Let’s face it: as entrepreneurs, half of our job is marketing. Trying to communicate the value of our products or services in a clear, ethical, and results-generating way.
A lot of us weren’t born natural salesmen. Many entrepreneurs start out as creatives or artists who just LOVE something so much that they have to share it with others.
And let’s also address the elephant in the room: when many of us think of “sales” we think of a slimy car salesman that feels SO inauthentic, in it for themselves, and in a way, out to get you.
The bottom line, sales can just feel straight-up overwhelming and intimidating to a lot of us. HOW do we sell with integrity and avoid manipulation while also recognizing the psychological aspect that goes into sales and embracing the human mind and how it works? And how do we communicate the value of our product or service without coming across as a sleazy car salesman? We break down 7 of our favorite sales strategies that we use regularly in our brands that we believe in and feel aligned with.
1. Positive encouragement vs scarcity and fear tactics
We’re big fans of using positive possibilities to encourage our customers or clients to buy or book. For example, we’d rather paint a picture of what an entrepreneur’s business can look like when they invest in a Heart University course: more free time, bigger impact on their clients, less stress, etc. Versus the negative side of that “if you don’t buy, you’ll always be stuck!!” etc.
Seeking to sell with integrity or what feels right for you and your business is key here. We love aspirational marketing vs scarcity or fear marketing. It feels aligned with us and our brand. You might feel the same! Don’t be afraid to lean into that – we really believe people appreciate that so much.
2. Be a human. Be real. Build connection.
People hate to feel like they’re communicating with a corporate robot. We disconnect when we feel like someone is being insincere or slimy. However, we come alive when we are able to connect with a fellow human who is being REAL with us. So don’t shy away from this as a business owner!
A couple of other notes on this one: don’t talk like a robot. Communicate and write in your natural speaking voice. If you say the phrase “darn tootin!” then use that in your emails and social media posts! If you despise hiking because whyyyy would you walk around aimlessly for hours??… then SHARE THAT in some Instagram posts. Pull back the curtain so clients can get to know the HUMAN behind the business.
3. Social Proof
Show them tangible and relatable examples of results or impact on other customers like them. Tapping into numerical results is a great one depending on your business model. Example: “booked 5 clients after one coaching call with Evie!”, but additionally, emotional or “feeling” results are also great. How did they FEEL working with you? How did the results make them feel?
The more social proof/reviews you can put places, the better! Slather them on your website, your pricing guide, your social media, your blog, etc!!!
4. Storybrand techniques: show how you can help THEM achieve their goals.
Turn the focus on your clients or customers, don’t make it all about you! You are the guide, THEY are the hero. How can you (the guide) help them (the hero) get to their end goal?
ALL of your sales marketing copy should be coming from the place of “I am here to help YOU. YOU are the star of this show, not me.”!! Also: tap into storytelling. People LOVE stories.
Tell past clients’ stories. Share your own stories of being an entrepreneur… share stories of being in the season they’re in right now (maybe a newly engaged bride planning her wedding, etc!) In making your potential customer the hero, you can craft marketing copy that positions your product serves as a vehicle to help them get closer to where they want to be in life.
Your product/service is ALWAYS a vehicle to get your customer closer to where they want to be in life.
5. Position your product/service based on VALUE not price
Positioning ROI for customers. What is your customer going to get out of the exchange if they buy? Why is this product/service priceless?
6. Time-sensitive Offers
A sense of urgency always helps drive purchases. It’s why sales and launches of products typically have end times, they’re not just on sale or available forever Limited time urges people to make a decision NOW. If there’s no time limit then the natural consumer will always think “Oh I’ll push that off to tomorrow” and that keeps happening.
People love to have fun. They DON’T love being sold over and over again. How can you add a sense of fun, healthy competition, or a game into your marketing?
Gamification can look like giveaways, scavenger hunts, contests, challenges, sweepstakes, etc.
Productivity Freebie: www.theheartuniversity.com/productivity
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