For most entrepreneurs I’ve met, being “salesy” is a major phobia. So many people I know have great ideas, have built amazing products and service packages, and carry out their work with excellence. But being a business owner means wearing many hats, and one of those hats unfortunately includes sales. You can’t avoid it! You need to sell yourself, but how? To be successful, you’ll need to know how to communicate value in sales meetings.
They Don’t Just Need The Product, They Need YOU
Don’t assume your clients know why they want to work with you! Sure, you’ve built a pretty user-friendly website and you’ve consistently shown up on social media, but that’s not enough. You need to talk a prospect through the nitty-gritty about how your business can serve them. What will they get — what will they experience — when they choose to work with you?
You don’t have to hold their hand and walk them through the basics — they’re contacting you because they know they need a specific service or product. What they DON’T know is why they need YOU! In other words, don’t waste your time selling the product or service as much, because it’s likely they can find it elsewhere in some form. Instead, communicate value in sales meetings by focusing on the benefits of a business partnership with you over other businesses.
Do you have a USP (unique selling proposition)? Do you communicate your USP in a way that excites your prospects? Are you explaining the benefits of working with you in comparison to other businesses?
Building A Foundation for Repeat Business
Trust is everything. Customers and clients will ultimately hand over money in return for a product or service because they’ve made the decision to trust you. In a world where a majority of financial transactions are done online, trust has become even harder to come by. How do you gain their trust?
In your sales meeting, you need to build a foundation with the prospect. Your relationship needs to be one of respect, and you need to prove that you care about them as an individual, not just dollar signs. Show that doing business with you is valuable because you won’t let them down and they’ll end up trusting you for years to come. You can show value by being a great business owner who is passionate and intentional!
Don’t Leave Money On The Table
You’re leaving money on the table if you aren’t conveying your value properly. Repeating a stale sales pitch that doesn’t fully explain the value of doing business with you might get you one or two clients, but you won’t find major success. If you’ve hit a lull in your business, or you can’t get a good start, it’s time to revisit how you’re presenting yourself.
Have you given an overview of all your services just in case the prospect discovers a need that they weren’t aware of before? If you start hitting on the pain points of the prospect, even ones they didn’t originally intend to solve, they will happily come up with more money to relieve those additional pain points.
Communicate Value in Sales Meetings and More With Lyss
I hope this made you stop and think about how your sales meetings have been going so far. To communicate value in sales meetings is to take your business one step further than many other businesses. Instead of just presenting your product or service and calling it a day, you’ll be educating the client on your USP and unique benefits as well as building a relationship based on trust that will last for many sales to come!
For more advice that will help you propel your entrepreneurial journey, check out my guide that offers 6 Tips to Starting Your First Business, or let me know if you’re interested in my business coaching services! I can’t wait to hear from you!
XX – Lyss