In the journey to increase sales and revenue, many entrepreneurs face numerous challenges. Your ability to understand these challenges and effectively navigate them can transform your entrepreneurial life, and help grow your business.
Here are proven tips that can help you overcome lack of sales, so you can generate more revenue and grow your business.
1. Stop Selling, Start Educating, and Increase Sales
In more than a decade of coaching small business owners to grow their revenue and profit, I found that the easiest way to make consistent sales is by indoctrinating prospects.
To indoctrinate means to educate, teach, or help your clients understand what they need. This is what selling is all about, helping your clients choose wisely, but that is far from what many entrepreneurs do in reality. In doing that, you are not teaching them anything about your products or services, but about the exact results they are already looking for.
When you educate your prospects, you help them become more aware of their challenges and needs. You don’t just leave them there; you also help them see how you can provide the solution they are looking for through your product or service. This is how you increase your trustworthiness and position yourself as credible. The coolest part is that because you are investing so much time in adding value to their lives at no cost to them, they sell themselves to you on the presumption that they will get more if they hire you or take on your offer.
Not educating clients keeps you stuck
There are tens of thousands of people in the world right now who need what you are selling. But these people are not buying from you presently because they do not know you exist and can solve their problems. Nevertheless, your phone will start ringing in no distant time, the moment you become visible to them. It does not matter in which part of the earth you live; if only you can demonstrate that you understand their problems, they will find you.
How to educate clients and increase sales
So, how do I do that Nkem? you might! The simple answer is: “Put out content!”
Here’s the thing! An informed customer or client is often your best client. However, you must first educate him or her on the exact results they seek and not the outcomes you want them to have. You don’t need to chase after prospects to buy whatever you are offering, that is a very frustrating way of attempting to sell. Instead, help them stumble on you and ask how you can help them create the results they are looking for. And, it is not as difficult as you would think; just start by investing your time and other resources today in creating content that speaks directly to their needs and putting them out in your marketplace.
Here’s how…
You can publish a book, send regular email campaigns, create videos, write blogs, or give away free ebooks, educating them on their pain points. Here’s the thing; until you teach your prospective clients what they need to know, you will be irritating and chasing them away each time you call on them to buy from you. This is a natural phenomenon – they don’t know and trust you to have the answers to their questions.
2. Stop Worrying About Your Look or Sound
One of the biggest challenges hindering many entrepreneurs from reaching their revenue goals is the fear of putting themselves out in the marketplace. This fear can be paralyzing and detrimental to business growth. Despite many years of coaching skills, experience, and effective results-focused delivery, I struggled with this challenge for over five years.
I know the value of coaching I bring to my clients, and I have the technical training to deliver them effectively. Regrettably, people did not know about me; not because I had no content to put out. The trouble was, that I was so afraid about the sound of my voice and how I would be perceived.
If this sounds like a reality for you, which I believe is for many entrepreneurs, here are a few things you can do right away:
Overcome Your Doubt and Increase Sales
The easiest way to overcome fear (your self-doubt) is to develop courage! But, courage is only an outcome, meaning, you need to take a bold step to create courage. That bold step is called taking ACTION! Courageous people are often afraid, but they take action anyway.
So, rather than allow fear to paralyze you and sabotage your growth, take action and counter it.
Here is how…
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- Recognize the value you bring to your marketplace as an entrepreneur.
- Understand your client’s challenges or pains and focus on them.
- Offer free content to address your clients’ pains via emails, blogs, newsletters, podcasts, videos, or ebooks (begin with one and be consistent).
- Don’t let your appearance or how you sound stop you; instead, focus on your clients’ needs.
When you take consistent actions on steps you dread, you invariably develop courage and become confident over time.
3. Stop Thinking Your Clients Don’t Know What They Want
There is nothing so deceptive as approaching selling conversations with a preconceived notion that your client does not know what they want exactly. The truth is, they do! Although clients understand their desires, they still rely on your expertize to clarify their understanding to make the right choice. That is where traditional small business owners take advantage to manipulate their victims to say yes to offers that don’t add value to them.
Approaching sales conversations with the assumption that clients don’t know what they want can be deceptive. The truth is that clients know what they want! Nevertheless, the truth is that clients usually have a good idea of their needs and desires. However, many of them will still rely on your expertise to clarify their understanding of their needs in other to make the right choices. This is where many small business owners fall for it. Rather than provide care, they see it as an opportunity to manipulate them into buying.
Be authentic, build trust, and increase sales
You must understand that selling is not about manipulating, convincing, or pressurizing people to buy something they don’t need or cannot afford. Trust-based selling is built on the core foundation of providing care — helping clients to make decisions that only align with their interests and motivations.
The key lesson here is ‘making decisions that align with the clients’ interests and motivations!’ It is not about you or your product or service. Your qualifications and years of experience do not matter in this regard. And it is not the time to be anxious and push for the sale.
Demonstrate expertise
When you prioritize caring for your client’s needs, you demonstrate empathy towards their challenges and needs. The biggest challenge many of my coaching clients express in this situation is figuring out how to help their clients make decisions that align with their interests. The answer is simple.
First, you must actively and empathetically listen to the client! Second, you must ask the right questions and continue listening…
Questioning is a powerful tool that can help you unpack clients’ challenges easily. When used correctly, trust me, your clients will provide every piece of information you need to make the sale. You only need to demonstrate how your product or service will help resolve their issues and achieve their goals.
Conclusion
Finally, embarking on the goal of increasing sales and revenue for small business owners involves more than just selling products or services. It requires educating your prospects, overcoming your self-doubt, and authentically understanding your clients’ needs. When you shift your focus from pushing for sales to providing genuine value and building trust, you can create lasting relationships with your clients. This is how you grow your business into a profitable, successful, and venture. Remember, success in sales comes from a place of care, empathy, and a commitment to helping your clients achieve their goals.