If you aren’t confident in what you’re offering, how can you expect potential customers to be?
Does promoting your products or services make you feel uncomfortable as if you’re doing something wrong or being sleazy?
Convincing your audience that what you offer is valuable can be hard, but sometimes, no matter how hard you’ve worked to make your products amazing, convincing yourself is harder.
You know what you offer is worth it, but when it comes to closing a deal, it’s easy to falter just before the finishing line when the doubt kicks in.
Many entrepreneurs grapple with these feelings about selling, but it doesn’t have to be that way! We’ve got five tips to help you with building confidence so you can sell confidently and genuinely.
Confidence is pivotal to deciding whether your pitches make or break it. You could be pitching one-on-one, to a group, on a Zoom call in your pjs, or over a casual lunch – confidence is essential in every case, no matter how fleshed out your offer is.
Let’s reframe the perception of selling from something uncomfortable and dubious to a fulfilling endeavor – you’re doing the customer a service!
It’s normal to worry about facing rejection, hesitate to discuss pricing, and believe that talking about money is inappropriate or taboo.
Those concerns are completely understandable, especially when you’re just starting out. However, overcoming them is crucial for growing your business.
Everyone feels that way at some point – it’s a point to grow from. Embracing a growth mindset can help you step out of your routine, explore innovative approaches, and enhance your performance and creativity.
It’s probably time to rethink selling: it’s not manipulative or pushy.
Selling is an essential part of business (obviously) and a way to share genuine value with people.
Instead of viewing it negatively, approach it like this: You are authentically offering someone something that will positively affect them. You are trading actual value, for value in return – that isn’t manipulative in the slightest!
There is no reason whatsoever to feel guilty – what your customers pay directly reflects all of the effort and time you have put into creating your offer.
Your excitement about your product or service should be contagious as a business owner.
When you genuinely believe in what you’re offering, it becomes easier to get your audience excited. You get what you give, no?
If you aren’t excited about what you offer, it might be time to refine it or explore new options.
If you are, channel that passion into every aspect of your sales process, from pitches to promotional materials!
Instead of focusing solely on the product itself in your sales presentation, emphasize the life-changing benefits it offers over your competitors.
This seems obvious, but it’s surprisingly easy to slip up on.
In most cases, your customer should already know exactly what kind of thing you offer. So why waste time going over every nitty gritty detail in your sales pitch?
Focus your pitch on how your business stands out from its peers, and how the differences in your offer will positively impact the way your customer lives.
Rather than saying, “Buy my productivity course,” highlight the outcomes: “Work fewer hours, reduce stress, and enjoy more free time with my innovative *insert catchy name* productivity system.”
You don’t have to sing the praises of your offer if it makes you uncomfortable. Instead, share a success story from a satisfied customer to illustrate the value of your product. Let your customers do it for you!
After all, potential customers are very likely to trust their peers’ judgment, who share similar backgrounds and experiences.
Here are some strategies to encourage your customers to spread the word:
Don’t assume glowing reviews will just appear. Most customers (even the most delighted) still need a little nudge to provide feedback. Proactively request testimonials from your customers, and incorporate these reviews as social proof in your marketing efforts. Think about it: when was the last time you wrote a testimonial without being asked?
The customer journey doesn’t just end with a purchase. Plan to exceed expectations right after a sale by surprising your customers with EVEN MORE value. Do that, and you may inspire them to share their satisfaction with others!
Create a referral program that rewards customers for bringing in new business. This can be through financial incentives, like an affiliate commission, or other rewards such as discounts or exclusive access to products. Turn your satisfied customers into active promoters of your brand.
Over the years, numerous new selling techniques have emerged that arguably take advantage of customers.
You can never be confident in something that makes you feel sleazy, so it’s essential to recognize and avoid methods that make you uncomfortable and ensure your sales tactics align with your core values. As a sales manager, it’s crucial to embody positivity and confidence, leading by example to influence your team. Here’s how:
Take a moment to reflect on which sales tactics feel wrong to you and commit to avoiding them. This might include high-pressure tactics, misleading claims, or any strategy that feels manipulative.
Create a list of sales techniques that align with your values and feel natural to you. These could include transparent pricing, honest communication, and genuine engagement with customers. Prioritize and integrate these into your sales strategy.
Choose sales methods that respect your boundaries and uphold your integrity. Whether it’s the way you present pricing, handle upsells, or select marketing channels, make sure your approach feels right for you.
Don’t feel the need to step outside your moral comfort zone for a quick payout – those strategies don’t create a long-term, stable audience anyway 🙂
Selling is a skill that improves with practice, just like any other, and building sales confidence is crucial in this process. The more you sell, the more comfortable and confident you become.
Consider each sales call as a chance to build your confidence. Every sales email, social media post, or pitch is a step towards becoming more adept at selling. And hey, don’t beat yourself up if it goes wrong: sometimes it’s a learning curve!
Turn the process of selling into something fun for your sales team, and track your improvements. The more fun something is, the easier it is to do!
Hopefully, these tips helped you reframe selling into a fulfilling experience so you can pitch your offers with confidence, enthusiasm, and integrity!
Believe in your product, ask your customers to advocate for you, highlight the transformation you offer, stay true to your values, and keep honing your skills.
Not everyone will be your ideal customer, and that’s perfectly alright! A “no” isn’t a personal rejection; it simply means your offer may not be the right fit for them.
Keep stepping out of your comfort zone and being brave: foster confidence by analyzing your sales techniques and identifying areas for improvement!
