Don't Be Afraid to Ask for the Sale

Many people are afraid to ask for the sale, because they don't want to seem pushy or aggressive. This is a common fear that many people have, but it doesn't need to be this way.

This post reveals you can still get your point across, build rapport, win customers, and create wealth without being pushy, salesy or aggressive. The following 4 practices will kick your sales practice into high gear:

Don't wait around passively waiting on business to come to you.

Let’s state the obvious: you’re in business to earn money. Yes, you want to help others as well, but you want to make a profit with your business, am I right? In order to make a profit, you need to sell your products and services. But is it enough to just create products and wait for people to make a purchase? Not at all. I like to call that “wishful marketing” and it simply doesn’t work. That’s a very passive approach to running a business as opposed to a proactive approach, which includes finding people in your target market, forming a relationship with them, introducing them to your business, and then asking for the sale.

Believe In Yourself - Don't be afraid of the "no"

It is never personal when someone says "no" to your sales pitch.  You are not for everybody and that is a blessing. Your business and your services won’t appeal to everyone; or they might appeal to someone who doesn’t have the money to spend right now. This doesn't mean that you have to give away your products and services, nor does it mean that the offer is no good.  It does mean that you have not yet found the right product-market fit.

If you've been in business for several years and you are introducing a new product line or recently increased your prices, you may find selling a bit intimidating.  That's because you're not used to asking your clients for more money and a higher level of commitment. It's ok.  It takes time to get used to making the sale.

• Don’t be afraid that people will think you are pushy if you ask for the sale. You want your clients and customers to feel comfortable, so don't try too hard or act desperate when trying to close a deal with them. If they need more time, give it to them. But don’t be afraid to ask for the sale, because you might lose that potential client or customer if you never try!

• Don't miss out on this opportunity by not asking for the sale!  You can always follow-up with people who said no and offer your products again at a later date when they may need it.

• Don’t lose business because you are afraid to ask for the sale!  Own your confidence and feel comfortable approaching clients with your products or services so that they can buy from you without hesitation. Confidence is key in making sales, especially when it comes to larger ticket items like high end coaching, masterminds, cars, homes, boats, etc., but also for smaller ticket items and experiences.

If you’re just starting out in business, then it might be hard to ask for the sale. You’ll probably feel nervous and awkward about asking strangers if they want to buy something from you, especially since most people aren't used to being asked this question right away when they meet someone new.

But don’t worry, because there is a way around this. The best thing you can do when meeting new people (especially strangers) is to get them talking about themselves and what they like or don’t like. Once that person opens up and communicates an actual problem that you can solve, ask them point blank if they are simply sharing or actively looking for a solution. Their response will inform you where they are on their buyer journey. It will also guide your approach so that you do not scare away a prospective client.

5 Proven Ways to Increase Pitches, Get More Clients and Close Deals

Here are five helpful tips to make your sales pitches and presentations more successful:

• Clarify Why Someone Should Work with YOU, Instead of Someone with a Similar Offer

  If you have put careful thought into what you want to offer your target audience and you have created coaching packages and/or services to meet those needs, be confident in telling people who you serve and how you do so. 

  • Create introductory posts on Linkedin, Facebook and Instagram – on your personal profile and business page – and give a short summary of who you are and what you do. 

  • Spell out exactly who you’re seeking as your ideal client; think of those web pages you’ve seen with the specific title, “Who Should Work With Me.”

  • Create a Livestream series on YouTube, Facebook, Linkedin, Instagram or TikTok where you answer frequently asked questions as they relate specifically to your business.

  • Find a podcast or other interview opportunity where you can share your expertise with a larger/different audience. Interview scenarios often put people at ease because you’re having a simple conversation.

• Invite People to Invest in Themselves Through You

  Your customers will purchase from you when they know, like and trust you so coming on strong with heavy sales talk or pestering them like a used car salesman will chase those promising customers away.

  Instead, gently nudge these prospects down your sales funnel. If you have never heard of a sales funnel it's simply a visual representation of how you'll guide prospects toward your higher-priced products in this manner you'll have lower-priced items for sale for those who say they're interested but don't have the money. If they purchase your lower-priced item, they may find the money in the future for a higher-priced item, but only if they know about the other products/services you offer.

  • How do you ask for the sale? Here are some thoughts:

    • Include Calls-to-Action everywhere: at the end of every blog post; in your social media posts; within your eBook and other products. Invite your prospects to take the next logical step with you.

    • In your email marketing: don’t be afraid to tell your readers about new offers. Never assume someone knows what you’re up to; be proactive and proud of your accomplishments and shout it from the rooftops.

    • At the end of your one-on-one consultations: always ask if they are ready for the next step (i.e.: to make a purchase) or if you can follow up with them after a specific timeframe if they need time to think. If someone is on the fence, now is when you nurture this relationship so they remember YOU when they are finally ready to make a purchase.

  At the end of the day, if you listen to what your audience needs, there’s no harm in making the offer and asking for the sale. If they say no, move on while nurturing the relationship.

• Create low-end and high-end offers.

  You are encouraged to create do-it-yourself, done with you, and done for you offers.  If they purchase your lower-priced DIY item, they may find the money in the future for a higher-priced product but only if they know about other products, services, programs and experiences you offer.

• Use small talk to your advantage

  Small talk can be a great time to work up to asking for what you want. Start with some casual conversation about their day, how they are doing etc., before getting into why you've approached them and moving to the sale.

• Always be closing!

It is important to be confident when you sell. People will ask questions and you need to know how to answer them. Confused buyers do not invest. You need to have a solution that will work for the people who are buying it.   If you can back up your product with a solution to their problem, they will be more likely to buy.

Asking for the sale is an important part of every business. It's how you grow your customer base and generate revenue. But many people are afraid to ask for the sale, because they don't want to seem pushy or aggressive. However, if you're confident in what you have to offer, then don't be afraid to ask for that sale!

This blog post taught you some tips on how to confidently approach customers with your products and services so that they can buy from you without hesitation. What action will you take to move your business forward?