Remember your school days when you got your report card from the teachers and had…
Improve Your Sales With One Little Picture
Sales. We need them for our businesses to succeed. But, they’re not always our favourite thing.
Do you hate ‘selling yourself’? Maybe when you try to explain to people how you can help them, their eyes glaze over because it’s kind of hard to explain exactly what you do. Or, perhaps potential clients are just not convinced that you actually know what you’re talking about.
These are common problems for many coaches and thought leaders:
- You hate selling yourself.
- People don’t understand ‘how’ you help.
- People don’t quite believe that you offer a ‘real’ solution.
In this article, I’m going to share with you the one thing you need to get past these problems and sell with confidence.
Not those sorts of models! I mean models that visually represent information. That kind of model. Get your mind out of the gutter. Unlike say, a physical product that a buyer can pick up and at least know is ‘real’, selling your services or your expertise can feel a little less tangible. That’s where your Educate model comes in handy.
An Educate model shows your prospect exactly how you take them from point A to point B. It’s a model that is often linear (although, not always).
What does an Educate model look like?
Whenever I have a conversation with someone who is interested in working with me, inevitably, they want to know how I extract the mess of information in their head, the decades of experience and chunk it down into a visual model.
Instead of asking them to just trust that I know what I’m doing, I have a simple visual model that walks them briefly through my steps:
With this in hand, it shifts the conversation from selling myself and my abilities to selling my proven system (with me as the facilitator, of course). While I can’t hand them a physical product to look at, shake and squeeze as they ponder buying, I can show them this. Which is the next best thing!
The 3 key benefits of having your Educate model.
We are incredibly visual animals. It’s much easier for us to absorb information in picture form than words. So knowing this, the 3 key benefits of having your Educate model are:
1. Visual = real.
Your prospective clients can shift from just trusting that you know what you’re doing, to knowing that you have a real, tangible process that you’re going to take them through. Your Educate model is so powerful as it gives your clients structure and certainty every step of the way.
2. Visual = clarity.
It can be hard for a client to fully understand the journey ahead of them. And if they’re going to invest a significant amount of money with you as their coach, not knowing what the journey looks like can scare them away from buying. By showing them your Educate model, they can feel empowered and informed about the decision that they’re making.
3. Selling the system, not yourself.
When you’re in conversation with a potential client, it can feel like all the pressure is on you to sell yourself. But, when you can show them your Educate model, suddenly you’re talking about a ‘system’, a ‘thing’ rather than yourself. This alleviates the pressure on you and can make you feel more confident.
As can be seen above, having your own educate model can alleviate a lot of the problems that coaches and thought leaders have with selling their services to prospective clients.
I’m curious, do you already have an Educate model? Has this post inspired you to create one for yourself? I’d love to know! Let’s chat in the comments section.
“The opinions expressed by Smallville Contributors are their own, not those of www.smallville.com.au"
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