Having A Sales Mindset And 5 Tried And Tested Tips To Help You Sell

Key Takeaways Covered In The Podcast

One of the hardest things to do as a business or entrepreneur is putting a value on yourself and believing that you are worth the value you have set.

Consider how much time and money you have spent improving your knowledge and investing in your business. You’re doing everything you can to be bigger and better for your clients, so you should be charging for your advice.

Next time you are about to sell something to someone, consider how you’re serving them. Your product or service is going to be serving the recipient, so don’t feel bad for asking for money in return. You need something back in return for your skills and knowledge.

Every customer that comes to you to buy a product or service has a problem. Think about their pain points as it will allow you create marketing materials that directly address your potential clients struggles.

Rather than talking about your product and service, consider talking about the feelings and results that your potential customer will receive if they purchase from them. Think about the features and benefits of each aspect of your product, including ‘feeling’ words in your marketing efforts.

In order to convince people that they should be purchasing from you, you may want to consider using testimonials and case studies that you have previously earned. Think about asking people who have already purchased your product and ask if they would be happy to give you a short testimonial or review. If you can get a video testimonial, even better!

To sell your product or service you need to show people why you are an expert. Whilst this doesn’t mean going into extensive details about the experience and qualifications you have, but instead talking about the results you’ve had and the projects you’ve successfully worked on – whether it’s a podcast, eBook or course.

When you’re selling a product or service you are going to come across rejections. Whilst this may be disheartening, being honest about rejections in your marketing may help people trust you, as well as giving you a chance to answer any objections they may have.

The one thing you need to remember above all else…

It’s important to remember that you can’t always offer your time and ideas for free. Value yourself and your work. Whether it’s sharing tips with other entrepreneurs or helping a business grow, you should be charging for what you’re doing.

Highlights You Simply Can’t Miss

• Having A Sales Mindset – 05:28
• Selling Is Serving – 12:00
• #1 Understand Your Customers Pain Points – 14:28
• #2 Talking About Feelings And Results, Rather Than Your Product And Service - 19:10
• #3 Make Sure You Have Good Examples, Case Studies And Testimonials - 21:25
• #4 Talk About Why You Are An Expert - 23:00
• #5 Think About Rejections 25:44

Transcript below

Hello there and welcome to this week’s episode of the podcast. And as always I am your host, Teresa Heath-Wareing. So when this episode comes out it’s going to be almost the end of March. And you know what, I can’t actually believe it. The first three months of this year has flown by and you know when you think to yourself gosh I’ve got so much time to do things. That’s ages away. And then suddenly before you know it, it’s on top of you. And I hate saying this stuff because I feel so old. I feel like this is stuff I used to hear my parents say or my mum says and I don’t like talking about it.

Also, another reason I don’t like talking about how fast time’s going is because I am a very true believer that’s basically what we think is what happens. So if you constantly think “I’ve got no time I’m running at a time”. Time’s going so fast then the only evidence you’re going to see is that is that time is going so fast. So I try super hard to try and think about “I’ve got loads of time to do this. This is just as I need it. I’ve got just enough time that I need.” I’m not saying it always works. However, I do try and think like that. But yeah it.. Secretly between you and I, it is going crazy crazy fast. And also I’ve been doing a lot of travelling I’ve been away a lot so so far I have been in Dublin and Leeds and Dubai and Newcastle and actually I think when this podcast episodes out, I think I’m flying to San Diego. So yeah it’s going to be a bit of a crazy month and then April, I’m in California again.

First off, if you listen to the podcast and you’re going to be at Social Media Marketing World then please come and DM me and tell me because I would love to meet up with you. It be so great to meet some of the listeners there if you’re going to be in Social Media Marketing World. Also, I’m going to be impact summer in California at the beginning of April so if anybody’s gonna be there then again please let me know. I would love to meet up and I’m actually going to be spending probably about a good week or so in L.A. So again anybody in L.A. that wants to come to say hi I would love to see. So please do reach out and let’s try and meet up because I would love that.

Anyway let’s talk about today’s episode of the podcast. It’s going to be a good one. I’m excited about this episode because I’m going slightly off piece a little bit. Only a tiny bit because I’m gonna be talking about selling now. It might feel like that’s a little bit off piece but actually what is marketing ultimately doing. It’s ultimately trying to sell a good product or service and therefore sometimes we find marketing, okay and we’re happy to do that. But when it comes to the actual selling we hate it. And people really do struggle with selling things especially when it’s a service and especially when that service is them. That is a real challenge to some people.

So what we’re gonna be looking at in today’s episode is I’m going to first off talk about the mindset around selling and a couple of things that have helped me in terms of feeling confident about the price I put out there and then the second part of the podcast is going to be aimed at giving you some tips on how you can sell your product and service better. So it’s going to be things that you can either do in person you can do on a website you can do on a webinar you can do on a sales page but hopefully some of these tips are just going to help you think slightly differently about how you actually go for that sale at the end of the marketing at the end of your process. What kind of things can you say to help you a) feel better about selling and b) to convince the person I guess on the other end of the sale that this is the thing they want to do. Because ultimately I know we love what we do and don’t get me wrong, I do love what I do and obviously the podcast doesn’t necessarily bring me direct income and I still continue to do it because I adore it and I adore hearing from you guys and knowing that you’re enjoying it and therefore I obviously do cause I love it. But ultimately somewhere along the line, I have to charge for something because you know what my mortgage is not going to pay itself and my daughter’s school fees aren’t gonna pay us off so I do need to earn some money and it’s how we get over that. So we don’t feel bad or sleazy like a horrible salesman because I think when we think sales I don’t about you but that’s the image that gets conjured up in my head that I’m going to be and I’m not going to pick an industry because I know there’s some industries that are really associated with bad selling. So I’m not going to say any of those industries but I’m sure we can all think of one where we feel like someone’s really tried to sell the US and it’s not nice it doesn’t feel great. So today we’re going to look at how we can do that and make that feel a little bit nicer and make it easier for us to do so.

So OK let’s start off by talking about minds that they like I said in terms of the thing that you’re actually selling. This is possibly more important when you’re selling yourself or you’re selling a service when it comes to a product. I don’t know about you but I do find it easier to sell it. I also find it easier to price that product because you obviously can have a look at the effort that goes into making it. The time it takes the parts it needs and therefore to work out a price is not so difficult. And also you know your base price you know that I cannot go lower than this because this is my break-even point. So like I said the first thing that we’re gonna think about is mindset. But when it comes down to you as your product or service or do you are selling a service. So you know what was really interesting when I first started my business one of the things I struggled with the most was actually putting a price on my head. Now honestly that’s got to be one of the hardest things ever. And also believing in that value that you’ve put on your own head and how you equate that into then selling that to a customer. It’s really really difficult. And I tell you what the turning point for me was now obviously I had had a degree in marketing. I had spent three years at university. I then worked in marketing for over 10 years at that point. And yet for some reason, I couldn’t put a value on that. I don’t know why but I find that really really difficult. So all those years of practice all those years of training and all those years of doing marketing I couldn’t then come out the other end and go This is what I’m worth. And I tell you what really made the biggest change for me is I had done loads of meetings in the early days where I’d gone and met people who had asked to have a coffee with me. We’ve all been there I’m sure. And I went and had a coffee with them and I thought I was going to pitch and they basically just took all the ideas out my brain and of course, I was the fool who gave them over.

I’m not sitting here saying they somehow extracted them without me realizing because I get excited about what I do. I can’t help but just give ideas and talk and say basically what would happen is I’d go and meet someone. I would then sit there for like two. And it’s been known to sit there for three hours and give them all my ideas and tell them how exciting things could be if they did this and did this and did this and then I go back to the office and I then spend another hour or so doing a proposal only to send it to them for them to go oh we can’t afford you or Oh we’re okay thanks. Well, of course, they’re okay thanks. They’ve just sat there for three hours and took every idea at my head. I stupidly gave it all away for free.

So anyway I went to the states for a conference. I’d always dreamed of doing it. I really wanted to do it and the first conference I went to was converted which was a lead Page’s conference. And I went to Minneapolis as an attendee of this conference and I spent a lot of money. Now if you’ve not done a conference in the UK or in the States or wherever you are then you might not know what these things cost because they’re not cheap. So they will cost anywhere between a couple of hundred pounds all the way up to a thousand pounds. So I mentioned I was going to be an impact summit and I’ve just paid a thousand I think a thousand dollars actually for that ticket. So obviously I’d spent the money on the ticket. I’d spent the money on the flight. I then spent the money on the hotel and then obviously while you’re over there you’re paying for food and drink and everything else that you’re doing. And obviously, the other thing I’d done is taken like four or five days out of my own business to go and do it. And I literally came back from that conference with a bill like an exact amount of what I’d spent to go to that conference and it comes to. I don’t know I think that one was about three three thousand pounds maybe something like that.

Anyway came back from the conference with this bill. Thinking gosh that was a lot of money I’ve just spent there but it was well worth it because I’ve just learned so much amazing stuff. And when I got back no joke I had about three or four people messaged me who knew me very well and said Hey Teresa how was the conference. I’d love to hear about it. Can we go for a coffee. And I thought No no we can’t go for coffee because you know what. I’ve just spent 4000 pounds or 3000 whatever it was going over there to learn these things and you want to take me for a coffee to pick my brain and find out the stuff that I’ve just spent all that money to find. And I actually suddenly got it. I suddenly realized what on earth was I doing selling myself cheap also going out there and giving ideas away. It was madness that actually even though all those years of experience and paying for university which by the way I am still paying, for now, you know as an adult I am still paying for the fees that I paid to go to university for. So I guess I should equate that into everything. But it did him but it wasn’t until I spent a big chunk of money that I could physically see that I then realized actually this is craziness. I should be charging people a decent amount for what I’m doing. The other thing that I want you to think about here. So first thing go back and think about all the things you spent money on. Think about how much time you spend for example how many hours you spent listening to my podcasts to get better to better understand what you’re doing or to market yourself better or if you’re working for clients or whatever then you know market them better. So first off think about the time in the investment you put into learning your skill and your trade. And then if you do spend money on things like conferences or courses or whatever training it might be. Then again think about that and think that you’re doing all this to get bigger and better for your clients and your customers. So actually when you have any doubt in your mind is that too much. Or should I be charging this? Just go back and just add up some of those cause I promise you it’s well worth it to them to not have to do all the work that you’ve done to get you to this point. So don’t ever feel bad.

So like I said that was the first thing from a mindset point of view that really helped me think about how to value my brain or how to not feel bad about the fact that I was putting a price on my own brain and the other thing I want you to think about that really helped my own mindset was thinking about selling a serving. Now, this might sound a little bit. I dunno does it sound a bit cliche but actually so so true. First off to do this you’ve got to know that Hughes got a good product or service and I don’t doubt in my mind that you haven’t got a good product and service because you know what if you’re spending time listening to this and trying to train and learn and get better then there’s no way you are trying to cheat people out of their money by giving them something terrible. So I’m absolutely adamant that you are offering a quality product and service so next time you’re thinking about this and next time you’re about to sell something to someone. Think about your serving them you’re helping them. They’ve got a problem and your product or service is going to fix that problem for them and therefore that is obviously worth an exchange of money. Now what that amount of money is that depends on you and them. However, don’t feel bad that you are asking for money for giving some benefit to them and some help them you are serving them but understandably you want some recompense for that you need something back and that is in the form of money so don’t feel bad about that. And that’s the way I like to think about it. And as long as I know the thing I’m offering as a service is good and is going to help them. I don’t feel bad. Okay so as I said there are just a few little mindset things that I think about that really helped me get over having to put a price on my head or having the confidence to go out there and say I would like money for this thing. And now what I’m gonna do is I’m going to go through five points Five things that I use when I’m in a more sales mode. So this might be when I’m talking to someone it might be in an email. It might be on my Web site. It might be on a sales page. In fact, if you are doing a sales page these points are a must. Again if I’m selling on a webinar these points are really helpful as well. And like I said it might be that you’re not necessarily putting together a sales page where you’re going to have all these things on it. However I definitely think it’s worth answering all these points for your product or service because it will definitely help you get a better clearer minds that as to why and how people should buy your product and service but also you’ll definitely be able to use some of these tools in various places in your marketing. Okay, so tip number one understand your customers pain points. Now, what do I mean by pain points? Now every customer that comes to you to buy your product or service has a problem obviously because your product or service fixes that problem. So you want to start thinking about what other pain points your customers have. Now let me explain this. For instance, let’s say I’m putting on a cause I’m not by the way but let’s say I’m putting on a course an in-person course on how to do Facebook ads. The chances of people comings that course because they want to become a genius in Facebook ads. It’s been their dream. They want to know how to create an ad and it’s just something they want to do for their own benefit is fairly slim Okay that’s not their pain point their pain point is not the desire to be amazing at Facebook ads okay.

Might be for some people but generally not what their pain point is either they want that skill because they want to offer something better to their clients or they want to offer a new thing to their clients so that’s their pain point. They’ve identified that there’s a gap in their skill set and they want to offer something or they know they can charge more if they have that or their pain point might be that they are a business owner and they know that they need more sales and they’ve heard that Facebook ads can help to get them more sales so their pain point is the fact that they want more sales or more inquiries or more prospects their pain point isn’t that they want to be a genius on Facebook ads because ultimately if I turn drains them and said You know what you could get more sales more prospects more people in your funnel if you go and stand on your head in the middle of the street then you know who hope they might be more inclined to do that than necessarily come into the Facebook ads. It’s not necessarily the physical thing that you’re teaching them. It’s that outcome that they’re looking for. It’s the problem that they’re trying to solve. So for instance, if you were a coach it’s not that anybody sits there thinking I desperately want to coach I really want a coach I’ve always dreamt of having a coach they normally have a need and they might not even know that a coach is the answer to fixing that pain point. So by looking at the pain point first by understanding what that problem is. So for instance, if you’re a coach and you do a business coach it might be are you tired of not having clarity about your business. Are you struggling to see the path forward? Are you not prioritizing things or is the business not growing as you need it to be or wants it to be. So those might be the pain points. Now the solution is obviously going to be you as a coach. However like I said they might not even sit there and saw I need a coach. They might just know their pain point. So if all your marketing was aimed at