There is a simple secret to on-going sales success.
It’s not a particular process, method or technique and anyone can do it.
The simple secret is attitude.
Developing an attitude for selling is crucial. Without the right attitude you’ll be unmotivated, unfocused and your prospective clients will be able to tell.
You see, having the right attitude for selling creates purpose. Purpose creates drive and drive is what creates results.
Would you like to know how to develop the best attitude for selling?
Keep reading, and I’ll show you the four steps to take.
Step 1: Be Yourself
At the start of my career I worked for someone who was a prominent speaker. He regularly spoke at gatherings in the UK and overseas. I often accompanied him at local events and learnt a lot from listening to him.
As time went on I started doing small talks for him. One day he was ill and asked if I would take an engagement. His wife went with me. I did the talk and on the way home in the car she explained that it was quite strange for her – I sounded so much like her husband when I was talking. The rhythm of my voice, the way I emphasised certain points – I’d picked up all of these traits without noticing.
It’s easy to do the same with selling. You can listen to experts, read blogs posts, watch videos and find yourself trying to be someone you’re not.
The first step in developing the best attitude for selling is to be yourself. Show your prospective clients the real you and let them get to know, like and trust you.
As part of being yourself, only focus on sales activities that you enjoy. Sure, you might know that making some phone calls each day to prospects would help build your sales pipeline. But honestly, if the thought of lifting the phone receiver brings you out in a cold sweat it’s not worth it. You won’t do it, you’ll find an excuse to do something else and feel guilty and stressed about doing it tomorrow.
You’re better picking a small number of activities that you enjoy and putting all of your effort behind them. If you enjoy the activities you won’t procrastinate as much and you’ll get better results.
In micro business sales there is no right way – just what’s right for you.
Step 2: Be Useful
Do you like it when you get interrupted when you’re out shopping by someone who wants to sell you a credit card, car breakdown cover or utilities for your home? Or when someone interrupts your dinner with a cold call?
I don’t think anyone does. This type of interruption selling isn’t the way to get people to know, like and trust you. It’s the way to get them to do the exact opposite.
The second step in developing the best attitude for selling is to be as useful as you can be to your prospective clients.
Rather than trying to sell, listen to their problems. Find out what keeps them up at night. Then use your experience and knowledge to help them. Show them how much you know, so they can see the benefit in working with you. How their life would be easier or their business would be better.
By being useful to your prospective clients you show that you are an expert in your field. Rather than being a sales person they want to get away from, you’ll be remembered as an advisor that they can return to in the future.
Examples of being useful including sharing knowledge openly through a blog, interacting with people on social media networks to answer questions and getting together face to face for coffee, just to learn more about your prospects and share your knowledge.
It’s a “soft sell” but it’s also a very successful one.
Step 3: Be Consistent
One of the main reasons micro business owners end up in the feast and famine cycle is not having a consistent sales attitude.
This causes issues in two ways.
- The Scattergun Approach: Trying lots of different strategies all at once. You won’t put enough focus to make any one strategy successful through measuring and refining.
- The Busy Approach: When you get success, and the sales come flooding in, you get too busy. At this point you slow down on your sales and marketing activities and the feast turns into famine. When the work dries up so has the sales pipeline. It takes a long time to find new prospects, take them through the sales process and turn them into sales.
Being consistent in your attitude about sales will ensure your activity is also consistent and you keep your sales pipeline full.
Step 4: Be Meticulous
The final step in developing the best attitude for sales is to be meticulous in three ways:
- Your Message: Be as useful to your prospective clients as you can be. Don’t just give a little information, show them as much as possible of what you know. In my own business I’ve found that the more information I give away for free, the more people come back when they need my help and services.
- Your Records: Your sales pipeline, or opportunity list, needs to be recorded meticulously. Ensuring you have the details of the prospective client, what they require and the next action will help you nurture the lead into a sale. If you don’t have the correct details you can’t follow up the lead.
- Your Follow-Up: Don’t let leads get cold. Ensure you regularly follow them up to see if your prospective client needs more information or any further help. Don’t pester, but ensure you stay at the top of their mind and no one else can steal the opportunity.
The Bottom Line
In micro business sales, attitude is everything.
If you’re working on your own you don’t have anyone else to “fire you up”. Maintaining the best attitude for selling will ensure you grasp every opportunity, avoid the feast and famine cycle and grow your business.
Today’s Micro Action
It’s believed to take twenty one days to form a habit. Take time today to pick five sales activities that you enjoy, and will work on every day for the next three weeks. This will help you develop your best selling attitude and get results for your micro business.