I was out in Singapore recently, speaking at the largest conference for speakers in Asia – the Asia Professional Speakers Convention.
It was a great chance to catch up with my clients and friends in the region, plus a chance to help my fellow Speakers improve their sales!
Like a lot of people, Speakers generally wouldn’t consider themselves ‘natural’ salespeople. Like photographers, designers, consultants, lawyers, engineers, and many of my other ‘non-salespeople’ clients, they aren’t naturals at selling, yet as they own their own businesses, they somehow have to bring in sales!
So I thought I would share some of the tips I gave them, to help them generate more sales!
No matter whether you consider yourself a ‘salesperson’ or not (and I would argue that we’re all salespeople!), if you run your own business, you need to get the fundamentals in place.
That means having a process for handling incoming enquiries, for prospecting, for discussing prices, and objection handling etc where needed. There is no excuse for not knowing the sales fundamentals, and not knowing them will cost you money.
If you’re the owner of the business, you have the sales ‘responsibility’, like it or not. Don’t let opportunities pass you by because you’ve not got your sales fundamentals in place!
This is something else that people that aren’t ‘natural salespeople’ often struggle with (and some ‘natural;’ salespeople too!).
It’s really important that you’re ready for when an opportunity comes your way. That means having things in place, ready for it.
For example, if you know that a prospect is going to ask you about work you’ve done before for companies similar to them, what evidence have you got that you can send to them, quickly?
If you’ve got to sit down and put something new together each time, that’s unlikely to be effective, and also not efficient! If you’ve just got one ‘standard’ document you send out, that’s unlikely to be successful for you either!
Be ready to send what they are likely to ask for. Be ready to have the conversation around price (particularly if your price is flexible, or negotiable!). Most of all, be ready!
Most small business owners tell me they’re not ‘comfortable’ with sales. Yet they also realise that sales is a vital part of their business! So much so that if they can’t bring in sales, they won’t have a business!
Yet most still avoid it, mainly because of how it makes them feel doing it, or they’re worried about the response from the prospect, or because it makes them ‘feel like a salesperson!’
I say that sales is one of the best professions in the world! And I still like Malcolm Gladwell’s definition of a salesperson in his book, ‘The Tipping Point’
Gladwell’s definition of a salesperson was a ‘Persuader’ – someone that got other people to take action. I really liked that definition when I first heard it, and I still like it today. And I think that’s what true salespeople do – get others to take action!
And if we believe we have the best product. The best service. The best thing for the prospect. Isn’t it our job to persuade them to take action on it and gain the benefits from it?….
Oh, and if you’re a speaker and in (or near) the Singapore region, I highly recommend going along to a meeting of, and joining APSS.
One of the best associations in the world!
I look forward to hearing about your future sales!