YOUR AUTHENTIC SALES STYLE: THE CONNECTOR
As a Connector you love people! You are in your element when chatting and meeting new people and have no problem getting out and networking or meeting a potential client for coffee.
In fact, much of the time you might not even feel that sales is that much of problem for you – after all you are really comfortable speaking to new potential clients and build rapport so easily.
You are passionate and energetic and can’t wait to tell people about what you do – in fact, talking about your business and how you can help people is one of your favourite things to do.
WHERE YOU ARE
But, if you’re really honest, on a less good day you feel confused that considering how good you are with people you don’t have more clients to show for it and are wondering whether you really can make this business thing work.
You love having your own business. It’s given you a whole new social life and you’re making lots of new friends.
But it really hurts when these new friends actually go on to buy exactly the service that you offer – but from someone else instead. And you just don’t understand why. You met them for coffee, the conversation flowed, the rapport was great, you had an amazing connection – you just knew they were going to become a client!
But the next thing you know the conversation is over and you’ve got no idea what’s happening next. Then comes several weeks of confusion about how to follow up. Should you call them? Email? How many times can you leave a voice message before you risk being arrested for stalking?
THE GOOD NEWS
The good news if you’re a Connector is that your natural ability to connect with people and build a rapport, and your relative confidence (yes, you might have shy moments like all of us do, but mostly you know you can hold your own in a social situation) means that once you’ve got a structure to allow you to focus your natural gregariousness, sales conversations are going to become a really fun part of your business – and really effective too.
And that thing that you do where you create connections so easily and effortlessly – not everyone can do that. And it’s the one part of the sales process that can’t really be taught.
So that’s another bit of good news for you!
The challenge is that Connectors usually lack a structure and focus to guide the conversation, like the banks of a river guide the flow of water. Without this the conversation can wander all over the place and lead off on all sorts of tangents. This is great for socialising (I have a strong streak of Connector myself!) but not so good for a sales conversation where you are hoping to encourage someone to make a clear decision about working with you.
And as you’ve seen, with this lack of clear structure and focus you risk ending up with lots of new friends – but not a new client in sight.
Connectors also tend to lack a clear process for sales follow up. Because you prefer to go with the flow and act on your instincts you tend to assume that things will just happen organically. But they don’t always do they?
When you do sign up a new client it’s more often because the person has responded to your energy and charisma and the whole thing just seems to flow. But if that doesn’t happen, and there’s no clear process for following up or next steps, you can find this really bewildering.
And worse, people who would have become clients with a bit of structured follow up slip through the net, and often go on to work with other people.
As a Connector there is also a risk that your enthusiasm and passion for what you do can unintentionally come across as pushy or too forward, even though you’d be mortified if anyone thought that about you.
But don’t worry as a Connector you can easily learn a structure and a process to manage your natural energy, channel your enthusiasm in a way that inspires rather than overwhelms potential clients, and put in place a follow-up process that leaves both you and your client feeling clear and supported.
3 Tips to Boost Your Connector Sales Style
TIP NUMBER 1
It’s essential for you that you enter into any sales or business conversation with a clear focus on the end result you want. Be clear in your own mind about the purpose of the conversation and don’t allow the conversation to end without achieving this.
TIP NUMBER 2
Be more direct in your conversations. Don’t just say goodbye at the end of a meeting and leave the ball in the other person’s court. Instead ask them directly if they would like to go ahead and work with you.
And if another conversation is needed before they can decide arrange when and how that will happen. No more wondering if you should be following up!
TIP NUMBER 3
Finally, the most important thing you can do when it comes to enrolling more clients is to learn how to have a structured sales conversation to guide a potential client to a decision to work with you.
Goodbye friendly conversations that don’t lead anywhere. Hello lovely new clients!
YOUR NEXT STEPS
You can get started here with my free training “The 7 Steps to Yes!” for authentic, heart-centred sales conversations.
You can get started now with my free training “The 7 Steps to Yes!” for authentic, heart-centred sales conversations and learn how to have supportive sales conversations that feel like a natural conversation yet end with the potential client saying “Yes please!” to working with you – if it’s right for them.
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