A lot of us assume that first getting into this business is gonna be relatively easy, but it’s important to understand there’s always a sales cycle. There are certain months you’ll be swimming with a particular current, and other months you just won’t. There will be a natural phase where people are coming to you, and others where you’ll have to be more proactive. We can’t control the way the tide’s going, but we CAN control how we adjust our sales. Our messaging is one thing we have full control over!
Common pitfalls I hear when it comes to messaging:
It can be hard to balance all of this! Messaging and inviting means the difference between your business growing on its own, or putting steps in place to make it grow quickly. You CAN fall in love with the process and I want to help you understand that it’s about the daily discipline, and letting go of the end result. It doesn’t actually matter what people say when you reach out to them- it’s about fine-tuning your process and getting comfy with testing things (how you approach people), and knowing your goal for the month, year, etc. If you’ve set a goal of a certain number of conversations, make sure you do it. It’s about committing to a daily discipline. Detach yourself from the end result, and just commit to doing what you say you’re gonna do.
When I’ve done surveys to see what’s working in social sellers’ businesses, they always find out that their customers say “well no one else messaged me.”
If you want results like never before, you have to be willing to look at inviting like never before. Being salesy comes from an intention of trying to sell something. In reality, you’re selling nothing… Everything you’re doing is free. You’re offering advice, you’re educating people. You’re the expert providing value! You’re guiding people. That’s how I want you to think about this process! You’re not selling at all.
5 Steps to a Non-Salesy Invite:
Choose Your Mantra.
Decide how you’re gonna get yourself into the zone each day before you get into any work-related activities! This doesn’t have to be complicated.
Identify what you have in common with that person before having a convo with them. Do your homework: Use their name, compliment them, tell them something you have in common. Always end with a question.
Define Goals & Timeframes.
If you’re not trying to help someone, it’ll always feel like you’re selling something. What are their goals, when do they want it to happen, and how can you help them? Ask about their current routines, etc. You need to know what the gap is in their products or routine before you can provide a solution! (They have to open up to you and tell you they have a problem!) Ask them about their goals (and when they want to see them by.) Be open to alternative measures (Video/Audio: Where do you perform best?) Don’t send rapid-fire questions. It needs to be conversational!
Provide solutions using EXACTLY what they’ve told you!
Providing a solution is how you can reframe it for them. You can use their verbiage to explain how your solution will provide the solutions they want. Anyone in the market to buy something is looking to solve a problem, so it’s up to us to really understand that problem. Use their language and verbiage. It builds rapport and confirmation of understanding. Repeat their goals and benefits they told you they’re looking for.
Ask for commitment.
60% of people don’t take this step! (It’s the most important!) It’s not that scary if you do one of my favorite approaches- the “Option Close.” Something like “Do you want to start with ____, or _____?” “Which is better for you?”
And Make sure you have a “soft option” close too, where you send samples or have them try something with no commitment. It takes pressure off!
Remember: Everything you’re doing is free here. There’s no selling- just educating!
This perspective will ease some of the pressure and help you come from a more authentic and genuine place.
Key Takeaways From This Episode:
WHERE WE CAN CONNECT:
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