ASK THE EXPERT – Sales Mindset

In working with our entrepreneurial clients, it’s become incredibly clear to me that Mindset can be one of the most difficult obstacles to overcome. How you think has a significant impact on how you behave, and how your potential clients see you.

This week, I’ve pulled together a commonly asked question from our entrepreneurial clients related to Sales Mindset.

Question:

I have been told that it takes an average of 7 touches to engage a potential new client or potential Power Partner.
Recently I have noticed that I am reluctant to continue to reach out repeatedly to businesses or industry professionals that I would like to offer workshops, my expertise or something of value to. I notice that shame and embarrassment surface after the 3rd attempt at reaching out to them.

These “touches” are all done in-person by going to their place of business.

Do you have any insight or encouragement of mindset that may help create a new context for me around the repeated reaching out?

Answer:

First of all, I’d like to congratulate you on your amazing courage and reaching out to these potential clients / Power Partners in-person and face-to-face! That is absolutely the most efficient and effective way to do what you are trying to do.

If you’re doing the same thing every time, it’s absolutely normal to feel as if you are being a “pain in the bottom” by about the third time around. No one wants to be seen as a pest.

The best advice I can provide you is: find a different reason to go back to visit them each time. Where possible, you should have 7-12 different things that you can be following up with. Consider Gary Vaynerchuk principal of – Give, Give, Give, Ask.

For example, let’s say you are in the health care industry and are interested in working with nutritionists, health clubs, etc. You might try something like I have outlined below.

The first time you go to see them, you might say something along the lines of: “I’ve heard amazing things about your company and I’d very much like to meet the manager and I’ve brought a coffee/tea/juice (whatever is appropriate for the business) card. Maybe we could get together and some time.”

The second time you visit, you might want to offer them something a bit more. “I was in the area and I thought you might be interested in trying some of the juice blends I offer and I’ve brought you a few free samples.”

Somewhere around your third or fourth visit, might be a good time for the Ask. You might mention that you have some flyers about an upcoming workshop and ask if it would be alright to post them.

The key here is to go in with the Mindset of “What can I do for them or their clients” vs “What can they do for me”.

I hope you found this Sales Mindset Q&A of benefit.   If you would like to speak to one of our expert Top 6 coaches about your business, click here to schedule some time to talk.

What do YOU think?

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