Dread. Anxiety. Angst. Worry…
The feelings many women have associated with picking up the phone and speaking with a potential client are anything but positive or confidence-affirming.
“Inspired and Unstoppable” author, Tama Kieves, captures the sentiment brilliantly.
“Forget therapy, baby, selling what you love is where it’s at. If you want to unearth all the places where you feel wounded, unlovable, inadequate, a cross between your mortified junior high self and dreams where you stand before the FBI in your underwear, try self-promotion. Seriously, I’d say it’s right up there with primal scream therapy.”
Yikes! It’s as if our flawed self-image is buck naked in the spotlight and we’re hoping no one will notice!
Which is why enrolling conversations, along with your fees, are a mirror of your self-esteem.
And yet, at heart, we women entrepreneurs love sharing what we do. We feel in service when we connect with someone’s needs and are happiest when we are genuinely helping create our own version of magic for our clients.
The truth is…all that fear and worry is a figment of our fragile ego’s imagination. The sales conversation really can be transformed into a safe and nurturing space where you are simply exploring together and opening a doorway to possibility.
And it is through that doorway that the life blood of your business flows – serving people and welcoming revenue in return. It is why you are in business in the first place!
So let’s start with this question: Do you know in your heart you can help people? Great!
Now let me share with you a few simple tips that will boost your confidence and soothe your deservability wounds when speaking with potential clients!
DECIDE to be unattached to the outcome
There is nothing more freeing than going into a sales conversation with zero attachment to “closing the sale.” The whole purpose is discovery. It might be a match made in heaven. It might not. One thing is for sure…you are not selling you. You’re offering a solution, a hope, an awesome experience, a tool or a tincture to help them solve a problem, seize an opportunity or fulfill a dream.
They said “yes” to a conversation with you for a reason. Get curious and imagine you are a doctor seeing a patient for the first time. You probably want to get a little history, hear about the symptoms, assess how their condition is impacting their life. It’s a time to pull back the curtain and explore the ouchie spots.
So often we’re afraid to make people feel uncomfortable, but until they see for themselves how big their need is to hire you, they will likely go on suffering.
And care deeply. It’s the greatest gift you can give. What they are saying, what they are not saying, listening between the lines. How often do you stop and do that without judgment or trying to fix the situation? Simply give the unspoken room to be voiced and heard. A priceless gift for your prospective client.
ASK if they are ready for help
It’s a simple question, really. If they are not ready for help, bless them and flow to someone else. If they are not sure, get curious again and explore the uncertainty. It might just be they are not ready yet. If they do want help, take the next step.
OFFER information with clarity and dignity
It’s about sharing WHAT gets to happen for them when they say “yes” to themselves through your service. It’s walking them through HOW you will guide them, step-by-step to the result they want. Use your love to educate them, not obligate them. And whether it’s a relationship that continues or not, you leave the call empowered by your courage and leadership.
Remember, this is just ONE conversation out of dozens, even hundreds and yes, maybe even thousands that you’ll have over the life of your business. When approached as THE ONE that will make or break your business, you’re putting unnecessary pressure on yourself and setting yourself up for a major freak out.
Which is also why embracing sales conversations is so healing for your self-esteem and essential for your business.