still teaches them how to close the deal with language that is within their comfort zone.
Is your business a hobby or a business?
If you’ve written a book, created a program, developed a workshop or webinar, but no one knows about it, you have a hobby and not a business.
If your book, talk, workshop or service will solve a problem, or transform the user, you have an obligation to take your business from the hobby level to the business level.
The cost of doing nothing is choosing to keep your product, talent or service as a hobby instead of providing a transformation for others.