No one likes to feel they’re being manipulated or pressured into doing something, least of all your existing or prospective clients.
And besides, no decent marketing, PR, or communications consultant, coach, and small agency owner wants to be slimy and use hard core fear or emotional bullying tactics to make a sale.
However, getting and selling to your clients IS important, so read on to learn how to do it ethically and with integrity. 💝
It may sound counterintuitive, but the best way to sell someone on something is not to sell them anything at all!
Here are Zoetica founder Kami Huyse’s top 3 recommendations for getting people to want to buy from you!
1️⃣ Learn about your customers' problems and objections (to buying) in advance.
You do this by talking to people!
Some of you may argue that you can’t possibly do this because you’re too shy or are the world’s biggest introverts. 😉 Even if all of this is true, it doesn’t change the fact that you need to talk with people. But the good thing is that if you go about it correctly, they will want to talk with you. No seriously, they will!
- If you’re just starting out, ask to interview people or offer to help them with a small problem or a piece of a problem for free.
- If you already have customers or clients, have a video or telephone call with them to hear what they say about their concerns and needs.
When Kami’s new Smart Social Mastery membership program was still in the conceptual stage, she was able to share her ideas around creating an “accountability program on steroids” for communication consultants to get their marketing done and attract the perfect clients for their business. Those she spoke with in turn told her exactly what was interesting to them about the idea, and it opened her eyes!
Imagine that, no guesswork on her part, no missing the mark despite so much hard work. Instead, they let her know what resonated with them and why.
This is what she later used to create a compelling offer. 🎊
It’s also important to get ahead of any objections your customers may have. Ideally you’ll want to post content on your platforms that directly addresses these objectives and explains them away. This makes your clients feel heard and shows them how you can help.
2️⃣ Use the Exact Language Your Prospective Clients and Target Audiences Use
While you’re still in the research phase, look for the exact language and questions your target audiences use.
Then later, when you’re writing the text for a Facebook ad or your landing or sales pages, you can use the words and phrases your ideal customers said and wrote.
Don’t try to be fancy. It’s more important to mirror the language your prospects use because this will help them recognize that your service or product is made for THEM and will help solve THEIR problem.
3️⃣ Care More About Your Prospective Clients and Customers than the Sale
One of the worst things you can do after meeting someone is immediately pitch them. It doesn’t matter if your service or product is great – and no doubt it is 👏🏾 – but it's a really bad approach and turns people off.
Kami suggests you think of it this way. If you just met someone and think they’re interesting, you might consider going on a first date to see if there’s an actual connection. But if during that date or soon afterwards they’re talking about spending the rest of their life with you, you’d likely run away as quickly as you could! 🙀
Even on the professional networking platform LinkedIn it’s a bad idea to come on too strong and purely transactional. With a few rare exceptions, people don’t like feeling as though they’re in a contract negotiation.
You definitely don’t want to be the person audiences and prospective clients run away from. That’s why it’s important to get to know them first, nurture the relationship, and provide real value.
Finally, have a look at some of the free tools Kami uses to supplement the information she collects from direct conversations with people. These tools literally save her hours of time each month! ⏲️
- Soovlel, a keyword research tool that helps you see what people are searching for in the area you’re targeting
- Topic Mojo, a tool that analyzes popular search engines and shows you the phrases or questions people ask around particular keywords
- Spark Toro, a tool that helps you identify where your target audience spends its time and provides demographics on them
- Facebook groups, a magnificent platform for searching your ideal customer’s interests and challenges
If you want to learn more, listen to Kami’s recent livestream!
And if you want to get a free copy of her popular Cornerstone Content Generator worksheet as well as get notified when the registration opens for her next free Instant Authority Workshop on June 3, click here. 🎁
Watch the Video: How to Get Clients to Buy Without Trying Too Hard