“I have lots interest, believe it or not, but no takers.”

I help my clients build a BRIDGE between these ATTAGIRLS (potential) and CHACHINGS (profit)!

These are the words I got not long ago from someone when they were reporting progress on a very specific goal they were pursuing. So, they say, “I have lots of interest, believe it or not, but no takers.”

Um… yeah. I believe it.  It’s the very problem I solve for my clients.  

Have you ever felt that way?  Like everywhere you turn, you’re met with enthusiastic support for your idea, business, product or service….. LOTS of attagirls… but NO sales?  People gushing over how great it is, but going silent when you ask them to sign up, register, or buy?  

UGG…. I remember so intimately how this felt.  Nothing like an exciting build up and almost immediate drop into defeat… Sure, we give them the benefit of the doubt at first… we think maybe they’re busy, or the email got lost, or that they’re working out details.  But, in the end, there’s no sale.  And that’s what matters.

So, yeah. Believe it or not?  Yup. I believe it. NOW, what do you do about it?  Here’s the best I can offer you in a short blog post, but if you implement this…. you’ll be FAR ahead of the game.

1. Realize you’ll never avoid this entirely.  Just recently, I was talking with a client who was IDEAL for me.  I was so super excited about what she was up to.  She was referred to me by a VERY GOOD and LONG TERM client.  I send her a proposal, and she responds with, “How much do you charge by the hour?”   =) By the HOUR?  You’ve got the wrong girl.   Long story short, she walked.  You’ll never avoid this stuff entirely, but you can DRAMATICALLY decrease how often this happens to you.
2. Position yourself well.  Most of the time, when sales are lacking, I can point to a client’s positioning as the culprit. MOre and more — REGARDLESS OF INDUSTRY, PRODUCT OR SERVICE being sold — people are buying from authority figures. The Women’s Only Car Dealership, the go-to expert for curly hair products, the gluten-free — but you’ll never miss it — baker, the Custom Blend Foundation creator for women over 40… you get the picture.  Most business owners — to the detriment of their income — give VERY little thought to positioning.  At most, they consider some “fake it till you make it” stance, which is also damaging.  Quick wake up call: If you’re developing FRIENDships within your target market faster than you are developing sales, your positioning is all wrong.
3. Open with objections covered.  Most business owners I’m working with are really needing to produce a much higher return on their TIME invested.  They come to me frustrated because all of the people that they KNOW they can help are WALKING AWAY.  Their bank balance is suffering, but so — too — is their hope in their business, their confidence, and their vision for the future.  And so, TIME is to be protected.

One way to do this, before you enter (and in some cases even SCHEDULE) a sales conversation, is to FIND OUT if any of the common objections you hear are an issue for this person.  If you’ve positioned yourself well, they already KNOW your value.  Reassure them that you can help them, and THEN ask some questions that will “help you assess — initially — if you guys are a good fit.” For instance:

If price is often an issue, you could say, “you know, I’m not the cheapest offer you can find… right?  I give tremendous value and make a measurable difference for my clients, but I’m not cheap.  Are you looking for a “least expensive” solution to X?”  If so, don’t spend your valuable time in a sales conversation with them.

If “i’ll check with my husband” is an issue — a COMMON one when you sell to women — you could lead with, “I know many women I work with need to discuss all purchases with their husband, is this the case for you….or are you free to make this decision with me?”  If they DO need to discuss things with their hubby / significant other, my philosophy is to INCLUDE the real “decision maker” in on the sales call.

In short, you just clear away any common “objections” BEFORE you spend your valuable time with that prospect. This is made infinitely easier, of course, when you know EXACTLY who you’re targeting, what client is IDEAL for you, and have packaged and price your offer to be a PERFECT CUSTOM FIT.

I have ONE spot left in the upcoming Pricing, Packaging & Promotion seminar.  I’d LOVE for you to join us.  GRAB THAT SEAT NOW!   REGISTER HERE.