When we are in business for ourselves, as small business owner, what many don’t understand, is that you are the best salesperson in your business!
The reason people buy from your business, is because of you.
There are two types of business owners I come across all the time.
The business owner that loves sales and selling, and is passionate about what they do.
Then, there’s the business owner that hates sales, hates selling, is afraid to sell, don’t know how to sell, too scared to sell, doesn’t want to be that sleazy salesperson in their business, etc…
Now, these two business owners are going to get very different results.
The owner that loves to sell is obviously going to be a lot more passionate about what they do. They believe more in what they do and have the courage, confidence and excitement to be loud and proud of what they do.
The business owner that doesn’t like to sell, tends to hide a little more behind what they do. They’re afraid to share into the world who they are, and why they do what they do. And ultimately that costs them a lot of money.
I’ll speak to business owners whose conversion rates, in lead to sale ratio, are so low. They’ve got people walking out of their businesses all the time, because in many cases, are too afraid to ask for the sale.
So, what’s the main difference?
It comes down to x3 main issues.
- Education
- Coaching, and
- Environment.
The business owner, that’s good at selling, loves selling and is passionate about what they do are doing a great job.
The next step for these guys, is to learn, how to do is duplicate what you do to your sales team.
For those who are not good or afraid of selling, let me share with you where these three points come in for you.
Education. When you are in business, there’s many different types of education. We’ve got our traditional education and non-traditional education.
For example, if you are a mechanic or a lawyer, an accountant, a doctor, whatever you do for your profession, you have had traditional education at university or TAFE.
You’ve learned the tools of your trade.
You’ll probably spend four to six years most likely doing education on the theory component of your qualification. Then you need to do practical experience from that education before your real learnings kick in.
They say it takes the average person 10,000 hours before they become an expert in what they do. So, if you look at that, it’s about 4.8 years of full-time work in your field, on top of the four to six years of study.
Now that’s what you do for a profession.
The reality is, that every business owner is in the “business” of sales and marketing. If you can’t get those two components right, you have no business!
It doesn’t matter how good you are at your profession. If you can’t market and you can’t sell, you’re dead in the water.
So, what you need to do is you need to start looking at other forms of education to get better in these areas. Sadly, they don’t teach this in universities or TAFES.
They do teach you marketing, but they do not teach sales.
In my 29 year sales career, I think that I have invested well over a hundred thousand dollars into non-traditional education, to learn how to sell.
I learned how to do NLP. I learned all the Tony Robin stuff, the Tom Hopkins stuff, the Brian Tracy’s stuff. Zig Zeigler’s stuff.
I’ve done so many different courses, transformational courses, and all sorts of different programs and seminars. All these training programs have all been designed to help me get better at closing sales and get better at communicating.
You must learn how to communicate. How to talk, and you MUST learn how to build relationships.
For some people, that comes naturally, but for most people, it’s a learned act.
So, you need to go and start investing yourself into education to help you get better at that craft. Once you can master that, your products and services will fly because your conversion rates on what you’ve got to offer, go through the roof.
The next step is to get a coach.
Look at professional athletes. Every single professional athlete has an elite coach.
Why do you think that is?
Simple. Because they’re looking for someone to keep them accountable. They’re looking for someone to critique them. When they’re going through a flunk, they’re looking for someone to help them work through it, so they can get better.
They’re looking for someone to help them with their mindset and motivation. Most importantly, they’re looking for someone who’s achieved the results that they’re looking for, so that they can copy the formula to achieve that success quicker.
Now you can do things two ways. You can try and figure it all out yourself and power to you.
If you are good at that, you might be able to knock it out over 4, 5, 6. But if you like me and you want to fast track that and you want and all the mistakes that come from our learnings, get yourself a coach, a sales coach who has achieved the results that you’re looking for.
For example, would you want to learn from coaches like me that have earned 6 figure months, or would you want to learn from coaches who mat have had a low 6 figure yearly salary?
The reason that I’ve earned that is because I’ve invested so much time and money into my non-traditional education. Have done the hard yards, made the mistakes and learned how to do things differently.
So go and find a sales coach, or a business coach, or whatever sort of coach you need to help you grow and expand.
The next point to discuss is your environment.
They say that you become the average of environment that you associate with.
If you want to get better at selling more as a business owner, You need to be associating yourself in environments where there’s business owners that are getting sales equivalent to what you are searching for.
You want to be networking with them. Talking with them. Master mining with them. You want to be asking lots of questions and learning as much as you can from them.
The best way that we can evolve at a faster rate is to immerse ourselves in an environment with people and professionals that have done it before us.
Remember, the whole purpose of business, is so that we can build and grow. Make more money.
So, my tips for you as a small business owner, if you’re looking to scale, if you’re looking to grow, if you’re looking to make more money in your business, you must educate yourself on sales and marketing, get yourself a coach, and immerse yourself in the right environment. One that supports you, that nourishes you, and drives you to create bigger and better things for you in your business.
What to know how we can do that together?
Book yourself into my diary for a free 15-minute call here: https://calendly.com/tasta-coaching-call/15-minute-discovery-call
We’ll look at these three points. We’ll understand what you’re doing right now. And I’ll give you some solutions on what you can do instead so that you can implement these three tips straight away into your business. And if you’re looking for some additional help on how to do that, then we can talk about that too!
But other than that, I want to wish you all an amazing day on planet earth. You absolutely deserve all the success that you can create.
Take care.
