Better Conversions When You Don't Try To Sell

What’s the difference between marketing and selling?
Selling is talking about your product or service
Marketing is talking about your prospects – their pains, their hopes, their fears
Always do the latter – i.e. marketing.
That way more prospects will engage with you.
No-one wants to hear about you and how wonderful you are.
Frankly, they don’t care!

They want to be listened to, heard, understood.
They want to find solutions to their problems.
They want to be loved!
If you can understand your prospects’ pain better than they can, you will not have to sell to them because they will want to buy.
In your conversations with prospects, spend 80% of the time doing the following:

Build desire
Cultivate trust
Establish authority and credibility
Educate them

The above is so important, especially with all the competition around.
Also qualify and disqualify – you don’t want clients that aren’t right for you or vice versa.
Then you only spend 20% of the time on your offer to the right people.
Result: less selling - better conversions.
On a final note: always lead with value.
And if you found value in this, please like, comment and share. Thank you.

I’m Vanessa Ugatti, author of Amazon Best Seller, True Worth: How to Charge What You’re Worth and Get It. I help accountants, lawyers and consultants to generate more income, have more time and create more freedom without having to get more clients, do more work or compromise value or values.

Ready to talk?

For an initial no-obligation chat, call 00-44-1202-743961 or to order your complimentary copy of Amazon Best Seller click here

1)   Plan your Christmas tasks so you have plenty of time and stick to them. It reminds me of that old age: “If you fail to plan, you plan to fail.”

2)   Have a budget for what you’re spending on gifts, food, etc. and stick to it. What’s the point of over-spending if it means you spending the next 3 months catching up?

3)   Programme in short bursts of “you time” so you can rest and recuperate. This is critical and, paradoxically, the busier you are, the more important it is for you to do this. When working with clients, I see the tendency to move from one task to another, like an automaton, and without giving themselves the time to think, acknowledge wins or rest.

4)   Keep a positive mental attitude. Not much more to say on this one, except that it will be easier to achieve if you apply points 1-3 and 5-8.

5)   Don’t take it all too seriously!

6)   When buying gifts, it’s not how much you spend, it’s how much thought goes   into them and how you feel when you buy them that counts. If you’re feeling stressed and buy something expensive in a rush, then the receiver is receiving your stress. On the other hand, if you buy gifts when you’re feeling relaxed and happy, then the recipients will receive that energy.

Which do you think they will prefer?

7)   When you notice the stress creeping in, stop, take a deep breath and feel grateful for everything and everyone in your life. This only takes a few minutes to do and yet the benefit can be proportionally much greater.

8)   If you have lost loved ones, it’s normal to feel sad that they’re no longer with you. I can personally relate to that one! Then you can flip it around and be grateful that they were a part of your life. Then focus on what you’re grateful for now. You may not always choose the circumstances in which you find yourself, however, you are always at liberty to choose what you think about them. Understanding and realising that is true power.

9)   If all else fails, just get drunk! 
When all the jobs are done, you can just relax and enjoy yourself. Then when you’re ready, reflect on the wins, challenges and insights that 2017 brought you and prepare for the coming year.
Thank you for reading and for your comments and I look forward to sharing more with you in 2018.
It only remains for me to wish you the happiest Christmas and a very prosperous 2018.

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