How do I sell more, Angela? It isn’t that easy. I just can’t do sales. Help!
I know, I make everything sound so easy. Did you ever stop to think that it can be that easy… that no matter how many programs and courses you take, the buck stops with you?
MEASURE YOUR ‘MORE’
Our brains are funny little things … they can picture the biggest dream you can imagine, but they can’t get started until you can give them step-by-step instructions. And that’s the reason so many of us sit at our desks, unable to get started. So when you think about it, “more” is not a starting kind of number.
PICK A NUMBER
It doesn’t have to be a big number … and it doesn’t have to be a small number … “more” is more so anything between $1 and, oh let’s say $50K/month more.
KNOW THE AVERAGE
Without scaring you and getting all sorts of changes in what you’re doing now, figure out what the AVERAGE amount of money your client or customer spends on you per sale or per month. Now divide that amount into the “more” number you selected above and that will tell you how many more sales per month you need to make to meet that “more”.
See what happens? If you’ve set your goal too high, you’ll probably scare yourself and be wondering how you’ll ever reach it. If your goal is too low, you’ll be mumbling to yourself “well, that’s easy, I can do that”.
START WITH THE BASICS
Oh sure, there are all sorts of ways to increase your sales … bundling, repackaging, creating sales pipelines, upselling, value-based … sorry, is your head spinning? And they are all things you’ll have to learn about to stay in the game. But for now, if you’re stuck, get back to the basics. After all, you’ve been selling up until now – and what probably happened is you got busy and got out of the game. Huh, huh???? Am I right, or what?
THE POWER OF TWO
So this week, do what you’ve been doing all along +2. Call those two people who are waiting to hear from you … have that conversation with two of your customers about one more product or service that you, as a professional, know they really want or need. Talk to 2 more people than you would have, but get your head back in the game, because nothing you learn, nothing you change, is going to work until you do.
SOMEWHERE OUT THERE, SOMEONE IS WAITING … AND READY … TO BUY FROM YOU RIGHT NOW …
… but if you’re hiding in your office … or if you’ve gone shopping or any of the other distractions you can come up with to sabotage your sales, they’ll never know.
One of the questions I ask my clients is “how many people live in your city … what’s 10% of that? And what’s 10% of that? And again, 10% of that … because the last 10% are waiting for your call… without you having to change anything but making the connection.
It’s tough to get started, but it’s easier as you roll along. Eat the frog … get going … do what you’ve done so well up until now … and call me when you’re ready to learn more about increasing the value of your average sale!