Who Do You Sell to and How?

Who Do You Sell to and How?

Last week I talked about crafting a tagline from your dominant strengths that you can use as your guide for selling more while being your best self. This week we’ll talk about crafting your ideal client profile.

The products you sell will speak to specific people whether you have your own company or work for someone else. Either way, there are variables and connection points within that target group and with that room for you to find your niche based on your needs and what you bring (think Apple vs. Microsoft and how they’re clearly targeting different audiences). 

Let’s face it, when your prospects like who you are and what you bring, it increases your chances of closing the sale.

When you become more selective in who you prospect and interact with, people that you enjoy being with and appreciate what you bring, you create value and a win-win for both parties.

The industry you’re drawn to often serves as an indicator of what’s important to you. While some feel they can sell any product they are rare, or more focused on short-term vs. repeat sales in a long-term sales cycle.

When you’re clear on what you bring and need, it’s easier for you to find a product, business or company culture that nurtures you.

Creating your ideal client profile 

While creating your ideal client profile may seem like you’re limiting who you do business with it’s actually the opposite. When we get really clear and focused on our message and speak to that one person we would love to have as our client, anyone who relates to that message will connect. While it’s easy to fall into the scarcity trap and serve anyone who you can close, you’ll actually attract and close more clients the further you narrow down who you best serve. 

When you focus on prospecting people or businesses that would be fun and energizing to connect with, you create a different game and reality for yourself. Remember, when you’re using your dominant talents you’re in the zone, energized, and learn faster. Why not use this to your advantage and be the pro in an area that’s fun for you with clients you enjoy spending time with?

What can you create if you include your needs in the process with your targets, would that make the sales game more fun? Would your performance increase or decrease?

To do that, consider the following questions:

1. Who are you?

What are the benefits you provide your company as a salesperson? Include yourself in the equation, in other words, what do you bring as a person that makes you unique? Use the tagline exercise as a guideline that was posted last week.  

2. What business are you in?

What industry—Tech, dental, creative arts,…? Selling to—business owners, consumers,…

3. Who would you like to sell to?

List their characteristics, like personality, business owner, employee, age range, male/female, urban/rural, income range, education, and other demographics, interests, profession, etc. Dream big.

4. What are their current needs or problems?

What keeps them up at night that you have a solution for? What’s important to them? How can you impact and help? How can your products help?

Include you in the equation, who you are will be how your prospects and clients experience the brand. For them, you are the brand, and you are unique. Look at your strengths and see which ones help you create solutions and be of service.

5. Competition

Many of us are in business offering what could be perceived as the same products, yet when we take a closer look, they’re very different. Just think of how you experience one car brand compared with another and what it feels like to interact with one company over the other. Some of it is marketing, some of it comes down to the small details and quality in materials, emotional experience, design, performance, and more. We choose products that we connect to that we feel will enhance a specific area of our lives.

How are your products different in experience, quality, handling, materials, speed, system, market size, business size, etc.?

What’s important to your prospect?

It’s easy to compare yourself to other companies that carry similar products, let’s say dental implants, as that’s an industry I’ve been in for many years. While the products have a similar principle, the experience of using the different companies is vastly different. From the size of the companies, people, number of parts and pieces, products offered, features and benefits, and support.

Are the products really the same? Then why compare?

For some clients, it’s important to purchase from a big company, and for others, they prefer a startup environment where they can impact the business and be heard just like the employees that are drawn to small-medium and large businesses, different personalities are drawn to different products.

What do your competitors have that you don’t, and what do you have that they don’t? 

Create two columns and write down “what they have” vs. “what you have”.

6. What are the benefits your products provide as a company? What problems do they solve for your clients?

Use the information from “what you have” that you created above and list what problems these products/features provide and how they solve your prospect’s problem. Start with your overall solution, whether it’s simplicity, a luxury experience, revenue-generating without talking about the parts & pieces. How will they feel when choosing your products? Create a couple of short pitches around each of them. 

Ask probing questions to find out what the issue for each prospect is and focus on one solution at the time, and let them do the talking unless they ask you to.

What makes you different?

Look at your tagline combined with your company tagline/mission and play with words to create an elevator pitch for you and the company/product you represent. 

Download this fillable PDF of Who do you sell to

 

Did anything shift in how you approach your prospects from doing this exercise? Please share below.

Learn how we can work together HERE.

Crafting Your Tagline – the Secret to Selling You

Crafting Your Tagline – the Secret to Selling You

Being in sales you know that it’s not necessarily about you when people say “no.” It can range from a hard NO to a soft “not now, but I’m interested.“ When you’re great at closing you also know what questions to ask, how and when to ask for the sale, and when to walk away. When nothing is working despite all that, how do you get more yes’s?

As with most, if not all, things in life, it starts with you. When you know what your strengths are it becomes easier to be more intentional in all of your interactions. People’s experience of you will shift and that too will affect your sales. 

Authentic selling SELLS, it’s what you bring just by being your best self. Your talents and strengths provide you with clues of how you contribute in ways that you may not have thought about before. When you dive deeper into how your strengths show up for you, your life to date will start to make sense in a different way and you’ll have the language to express your talents and how they contribute to you, and those around you. 

When you craft a personal tagline that is created from how you contribute that includes your needs and what you bring it’s easier to stay connected to what makes you special, as a person and professional, and with that, you can sell yourself without telling people and simply show up.

Who are you?

I spent many years trying to find an answer to that question. And while there are many methods for this including reinventing who you are, why not start with how you’re uniquely wired independently on growth, transformation, titles, career, etc. 

Allow your talents to guide you to what comes so easy for you that you don’t think about it.

For example, when you have Strategic® you bring creative anticipation, imagination and persistence and an ability to find the best route forward. One of your needs is to have the freedom to make mid-course corrections

Market these parts of you. Your specific talent lineup is unique, your top 5 in your exact order is 1 in close to 34 million! Just knowing that makes any internal monologue about not being enough silly.

Some talents are more common than others, like Strategic® which happens to be the #5 talent theme globally and in the US of the close to 22 million people that have taken the assessment so far. Yet, while many may share this specific theme, the talent themes surrounding your specific theme lineup make how you express it unique to you. 

In other words, how you serve your customers and who you are is not something that can be replicated, and even if you tried the experience of interacting with you vs. someone else would be different. When you add your skills, experience, and education, it makes the odds of finding someone just like you close to impossible. 

Stand out and show the world what you bring! 

So how do you do that? Start by looking at what you bring and what you need (you can find this in your reports and on your Gallup® dashboard) for each of your dominant talents. Your dominant talents are who you are 24/7 – which tends to range from your top 8-15 talents.

Narrow down the words until you have the top-level word for how you would describe how each theme is expressed in the world for you. You can create a word cloud and plug in all the words in your customized report (All34 or Strengths Insight Report) to get started and notice similar words that stand out throughout your lineup.

What you will start seeing is a theme or a vibe. Maybe sayings and phrases you’ve often expressed throughout life will start to make sense and take on a deeper meaning. What often happens is a deeper understanding of what your drivers are with anything in life. You realize that it’s not a coincidence even when how you express seems random.

When I created my own tagline I started seeing patterns quickly (my #1 is Strategic®). Prior to that I had also read the book, “Start with Why” by Simon Sinek and later the exercises in the book “How to find your why” by Sinek, Mead & Docker only to find that the end result of these exercises “finding your why and how” is spelled out in my strengths reports. When you know what your strengths bring and need you get how you do anything and with that also your why. The bigger scope of what you’re here to create and contribute.

Find your compass

From the theme/vibe you see emerging through the words you’ve narrowed down for each of your dominant talents you’ll be able to create a tagline that speaks to you. This is what you bring to anything you do on and off the clock. Let that serve as your main compass in life and with that stay true to you.

What I created for myself is “Connecting People to Possibilities,” and that includes my main BP10™ role of Conductor. For me to be my best I need to be with people that actually have a desire to change, evolve, grow. 

With that tagline alone I know what I bring and who I serve (my ideal client), what and who to say yes to and with that increase the likelihood of closing a sale, and more which I’ll talk about in later blog posts.

  1. List your top level words

  2. What does your talents & strengths each bring and need?

  3. What sayings, mottos, etc. have you spoken or lived by, that connects with these words?

  4. What are your Top 4 BP10™ talents

  5. What is your main BP10™ role (Conductor, Expert, Rainmaker)?

What is your personal tagline?

 Try it and let me know how it goes!

Learn how we can work together HERE.

10 Ideas to Get out of Overwhelm

10 Ideas to Get out of Overwhelm

When you’re stressing out it’s so easy to procrastinate and take action on everything but that one thing you need to. In other words, you sabotage yourself. When you’re not hitting your numbers and can’t seem to close the prospects on your list rather than listen to the mind chatter that beats you down take a break for a minute, an hour, a day, to regroup and shift your focus.
 

Before you take your break, take a moment and write down everything that’s on your mind. The to do’s, the questions, the worries, fears, write it all down until your mind silences. Trust that it’ll all be taken care of and allow yourself a timeout to do one of the suggestions below or one of your own choice.

 
Now, pick one activity that is listed below that pops for you:

1. Breathe

Find a space where you can be left alone for 2 minutes or more. Take at least 5 deep breaths from the top of your head to the tips of your toes. CLICK HERE to listen to a guided 2 minute breathe audio if you need help.

2. Go outside

Being in nature calm us down, especially when we live in big cities with lots of people. So, go to the closest park, forest, beach, lake and spend some time just taking in the beauty of nature; the flowers, trees, birds, wild animals, … listen to the sounds, take in the colors and surroundings… people watching can be fun too.

3. Move

Your body: go for a walk, go to the gym or work out at home, take your dog out, … there’s nothing like getting the sweat flowing and feel good endorphins flowing in your body.

4. Call a trusted friend

…or a co-worker… in this era of texting and emailing it’s easy to get isolated. You need a people fix now and then and connect in person with another human being. If all else fails, go to the nearest coffee shop and see who you can talk to.

5. Google

Look up funny videos that make you laugh. Humor is personal so use your imagination. Here’s a couple of classics that get me going:

Bob Newhart – Stop it

Terry Tate Office Linebacker

Now go find some that make you laugh.

6. Play music

There’s something for everyone. While you’re at it create a feel good play list that you add to over time. Pick songs that energize you, and if you have an instrument play it!

7. Get a massage

… or some type of bodywork like an energy session, there are many to choose from, try something new. Let your mind disconnect and your body relax.

8. Meditate

Google guided meditations online if you don’t already have a practice.

9. See a movie

Go to the movies and see something that inspires and appears to be fun to you right now. It can be a kick ass action movie, a comedy, whatever strikes your mood. There’s always Netflix and other streaming services – binge alert 

10. Read a book

… or listen to a podcast that inspires you.

Once you’re done, revisit that list you wrote down, take a piece of paper or open a document on your laptop/tablet and draw four columns.

Place each item into one of five columns.

TODAY

Pick the order that feels most fun.  

What is the item that pops when you look at your list?

Start there and pick one at the time.

This week

Sort in order of importance and once again, pick the one that you feel drawn to first.

Kick resistance out of the door by starting with the fun stuff.

1-3 months

Do you need to do this task or does it belong on a wish list for a rainy day? If so, add another document.

Delegate

Who would be happy to help and also great at what this task is? Who in your community stands out? There’s nothing like delegating to people that take joy in what they do, especially when it’s not something you’re good at or simply don’t have the time to do.

Disregard

Go through this list one by one and ask “

Next, look at the items you need to get done today and pick one of them that pops. Then the next.

 Try it and let me know how it goes!

Learn how we can work together HERE.

3 Simple Ways to Stand Out and Sell More

3 Simple Ways to Stand Out and Sell More

When you’re in sales you represent a company, brand, and product.

Depending on the size of your company, it’s easy to forget what you add to the equation.

Let’s face it, no matter what the size of the company is, in direct sales, at the end of the day it comes down to a person selling to another person.

So, how do you sell yourself when the competition is breathing down your neck? 

First of all, stand out by staying true to who you are as a person, know what you bring and add to their business and/or life, depending on your sales cycle.

1. Who are you?

Hint, your strengths are a quick way to find a language to express your hardwiring. Added to that are your skills, experience, interests, and more. Being yourself authentically is an attractive quality.

What do you offer as a person – salesperson – experience – knowledge? 

How can you improve your client’s business and even their lives because they were lucky enough to interact with you, ie how are you and your products helping them? What is the need that you’re helping them solve?

When you know what you bring, and have confidence in what you deliver others will too. 

2. Listen to…. [your people?]

To know what your prospects or existing clients are asking for, ask them open-ended questions,  and then shut up and listen while taking notes.

To build trust you need to listen and zap the word vomit pitch that will kill any sale or relationship. Focus on finding out what their problem is and then customize a response on how you and your products can help.

3. Review how you dress

When you present yourself in a way that brings out your best you feel great. You can dress stylish and professional and be comfortable. You can be stylish in a casual way too. Different industries have different dress codes and there’s still room for some personality.

Suits come in more colors than black and gray after all, and does the shirt really need to be in a crisp white? Pick fabrics and styles that make you feel and look awesome that match your personality, and compliment your skin tone, eyes, and hair color.

If you’re in the tech industry and wear jeans, your tee doesn’t need to be in monochromatic colors, it’s OK to add a pop of color. Pick some rad shoes or socks if nothing else.

So, what colors and fabrics make you feel like a rock star, successful, confident, happy, [fill in the blank with how you want to feel at work]?

The clothes you wear say a lot about you. Shoes too.

You don’t have to be into fashion unless that’s your thing. What do your clothes say about you? I’m not talking about a fashion image, I’m talking about what story you’re creating about yourself, does it align with who you are?

When you dress with intention, you add another layer to the sales conversation. People buy when they trust you (unless you have “THE” product that everyone just wants to get their hands on) but even there I’d say the sales experience comes down to the personal touch of the salesperson.

What impression do you want to project and leave behind?

When you dress in a way that complements who you are without apology, and I’m talking about the best version of you, the people you want to do business with, will be drawn to you, and the rest, will not. Saves a lot of time, doesn’t it?

This works in dating too, whether you’re in a relationship or not 🙂 Create your business with people that actually appreciate what you bring, and who you are.

Here are some resources for you:

  • To get help with colors and styles that work for you, and create your “After” CLICK HERE. Jennifer is someone I’ve worked with for over 15 years and I’m super grateful for everything I’ve learned from her. She’s a genius in selecting colors that bring out the best in you so that you can project who you are and dress in colors that match your personal intensity.
  • There are of course a number of other people around you that you can work with or simply ask for ideas from. Ask the people that dress in a way that you like where they shop or who they use.
  • Many men that I know use stylist services like Trunk Club (for men & women), StitchFix and Bombfell so that’s another option. They will follow different criteria like your budget, body shape and desired look.

Here’s a link to an article I found on Business Insider that might be of interest too “12 places to find affordable men’s workwear online.”

 

Try it and let me know how it goes!

Learn how we can work together HERE.