The Truth Behind Giving Value AND Getting a Sale

How often are you ACTUALLY talking about your product or service online? Social media is about sharing value with your audience and engaging with your ideal customer, but how are those people supposed to buy from you if they don’t know what the hell you’re selling?!?

I see so many entrepreneurs sharing MAJOR value online but they RARELY tie that value back to what they sell. When you always share value and never sell, your audience starts to view you and your business as an educator and a source for information, NOT a solution they can purchase to help them with their problem. How are people supposed to buy from you if you never bother to tell them how you can help them?

Here’s a tip: sharing valuable information with your audience isn’t enough to make a sale, just talking about your product or service online isn’t enough to make a sale. You need to talk about WHO you help and HOW you help them so that your audience can imagine what it would be like if you were helping them.

We should all be thinking about our target audience when we’re creating content and we should make sure the content we create is relevant and useful to them. But you should also be tieing that value back to HOW your product or service helps them. If you need some help or ideas on how to create kickass content, check out this blog post here.

For example, that might be something like sharing how to make the homepage on their website convert better, then outlining how you help your clients get more traffic to their website and increase the conversion rate on their website. By putting together the valuable information and laying out how you use that information to help your customers, your audience will start to think about the benefits they could see by buying from you. Are you demonstrating value AND talking about how you help your audience?

I have a 90% close rate when I get on a phone call with a potential new client. And do you know why? It’s not because I offer a discount and it’s not because I promise them insane results. It’s because I sound confident and like I know my shit. The confidence, expertise, and truthfulness that I bring to every discovery call makes it EASY for potential new clients to trust me and buy from me.

You can sound just as confident on your discovery calls by:

• Paying attention to your tone of voice. You’re an expert, this is not the time to sound unsure of yourself or what you’re selling.

• Being intentional with your language. Use words like “I know,” or “in my experience,” and “I recommend.” They are looking for someone who can help them, not someone who is just learning on the job.

• Being clear about who you help and how you help them, and then tieing it back to how you can help the person on the phone. Outline your thoughts on what priorities should be if they work with you. 

You KNOW you’re good at what you do. You KNOW your solution can help people. Communicate that through confidence on your discovery calls! The next thing you MUST do is to actually ask for the sale. Whether you’re having a conversation via email, in DMs, or on the phone, you must pitch that person. People are smart, they are expecting you to pitch them your service if they’re a good fit. Give the people what they want!

SELLING IS NOT SLEAZY.

Asking if someone wants to buy from you is not disingenuous… they have a need and you have a solution, so why would that be wrong? That doesn’t mean you should send a random person a DM and immediately ask them if they want to buy from you. 

But it does mean that after you’ve had a meaningful conversation with someone about where they’re struggling and how you can help, you ask them if they would like you to help. 

Most potential clients aren’t going to be asking you how they can buy from you at the beginning of your business. It’s YOUR responsibility to share how you can help them and how they can work with you. Do you struggle to actually pitch at the end of conversations?

Just because a potential customer says no to buying from you now doesn’t mean it’s going to be a no forever. I’ve had leads say no when I pitch them then they come back 6 months later, or even a year later, and say they’re ready to work with me AND they end up spending MORE money. Just because someone says no, or not right now, or I can’t afford it, doesn’t mean that will be the situation forever. Instead of marking a lead as dead after they say no, or even if they just don’t respond, instead make a note to follow up with them in a couple of months.

The worst that could happen is you follow up and they still say no. 

But what if they’re ready to book after you follow up? The money is in the follow-up. Or they might remember you and even though they still say no, they recommend you to someone else who may want to purchase from you (I’ve also had this happen). You already have their contact information and you already know about their business and their needs, so why wouldn’t you take a minute to follow up with them?

Do you follow up with potential customers who have said no to you in the past? Do you struggle with asking for the sale? I help my clients overcome these fears and step into their confidence through my 1:1 coaching program. Learn more about that here.