Are you one of those people that can sell ice to eskimos?
I'm not. In fact, just the word "Sales" threatens my whole sense of
balance and serenity. But sales for your business is a lot like food for your
body. You need it to survive and there are definitely choices that could lead
you one way or the other when it comes to a healthy pipeline.
Just like diets, I've tried all kinds of crazy things when
it comes to sales. I've read the books, been to the seminars, and worked with
the coaches. I've seen enough webinars on it that I could probably teach it
myself. I've outsourced it when I was DEFINITELY not ready to do so. And,
I've ignored it. For the record, starving your sales pipeline--not such a great
idea. I discovered a direct correlation between starving my sales pipeline and
starving myself.
Since survival is pretty important, I figured I better get a
grip on what would work for me. Going back to my analogy about crazy fad
diets and sales, I finally did what they recommend for nutrition. I shifted my
focus. So, instead of insane all-cabbage diets or pineapple juice fasts,
I centered my attention on just building the relationship--strengthening the
core health of my community. I discovered that the sales piece happened a whole
lot more organically.
Now, I'm not saying that you don't have to do some salesy
stuff but I am saying that it doesn't have to be weird or awkward and
definitely not pushy. The way we do it in our organization is natural. We give
value--a ton of things for free--and then if you want more of the same type of
stuff at a deeper level, we let you know where to take a look. You see, this
approach is much more about being IN service to your community---not pushing
services ON your community.
So, I challenge you. On your "sales floor" (that
could be your virtual floor, your speaking engagement, your blog, etc) be more
about value and service and less about your packages and products. I think
you'll be very pleased (dare I say that you might even find your sales zen) at
what happens.
For more about a more organic, less stress approach to
building your business, join us at http://www.hjkdigitalsolutions.com/blog.
