All 'Selling from the Heart' Posts
When you first start out in business, it can feel like there’s so much that you need to think about. You may feel that you need to be learning all these advanced strategies such as how to sell online programmes, grow a mailing list, run webinars or build a social media following. In reality, when you are first starting out…
Today I want to talk to you about the Pushmi-Pullyu of the sales conversation. Do you remember the Pushmi-Pullyu? If you’re not familiar with it, it’s a two-headed animal who has a head on opposing sides of his body. He’s a character from the book and the film Dr. Doolittle. There’s actually a Pushmi-Pullyu in your sales conversations too! What…
I know from the clients I work with that how to price services is one of the key things that keeps many heart-centred business owners stuck and prevents them getting out there and enrolling new clients. It is so common for me to be asked: “What should I be charging?” or “What is the “right price” for my service/programme?”. Well,…
A few years ago I ran a poll in advance webinar I was running on the topic of “heart-centred sales”. To my surprise over half of the respondents answered that their biggest sales challenge was “Closing the Sale”. For some reason this response was not what I expected, and for me it marked one of those big “Aha!” moments that…
Recently I was reflecting about some of the things I observe in the clients I work with and what their biggest problems are when it comes to enrolling new clients, and it got me thinking….. Why is selling so darned hard for heart-centred business owners? After all, if we really care about our clients and want the best for them…
My client (let’s call her Jane) was having a great sales conversation with a potential client for her Big Leap Programme and it was clear to both of them just how much this lady would benefit from working with her. But when she asked “would you like to book your first session?” the client said: “Oh, I would love to….…
Today I wanted to give you a quick reminder of how important it is to bring a solid, confident energy to your sales interactions because… When YOU Wobble your Client Wobbles. What I mean by this is that in your interactions with potential clients, you give off a certain energy, and it’s an energy that your client picks up on,…
I have often mentioned in the past that I like to use a bonus or incentive to encourage potential clients to make a quick decision rather than follow their very natural and normal human instinct to procrastinate and think about it. Which means that people frequently “think their way out” of things that they know they both want and that…
Almost every time I come to be on the buying end of a transaction, I get valuable lessons and reminders about the sales process that I know are useful to share with you. But not always. What I find is that when a sales process is good it feels comfortable and seamless and I walk away from the call with…
Having taught hundreds of heart-centred business owners over the past decade, I know that one area of sales most people struggle with is the whole “following up” bit. You’ll probably recognise it – it goes something like this: You meet someone while networking (this could be online or offline). You introduce yourself with your Captivating Introduction. They indicate that they…
This week I want to talk about a topic that is so important for many of us in the context of our business and money stories – my Pricing Journey. I get asked questions about pricing all the time: How do I know if I’m charging enough? I think my prices are too low but I don’t feel confident enough…
As part of my summer break a few years ago, I attended a small festival where I had a healing session that left me eager to do more work with the healer – but she didn’t have a good follow-up process, and so 3 weeks later I still hadn’t booked anything. I did eventually get in contact with her, and…