Thinking about starting a new business but the thought of selling leaves you cold? Then I have just the cure for your fear!
Fear of selling is very common. In fact, ask just about anyone what selling means to them and many will come up with descriptions like “pushy”, “manipulative” or even “slimy”.
It’s obvious they’ve been on the receiving side, once too often, of someone trying to intimidate, coerce or force something on them that they didn’t want.
Even if they did want to buy, they dreaded the interaction with the salesman or woman and just wanted to get it over with as quickly as possible.
I’ll admit, even after 25 years of direct sales experience in the new home development field, I still dread dealing with salespeople at a car dealership when I have to buy a new car.
The reality is that selling has gotten a bad rap and unfortunately, for good reason. But, it doesn’t need to be that way.
Why People Buy
What I learned over time is that, at its most basic level, people don’t buy things just for the sake of buying things. They buy them for two primary reasons.
1) the item solves a distinct problem they need to solve and they have a clear understanding of how it will benefit them.
2) they buy it because they have an established trusted relationship with the business selling the item.
So, if the thought of selling your business services, or product, gives you hives and it’s keeping you on the sidelines from starting your own downsizing business, there’s really good news!
Being successful at selling has nothing to do with smarmy sales scripts, pushy or inauthentic tactics. Far from it.
A truly great salesperson believes that their product or service can bring some level of positive transformation to their clients or customers.
They understand the pain points their customer is experiencing and work to find a way to solve that problem and make their clients happy.
They also understand that they can’t solve everyone’s problems and that their product or service isn’t always going to be the answer.
So how does this work?
3 Essential Steps to Building a Client Relationship
Well, I’ve found there are 3 essential steps to creating a fruitful and long-lasting relationship with a client which is the bedrock for any selling effort. I’ll use senior downsizing services as an example to illustrate each.
1) Establish the problem your business product or service solves for your Ideal Client.
One of the biggest problems a senior has when they are facing a downsizing move is where to start. They are overwhelmed with the prospect of going through a lifetime of possessions, then having to make the hard decisions on what to keep and what to let go of.
A senior downsizing business owner would focus on letting their customers know that they:
1) Clearly understand and empathize with the stress and confusion the client is experiencing.
2) Outline the specific services that will directly solve their client’s unique problem. I say unique because every client’s needs are different.
3) Make those service solutions easy to understand and implement by providing them with a step-by-step plan that will successfully lead them through the process.
2) Determine what your client could lose if they don’t take advantage of your business’s unique service solution?
I say unique service solution because I believe that every business, regardless of how many competitors they have, has a unique footprint in their marketplace.
Will their clients experience even more confusion and anxiety by trying to do it on their own? Could they end up wasting money by hiring other competitive services that don’t have the same unique solution that you offer?
Providing your client with solid reasons to select your business over other options lays the groundwork for building trust. They understand you not only want to solve their problem, but you’re in ‘the fight’ with them. You help save them money, reduce stress, and a more enjoyable overall experience.
What are some examples of reasons you could use to set your business apart?
How about a personalized downsizing checklist or calendar to help your clients stay on task. Packing the client using plastic bins, instead of traditional cardboard boxes, to save material costs and reduce recycling. Offering 3D space planning to help them better visualize their furniture in their new home. The possibilities are endless.
3. Take the time to get to know your client at a deeper level.
So many businesses these days are only in it for “the quick sale”. It’s a dollar and cents thing for them. But a truly successful business owner knows that the reward is in the long-term relationships they build with their client. It doesn’t matter how big or small that business is.
Practicing deep listening, and asking questions with genuine interest and care, not only helps you understand who your client is, but allows you to develop a more trusting foundation that will last for a lifetime.
I’ve had the privilege of serving thousands of clients over the years. Many of them returned to use my services again and again. When they passed, their families turned to me for help as well.
Why? Because the family knew I had their best interests at heart. That I would help them through a difficult time with genuine patience, compassion, and honesty.
People want to work with someone they trust. Providing them with a solution to their problem is really the cherry on top.
The Difference Between Selling and Serving
What’s the general theme that runs through these concepts?
It’s not “selling”, it’s “serving”. There’s a BIG difference! My aversion to talking about my business services with others ended the minute I understood that I wasn’t “selling” something.
I was solving a problem for them, yes. But, I was serving them by making their life better or easier, less stressed, a little happier or helped them feel more in control.
So, don’t let “selling” stop you from doing what you know will be transformational to others. There are people out there that are waiting for your unique personality and heart to help them through a transition.
Providing senior downsizing services has been one of the most rewarding experiences I’ve ever had. So many seniors and their families need this vital help!
I developed The Downsizing Institute training program for the same reasons I created my downsizing business back in 2009.
I’m here to serve by solving the common problem that most entrepreneurs have at start-up: being overwhelmed by detail and wasting time creating a business from scratch.
Why would you re-create the wheel when it’s already done for you?
If you are interested in learning more about the Senior Downsizing Specialist training program and how it provides everything you need to start your own business, click here to get started!