December 17, 2013 By Pres Ⓡ Staging Resource Centre
The majority of home stagers and stylists are what are called ‘right brain thinkers’ meaning that they prefer to be in their creative, artistic mind rather than the ‘left brain’ of linear, logical thinking. I get that, but I also know the only way to grow your business consistently is by having both a marketing and sales system in place.
Having been a sales manager for a billion dollar service company, I was responsible for training branch managers and account reps. Some people are naturally good at sales and some are not – you may not have the personality for it. However, you still have to make sales to grow your business. So you have two choices that will grow your business:
1. Learn how to attract more clients through applying the Law of Attraction 2. Hire someone to make your initial sales call for you and then put into practice the Law of Attraction
Here are some facts about sales you may or may not know:
You will have some people that you only make one sale with and other clients may use your home staging services more often. In both cases you are ‘relationship building’, so treat each person with the goal in mind of referrals or future business.
Your future sales are based on your relationship with your client – keep in touch with them often so they continue to ‘know, like and trust’ you.
The more leads you have, the more opportunities you have for converting prospects into clients. You constantly and consistently need to market your business so you are not the best kept secret (networking is one of the best ways to do this).
There is a sales cycle that typically goes like this:
Identify a prospect and qualify to see if they are your ideal client. Make an appointment with them. Introduce the ‘features and benefits’ of your business using your amazing portfolio and raving fan testimonials. Handle their objections. Go through a series of ‘trial closes’ where they are getting closer to saying yes. Convert them from a prospect to your ideal client. When meeting with your prospect, do your homework and know something about them – find out what they ‘need’. Ask yourself why would they hire you, and be prepared to answer that question with authority and proof. Many sales people start out by making calls to people they have met, i.e. warm calls, and they often have a script that they can follow if they need to. ‘Warm’ calls are easier to make than ‘cold’ calls and will take away that ‘sick’ feeling. Very few personalities respond to ‘call center’ calls to get business, so make your calls personal even with your script – set your intention to get the appointment and then prepare for that initial meeting. The more sales calls you make, the more sales you will have. Your confidence in being able to successfully make sales calls will come with each success – celebrate it! You need to find ‘quality’ leads and be sure to ‘qualify’ them, before you spend your precious time meeting with them. Understand that each buyer has his/her own buying style and you may need to adjust your selling style to connect with their buying style. There are many articles and books written on sales personality types, so take the time to find out what yours is, and how to sell to your type and to other types. You need to have a ‘funnel system’ to get followers into your database and you need to have a ‘follow up’ system to stay in touch with prospects – even after you have converted them to the status of ‘client.’
And this is a short version of how you can change that ‘sick feeling’ of having to pick up the phone and make an appointment, to ‘I love making sales calls and I am in the process of attracting more clients every single day’ …
Law of attraction sales process & exercise:
1.Identify what you desire- Be very clear on who you want to attract – that’s all about your ideal client. Create a ‘Contrast/Clarity’ List of about 50 characteristics or actions. On the contrast side, have a list of what you do not want and then write on the opposite side, a list of what you do want. Then, cross out everything on the Contrast side, and you have your Clarity list. Focus only on your clarity list. 2.Give this desire attention- Spend time thinking about what your meeting will look like – in their office, in a coffee shop; visualize the scenario or create a vision board showing you connecting with all types of potential clients. Since networking is one of the key ways to grow your business, make sure you are attending enough networking events where you will meet your ideal client. Then follow up. 3. Allow this to happen– the Law of Attraction requires that you know what you want and take action to make it happen. But most importantly, you must believe – really feel – that this is possible. Every day, you need to look at the evidence of you getting one step closer to making a sale. Every time someone says ‘no’, this opens up space for someone to say ‘yes’. The way to ‘allow sales to come to you’ is to think about how many people have already been successful in making home staging sales. Make a list of ways they have been successful and write that down in 3rd person. If you really do believe and feel you will make a sale by using this ‘allowing’, your energy will start to shift into a positive state.
P.S.- ‘Hoping’ that prospects call you is not really a good sales strategy …
P.P.S.- The Law of Attraction states that whatever you put your attention, energy and focus on, whether wanted or unwanted, is what you will attract!