Let’s face it. Most of us don’t like to sell. In fact, hate might be a little too strong, but it makes most of us uncomfortable. Sometimes we don’t know what to do.  Sometimes we fear failure.

What do you do to ensure your success?

The good news for all of you introverts is that my last post on digital marketing will come to your rescue. It’s why I look at three basic activities – connecting, marketing and selling as the components on how to grow a small business, or any business for that matter.

At the end of the day, we are always selling something. I met this morning with a client who has 4 children.  I promise you he is selling every day!

So, what’s the good news?

The good news is that if you are connecting and engaging in digital marketing, you are building your personal brand. If your content is good you will move through the process I learned in a Shift/Co training session.

Friend  > Follower > Fan > Fanatic

I’m assuming that you understand the reason we are connecting, and marketing is to build followers that we can develop into Fanatics!

The sales process is critical, but looking at these 5 activities will help.

  1. Warm Intros – set up at least one net new meeting every week.
  2. Meetings – set up a meeting at your existing clients.
  3. Discovery – learn how to have effective discovery sessions.
  4. Proposal – learn how to deliver a pre-proposal before you send a statement of work.
  5. Meeting Power – it is still important to figure out where the power is in a company.

A couple of additional details:

*First, the people in your network want to help you, but you have to ask. Figure out what company you want to call into and look to your relationships and your network. Network to get a warm introduction.  

*Second, setting meetings is a habit. Existing clients are friendly territory and if you are doing a good job, you can ask them for introductions. In every meeting you should be asking “what else are you trying to accomplish at company X?”

*Third, a discovery meeting is much more than looking for requirements. It is taking the time to map the organization, understand the power and budget constraints, and develop a coach who will help you.. 

*Fourth, a pre-proposal as an interim step will ensure that you are aligned with the client prior to creating a statement of work.

*Finally, meeting “power” does not mean you have to do an end run and get to the CEO or CFO, but it does mean that you have to meet with power. People who have power set the budget and make the decisions on how to prioritize projects.

I hope those 5 selling activities help you. BUT…I also want to hear what you do!


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