As Women Who WOW members wrap up a full month focusing on how to increase our “YES” factor and being able to create clients at will… it’s important to address those situations during which something that used to (proverbially) “fly off the shelves” is no longer selling.
the event that used to fill quickly, but now won’t sell…
the signature program that used to sell without effort now hasn’t been purchased in over a month…
the package, offer or invite that used to be a “quick buy” that’s now hearing crickets…
First of all, you’re not alone. That’s the good news. Now, for the bad news, which is gonna hurt:
It’s Your Fault.
Listen…. maybe the economy has shifted, ever so slightly and it’s impacting your sales. That’s possible and I’ll address it . But, how profitable is it to blame “the economy?” I mean, whatever can you do to impact THE economy (hint: VOTE!) pales in comparison to what you can do to impact YOUR economy.
So, we start with the truth that when sales lag — for any reason — it’s your fault and you should look at your own business behavior FIRST. (Any other assumption or direction delays responsibility… and action.) If sales are lagging for you, right now, ask yourself these “tough” questions to see where you can pivot, shift or ramp up in order to see a HUGE sales increase:
- Have you gotten lazy? Was something so easy to sell before that you’ve gotten lazy in pushing it? Or perhaps you’ve gotten lazy on your own self-promotion or positioning? Have you stopped doing something (or a group of somethings) that you used to do before? Look backwards and see how your own selling behavior may have changed, leading to poor results.
- Have you fallen out of love with what you’re selling? I recently wrote about what LOVE has to do with selling more (You can find that article here.) but if we’re no longer excited about something, it’s awfully hard to compel our market to fall in love with it. Dust off that program, offer, product or service and look at it with fresh eyes. Can you fall back in love with it “as is” or is a makeover / update necessary?
- Is it possible you’re sabotaging sales because you’re overwhelmed, don’t have time for new clients or don’t really want “additional work?” If so, clear the decks, catch up and start fresh.
- Have you somehow tainted your “on ramp” or lead generation techniques? If this happens, it’s possible you’ve changed something about how you generate leads at the top of your sales funnel, and — frankly — you’ve found yourself selling to the wrong people. (If you suspect this is you, let’s talk. Schedule your appointment with me here.)
Maybe it IS the economy… or some outside force.
AFTER — AND ONLY after — we look at our own business behavior, it is prudent to consider outside factors. The world — and the world economy — is a topsy turvy place right now. Insecurity and fear is more common than confidence and peace. This can impact sales. Perhaps it’s time to take that offer and let your world know that after this last “launch” it’s going back in your business “vault” for an undetermined amount of time. Or maybe you look at your payment options…. considering monthly payments vs. (or in addition to) paying in full up front. Maybe you simply need to offer a guarantee, or a stronger or more creative guarantee.
In the end, there’s always something you can do — today — to make a difference in your bottom line. So, dig deep. Look AT YOUR OWN BEHAVIOR first… and course correct as necessary. (Of course, if you have additional thoughts or questions, put them in the comments below… or reach out to me in our private Facebook group!)
