For many entrepreneurs, the most uncomfortable part of being in business is selling. How about you? Can you sell without feeling uncomfortable? Or do you feel like you have to slip into a different mode to make yourself do it?

Many of you know about my background in was in direct sales. And in fairness, at first I just didn’t get it. I was pushy (because I was desperate) and that made me uncomfortable. When people saw me coming they’d run the other way! It wasn’t until I learned a few simple techniques, some simple ways to just be with myself and most importantly to just listen and interact more effectively that the process become more comfortable for me and those I interacted with. (more…)

One of my favorite clients called me to say that she was discouraged that she hadn’t made any money from an information product she’d created. She was very frustrated!

As we backtracked a bit, I asked her what she’d done to spread the word about her product. “Nothing,” she said, “I was scared that if I told them I was selling something they’d think I was being salesy and get off my list.”

The interesting thing about this woman is that she (like most of us) has something REALLY helpful that she’s created and would like to share with her community and sell it. She’s got a product that can help a lot of people.

What was her fear all about?

Fear of selling. Fear of being rejected. Fear of not being liked.

Fear of people dropping off her list because she’s doing more than just sending out nice content newsletters. Fear that she’ll be perceived a certain way.

So many people with great service-based businesses struggle with this fear.  Sales is often perceived as a 4-letter word when the truth is when you’ve got something of value that meets someone’s needs there’s no greater form of service than to offer it to them.

I reminded her, “You’re not selling heroin, or used cars that break down, you’re selling a product that makes people feel better. You can create great products all day long, but if you don’t let people know they exist, then you’ve wasted your time, not made the money you deserve and not been of service. I’d even go as far as to say that if you don’t offer what you’ve got, you’re being selfish with your gifts.”

Will some people unsubscribe from her list because they think she’s being salesy? YES

Is that okay? YES

She’s in business and the definition of being in business means that you make money by providing value to people. The more people you help, the more money you make.

BUT, you can’t make money if you don’t let people know what you have to offer.

Funny thing is when I initially created Think It, Create It, Sell It, I’d forgotten abut the selling part. I let all my own fears come up and the program was just Think It and Create It. How silly would that have been if I’d spent all this time teaching people how to envision their product and then create it, but then omitted teaching them how to sell it? I would have done them a complete disservice. The selling part is the key ingredient.

Have you ever been nervous about asking someone to buy what you’re selling? The truth is you can’t make money if people don’t know what you have to offer. I want to share with you three ways to overcome the fear of selling so you can attract more clients, make more money and have more fun.

 

 They Can’t Buy If You Don’t Sell —Overcoming Your Fear of Selling [7:38m]: Play Now | Play in Popup | Download

Have you as an entrepreneur ever been nervous about asking someone to buy what you’re selling? Fear of selling is a problem for many – whether it’s in person, via email or a sales page on your website. We don’t want to appear pushy.

Here are a few tips that will help you feel comfortable asking for the business. (And if you’re comfortable you’re more likely to do it.)

1. Be Direct.

Let’s think about it from the perspective of your prospective client…

Imagine being invited to someone’s home for a “business presentation” and you’re not clear what she wants from you. Your head’s racing with questions. Is she selling me something? Expecting me to buy? What does she want from me?

Now imagine the same situation but this time your host is more direct in her invitation. “I’m working with a great company and I’d love for you to see it. If it makes sense, I’d love for you to become my partner, or at least my customer. Come listen with an open mind and see what you think.”

You need to put your cards on the table and state what you want directly, the tension of the situation dissipates. People are greatly relieved because they understand your expectations.

Being clear at the beginning is usually the best approach. This way there are no surprises. I know I’ve had great success simply explaining my expectations upfront. It helps them, and it helps me as an entrepreneur to overcome my fear of selling.

2. Allow Your Authenticity to Shine Through.

Don’t put on a show. Let them get to know the real you. Be straightforward and authentic versus pushy and overeager. Keep it simple and easy-to-follow, you’ll come off more sincere if you’re not too fancy and overly polished.

3. Keep It Compelling.

Tell your prospect your WHY. Why were you motivated to share your product or service? This answer will create your connection. You can even share a compelling story. What’s great about a story is instead of feeling like your pushing yourself on them; you’ll know you’re sharing something authentic and of value.

Speak about the benefits of your products or services. Communicate the value of what you’re offering by showing your prospect how this opportunity will make her life better.

Your focus on service will help you overcome fear of selling.

Applying these suggestions will help you as an entrepreneur overcome your fear of selling and make it much easier for you to ask for the business, help more people and make more money. Remember that sales is not a 4-letter word, it’s the opportunity to provide someone with a solution to their problem.

“We Don’t Ask for the Business” is one of the sins I cover in my Action Guide “The Seven Deadly Sins Women In Business Make…and How to Avoid Them”. Learn from my mistakes and how by making a few, small changes you can become the entrepreneur who overcomes your fear of selling, attracts more clients, makes more money and has more fun. Click here to learn more.

As I was picking up pizza last week for my kids I had a very interesting conversation with the owner about his business. It illustrates what fear of selling can do to an entrepreneur.

With some stores in the shopping plaza closing he shared that his business was slow. He said people weren’t even calling for deliveries. As a regular customer I had no idea he even offered delivery. Clearly he was not communicating this information.

“Why not put it in a big sign in your window to capture the traffic from plaza?” I asked.

“Oh, they should know that I deliver. All pizza places deliver.”

The fact is it’s very easy for an entrepreneur to blame the economy but the truth is no one will buy if they don’t know what you’re selling.

Here’s another example…

One of my favorite clients called me to say that she was discouraged that she hadn’t made any money from an information product she’d created. She felt frustrated that she wasn’t getting it done.

As we backtracked a bit, I asked her what she’d done to spread the word about her product. “Nothing,” she said, “I was scared that if I told them I was selling something they’d think I was being salesy and get off my list.”

Now the plot thickens…

The interesting thing about this woman is that she (like most of us) has something REALLY helpful that she’s created and would like to share with her community and sell it. She’s got a product that can help a lot of people.

The question then is “what’s getting in her way of putting it out there?”

Fear of selling. Fear of “someone” thinking she’s selling something. Fear of people dropping off her list because she’s doing more than just sending out nice content newsletters. Fear that she’ll be perceived a certain way.

Remember the Value of What You’re Offering

The good news in her case was I knew the prescription. It’s clear (at least to me) that the “simple” action she needs to take to get it done and achieve her short term goal of bringing in more money is to write an email to her list sharing with them what she’s offering. She needs to overcome her fear of selling.

Simple task but overwhelming to her because that email feels scary and has lots of strings attached. But I reminded her, “You’re not selling heroin, or used cars, you’re selling a product that makes people feel better.”

She’s offering a valuable service. I’d even go as far as to say that if she doesn’t offer it, she’s being selfish with her gifts.

Will some people unsubscribe from her list because they think she’s being salesy? YES

Is that okay? YES

She’s in business and the definition of being in business means that you make money by providing value to people. The more people you, the entrepreneur, help, the more money you make.

You can’t make money if you don’t let people know what you have to offer. Having the fear of selling is a mistake that a lot of entrepreneurs (especially women) make over and over again.

If you’re ready to move forward, but are still struggling with the fear of selling, check out my next blog. I’ll share with you 3 tips on how you can get the right mindset to sell so that you can attract more clients, make more money and have more fun!