My company, Chic-CEO.com, is an online resource for over 100,000 female entrepreneurs. As a startup, we had to get scrappy in order to hit our goals and make an impact. When we started asking for the impossible and getting the green light, I knew we had stumbled on something magical - something I call 'Unreasonable Requests.' I write about female entrepreneurship and how to brand yourself. I live in beautiful Ozark country with my husband and two brilliant children.
Go through your sales pitch, website copy and marketing materials to see if you are indeed selling the plane. If so, it’s time for a revision. "It’s common practice to focus on features and benefits when selling. But that can quickly turn into white noise in your clients mind as it’s likely they’ve thought these things through and it doesn’t always strike a personal chord.
Opportunity cost is a real thing, so make sure you’re talking about how much it will cost if they don’t do business with you."When your offer is truly irresistible, it will invite pursuit instead of putting you in pursuit mode. And let’s face it, pursuit mode is not a powerful position for any of us. So how do you invite pursuit? One strategy is to make sure that you always include a limiter when you make your offer.
If you focus on the outcome, help them see the cost of not accepting the offer and then add a time limiter that designates a specified amount of time they have to accept the offer and receive special pricing, extra service or some kind of value added bonus that they’re really hungry for, it allows you to stay in service while they sort out their go-forward plan.
"The key to using limiters without seeming pushy or salesy is that you always want to justify why you have that limiter with an authentic reason. For example, 'If you’re ready to move forward today I can offer you a fast action scholarship of 20%. I always like to acknowledge my most decisive clients that way.
You simply can’t have a business without sales, but selling doesn’t have to feel slimy. With these tips, you can feel authentic and genuine in selling your products and services. Go sell!
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