Let me guess.
You’re just not that into sales.
That’s okay. You’re in good company. For years, I was what you might call “wildly sales avoidant.” I’d hide behind clothing racks and walk away whistling to avoid salespeople at the mall. I’d cross the street to get away from those non-profit fundraisers with clipboards.
That was all before I understood sales.
As it turns out
I was being an ostrich. Sales is everywhere. And not in a small way either. Life is, pretty much, all sales. All the time. May as well make peace with the thing.
Communication turns into a kind of selling anytime you have to be persuasive with another person. Parenting, dating, teaching… it’s all part of a continuum of persuasion.
You’d love to start your own business, but…
… You don’t do sales. Perhaps you have some fears in that arena. I totally hear you because I fought sales too, got my ass royally kicked, and eventually emerged victorious.
So get out your boxing gloves. Let’s knock this sales aversion out with a few good hits.
Round 1: Sales vs. Sharing
Lots of home businesses explain it this way in their training: “It’s not sales, it’s sharing! It’s just like recommending a movie you love! Sharing is something people naturally do!”
Well… they’re mostly right. Yes, sharing is a positive way to reframe your sales. You simply share and recommend a product or service that you love. You aren’t a slimy salesperson. This distinction can totally help you get over sales aversion.
But there’s a small catch.
Normally, when you recommend a movie to your friends, you have no ulterior motive. But that’s not true when you stand to make money by recommending your product. So how can you still shareyour product with sincerity?
- Do share; don’t overshare. Yes, show your enthusiasm! Let the world know how your product helped you, and why you love it. Just don’t hog the conversation with a thousand details. Don’t ramble every reason your products are the best, and narrate the full ingredient list, and tell your entire company history and philosophy. People’s eyes will glaze over. Just share your personal story. Let your business presentation share the facts.
- Be transparent. Disclose that this is your business. Make sure people know that you love it so much, you’ve decided to make this part of your living. They’ll appreciate you for your honesty.
Round 2: Sales vs. Education
You are a good person. I know you don’t want to pressure people.
I had a teacher I loved in school. He was honest, approachable, persuasive, and knew what was best for me. He loved his subject matter. He taught with passion and humour. And he helped me to see the world more clearly.
Sales is exactly the same. Think of it as educating others on your product or service.
When you think of sales as a form of education, it takes that pressure right off. Remember: people don’t want to be sold, but they do want to buy. Education fills the gap.
Remember: someone is lying awake at night, trying to solve a problem in their life. You, your product, and your business are the answer to that person’s prayers. They just don’t know it yet. If you can educate them on how their life can improve with your help, they’ll be eager to work with you.
They will make their own decisions. Your job is to be the messenger.
Round 3: Sales vs. Business Development
A sales lightbulb switched on for me after I heard Dani Johnson speak about sales in her business training.
What Dani says is this: get out of your head that you are in sales. Decide instead that you are a business developer. This means a switch to long-term thinking.
Instead of pushing a product, think of yourself as a CEO building a business. Adjust your posture accordingly. Interview people to work with you instead of begging and cajoling. Build long-term business relationships that help improve people’s lives. (Visit Dani’s website and do her training to get her in-depth information on this subject!)
Remember: as an authentic networker, you’re in the mindset of developing sincere relationships, which are by nature long-term. People will sense you’re truly invested in them, and the relationship will grow and flourish.
Round 4: Sales vs. Marketing
Some people worry about mixing business and friendships. If you sell to your warm market, will your relationships change?
The short answer is yes. This is true of every major life change when you are trying to improve yourself. Some people will support you unconditionally. Others will be left behind.
Opinions vary widely on this subject, but here’s what I think. You should absolutely do business with people you know and like. But you shouldn’t rely on your warm market as your only source of income. Otherwise, you put tremendous pressure on your friendships.
Treat your business professionally, and include a marketing plan as part of your long-term work. Who else can benefit from the work you do? How will you advertise to them? How can you reach people besides your limited warm market? Marketing will help you reach more people and improve more lives.
You can’t burn out your friends if you aren’t solely relying on them to make money. Share your amazing business with them. Work with those friends who support you. Don’t burn out the ones who don’t. And market your business so that you meet many, many new friends.
Reframing is everything
There you go, friends. Four ways to reframe sales: Sharing, education, business development, and marketing. If you can embrace this, you can live the life you’ve always wanted.
Now you can stop running away from those canvassers with clipboards. You’ll soon earn enough extra money to make their day with a generous donation.
Mia’s dream is to help thousands of awesome people to build businesses, realize their goals, and become better people in the process.
Are you a real person trying to get ahead in the world? If you think building a home business might help you, book a Get Acquainted call with me. I’d love to chat.