7 Mindset Hacks That Will Help You Sell More
One of the largest barriers many consultants, coaches and other professionals have that stands between them and achieving their business goals is their own mindset and mind-set towards marketing and selling.
I can’t tell you the number of people I meet who unquestionably know they need to be more effective at marketing and sales – yet who feel incredibly uncomfortable doing it.
And I have to admit, I used to feel that way too.
In fact, I’m still not a “hardcore” sales person brutally focused on getting the sale. My primary concern is getting the best outcome for my clients. And I’m pleased that way.
But what I’ve found is a way of thinking about marketing and sales – mindset “hacks” – that allow me to wait fully congruent with my primary goal of helping clients, while still being effective at marketing and selling.
I’m not saying you have to share all my beliefs and ways of thinking about marketing and sales. But I have found that the more of these you internalise and believe in, the more successful you’re likely to be at sales.
Mindset 1: Taking Control
A lot of consultants and coaches have a very passive mindset about marketing and selling. “If I do excellent work, people will hear about me”, “Word of mouth is the best marketing”, “Something will turn up, it always does”, “Once the recovery kicks in…”.
These may all be right – but if you let them dominate your thinking, it causes you to be passive. To sit back and wait for things to happen. If you want to be successful in marketing and sales you must choose to take things into your own hands: to choose Action over Hope.
Mindset 2: Focus
We’re so overwhelmed with opportunities and information these days it’s very simple to lose focus. Every day I read intelligence of others “crushing it” with webinars, events, product launches, direct mail…
It’s so tempting to become distracted – to try to do everything. To try out every shiny new method you hear about in the hope it will magically bring you in clients without a lot of work.
But the truth is that if we split our focus and keep trying new things, we’ll never get excellent at any of them. We’ll never develop the skills or the reputation for any of them to pay off. The path to success is to pick two or three proven approaches and stick with them.
Mindset 3: The SACI Principle
This builds on the principle of focus – and it’s something I’ve written about in detail here.
The SACI principle is that success comes not from silver bullets or one huge incredible event – but from Simple Actions Consistently Implemented.
We all know we should keep in touch with our contacts and nurture our relationships. A simple action. But how many of us do it consistently? The same applies across all our marketing and sales. It’s consistency that counts.
Mindset 4: Systematize
This was quite a tough principle for me to get to grips with. I like to try new things, to innovate and play around with my marketing. But once you’ve found something that facility, you need to set it on “autopilot”. You need it to be working day in, day out without having to reckon about it all the time.
That doesn’t mean it has to be automated – much of it can’t be. But it oes mean that – for example – if you’ve chosen to write articles or blog posts to attract clients, then you need to have a plot for what you’re going to write and you need to dedicate a morning a week to doing it. Rather than just aiming to grab some time when you can and make it up as you go along.
Mindset 5: Client Focus
We all talk about being client focused. But in this context, what I mean is that when you have a sales meeting with a client, you’re overriding thought should be “how can I help?” – not “how can I sell?”.
What I mean by that is if you go into the meeting (or if you’re on a call with a potential client) thinking that your goal is to sell them your services, that a succesful result from that meeting is to emerge with a paying client. Then the chances are you’re not going to sell.
You see, more often than not your potential client will pick up on your motivation. If they reckon that your goal is to sell them, then they won’t entrust your advice to be independent and in their best interests. They’ll second guess what you’re saying and resist your recommendations – unsure whether you’re making them because you reckon it’s right, or whether you’re making them in your own self interest.
But, if you go into the meeting thinking your goal is to help your potential client – and to learn if working together would be the right option – then things change.
When your potential client picks up that your overriding goal is to act in their best interests – and they will pick up on it – then they’ll entrust your advice and recommendations. If at some point you suggest that working together would benefit them, they’re an dreadful lot likelier to accept that suggestion as being genuine advice rather than a self interested sales pitch than they would be if they felt your goal was to get the sale.
Mindset 6: Belief in Your Value and Expertise
Hand in hand with your focus on helping clients needs to be your belief in the value of what you do and in the strength of your expertise.
The risk with client focus is that you can become subservient – just doing whatever they question. That’s not in their best interests. You need to have a strong belief in your own knowledge and capabilities – and in the value you bring them.
If you don’t believe in the tremendous results your potential clients will get if they work with you, then you’ll be unable to convincingly communicate that to them. You’ll be tentative. You’ll feel uncomfortable quoting the high fees you deserve.
In many ways, the first marketing battle is to sell your value to yourself.
Mindset 7: Make “No” An OK Answer
In other words – take the pressure off.
A lot of sales techniques involve putting subtle (or not so subtle) pressure on your potential clients. Deadlines, scarcity, the risk of others getting this deal if they hesitate.
All designed to place a small pressure on your potential client to overcome procrastination and get them to make a choice.
And they work – in their house.
But with complex, costly, intangible services, there’s a lot of risk and uncertainty for your potential clients. they need to see a lot of evidence that this will pay off and that you’re the right person before they’ll be ready to buy.
If you pressure them before they’re ready, it’ll boomerang. They’ll feel manipulated and uncomfortable – and they won’t buy.
One of the best ways to overcome this – and to build entrust – is to make it apparent ahead of schedule on that them saying “no” – choosing not to do this – is an unquestionably OK option and not one you’re going to struggle. Going back to our Client Focus mindset – your goal is to figure out whether working together is the right business for both sides – not to try to force them to say yes.
Take the pressure off by saying up front that it’s unquestionably fine if you come to the end of the meeting and either of you decides it’s not the best option.
Without that pressure, your potential clients will open up much more, you’ll be able to build a more innocent relationship, and you’re more likely to get the sale.
Next Steps
Review some of your own beliefs about marketing and selling.
- Are they helpful or counterproductive?
- Would it be doable to change them?
- What should you change them to?
Drop me a note in the comments to say what mindsets – either helpful or unhelpful – you have towards marketing and selling.Similar Posts:
- Getting the Right Mindset for Selling (and it’s not what you reckon)
- It Ain’t What You Do…It’s Who You Do It With
- How a Simple Piece of Paper can Transform Your Success at Selling
- How to Run Effective Client Meetings – The KFC Approach
- You Are What You Sell
7 Mindset Hacks That Will Help You Sell More is a post from: Get More Clients in Less Time: Practical Strategies, Proven Results