In the October Issue:
You’ve probably heard of the ‘Know, Like and Trust Factor’ before, and it’s something that underpins your sales success, in the nicest possible way. It helps attract the clients who not only want your offering, but who feel sure that they can work with you too.
How do you build your 'Know Factor'?
Your clients can’t buy from you, unless you are visible to them, so think about where your clients (or referrers) hang out, and make sure you’re there too. The more our clients can connect with what makes us tick, our vibe, our language, the easier it is for them to make the decision to work with us, so sharing personal stories and speaking in our own voice help us build that connection. If you’re ex-corporate, you were probably taught to ‘keep it professional’, so boundaries really help you open up in an authentic, but safe, way. For example, I share about my rescue hens and the kitten, but rarely about my husband or other family.
Wherever you decide to be visible, statistics tell us that you (and your offer) need to be seen at least seven times before someone buys from you, so keep at it!
The 'Like Factor'.
Sigh, anyone else feel like they’re back at school? I still sometimes feel like the little girl who felt like the outsider, on the outer edges of the action. Truth be known, being liked was actually quite a major thing for me, and, sadly, it meant that I behaved in ways that weren't totally aligned with my values (thank goodness for personal growth!).
What makes our offering unique, isn’t normally what we do; it’s the combination of what we do, our past experiences, how we express and apply our knowledge, how we share that with our clients, how we help our clients grow - that is our unique thing. For some people I’m just not going to be their person, maybe my energy doesn’t match, or maybe the way I speak, the way I communicate, doesn’t resonate with them.
Truth is, other people liking us is not something we can control. However hard we try to be nice, we cannot expect to attract our ideal clients unless we stay authentic to ourselves, and what we want for our business, our families, and our lives. We need to concentrate on the ‘Know Factor’ and the ‘Trust Factor’.
The clients who stay with you will do so because they like your vibe, and your content.
The ’Like Factor’ has nothing to do with how good a friend you are, or how many people like you as a person, it just means that for the service that you are offering, you may or may not be the right person for them.
'Trust Factor'
Consistency matters, show up regularly whether you think someone’s watching or not. Many of us are lurkers, we watch, we’re curious, we listen, but we’re not necessarily engaging yet. Have you ever wondered where someone had gone, just when you were thinking about using their service?
When we’re making our offer, that pesky imposter syndrome can pop up; am I good enough? who am I to charge this amount? will they get the transformation? When you trust yourself, your vibration changes, and your clients feel it too. Just taking a second to bolster our energy, (and to remember our expertise and experience), will make a surprising difference to how your offer is received.
Do something every day to grow your ‘Know, Like and Trust Factor’, and you will attract clients.
Becky is on a mission to change the awful perception of sales. She believes that the only time that you notice ‘being sold to’ is when it’s done badly! When you’ve had a connected conversation with someone who is offering a product or a service that you want or need, you don’t notice ‘being sold to’, because you’re too busy buying!
Sales is just another business skill that supports your success, and Becky believes that everyone can sell with ease, stay aligned to their values, and connected with their clients.
After a 15-year career in Sales, and as top salesperson in almost every organization that she worked in, the feeling of only ever being as good as her last month’s figures left its toll on Becky, and she changed direction to work in business improvement, eventually becoming a consultant for large corporates. At 50 she took the leap into entrepreneurship, and Heart to Heart Sales was founded to help coaches, healers and consultants sell more without ever feeling salesy.
If you ever feel uncomfortable about ‘selling’, then start with ‘5 ways to boost your sales without feeling salesy’.
Find Becky HERE!
