Do you often wonder how to attract new clients and sell your service to them online? Because you're not alone. Coincidentally, this is one of my absolute favorite subjects: SELLING. I love my checklists and that's why, to make this actionable, I've boiled my best selling advice down to six keys. Of course, I have more than six but for now, let's keep it simple and look at the six core keys to selling.
Implement these tips to sell your service
Do you think selling your service is a hardship? I love to show people how selling can be FUN because at the end of the day it's a game we play – one you need to learn how to play well and smart. So what are the 6 keys I'll be sharing with you on how to attract new clients and sell your service to them?
Key 1: Make it easy
Attracting new clients is all about making the process easy. So in short: it shouldn't take much to buy from you. In order to sell your service, everything surrounding it should be straightforward.
What does that mean in practice? It means eliminate as many doors as possible for your customers. If you’re selling via social media, add a contact button or really simple instructions like ‘email me with your questions’, or ‘book your first consultation here’. Don’t make people go from link to link to link, because the more doors you put up, the more walls are up, and the easier it is to lose people.
Selling your service will only work if people don't have to jump through hoops to get to your offer. Make becoming your customer a walk in the park. It should be SO simple a two-year old could do it. This rule applies as well if you want to attract new clients. If it's hard from the get-go, they will lose interest faster than you can say “welcome”.
Key 2: Be insanely enthusiastic
No really. There are a lot of ways to sell your product or service and these same ways apply to attracting new customers, such as:
- You can attract and sell based on authority
- You can use well-known selling principles
- You can read every single sales book out there
But none of these things will make a difference if you're not over-the-top excited about your service or product. You need to believe in what you're putting out there.
Always remember that excitement is contagious and that means if you want to sell your product or service your potential customers need to feel your enthusiasm. Why is this so essential? Because don't be mistaken: spending money hurts.
We try to come up with as many reasons as possible to not buy. But if you are so enthusiastic about what you have to sell and what you're offering, other people will get really enthusiastic too.
Try letting limiting beliefs, like ‘what if no one buys?', go. Try to go with a positive mindset instead because positive energy attracts even more positivity.
Additionally, having these kind of thoughts just means you're not excited about your offer. So do you want to attract new clients and sell your AMAZING product or service? Start with perfecting your mindset!
Key 3: Focus on the benefits, not the tools
The third key is one that I have learned over and over again over the past years, and I still make mistakes, but it’s something that's insanely important when selling your service or product. You need to focus on benefits instead of tools.
Let’s say you’re starting out selling a coaching program. You might say to people, “Hey, get into my happy belly program, and you'll get 10 coaching calls with me and five chickens a week and you will get 10 printed out PDFs.”
Honestly? No one will care.
Summing up what materials they get when buying won't help you sell your service nor will it attract new clients. What people do want to know is what they'll gain emotionally, mentally, and even physically. Like feeling fit when waking up, sleeping better, losing weight, etc.
These are the things we call benefits. To sell your service, make sure you portray a really good picture of what people will achieve, and of the results they're going to get and the benefits your offer will bring to them. And only after, we talk about the tools!
Key 4: Use the Highlight Effect
Now, the highlight effect is something I made up myself – but the spotlight effect isn't. The spotlight effect is the idea that since I spend all day working in my own business, I assume everyone else knows what I do, too. But no one knows what I’m talking about if I never explain it to them!
I once launched a mastermind coaching program, and spent my time talking about mastermind this, mastermind that. I was so deep into the spotlight effect that I completely forgot to explain that the mastermind program was business coaching.
This is why I created the highlight effect: to reverse this concept. Here’s the truth – people need to hear something 8 to 10 times before they really know about it. So in order to defeat the spotlight effect, where we get kind of caught up into our own story because we hear it every day, you need to highlight what you do to sell your service, just like you would use a highlighter.
Do you want to attract new clients and actually sell? Highlight who your offer is for, how it works, how people can contact you, and how they can work with you – because otherwise, no one even knows!
Key 5: Show Your Face
Now, the fifth key to attracting new buyers is one I used to struggle with. It's a difficult one, because the fifth key to selling your service and attracting new clients online is show your face. You may think “but I'm not an egotistical maniac and I don't really want to show my face”. You might think that you’re too introverted or blah, blah, blah.
I hear you.
Even better: I was you.
But it really is crucial to show your face to sell your product or service. When you're working with someone or are going to, you'd want to know what they look like, don't you? Before hiring someone, I always want to make sure we're compatible. It's no different when a consumer is researching your business and offer. It has to feel right and that's why you need to show your face so they feel like they know you.
When you show your face you increase trust. And in order to sell your service, you don't just need interest from people, you need trust.
If you feel uncomfortable doing this at first, start today and start small. Post a selfie and put some text on it. The best thing to do is to talk on Stories, because on video you can see your body language, your voice, and your facial expressions. It’s the very best way for people to get to know you and trust you, so that they will buy from you and work with you.
Key 6: Social Proof
Often, people hesitate to promote their offerings because they don’t have enough testimonials. Social proof is hugely important when attracting new customers: you need to externalize your worth so people will trust you and they will also want to buy from you. In the beginning, if you don't have any testimonials yet, you can coach some people for free, or help some people for free and ask them for a review in return for a free coaching call.
Now, let's imagine you don't have reviews, and you're too shy to ask your customers (or you don't have any yet). How do you use social proof in your business? I’m talking to everyone who delivers a service right now. The solution is: show off your clients or collaborations! Highlight as many people in relation to you as possible, because your authority will instantly soar.
How do I do this? Every time I work with my clients in my coaching program, I post pictures of our calls. When I follow a coach and I see them boasting about their clients, I think that person must be legit, because other people seem to trust them. Posting about your clients will increase your trust factor and it will become easier for people to buy from you. It’s just like picking a restaurant to eat at – you walk into the restaurant filled with people, not the restaurant that was empty.
PS Although I've just explained important Keys to Selling, I have many more. Download the PDF to Amy's 10 Keys to Selling online now!
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