We’ve been working with professionals for years and most of them don’t ‘sell’. They don’t like it or they won’t do it, especially now in these highly sensitive COVID times.
If this sounds like you, it’s time to find peace with how you go about bringing in new business.
While you may not like to sell, it’s likely you genuinely enjoy helping your clients by problem solving, advising and guiding, achieving outcomes, innovating and initiating.
Implementing thoughtful client communication that follows more empathetic themes, will not only convey your depth of knowledge and understanding, your sales approach will be implied. You’ll feel more comfortable too, and it will resonate with your prospective clients.
Bringing in new clients is fundamental to being in business, so here are FIVE tips you might like to try:
Tip 1: Help rather than sell
Tip 2: Explain rather than advertise
Tip 3: Communicate in a ‘voice’ that reflects your character and that resonates with prospective clients
Tip 4: Demonstrate your skills and experience, and your implied sales message will be received and appreciated
Tip 5: Share relevant and meaningful information through social media and email marketing to connect with those who are most likely to do business with you.
Times have changed.
Clients are worried and in need of reassurance. Gaining trust has never been more important.
For established professionals, you can no longer expect new clients to simply show up as perhaps they may have in the past.
To keep business coming in, all business owners and professionals need to ‘sell’ their services and for many that simply goes against the grain.
But what if you change the vernacular?
What if, rather than selling, you proactively promote how you help prospective clients to achieve outcomes or overcome problems or implement solutions or innovate change?
Rather than advertise and sell services, communicate and share information that can help those most likely to buy from you. Genuinely help them to better understand what they need, and how your skills and experience can help them achieve it.
Of course, the key to effective communication is to use the right ‘voice’ and there are two good reasons for it.
The first is to use a voice that reflects you and your character. The second is to ensure that voice also resonates with your prospective clients.
In our experience, prospective clients are savvy.
Those who value the ‘implied’ nature of a sales pitch that comes from sharing knowledge and demonstrating skills, will quickly see-through any overly persuasive sales pitch or obvious call to action.
For professionals and business owners, growing your business through effective communication is possible when you take a strategic implied sales approach. Not only will you create genuine engagement with prospective clients, you’ll feel better too.
Implied sales communication considers your character and your ideal clients’ profile. It avoids the overtly salesy or insincere approach that makes many professionals feel so uncomfortable.
If you’d like to know more about our approach to marketing communication for professionals and business owners, please explore our website. Then if it would be helpful to talk through how our Do-Able Marketing model can help you to stand out from the crowd and attract the more lucrative clients who not only grow your business but are professionally satisfying to work with, please give us a call.
At Bold! we help professionals and business owners to use marketing to grow and be successful. We offer a Do-It-For-Me Marketing framework that takes the heavy lifting out of marketing communication that includes email marketing, social media, copywriting, graphic design, website design and website management.
To learn more please:
Contact Wendy Bold – wendy@boldcorp.com.au
Download our brochure: Marketing Communication Overview
