Conduct a search on Google and you’ll find a million suggestions for selling yourself and your services. Sell value, go the extra mile, meet objections with questions, etc. It’s enough to get your head spinning.
The truth is, the majority of your effectiveness in sales happens in your own professional development work, especially if you are selling services attached to your personal brand. If you are confident that what you’re pitching is a valuable service, you will convey that confidence in the way you speak (or write).
Don’t move beyond confidence into cockiness, though — that is rarely effective. The key is to showcase yourself as a capable professional looking to provide a mutual benefit. A few other qualities and tactics that will benefit you in the sales process:
1. Get Personal
If you looking for individuals to purchase a product or service for you and there isn’t a clear mutual benefit or it isn’t highly personalized, you will more than likely come across as desperate.
Here is an example:
“I’m offering free coaching packages for entrepreneurs — three, 30-minute sessions. Are you interested?”
This can come across as desperate because there is nothing specific to the pitch. Yes, it’s specific to entrepreneurs, but there are many of those.
Compare that to this one:
“I am a business coach who works specifically with speakers. If you don’t already have a coach, I am currently offering three, 30-minute sessions for free. Please let me know if you are interested and we can set them up!”
This adjusts the focus to the fact that you have a specific type of person you are looking for and the individual you are reaching out to is that kind of person. It will help them feel special, something always good when pitching.
2. Consider A Longer Sales Cycle
As an add-on to No. 1, it may be beneficial to lengthen your sales cycle as it pertains to your pitch. Instead of going right for the jugular, you can ease your potential leads into getting to know you better.
Here’s another example to the initial pitch:
“Hello, great to meet you! I am a business coach who works exclusively with speakers. I would love to add you to my network so we might get to know one another better. I’m also offering free 30-minute sessions to new clients if you’re interested!”
This example adds a step to your sales process to take some of the pressure off your prospects and shows that you care about getting to know them, something many individuals who are frequently pitched appreciate.
3. Make it Casual
There are two ways to make a pitch casual.
First is a casual approach. This tends to benefit the person pitching because it presents the idea that you care about getting new business, but you don’t need it. It is another aspect of fostering a relationship over time instead of attempting to become business BFFs in the blink of an eye.
Second is a casual offer. A casual offer will acclimate your potential prospect with you and your business without giving up too much. You aren’t asking someone to fork over $10,000 having never heard of you before — you are asking them, for example, to engage in a free discovery call or webinar.
There are a number of ways to come across as cool and confident while you’re pitching your services — the key is to toe the line of confidence without heading into arrogance. Keep it personal, gradual, and casual, and you’ll do great!
About Chrissie Zavicar
Chrissie Zavicar is a B2B lead generator and personal brand strategist who works with passionate entrepreneurs and professional athletes. To learn more about her services, visit her LinkedIn profile or contact page.