What is Selling?
Now that I told you about the upcoming events, let’s get down to business regarding our topic of the week: the energetics of selling and what’s required to successfully sell.
First, let’s go over the definition of selling. It is making an offer, whether that’s one-to-one personally, through a message, through a consultation, or to a group of people like at the end of a workshop, a class, a webinar, for people to pay. Meaning, they will give you money and you will give them a result. I will say that again, they will give you money and you will give them a result.
So they are not paying you for six sessions. They are not paying you for a program or its features. Most people are really busy. They don’t necessarily want six sessions. They probably don’t want another online program that might just sit in their e-mail inbox and never see the light of day. But what they will gladly, maybe even excitedly hand you money for, is results that will make their life easier in some way.
Knowing The Results of What You Offer Because Your Clients Want Results From Your Wellness Program
Results can be transformations like reducing stress so they don’t show up as an angry parent most of the time, yelling at their kids or losing weight, getting stronger, reducing back pain. There’s all kind of specific results. So that’s step number one. Take a moment. Write down what are the results specific to your offer, your ideal client. So what you’re currently doing, who you’re currently working with, what are the results that they do want to pay you for? Take the filter off. Don’t say, “They don’t want it necessarily for that price or for that length of time,” or “They don’t want to work with me for this or that.” All those on the nightstand, we’re going to go over why all those, I promise you, don’t matter.
They want the wellness program and the reason why they get hung up, they want the results. The reason why they get hung up on the details sometimes of your program is because they don’t truly believe that they can get the results working with you. So they try to justify or validify, “Okay, maybe I’ll make this purchase by trying to get into the details.” So be clear that you understand what the results are and how it will impact their day-to-day life. Meaning at noon on a Tuesday, how would working with you, in whatever manner you work with people with, impact their life at noon on Tuesday for example, or when they go to sleep or when they’re interacting with their kids or when they’re making and eating lunch, all that sort of stuff.
Think about it right now. Write it down. Do it. This work will help you so much. The energetics behind selling a wellness program is what you personally feel, believe, think, never is in your aura when you show up to make that offer.
If you want help crafting your wellness program make sure to read this article: https://igniteurwellness.com/signature-wellness-program/
Your Energy Affects Your Ability to Sell to Clients
This is based upon your own beliefs about the price of your offer. For example, your ability to get your clients those results that we just talked about, and you just wrote down belief in your clients to get the results. Belief in them to be resourceful, committed to show up, the belief that they actually want to pay, that they do want those results, they want to work with you, they want your program, the belief that you are in demand.
So if someone says no, for example, the belief that there’s other people out there right now who are ready and wanting to work with you, the energetics behind selling a wellness program is also based upon your energy. Like are you feeling scarce with money? Do you have to have a client? Are you desperate for money? Are you desperate for the next client to show up and buy and say yes to prove that you have a legitimate business idea to prove that you are a legitimate business owner? And then you can make this so entrepreneurship work? Or are you in hustle mode to get that next client to hit your goal? Are you attached to your goals to prove something about yourself, to make yourself worthy?
All that energetics will show up when you go to make the offer and that’s really what you want to be aware of. And all this is often associated with your nervous system and your trigger threshold as well. So I’m speaking to you today if you people please, when you sell, so for example, you go to make an offer and you detect someone’s hesitation or you just have a story about how they don’t necessarily want to pay you or work with you, then you change the price, you keep talking, you change the length of the program, you make special exceptions for them. You change times of calls. You do pretty much anything beyond what you initially plan when you went to make the offer. You also experienced imposter syndrome and lack of worthiness. Have thoughts like who are you to charge what you’re charging? You’re not experienced enough, you don’t have enough knowledge, you’ve never done this before. Do people truly get results with you?
You question that you doubt yourself, you doubt your clients, you doubt your program, you doubt your marketing, you doubt your selling – all of this will show up when you actually go to sell. You don’t want to be forceful, manipulative, convincing, raspy when you sell so you don’t sell at all. Sometimes that’s energetics behind selling and not selling. If you feel like there aren’t people who want to work with you right now, if you feel like no one is taking you up on your offers, you feel like it’s crickets when you go to make offers, you feel like it’s crickets when you are marketing, when you actually do sell, you get mostly notes. You get a lot of, “That’s too expensive,” “I don’t have the money,” “I don’t have the time,” “I have to ask my husband,” and then they ghost on you. And I promise, those people that ghost those people that say no crickets, most of the time, it has nothing to do with the features of your program, like number of sessions, length of time, time of calls, exactly what you offer in your program. It really doesn’t have anything to do with any of that. It does, instead, have something to do with the person that you’re making the offer to or a group of people that you’re making the offer to believe that your program can help them to get the results.
Learn how to structure your sales call or consultation here: https://igniteurwellness.com/how-to-lead-a-successful-consultation-call/
Putting Your Self In The Shoes Of Being A Client/Customer
So the purpose of this blog is to create awareness on any of the baggage you might be bringing into your selling experience. I’ll give you a couple scenarios that you can try on for yourself or think back to when you’ve actually been the customer or the client.
So let’s say you walk into the store, whether it’s like Nordstroms or Trader Joe’s or specialty health food store, just any type of store. And you walk into a store and immediately there’s a pushy salesperson. Think about what makes that salesperson pushy. Maybe originally they ask if they can help you and you start to walk away and they keep following you. They get into your personal space and they keep asking to help you. They don’t accept the “no” or they don’t accept you trying to guard you personal space. That salesperson might seem clingy or desperate. They might even take things personally if you tell them, “Oh, I like to shop by myself.” They might take it personally. So your shopping experience becomes so awkward and weird that weird stuff comes out of your mouth and you just dash out of the store.
I know one time I had this experience a while back in Nordstrom and I had a bunch of clothes in my arms that I did want to try on. However, I felt so awkward and uncomfortable with the salesperson that I actually handed over the clothes that I did want to try on, that I did want buy. And I told her, “Oh my gosh, I’ve got to take this call.” And I urgently left the store. And I really don’t like to <inaudible> like that. I just had to get out of the store so quickly.
That might be the sales experience that you are unintentionally creating for your people. And if you’re like, “Oh goodness, I might do this.” Not to worry, don’t shame yourself. We’re going to go over our process to change it right here on this very blog because let’s think about the opposite scenario. Same store you walk in, but now the salesperson confidently welcomes you to this store. They ask you your specific reason for coming to this store. What do you want to leave with? Why are you here? What are you searching for? They offer logical and great advice to make your shopping experience easier. Either they point you in the right direction and let you go off out on your own, or they help you find the exact item that you’re looking for quickly and easily. They also make great suggestions that you didn’t even think of. Let’s say for example, you went into a clothing store, a house food store to get a gift for someone, and you had one thing in mind and you find that perfect item for the gift. And the salesperson was like, “Oh wow, did you ever think to add this as well? Because it’d be a great compliment and it’ll actually enhance this gift’s purpose.” And you are so grateful for that advice. You walk out of the store just walking on air like you are excited to give that gift to the person you know they will love it. You know it’ll be the best gift ever because you created a whole experience for that person.
And in fact, because of this selling experience, you know that you’ll go back to that same store again and again and again. Because you know, each time you walk in, you’ll get exactly what you want and leave with so much more because of the advice, because of the help. And it’s all because the salesperson is confident in their own knowledge. And you’re not detecting any of that grassiness or manipulation or pushiness or forcing. All your sensing is service from them, support from them, caring from them, help from them. That is the experience that you want to give to your people.
Creating An Experience For Your Clients
I’m going to take you through an exercise right now. It’s an exercise that most entrepreneurs don’t take the time to do. And I promise if you do take the time to do it right now, it’ll pay you back so much more and it’ll create that exceptional buying experience for your client. So get a piece of paper and a pen. Take 5, 10 minutes to do it and it’ll give you back so much more time. Okay?
Write down when a potential client, that ideal client first enters your world. So maybe they first see you on Instagram, they first meet you at a networking event or find you on Facebook, what do you want them to feel? Write in that moment. Write it down. What thoughts do you want them to think about you and your programs right in that moment?
Now, let’s say they’re compelled to take the next step and buy from you. When they decide to pay you, what do you want their buying experience to be? Write it all out in detail. What do you want them to feel? What do you want them to think? What do you want them to experience and do this? Even if it’s “just a class” or “just a workshop” or “just a low ticket item,” because I promise you, if they buy a low ticket item from you, like a Zoom class, Zoom yoga class, or a workshop or any type of on-demand low ticket item and it’s not a great experience, you better bet that they’re not going to come back to you for that higher ticket item.
And in this way, you’ll always be having to generate new clients after new clients, after new clients. In fact, if you haven’t already read the client retention blog, go back and read that after you finish this one, because these two will complement each other. And what I say that you want to focus on the buying experience even for these low ticket items for your client, I’m not saying that things have to be perfect. I’ve taught many workshops, webinars, classes on demand programs with tech issues. I misspoke, I forgot something. Maybe the video quality wasn’t great. I didn’t have a large attendance. But here’s the thing. Either I still sold at the end of that workshop or webinar or experience, meaning I had consultations and from consultations, people went on to being my client. Or if it was mistakes, for example, in an on-demand program, I will still kept coming back for more.
Because if you’re delivering the results, it comes back again to the results remembering that they’re paying you for the results, not necessarily the on-demand program. Because if you’re delivering the results, and you’re constantly caring for your people, you’re creating that experience where the client does feel supported and cared for and nurtured and they know they can come to you, they know that they can give you feedback, that you’re always improving things, then they’re going to stay with you, they’re going to trust you and they will keep coming back for more.
Learn how to create an exceptional onboarding experience for your clients here: https://igniteurwellness.com/client-onboarding/
Offers or Wellness Programs Must Be What You Advertised
So for example, let me give a scenario where a low ticket item hasn’t been a great buying experience. I purchased workshops and yoga classes where the person hosting the workshop or the class has advertised one thing and then you show up and you get another thing entirely. For example, I’ve showed up to a gentle yoga class and what I’ve really gotten was a vigorous Vinyasa flow class. And it was a great vigorous vinyasa flow class, but that’s not what I wanted. That’s not what I purchased. That’s not what I came for. My body needed a gentle yoga class.
I specifically looked for a class description that said gentle yoga class. So I can rehabilitate my body practice safely. Maybe I was healing from one of my surgeries or an injury. I didn’t want to go to a vigorous class and put myself at risk or delay my healing. And when I showed up, he ended up doing these very complex and hard poses in a very fast pace. I was like, “WTF, this is not what I signed up for. This is not what I paid for.” I am not going back to that teacher again because I don’t want to waste my time or put my body at risk for harm.
So make sure whatever you’re advertising that you fulfill on that very promise, no matter the cost, the investment of that item, specifically make sure your class descriptions fit the class that you are teaching.
Let me give you another example that breaks the trust. Even if it’s a free item, there’s a lot of fluff, meaning I’ve gone to workshops maybe for $35 or a free webinar or workshop or some type of event. And there’s this sense that because it’s free, because it’s a low cost, that it’s okay to just f*** around and I hate that I’m going to invest, my time is valuable, time is money. I have that. And if I’m going to take time where I’m not at home with my family, not relaxing and turning off my brain or I’m not working in my business, then I want to make sure that the time I invest is quality. So I don’t want to show up to a webinar or an event where someone is just going on and on, tell me where you’re from. Okay, let’s all introduce ourselves. And there’s like 35 people. And so for an hour thing where it takes 45 minutes to get through everyone’s name and what they do and who they help, I just don’t want any of that. I just want to get to the meat of the content.
Now, if it’s a networking event where the purpose is to meet people and learn about what people do, that’s very different. Again, comes back to what you’re advertising. So specifically, I’m talking about workshops and events where other content was supposed to be talked about at that workshop or webinar and there just wasn’t time for it because there was so much darn fluff or introductions in the beginning that the host ran out of time. And you have to think about this for your people. And that scenario, I had to jump off those calls because I either had a client session scheduled next or I had to go pick up my daughter. So I didn’t have the luxury of staying on for an additional 45 minutes or an hour because the host of the event didn’t manage the time. Wow. Think about it. How do you want the experience to be for your people? Maybe you’re too quick to sell something. And that often comes from that hustle, that scarcity, that desperation to get the client for whatever reason. Maybe you really need the money or you just want to prove that to yourself that you have a legitimate business or you want to hit goals. Whatever the reason is, it just feels too forced.
For example, I’ve had people, Facebook friend request me. I look on the profile, which I always do before I accept any Facebook friends. And I have close to 5,000. I have 7,000 followers, but 5,000 friends almost. I always look at the profile to see if it’s a good fit. I typically only accept people who are my ideal client or I personally know them. And right after I accept that friend, I’m immediately DM-ed with a pitch, a pitch of something. I’m not warm enough to be pitched anything at that point unless I’ve had a long conversation with you prior or I’ve heard about you or known about you for some time. Typically, at that point though, I’d say most people, I am not ready for any type of pitch and that usually comes from a place of grassiness or desperation.
Making Everything For Your Potential Paying Client Easy And Seamless
So let’s take this process from my world. I spend a lot of time thinking about my potential clients and my paying clients and the experience that I want them to go through when they take the leap, when they trust me enough to become and move from a potential client to a paying client. I want the buying process to be simple, be easy. I don’t want them to have to hunt around and search for a link. I don’t want them to have to click a billion things. I don’t want them to have to reach out to me because they’re confused. I want it to be simple, streamlined and easy.
I want them to feel confident and trust with me that they know I’ll help them to get their results, not the results that I want to give them, the results that they want, the results that they’re paying me for. I want them to feel relieved they finally found help. I want them to also feel confident that working with me will help them to achieve their goals faster than if they were to go it alone. I want them to be excited about working with me, excited to achieve those results. I want them to feel cared for, supported. I want them to know where to go for help, that they’ll never be left out in the cold wondering what happens next. Why isn’t this working? What happens if a Zoom link doesn’t work? I want them to know where to go for help, that they’ll never be alone. I want them to feel safe to say no on consult calls. I want them to feel safe to take that leap of faith.
If they are ready to say yes, excited to say yes, and if they do say yes, I want them to feel confident that they made the best decision for themselves. I want them to feel heard, understood, and grateful for the selling experience, regardless if they were a yes or no.
So what do you want for your people? Write that down right now.
Now think of your selling experience, the step by steps that they have to go to. So for example, for me, someone might read this blog, they might come into my Facebook group, they might stumble upon me on Instagram and then they might schedule a consult. So common in my role that someone will find me and they’ll immediately schedule consult. So during that, I want that to be seamless. I want to be easy to schedule. They’re going to get welcome e-mails right away where they can feel relieved, “Oh, I’m in the right place. She’s got me. I know exactly what’s going to happen next. I know where to show up on the consult call. I know how to prepare for the consult call.” They receive material on all of this. That helps to create that experience.
So when they do show up to the consult call, they know questions they want to ask, they know what they want to get out of the call, they know the experience of the call. So then they’re ready to take the next step, the onboarding process is also seamlessly and thought through as well.
So I think about the energy behind the e-mails, the energy for me showing up personally in belief on the consult call without any grassiness or scarcity. And I’ve had to do a lot of work through this whole customer journey. Work in both the tactics of creating the e-mails with this type of energy, the work, my own personal self-healing work to show up on consult calls this way and create this buying experience.
And even to this day, I go back and I refine it again. In fact, I have for my 2023, one of my things I want to do in quarter one, is to go through that customer journey once more and look at the e-mails and see if I can refine them anymore to create that safety and comfort, to buy that trust factor that they know that they’re in the right place.
So part of this work for yourself is believing first off, that they do want to buy from you. That they do want to work with you. That they’re showing up to a consult call because they want to work with you. They want to buy from you. Something you said led them to believe that you are the person to help them. So show up on the consult call, believing that as well, believe that you can deliver the results that they desire. Believe that more clients want to work with you.
Now, if they’re a no, so you can let them go and don’t have to force or push or manipulate or lie. Personally, I have a process where I do show up to my consult calls and belief, and I teach my clients how to do this too. So they can hold the space for belief for both themselves and their clients for consult calls, webinars, podcast episodes. It’s a simple process that you can do before every piece of content that you create. So for yourself right now, what does belief feel like for you in your body? If you’re able to close your eyes, think of something that, a skill that you know you can deliver on, think of that right now that you know you can confidently do. Well feel that belief in your body. Now, bring it to the selling experience. How can you bring that belief and embodying it and create that experience where it radiates out through your emails or any piece of content that you do or a consultation. What do you want to feel? What do you want to think? What do you want to believe? Write all of this down and revisit it before you go to sell. Examine your fears and what is driving the fears? Bring the unconscious nervous system triggers to the conscious. So either you cannot resist it, but maybe allow space for more belief while you hold some of those fears or discomfort in your body.
Or maybe you can decide, “I’m going to put this on the nightstand and revisit it after the selling experience, but right now, I’m going to choose to believe that this person in front of me wants to work with me. Now, regardless of any of the details of my program, I promise if you go into any of the steps of your selling journey with this belief, it’ll change everything. It’s literally how you can shift time. Because if you’re getting more yeses, then that’s less consults, that’s less selling that you have to do. So take the time now to create this belief for yourself. Create the positive selling experience that you want your ideal client to go through, and it’ll create more time for you as well. It’s win-win for everyone.
All right, there you have it. The energetics behind selling. And I’ll see you next week. Bye for now!
Get more clients with this free training: https://igniteurwellness.com/get-health-coaching-clients/
Book your free consultation with me here: https://igniteurwellness.com/business-coach-for-health-coaches/