At the end of the day, there are two primary goals you want to achieve when meeting with a client: achieving a sales conversion and making an impact on their life. I’ve written many articles about how you can influence and transform other people’s lives. Expect more in the coming days. However, right now, I want to talk about the business side: how to convert leads into clients. It’s not the easiest thing to do, but if you stay with me and avoid these mistakes, you’ll learn how to convert prospects to clients and earn millions doing what you love.
Sales Conversion Errors That Spell Coaching Disaster
1. Fear Of Selling
It’s common sense: you cannot make a sales conversion if you don’t know how to sell. However, before you can do that, you need to let go of your fear of selling. Trust me, there’s a lot of fear out there. In fact, it’s one of the excuses people give me every time I invite them to join my program.
It’s also the reason why I’m here, to help you get past it, realize your potential, achieve your dreams, and make an impact.
I can help you create a program that suits your passion, but we have to work together. Lastly, don’t forget: a sales conversion is an opportunity for you to inspire somebody to take action. That’s all. It’s a conversation with somebody where you find out about their vision for their lives and help them expand that vision.
2. A Wrong Mindset About Selling
Some people seem to have the natural knack for selling, and that’s fine. If that’s not you, keep in mind turning prospects into paying customers can be learned. If there’s one thing that’s keeping you from learning, it’s your negative mindset about it.
Any resistance you have is just a mindset and can be changed. To start, answer these questions: What do you want a sales conversation to be, both for you and your client? What outcomes would each of you like, and where do those meet?
3. A Lot Of Talk About Yourself
Dream about it or work for it. You choose. pic.twitter.com/ueLhfDdHSK
— Ted McGrath (@ted_mcgrath) August 21, 2017
“Ted, I’ve attended a lot of sales programs, and they’re not doing anything for me. What else can I do to achieve sales conversion?”
Simple: focus on your clients. Whether your clients say yes or no has nothing to do with you. It’s only about them, their vision and their fears. Your role is to stand by your client when they want to bail on their vision.
4. Too Much Focus On Closing
Let’s be clear: you need to close a sale. However, don’t forget that selling has nothing to do with closing. It’s about inspiring.
Don’t be tied to boring and redundant scripts. Every client’s needs and visions for themselves are different.
If you want to learn how to convert customers into sales, inspire someone to take action on their dreams. Help them step into their vision and, ultimately, take action.
5. Overemphasis On Programs Rather Than Dreams
Struggling to enroll clients? Make sure you’re clear on how your product or program delivers what THEY want. pic.twitter.com/MKWKeOErGn
— Ted McGrath (@ted_mcgrath) August 21, 2017
I earn thousands of dollars a year and so do many of my clients. If you’re wondering how we get this high sales conversion rate, it’s because we don’t sell programs or services.
Make no mistake about it. We do create solid, easy-to-follow, passion-driven programs for our customers. Still, the bottom line of what we’re doing is selling future.
Programs and services are not exciting or inspiring, and your clients aren’t interested in them. What they want is to create for themselves. You can help them get where they want to go.
6. Non-Personalization Of Objections And Rejections
Rejection and objection are part and parcel in what you do. In fact, if you don’t experience any of these in your seminars or programs, then you’re not being effective. It could mean people don’t understand what you’re offering enough to ask questions or develop doubts.
Memorizing a script to handle both obstacles is not the way to go. There’s no set way to handle an objection. Every objection is different because every person is different.
The best way to handle objections is to allow the conversation to flow naturally and coach your client through their resistance.
7. Not Coaching During Sales Calls
Don’t be greedy or selfish. When given a chance, coach somebody even if you’re in the middle of your sales call. Allow them to experience what it would be like to coach with you. Talk to them, give them advice, give them guidance. Let them share and give them a taste of what it would be like to work with you.
Sales conversion is a very dynamic process. There’s no single way to understand how to convert prospects into customers effectively and correctly. The only technique is to place your clients at the forefront in everything you do. From there, everything will flow naturally.
Do you know other sales conversion mistakes? Let me know in the comments section.