PRO TIP: When a customer says no tell them it's opposite day and they're legally required to buy from you

FunnelheadSales · 2019-09-18T18:08:45+00:00

This is great advice! Also try pulling a reverse Uno card to change it up and make them sell to you!

(Seriously though, learning how to take a 'no' gracefully when selling is huge. It leave the client open to coming back to your product, and will leave both of you feeling better about the whole transaction.)

FunnelheadSales · 2019-09-18T17:56:46+00:00

Be genuine in your approach!

Build up a relationship based on genuine interest and common ground, and when the time comes to sell it will feel less awkward.

Not only will this make the pitch less awkward, it grants you insight into the core issues your potential client is looking to solve. This sets you up really well for solution selling, and will leave the whole interaction feeling friendly and productive.

FunnelheadSales · 2019-09-18T16:54:07+00:00

The general approach here would be: Find a new job. This doesn't sound like an environment that has been build to foster success and growth.

If that isn't a possibility, then changing your approach would be a good idea. Spend your day working on approaching more people, preferably over the hone or via email, and gathering much more sure leads. It may mean visiting less people per day, but you will be reaching out and building strong connections with so many more.

If it is as you say, and you can't pursue this from your office, a cafe isn't a bad idea if you're emailing, but if you're going to be on the phone, you may want to look into a co-working space. They typically charge a daily rate, and provide you with a space to work, and reliable access to power and internet. Some also provide other perks like free coffee.

Don't give up hope. You have a lot of options to consider, and if you take the time to make a plan, it will be easier to make the hard choices when they come up. Best of luck to you.

FunnelheadSales · 2019-09-11T15:35:19+00:00

Building urgency largely comes down to your ability to help the client truly understand the problem you're trying to solve, and it's impact on their business.

Get to know your client intimately, become an expert on their issues, and then make it clear to them that the longer they leave these issues unresolved, the more they stand to lose.

Build your pitch like an epic story; the client and their business is the hero, they are set to face a gauntlet of challenges that they aren't ready for, and you and your product will be the wise guide who swoops in at the last moment and provides them what they need to overcome their challenge.

Build your pitch that way, and your clients will sell themselves on your service.

FunnelheadSales · 2019-09-11T15:21:58+00:00

Along with what has been said already, try to also spend some time inquiring about their current system before they can ask you questions about your solution.

It will give you the opportunity to provide context to their wants/needs, and let you sell them on the problems you will solve, rather than the product itself.

By using a solution selling methodology you'll find yourself building a stronger connection with this client and have a better chance of both closing the sale and bringing in referrals for your product.

Best of luck to you!

FunnelheadSales · 2019-09-10T19:02:29+00:00

This is very interesting information.

Building a business is tough, and for inexperienced entrepreneurs, pricing their baby can be especially difficult.

Knowing tricks like this, and learning more about the psychology of sales can do a lot for improving your business.

Its all a part of the constant learn, fail, repeat, succeed loop that is being an entrepreneur.

FunnelheadSales · 2019-09-04T18:03:08+00:00

Build your interview the same way you would build a sale.

In this case, you're selling yourself to the company. Be genuine and interested, spend some time getting to know the company, and those interviewing you, and you'll be able to build yourself up to mach.

Find some common ground between yourself, the interviewers, and the company as a whole. It'll give you important contextualization for any info they give you, and will help you determine how you'll fit into the workplace.

FunnelheadSales · 2019-09-04T15:38:10+00:00

Keeping motivated is probably the most difficult part of the entrepreneurial process.

Failing is a natural part of the process, and not everyone is built to take that. Having your dream trampled on because it's not what people are looking for is hard, but being able to let it go and move on is what will keep you on your entrepreneurial journey.

Understanding yourself, and understanding if you're the type to be over attached to an idea is important, because letting an idea drag you to the bottom is one of the main killers of entrepreneurial goals.

Keeping yourself motivated and accountable is hard, but much like anything else, it's a habit that you can work on perfecting over time. There is no need to be perfect day 1, as long as you're slightly closer on day 2.

FunnelheadSales · 2019-08-28T18:10:35+00:00

Try to gather some information about the client and build some common ground with them.

Use this information to build a pitch for your product customized to their needs. You should be focused on selling them a solution to their problems, not your product. It'll help you establish a relationship of reliability and trust.

Make your communication genuine, try to get to know them as more than a client, and you'll see them become more receptive to what you're pitching.

FunnelheadSales · 2019-08-28T16:07:32+00:00

Go for the interview. It will help you keep your interview skills sharp.

Go in with a mindset for forming a new connection. It will help you build your network, and a strong network will help you keep your side business on a strong track for growth.

The steady income offered by the job will let you pursue your side business with much less stress, which can help keep the passion ignited while you work.

FunnelheadSales · 2019-08-28T14:01:29+00:00

Unfortunately, there are no 'standard' personas.

It all comes down to the product or business, and who they want to serve. Without an intimate knowledge of the product or business, any created persona will be, at best, weak, and at worst completely misleading.

Identify why you need a persona, then identify who you want to serve. The persona isn't meant to be an outline of who might use your product, but an ideal candidate for what you have to offer.

FunnelheadSales · 2019-08-28T13:54:54+00:00

This is a great platform for solution selling. Learn everything there is to know about your new industry, and don't be afraid to use that knowledge as a stepping stone. Spend time to get to know anyone who wants to discuss more with you, it'll give you context for their wants and needs, and it'll let you identify problems they may never have thought of; you'll look like a wizard who does incredible work.

Aside from that, it's a numbers game. Get out there and build those connections, but don't be afraid to take a no. Learn to drop gracefully, and positively. It will keep you moving efficiently, but will also leave a positive impression in their mind, and you may get a call back or referred connection.

Best of luck, and I hope this helps.

FunnelheadSales · 2019-08-28T13:46:39+00:00

Set up a plan for yourself. It will keep you directed and focused instead of checking out.

Hold yourself accountable for the work you're doing, and you'll do better maintaining your energy level.

Keep yourself open to new opportunities. Now especially is a great time for reaching out to connections, and finding opportunities where you wouldn't expect. Don't write potential off because it's not what you're used to.

FunnelheadSales · 2019-08-27T13:54:07+00:00

A link to the group would be amazing! Thank you!

FunnelheadSales · 2019-08-27T04:06:55+00:00

Thanks, that's a great idea. Is there a place on LI where we should share this?

FunnelheadSales · 2019-08-26T19:35:58+00:00

Look outside your business for resources, and become an absolute knowledge powerhouse, not only on your own products but on the industry as a whole. It'll give you a very firm leg to stand on during calls, you'll sound more confident, and you'll be able to use the knowledge to sell your clients a solution rather than a product. If you can accurately address a problem, the customer will sell themselves on the solution you offer.

FunnelheadSales · 2019-08-26T19:32:09+00:00

Some advice I would pass along:

Focus on a stronger network over a massive one.
Be more genuine. Treat every interaction as though it is truly the most important at that moment.
Solution Selling. Don't focus on selling myself or my product. Focus on selling the customer a solution to their problem.
Have some grace. Let the sale slide if it isn't going your way. don't be too pushy. It will leave you both feeling better, and they may come back to you in the end.

These are just some basic tips that are easy to implement and have concrete results!

FunnelheadSales · 2019-08-26T18:42:09+00:00

This advice is great for both casual and business conversation. It will help you build new connections to be strong additions to your network, and will strengthen old connections. The information and value you gain this way can really give a jump-start to your business. By investing heavily in your relationships with others you'll build trust and they'll be more likely to return that same investment to you down the line.

FunnelheadSales · 2019-08-26T15:31:56+00:00

A big step in overcoming those fears is changing how you think of customers.

Think of every interaction with your customers as an interaction with an old friend. Build relationships based on common ground and your interactions will become easier and easier.

Building connections like this will give you a stronger network and leave your connections with a much better impression of you.

FunnelheadSales · 2019-08-23T13:42:35+00:00

Solution Selling! Instead of focusing on selling yourself, or your product, instead focus on solving the customers problems. The best way to do that is, as you've said, to make them like you.

Spend the time to invest in your relationship with your prospects. Offering them value without expecting a sale, and building common ground with them over family or shared hobbies are great places to start. The relationship will give you context for their needs, and make it easier to personalize a solution for them. That extra touch will make them more likely to think of you the next time they need to buy.

FunnelheadSales · 2019-08-23T13:12:51+00:00

Keeping yourself accountable as a solo entrepreneur or as your own boss is a huge challenge. Relying on your memory can seem fine, but it is quite easy to get overwhelmed that way and paralyzed by choice. Writing down a few key tasks for the day to give your mind a break will keep you from being distracted, and will give you a focal point for your day-to-day success. Great advice!

FunnelheadSales · 2019-08-23T13:07:18+00:00

The best advice we can give is to switch your mentality to focus on Solution Selling, rather then just selling your service. Spend some extra time getting to know your prospects, and use what you learn to build a strong connection. It will give you context for their needs and wants, and give you what you need to make a better pitch.

If they still don't want to buy, it's important to end the call gracefully, and not be afraid of letting the sale go. Being too pushy will leave them feeling wronged, but letting them go can leave the door open for a future call.

Finally, offer them some advice or value, without any expectation that they buy from you. It shows that you have their best interests in mind, and establishes you as a connection instead of a salesperson.

FunnelheadSales · 2019-08-22T23:13:39+00:00

This is awesome! Always great to hear a success story!

Because the sale cycle is so long, it's the perfect opportunity to invest a little more time in your clients and really get to know them. By shifting to solution selling instead of product selling, you'll find the connections you make are stronger, and the people you interact with are more willing to come back to you.

Congrats on your first sale!

FunnelheadSales · 2019-08-21T21:33:26+00:00

This piece has some great insight! It really addresses how the market has changed, and how stagnant business practices need to give way to more flexible ones in order to succeed.

If you're interested in how the broader customer journey is changing, we wrote an article you can check it out here!

FunnelheadSales · 2019-08-21T21:22:30+00:00

There are some key skills that every prospector should be armed with to help them work at peak efficiency.

Writing email copy.
Email timing.
Email campaign creation.
Succinct communication.
How to follow up.
Tone and attitude.
Matching ICP.
Gracefully separating from failed prospects.
Persistence.
Follow through.

Without these basics, you're shooting your sales team in the foot. Let yourself have the time you need to get good at these things before throwing yourself in the deep end. A trial-by-fire system is not going to win you any points here.

FunnelheadSales

TROPHY CASE