Even been in a situation where you are sharing what you do and how much it costs with a potential client and you feel so in-congruent and inauthentic? If so, you may be struggling with selling. For those of us who are healers and helpers we are often VERY uncomfortable with sales conversations. We love what we do, but feel it is inauthentic to talk about fees. Many of us have chosen this profession to help others, yet at times we have sacrificed our own financial well being because of our discomfort with having sales conversations.
There is a solution and it is more simple than you think, it’s called Heart Selling. Heart Selling is about deeply understating your potential clients problem by asking questions, active listening, and shifting your beliefs around selling so you can help many more people with your services. Ironically, it is very similar to what we do as therapists, but there is a specific system you need to follow and it’s something you need to be prepared with prior to talking with clients.
Here’s some Heart Selling steps you can take to authentically enroll your clients:
1. Shift your thinking about sales-
Sell is not a four letter word- really it’s not a bad thing at all. If you have apprehension about sales then you must start to shift your beliefs to attract more clients and be of greater service. Here’s an exercises that can help. Split a piece of paper and write down all the negative beliefs you have about sales in the left column and in the right column write down all the positive beliefs. When you start to think negatively about selling shift to the positive side (I’m able to help more people, I can share my gift, I offer a solution to their problems, etc). Keep this list handy so you can make the shifts prior to a sales conversation.
2. Are your marketing materials working-
Your marketing should be working for you so that you are attracting your ideal high paying clients to you (pull marketing) and you are pushing away those clients that are not ideal. This process allows your clients to self-select who is right for your services, which means you’ll get highly motivated clients who get outstanding results.
3. You’ve gotta have a system-
Systems work. So when you create a congruent Heart Selling template all you have to do is follow the check list and you’ll exactly what to say and do to ensure that you’ll authentically close the sale.
4. What’s your client’s biggest problem-
You must understand their problem and how it impacts their lives so you may offer a solution. When people are fearful of sales it’s because they are focusing their thoughts on their own experience, not on their potential client’s feelings and concerns. Heart Selling is about having an honest conversation to deeply understand and connect with your client and guide them on what choices they have working with you.
Want to know more about Heart Selling? It’s one of the topics we cover in the Fill My Practice Now System. Ready to take action to get more quality clients? Click Here!
