You’re a self employed professional selling services. Do you want to get more comfortable selling? Do you want to attract only the right types of clients to buy from you? In this video, I will try to give you a different perspective about selling that helps you get committed win-win clients you will enjoy working with.
Hi, I’m Cynthia, Founder of the Brave Zone. I’ve been in sales since 1997 and have been selling coaching services since 2008. Over the years, I have realised that I am not just a vendor. I am building a community of top clients who have what it takes to achieve greatness. So my job is not to sell… my job is to recruit. And that takes a different type of thinking.
By the way, if you want more insight and fresh perspectives for your business, go to my website and book a discovery call. It’s www.thebravezone.com.
If you are a quality service provider, you want to deal with quality people who appreciate your value, have a need, and want to work in synergy with you to achieve it. You will be a quality provider if you surround yourself with quality clients. I’ll give you an analogy. Let’s say you’re a coach for the next olympic team. Will you beg any player to play on your team? Or will you be recruiting the right athlete? I bet you’ll do the second. So what’s the difference when we put this recruiting mindset into action?
Well, firstly, you have a clear idea of who you are, what you stand for, what you can do, and how you’re different. Many people don’t have this clarity and they just market their services like any other service provider in their industry. If you’re a quality provider, you need to know yourself.
Secondly, have a clear criteria of what type of people you want to work with. If you don’t have a clear idea of your ideal client, their mindset, the challenges they have, and their desired results with you, then you are shooting in the dark.
Third, in your meeting with them, you try to understand why they think you both should work together. It’s not about you rattling off your features and benefits. It’s about you understanding them, their needs, and having an honest conversation about what you can expect from each other.
The recruiting mindset is very different from the selling mindset. And for that reason, many quality providers qualify who they work with, instead of only pitching for business. If you want to shift your approach to a recruiting style, let’s understand more about who you are and what you stand for. Let’s go beyond avatars and clarify more things about your target customers. And then let’s work on your meetings and the way you lead the conversation to make sure you are understanding and discovering, instead of talking… that you are closing the relationship with mutual agreement and benefits, instead of a one-sided close.
If you want to discuss more about your process or find out more about what needs to change in order for you to start recruiting clients, book a discovery call at www.thebravezone.com.