In this episode, we talk about crafting better promotional content for your website and having the confidence to create sales conversations with your customers.
During our conversation, we ask Victoria to share her advice and suggestions on:
Why everyone is selling every single day, because we’ve all got something to promote.
Why you need to understand that you’re selling your experience and achievements, not yourself, and it’s nothing to get upset about
Why people aren’t really buying your offering, they’re buying a result or an outcome
The three-pronged approach to selling:
How you feel about yourself, how to match your offer to the outcome with a package, and how to present your pricing
Why giving options increases your chance of winning work and showcases what else you can do
Why you should have prices on your website if you sell products, but not if you sell services
Why using proposals means you’re getting a yes/no, closed response when you really need to keep the conversation going
How using a discussion document instead gives you the chance to:
Speak to the potential client again, show you’ve understood their needs, give options and highlight objectives
Why saying you don’t deliver off the shelf products supports your price, your expertise and position in the market
Success with networking comes from having two-way conversations, being human and asking questions
Make time in your diary to speak to people consuming your content to get to know them and find out how you can help them
Why you should give more valuable content and do less selling to use webinars effectively for your business
When it comes to pricing, you can always come down, but going up is hard
Be prepared to lower your price but remove things from your package to reflect that
Key resources mentioned by Victoria Fleming in this episode
Learn about value pricing and creating packages: Alan Weiss, Million Dollar Consulting Book
Another Book: Paul McGee’s S.U.M.O. (Shut Up, Move On) to help you get over yourself, which is vital for sales
An exercise to help you become more confident with pricing: Repeat to yourself in the mirror how much your products or services cost until you’re comfortable saying what you charge.