As a business owner, you are automatically in sales - regardless of what type of business you are in. Most of us think of sales as something that is uncomfortable and even icky. There are numerous derogatory jokes about the so-called "used-car salesman". We often get mad with sales people who ring our doorbells, we hang up on sales calls, and we even block ads on our internet browsers.
Because of this, the message is loud and clear. Sales people are bad. Sales people have sold their soul. But have they? Certainly, there are some good products and services out there, that people are selling which aren’t scams that are useful, and are things people need. You can probably think of a few things that you buy right now that you need and consider good purchases.
But, why did you buy them? Was it marketing? Did you like the company’s values? Did you like the quality of the product or service? Did you like the person who was recommending it? Did it solve a problem for you? What was different about products that you bought without giving it any thought or you later felt like you were scammed, compared to the products you thought were more than worth it?
What Makes a Product or Service Worth Buying
There is usually a difference you can nail that creates satisfaction or dissatisfaction, and it comes down to whether the product or service produced the results promised and how it was presented to you. When you look at what creates satisfaction, it’s easy to see that not only can you sell yourself without being smarmy, but you can also sell proudly. These factors will create satisfaction in your audience:
* Your product or service solves a problem for your audience
* Your product or service is valuable
* Your product or service is even better than advertised
* Your product or service represents your values
* Your product or service is something your audience needs and desires
When you look at it this way, it’s clear. If your product or service fulfills all these criteria, not only should you feel good about marketing it to others so that they want to buy it, but you also have a responsibility to do it. Why would you not sell it to someone when it can help them? Why would you feel bad about it when it’s filling a need?
When you analyze what it is that you purchased, it’s easy to realize that you don’t have to sell your soul to sell yourself. If you’re selling a high-quality product or service to a high-quality client, you owe it to them to let them know about it in an honest, up-front manner. It’s really all about the results living up to the expectation.
The best way to get more high-quality clients is to prove your results, and next time we’ll discuss how you can do that.
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Anna D. Banks, MAS, is a business coach, trainer, speaker and host of the Better Biz Better You Show (http//www.BetterBizBetterYouShow.net) podcast. Anna works mainly with women professionals and business owners who desire a bigger business and self-development. She facilitates workshops, seminars, training, and coaching to entrepreneurs, and owners of small and mid-sized business. In addition to her extensive training, business development and media experience, Anna is a John Maxwell Certified Coach and a Certified D.I.S.C. Behavioral Studies Trainer.
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