Are You Struggling To Convert Prospects to Paying Clients?Mar 28, 2022
If you’d asked me my feelings about sales conversations when I first started my interior design business, I would have cringed.
I loved talking to people about their project and hearing about the transformation they wanted to bring about.
And I was able to 'feel their space' and come up with creative ideas, which - along with all my years of project management experience - meant I knew I could help them.
But I couldn’t connect the two.
I’d have countless meetings and “conversations” and guess what happened?
I’d hardly ever convert prospects into clients. I'd run multi-million pound projects from London's City Hall, but I couldn't convince someone to let me design their £20k bathroom.
I was frustrated and felt like a failure. Because let’s face it: it doesn’t matter how good you are, and it doesn’t matter how many enquiries you get; if you don’t know how to turn those leads into paying clients, you don’t have a business…
I knew it was something I needed to crack and so I set off to learn all I could about sales psychology, and overcome the limiting beliefs I had about myself and my worth.
And with that knowledge I could suddenly see clearly where I was going wrong:
🤦🏼♀️ I dominated the conversation and made it about me - not from a place of arrogance at all but from a deep place of insecurity.
🤦🏼♀️ Instead of allowing them to explain why they needed ME, I was constantly trying to prove my credibility and worthiness.
🤦🏼♀️ I was so keen to tell clients all about my services I wasn't listening to what they were telling me about what they most wanted (at a deeper level than simply what colour the kitchen should be painted), so I couldn’t articulate how my services would create the beautiful transformation they desired.
🤦🏼♀️ I approached every sales conversation with the thought of "please let them like me" rather than an objective assessment of whether we were a good fit for each other. And let's be honest - no one buys desperation.
Mastering sales and creating value-based proposals is what allowed me to scale my business and is now at the heart of what I work on with my clients:
If you know you need support to sell with confidence then check out the links below...
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