Are you turning your prospects, leads and enquiries into clients? Here are seven ways to help you master the art of self-promotion.
Would you like to have more clients and greater consistency in your business? Are you afraid of getting a “no” and being rejected when you ask a potential client for their business?
The difference between business success and business failure lies in your ability to master self-promotion. Here are seven ways to turn your prospects, leads and enquiries into clients.
- Abundance versus scarcity
Creating abundance begins with your thinking. You may have amazing business building strategies, yet if your mindset is one of lack (including lack of self belief), it will prevent you from applying the skills you know, leaving your business in the same financial situation or worse.
Having your beliefs, values and mindset aligned with abundance will enable you to more easily attract clients.
- Watch your assumptions
What are you thinking and saying to yourself as you meet with prospects? Are you thinking that they are not interested in your services or are you questioning the value you offer?
If you assume that people are not interested, this can sabotage your business success. If you assume that you can really help your prospects and if you are speaking with your ideal prospects, you could be helping up to 80 per cent of them achieve their goals and dreams.
- Where is your focus?
How much of your focus, time and energy are you spending on the people who say ‘maybe’ or ‘no’ to you? Too many people in business spend too much of their time on the ‘maybes’ and the ‘no’s’.
Because their focus is caught up with getting these prospects to buy, they have very little focus left for following up the prospects that are really interested, so they miss out on helping the people who are ready to be helped.
Remember, spend most of your time with the prospects who are ready to be helped now, and have a system for following up the rest as appropriate.
- Build the relationship
Most people need more than one experience of you before they do business with you. So, rather than selling your service at the initial meeting, instead sell your relationship with them.
Build instant rapport, tailor your language to their preferred style, ask powerful questions, and really listen to how you can best help them to achieve their wants and needs.
- Serve the need
Selling isn’t about telling – it is about asking the right questions, in the right way and at the right time… so that you can best understand the prospect’s needs and how you can best serve these.
Reading your prospects more effectively, assisting them in their buying decisions and really understanding them will also help you to serve them better.
Also remember that if there is no need, thank the prospect and find another one. After all, there are plenty of prospects out there, you simply need to attract more of them.
- Follow through
It is only by following through and completing things that we achieve results. Some people in business start strategies for generating leads, while others start to follow up and only see them through to partial completion. Highly successful business people actually focus on a select number of strategies and follow each one through to completion and, therefore, achieve amazing results.
Put off procrastination and start following through with your leads, prospects and enquiries, and watch your business grow.
- Seal the deal
Fear of rejection or fear of getting a ‘no’ is the major reason preventing people from asking for the prospects’ business and closing the deal. Research shows that 90 per cent of business people have a fear of rejection, which stops them short of closing the deal.
Knowing exactly when to ask the prospect to engage your services is also very important. Because if you ask too early, you can come across as being too pushy and if you ask too late, you can miss out on serving your prospect altogether.
Importantly, using the above strategies will help you to turn more of your prospects, leads and enquiries into clients, and grow your business with integrity.
