Attracting new customers is one area that a lot of female entrepreneurs struggle with, as was proved in my Facebook group, Business Goddesses last week when I asked about current challenges. Just under half of the responses I received fell into the category of Customer Attraction.
Some of the most common challenges that were shared were...
But guess what..!?!?!
More often than not, these aren’t the REAL challenges, they’re actually the symptoms. They still need to be overcome, but unless you take the time to understand the underlying issues and deal with them too, it would be a bit like sticking a plaster on a broken bone.
So what is the REAL issue...?
Well, it can manifest in different ways, but it's usually to do with those naughty little mind monkeys that live in our head...
Any of these sound familiar....!?!?!
If so, don't worry, you're far from being alone. We've all been there, coming up with a million and one reasons why this isn't the right time to share our offer or not wanting to promote it too often. Constantly second guessing ourselves and driving ourselves nuts.
"That's all very well, but how am I supposed to overcome this?" I hear you cry...
The key is to get out of your own head and into your customers' head instead. A little bit of sales psychology can help you to change your perspective on sales, and the fears that have been holding you back.
First off, remember that the people you are trying to sell to, your ideal customer, are already looking for what you are selling. If you get your approach right, there should be no need for any hard sell. So let's take a look at some facts...
The best approach is always to get to know your prospects before making any kind of approach. According to Leap Job, only 2% of cold 'calls' will result in an appointment or further interaction
Sales is all about building relationships... It's about giving potential customers the time to get to know, like and trust you. Depending on what you are selling, it can take anywhere between 5-27 touches with your business before a customer will decide to buy. The problem is that if, as many small businesses do, you use social media as your main marketing tool, the algorithms used by these platforms can mean that not everyone gets to see each offer promo you post so you will need to post more often than you might think, or are comfortable with, in order for them to be seen
Understanding what information your customer needs to help them make a buying decision, and then making it easily accessible is important if you want to make the sales process as easy as possible. This is backed up by research featured in DemandGen Report, which has shown that 95% of customers will buy from a supplier who helps them to navigate the buying process as seamlessly as possible
Price is rarely the issue. Most customers will evaluate what they are buying based on a number of factors, with price being just one of them. What they are really looking for is value for money. According to Defaqto Research, 55% of customers would actually pay more for a better customer experience
Selling to existing customers is easier than selling to a potential new customer so it's just as important, if not more so to make sure your delivery is of a high standard so customers will want to come back. According to Marketing Metrics, the probability of selling to a new customer is 60-70% as opposed to 5-20% for new customers
Another good reason to create memorable experiences for your customers is that loyal customers are more likely to recommend you to friends, family and colleagues. And these referrals are likely to have a 16% higher lifetime value than non-referred customers, according to the Journal of Marketing
Getting a good understanding of the psychology behind sales and your ideal customers' buying behaviours and criteria will help you to conquer your fears around sales and create marketing and sales processes that suit both you and your customers.
But if you're still in need of a helping hand you're in luck as I have just launched a super affordable offer to celebrate hitting 400 members in my Business Goddesses Facebook group...
You can choose between a 1 or 2 hour 1:1 intensive coaching session where we will really dig deep to uncover those underlying issues and banish them once and for all. We can achieve a lot together in one hour, so imagine how much we could cover in two!
So forget those cookie cutter solutions because one size really doesn’t fit all. Invest in YOU. Get a solution that is tailored specifically to your needs, to deal with your specific challenges.
Sound like jut what you need...?
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2 hour 1:1 coaching intensive for just $89 - http://bit.ly/2rU7KJJ
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