I am a sales-a-phobe. I am terrified of selling myself.
I used to believe that if I build it, they will come. Well, this isn’t field of dreams and waiting around is not a good marketing tactic.
I had to learn the hard way that running a business, means working in sales. You have to sell yourself to clients, customers, other business owners and so much more.
Since, learning to get out of my own way, I wanted to share with you what has helped me. These aren’t powerful quotes or fluffy content. This is tactical advice that has helped me pivot out of my sales-a-phobia.
Let’s jump in!
1 | You have to believe in the product/service
If you don’t have the confidence in the product, if you don’t believe you can help someone you will never be able to sell it.
If you don’t see the value for yourself you will always feel like you’re pitching rather than letting someone in on the value. Pitching a poor product is scummy, highlighting the value of a product/service is just being helpful.
If you don’t believe in your product or service, you need to change it. It’s as simple as that.
2 | Be Prepared
Know your product, know your worth, know your industry.
One of my biggest fears of selling is being blindsided by a question I wasn’t prepared for. This fear used to make me shy away from selling altogether. Now, it makes me strive to be the expert in whatever I’m talking about.
Before you ever reach out to a potential customer or client, get prepared. Understand what is so valuable about your product. Know exactly why it is priced the way that it is. Get a grip on what is being offered in your industry and how you are different.
Once you’re armed with that information, you can share it confidently with your potential customer.
3 | Practice Your Pitch
You should be prepared and have armed yourself with information at this point. Now, you need to practice saying it.
You should be able to confidently pitch your business at the drop of a hat. Seriously, you never know when you may meet a business contact.
My husband Joey has gotten clients from the grocery store before and trust me, he was not looking to get a client in the chip aisle. But, he was well versed in what his business offers, so he was able to confidently pitch his services on a whim.
Prepare how you will share your message and practice it over and over again.
Practice in the shower, in the car, when you’re getting ready for bed. Practice until you can confidently tell your story without note cards or fumbling over yourself.
4 | Share Your Story
That leads me to my next point. Share your story.
I used to feel really insecure about pitching my business because I didn’t feel that my services differed that greatly from other designers. The one difference my services have, is me.
I had to dig into what my story was and understand how that story was going to connect me with my ideal audience.
Here are a few questions that helped me:
How did I get here?
Why did I open a business?
What is unique about my process/services/approach/etc.?
What do I offer that is different from the norm?
How can I highlight my unique traits?
Take a deep look into yourself and what you have to offer. It could be something as abstract as your amazing sense of humor or something as specific as your past work experience.
What your story looks like doesn’t matter. It’s who your story connects with that makes all the difference.
5 | Look good. Feel good.
This may be shallow and maybe I’m the only person in the world who feels this way (I doubt it), but when I look good I feel good. When I feel good, I am more confident and when I feel more confident I am able to sell myself.
How you look doesn’t actually matter. It’s how you feel.
For me, this means having makeup on and my hair done. For others, this may be wearing a power suit or your favorite sweater. As long as you are feeling confident, you can walk into any room and own it.
How do you feel about selling yourself? Share your sales tips in the comments!