This week's question from my portal “The Neagle Code: Directions for Life” comes from an individual who wishes to remain anonymous.
Something is wrong and I am not able to convert inquiries into clients. I get contacted and that's it. I'm also networking and volunteering my services to help others and talk about what I do. What am I doing wrong? I don't know what to do. Thanks!
First let's identify where the breakdown is taking place.
If I understand this correctly, you don't have any problems attracting potential clients, but you DO have a problem converting a potential client into a paying client.
This leads me to believe that there is a breakdown at the point of the sales conversation, probably right about when you are attempting to make an offer and discuss your pricing.
This is an uncomfortable point for many entrepreneurs. It's uncomfortable because they take their sales personally. They feel if a potential client says no to them, that they are being rejected. In fact, I know many entrepreneurs who would rather go bankrupt than to ask for a sale because they fear rejection.
The truth is, the client is saying no for other reasons.
They may say no because you haven't painted a clear enough picture of what they will receive (end result) in working with you.
They may say no because your energy is coming from a “getting” place instead of a “giving” place. (You know that feeling you get when someone tries to sell you something, and even though you really want it, you say no because the salesperson is giving you an uncomfortable feeling?)
They may say they want to “think about it”, because they just simply don't want to make a decision.
The key to getting to the bottom of the problem you're having is to pay very close attention to what you are saying, what you are feeling, and what you are hearing in your conversations. I even recommend recording some of your conversations so that you can listen to yourself ad pick out the points of breakdown in your conversation.
Here are a few more points for you to think about:
1. If you are attracting people who tell you they don't have the money to pay for your services, take a long hard look at your own relationship with money. These excuses are mirrors for your own beliefs.
2. Are you in control of the sales conversation, or do you feel that you're letting the other person run the show?
3. Do you feel you are “under charging” for your services, but have lowered your prices because you really want someone to say, “Yes”? If you discount, you will attract discount shoppers.
I know it's not what you want to hear, but step 4 is: Hire the best sales coach in your awareness! (That's me.)
Look, if you're in business, you're in sales. And if you don't learn to master the sales conversation, you'll never be the master of your income acceleration! If you're set on resisting improving your “sales set”, I would strongly suggest you think about GETTING A J.O.B. instead.
P.S: The Neagle Code: DIRECTIONS for LIFE is a weekly no-cost program that is open to everyone! Each week, I'll select and personally respond to one question received via the above “The Neagle Code” page that I feel in my heart will help the most people. (You may choose to remain anonymous if you wish, with our full support.) It is my deep, heartfelt intention that ~ in answering your questions ~ I may provide you with the Universal Truths that in committed application, will set you free. Simply submit YOUR burning question at: www.TheNeagleCode.com to participate.
P.P.S.: May I ask you to help me spread the word about this program? Is there someone you care for who is stuck, or struggling, or lost, or unhappy? Because if so, I would very much like to help. No matter their question, no matter their predicament, no matter if they've never heard of me before … if they would like to ask for help via www.TheNeagleCode.com, my Team and I will do our very best to provide that help.