Many of us hear the word salesperson and think of a pushy car salesperson. We don't like to be sold to and so we hold back from selling our services because we don't know how to do it without feeling like we're being another pushy car salesperson.
If you're in business, you're in sales. So let's think about how we can sell our services the right way. Here are 3 things to consider:
1. Diagnose - How can you make a recommendation to your prospect about how your services are their solution when you haven't yet diagnosed their problem? And how can you diagnose until you've come to thoroughly understand the prospect's situation?
2. What do they want? - Just because you and your prospect agree on the problem does not mean you agree on the desired outcome. Find out what they want the desired outcome to be so you can then offer the solution that will result in that particular outcome.
3. How will you provide what they want? - Explain in as much detail as possible exactly how you will provide their desired outcome. Be specific in what they will get, how you will work with them, what will happen. The more they know, the more reassured they will be that you can provide the desirable outcome they want.
This requires communicating with prospects. Listen to them, understand their situation and needs and desired outcome. Explain clearly how your solution will benefit them. Give your prospects solid reasons to work with you. Then invite them to get started!