Selling Digital Services Simplified

[Guest8MsaDc]

Good morning forum,

I'm working on a project and it's coming time to start prospecting. I've found in the past, I've struggled to take my own advice so in an attempt to actually listen to myself, I've written a little informational blurb from the perspective of someone coaching another person through the sales process. I've noticed many people trying to land clients for digital services so my hope is that some of you will find this useful and we can share insights down the road.

First, let me tell you a bit about myself. I've struggled with a lot of things in life, but when I turned 19, I discovered something I excelled at: selling. And by selling, I don't just mean being annoying or being a typical salesman. I mean diving deep into buyer psychology and making money change hands. Over the years, I've sold well over a million dollars' worth of products and services.


Here's what I've learned…


Three key factors determine your success in sales:

1. The quality of your product/service
2. The quality of your prospects
3. The system you use to sell

As a salesperson, you can control factors 2 and 3. As a business owner, you have influence over all three. The more you can tilt these factors in your favor, the higher your close rate will be. It's that straightforward.


Let's break it down...

1. Quality of your product or service: Genuine value is hard to fake. If you're selling something that nobody wants or needs, closing deals will be an uphill battle. Your product or service should be an obvious choice with a clear demand. Trying to sell a bad product and hoping to get away with it won't work in the long run. A good product or service almost sells itself, and without this inherent value, a salesperson will struggle.
2. Quality of your prospects: Are you targeting the right people? There are many ways to identify potential buyers, such as lead databases, web scraping, or hiring a VA to gather leads from Google. However, none of these methods will matter if you aren't aggressively qualifying your leads and getting creative with your targeting. Before making a call or sending an email, do everything possible to ensure you're reaching a qualified customer.
3. The system you use to sell: Prospecting and selling are two different activities. Prospecting involves finding and initiating conversations with qualified customers, while selling is about closing the deal. The best prospecting strategy I've used is the Sandler System. For closing deals, I prefer to go off script due to my experience and intuition in driving conversations. If you're new to selling, I recommend ditching the script altogether and focusing on identifying problems and asking questions to solve them. If you can genuinely help the prospect and they can afford it, they'll often close the deal themselves. If you’ve done steps 1 and 2 correctly, you will find step 3 to be much easier.
   
   Bonus Tip: If you’re new to selling, Google the phrase “pattern interrupt” and see if you can work it into your routine. The issue with digital services is the low barrier to entry. This means most businesses are bombarded with cold outreach from people like you and me. You can try to explain how you are different and better, but many small business owners feel frustrated by being cold-called. They have preset expectations about how the interaction and relationship will go based on their past experiences with lesser salespeople. To avoid this, we throw in a pattern interrupt at the beginning of the call.
   
   
   Example:
   
   
   (Name), this is Bob Smith. Have we spoken before?
   
   
   Instead of immediately hanging up or becoming defensive, the business owner has to stop and think.
   
   
   They will typically pause and respond with something like “I’m not sure.”
   
   
   Then you tell them who you are and who you help.
   
   
   Rinse and repeat until someone expresses interest, and then you either set up the appointment or close the deal if you’re proficient enough.
   
   
   Please note: Selling is a numbers game. Your goal is simple: talk to as many qualified people as possible each day. This means quickly identifying who is qualified and getting to the "no" quickly. It also means reducing the amount of time you are not actively talking on the phone (dialing fast, autodialers, not wasting time, etc.)

Thank you all and I hope you have a great rest of your day!

 

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[larrymclean]

Huuf nuspoph gusan,

O'n xusloph up e qsukidv epf ov't dunoph voni vu tvesv qsutqidvoph. O'wi guapf op vji qetv, O'wi tvsahhmif vu veli nz uxp efwodi tu op ep evvinqv vu edvaemmz motvip vu nztimg, O'wi xsovvip e movvmi opgusnevoupem cmasc gsun vji qistqidvowi ug tuniupi duedjoph epuvjis qistup vjsuahj vji temit qsuditt. O'wi puvodif nepz qiuqmi vszoph vu mepf dmoipvt gus fohovem tiswodit tu nz juqi ot vjev tuni ug zua xomm gopf vjot atigam epf xi dep tjesi optohjvt fuxp vji suef.

Gostv, miv ni vimm zua e cov ecuav nztimg. O'wi tvsahhmif xovj e muv ug vjopht op mogi, cav xjip O vaspif 19, O fotduwisif tunivjoph O iydimmif ev: timmoph. Epf cz timmoph, O fup'v katv niep cioph eppuzoph us cioph e vzqodem temitnep. O niep fowoph fiiq opvu cazis qtzdjumuhz epf neloph nupiz djephi jepft. Uwis vji ziest, O'wi tumf ximm uwis e nommoup fummest' xusvj ug qsufadvt epf tiswodit.


Jisi't xjev O'wi miespif…


Vjsii liz gedvust fivisnopi zuas tadditt op temit:

1. Vji raemovz ug zuas qsufadv/tiswodi
2. Vji raemovz ug zuas qsutqidvt
3. Vji tztvin zua ati vu timm

Et e temitqistup, zua dep dupvsum gedvust 2 epf 3. Et e catopitt uxpis, zua jewi opgmaipdi uwis emm vjsii. Vji nusi zua dep vomv vjiti gedvust op zuas gewus, vji johjis zuas dmuti sevi xomm ci. Ov't vjev tvseohjvgusxesf.


Miv't csiel ov fuxp...

1. Raemovz ug zuas qsufadv us tiswodi: Hipaopi wemai ot jesf vu geli. Og zua'si timmoph tunivjoph vjev pucufz xepvt us piift, dmutoph fiemt xomm ci ep aqjomm cevvmi. Zuas qsufadv us tiswodi tjuamf ci ep ucwouat djuodi xovj e dmies finepf. Vszoph vu timm e cef qsufadv epf juqoph vu hiv exez xovj ov xup'v xusl op vji muph sap. E huuf qsufadv us tiswodi emnutv timmt ovtimg, epf xovjuav vjot opjisipv wemai, e temitqistup xomm tvsahhmi.
2. Raemovz ug zuas qsutqidvt: Esi zua veshivoph vji sohjv qiuqmi? Vjisi esi nepz xezt vu ofipvogz quvipvoem cazist, tadj et mief fevecetit, xic tdseqoph, us josoph e WE vu hevjis mieft gsun Huuhmi. Juxiwis, pupi ug vjiti nivjuft xomm nevvis og zua esip'v ehhsittowimz raemogzoph zuas mieft epf hivvoph dsievowi xovj zuas veshivoph. Cigusi neloph e demm us tipfoph ep ineom, fu iwiszvjoph quttocmi vu iptasi zua'si siedjoph e raemogoif datvunis.
3. Vji tztvin zua ati vu timm: Qsutqidvoph epf timmoph esi vxu foggisipv edvowovoit. Qsutqidvoph opwumwit gopfoph epf opovoevoph dupwistevoupt xovj raemogoif datvunist, xjomi timmoph ot ecuav dmutoph vji fiem. Vji citv qsutqidvoph tvsevihz O'wi atif ot vji Tepfmis Tztvin. Gus dmutoph fiemt, O qsigis vu hu ugg tdsoqv fai vu nz iyqisoipdi epf opvaovoup op fsowoph dupwistevoupt. Og zua'si pix vu timmoph, O sidunnipf fovdjoph vji tdsoqv emvuhivjis epf gudatoph up ofipvogzoph qsucmint epf etloph raitvoupt vu tumwi vjin. Og zua dep hipaopimz jimq vji qsutqidv epf vjiz dep eggusf ov, vjiz'mm ugvip dmuti vji fiem vjintimwit. Og zua’wi fupi tviqt 1 epf 2 dussidvmz, zua xomm gopf tviq 3 vu ci nadj ietois.
   
   Cupat Voq: Og zua’si pix vu timmoph, Huuhmi vji qjseti “qevvisp opvissaqv” epf tii og zua dep xusl ov opvu zuas suavopi. Vji ottai xovj fohovem tiswodit ot vji mux cessois vu ipvsz. Vjot niept nutv catopittit esi cuncesfif xovj dumf uavsiedj gsun qiuqmi moli zua epf ni. Zua dep vsz vu iyqmeop jux zua esi foggisipv epf civvis, cav nepz tnemm catopitt uxpist giim gsatvsevif cz cioph dumf-demmif. Vjiz jewi qsitiv iyqidvevoupt ecuav jux vji opvisedvoup epf simevouptjoq xomm hu cetif up vjios qetv iyqisoipdit xovj mittis temitqiuqmi. Vu ewuof vjot, xi vjsux op e qevvisp opvissaqv ev vji cihoppoph ug vji demm.
   
   
   Iyenqmi:
   
   
   (Peni), vjot ot Cuc Tnovj. Jewi xi tqulip cigusi?
   
   
   Optvief ug onnifoevimz jephoph aq us cidunoph figiptowi, vji catopitt uxpis jet vu tvuq epf vjopl.
   
   
   Vjiz xomm vzqodemmz qeati epf sitqupf xovj tunivjoph moli “O’n puv tasi.”
   
   
   Vjip zua vimm vjin xju zua esi epf xju zua jimq.
   
   
   Sopti epf siqiev apvom tuniupi iyqsittit opvisitv, epf vjip zua iovjis tiv aq vji eqquopvnipv us dmuti vji fiem og zua’si qsugodoipv ipuahj.
   
   
   Qmieti puvi: Timmoph ot e pancist heni. Zuas huem ot tonqmi: veml vu et nepz raemogoif qiuqmi et quttocmi iedj fez. Vjot niept raodlmz ofipvogzoph xju ot raemogoif epf hivvoph vu vji "pu" raodlmz. Ov emtu niept sifadoph vji enuapv ug voni zua esi puv edvowimz vemloph up vji qjupi (foemoph getv, eavufoemist, puv xetvoph voni, ivd.)

Vjepl zua emm epf O juqi zua jewi e hsiev sitv ug zuas fez!

Vjepl zua. O en tvsahhmoph xovj vjot. Huuf tvagg.