How often do you get offended? How do you feel when someone turns away when they hear your prices? Or how about when someone is always asking for a discount? Have you ever said or thought “read my website”? Business has been booming and we have learned to become pickier… however as they have many times before they will again. Things are changing. Business will slow down and we need to know exactly how to keep jumping.
Biggest Takeaways
Stop being offended by people turning away at your services, or prices, have confidence in your business. Educate them about your business and learn how you can work with new clients and prospects as the market changes.
Stop Being Offended, Be Educated
The market is changing and so it is time we learn what we need to do to keep jumping. Stop being offended, set it aside, and educate yourself and your clients. If they hesitate at your prices talk to them and connect with them about how your services are worth it. When someone reaches out it is because they have a problem that needs to be solved. This is an opportunity to help them and teach them why you are the right one to solve their problem.
How Do You Have Confidence?
How do you sell? Do you direct them to exactly what they need? How about talk about them and connect about the problem? Do you ask them how you can follow up with them? Or tell them you will follow up and when? Look at how you have confidence and show you are confident in your business and your services.
Show Highlights
- This is an opportunity to educate not be offended [6:55]
- Do you have confidence? [10:40]
- What is your follow-up process? [16:53}
Want Some Free Sales Training?
I did a 3 part training series with a 20-year veteran sales master and provided you with some training experience that is out of this world! If you enjoyed this podcast and want to continue your sales training, check out this three-part series with Aaron Miller.
- 1st Part: Episode #263: One Secret To Winning Almost Every Sale
- 2nd Part: Episode #264: The Trick To Be Confident In Closing Sales
- 3rd Part: Episode #265: How To Leverage Your Competition For More Sales
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Transcript:
This is episode 270 of Bella in Your Business. Hi there, I’m Bella Vasta from Jump Consulting. You might know me from CBS, NBC, Fox, Huffington Post, Entrepreneur, or maybe you’ve seen me speak on stage or read my book, The Four Dogs That Every Business Owner Needs. In any case, get ready because you’re about to get your hashtag Bella Butt Kickin’ in this next episode of Bella in Your Business.
So what do you say? Let’s get ready and jump. Welcome to another episode of Bella in Your Business. It is December—jingle bells, jingle bells! I am so excited. Anyways, you did not come here to hear me sing. Welcome to the show today. I’ve been on a kick on sales lately. Last week’s episode was fire. I got so many messages from you guys and I just really appreciate it because every time I come to you in my office by myself with my microphone, I always say, let me know what you think.
And Cathy Perez, girl, you rock. She actually created an entire graphic, because we talked about her last time, and posted it on her Instagram to show everyone that she was featured. That was really cool, Cathy. I love it. And Becky also reached out—she loved being mentioned. So I hear you guys. I see you. But when greatness is happening, I am definitely going to shout you from the rooftops, because I just feel like a proud mama bear. And as a mother, I can absolutely say that.
So today, in the same light of being a mother bear here, I really want to talk about something that I’ve seen happen online in the almost 20 years that I’ve been doing this—and that is people being offended. I need you to stop getting so offended because I’m sick and tired of it, and it’s not helping you, which is why I get really mama bear mode about this. You getting offended does nothing. It doesn’t help you. It doesn’t help you at all. In fact, it gets you in a negative mindset. It gets you in a losing mindset. It gets you in a weak, low-energy, low-vibe space. It’s just terrible. Don’t get offended.
What am I talking about? What are you getting offended by? Well, I’m talking to the people that say or think things like the following: “Well, they should just read my website. It’s on my website.” Or they say things like, “Well, they know my prices. It’s written on my website.” Or, “They’re either going to take it or leave it. I’m expensive, so if they don’t want it, fine.” Or, “They said my prices are too expensive.” Or, “Other people are undercutting me and all of these app sitters—they’re just so cheap.” Or, “Oh my God, there’s a girl down the street who put up flyers on the mailbox and she’s 12 and she’s like so cheap and people just don’t understand that’s not a good pet sitter.” Or, “They’re always asking for a discount. No matter how cheap I am or what I do, they always ask for a discount.” Or, “I can’t believe people think that’s too expensive. They have no idea everything that I pay.”
Guys, we gotta stop getting offended. I see it happening, and whether you want to publicly admit it or not, I know that you’re getting offended. I read it online and I talk to you guys in my intensives, and I hear you get down on yourself and take it personally—and you can’t take it personally. I told you that I’m going to be dedicating the next few weeks to really talking about sales because I feel strongly about it. I see that your sales are actually going to probably start—I’m not going to say drop off—but they’re going to slow down.
They’re not going to be as gangbusters as they were. Just with the state of the world and the things that are happening, it’s not going to be as easy or as flowing as it used to be. And so there are going to be things that you need to start doing that you might not have been doing this past year. I don’t want you to miss out on opportunities—opportunities to educate people via your website, emails, or graphics on social media.
And the thing is, like I said, I’m dedicating the next few weeks—maybe months—to the sales topic. But sales isn’t salesy. Sales isn’t pushy. Sales isn’t sleazy. It’s none of those things. People want you to be confident about what you’re doing. They want you to solve their problems. And there’s a difference between that and being an order taker—saying, “You want three 30-minute walks a week? Okay, that’ll be $75 please.”
Who are you doing it for? What is the parent doing that you have to do it, that they can’t walk their own dog? What is their dog’s situation? What does that parent believe about their dog and why they need these walks? Why now have they called you? What is their budget? What other kinds of services does their dog have or get? These are all the kinds of things that we need to start learning. When we do, it makes the whole conversation completely change.
“The whole ‘they should read my website’”—well, they probably did, because statistics show that consumers actually investigate a company or product 60 to 70% of their buying decision before they even call you. So yeah, they probably did see your website, but they’re not assuming anything. They wanted to hear it from your mouth. They didn’t know if they could trust that. They wanted reassurance. They wanted confidence.
Do you have confidence when you’re talking to people? Do you believe that you are their absolute best and only solution to their problem? Are you even talking about solutions to their problems? When you say things like, “Well, they know my price”—well, yeah, they might know your price, like a menu that you get with a list of things, but they don’t know the value. They have no idea what your value is because they’ve had no chance to actually have an interaction with you or talk to you.
And 80% of the websites out there are only selling the actual industry. I could copy and paste many websites and put them on someone else’s, and no one would have any idea because they’re not personal. So I want you to really think about—are you getting offended and locking down? Are you getting offended so much that you don’t even like to answer the phone? Are you getting offended or afraid of rejection, so you just say, “I’ll tell them my price,” and whoever speaks first loses?
These people who are reaching out to you—whether it’s in DM, email, phone, or text—they’re looking to be understood. They want to know that you intrinsically understand them, their pets, and their problem. And that you are the person that’s going to be on their side to help them through it. They are looking to follow the confidence in you.
That’s where some things like Aaron Michael Miller said a couple of sessions ago—he talked about an assumptive close, how you just assume the sale. “Okay, so this is what we’re going to do. I know you’re going away on this trip and you’re gone Monday through Thursday. I know you leave Monday morning and you’re back Thursday afternoon. As I’m sure you’d agree, Fido needs to be fed twice a day, so we definitely need to come twice a day. What I’m unclear on is if you’d like us to come two or three times a day or one or two more times in the middle of the day. Do you think Fido would like it every three or four hours?”
That could also work for dog walking: “Okay, so I understand Fido really does need to lose a little bit of weight and he was just diagnosed as overweight and you want him around for a long time. We have room on our schedule around 12:30 Monday through Friday. How about we start that off and check back in with you in about two weeks? Sound good?”
Nowhere did I say, “Our walks are $30 a walk, that’s $150 a week.” I didn’t talk about the price. Some people might just be seeing if you want their business.
Here’s another thing to wrap your head around—those people that say, “Okay, I’ll let you know.” The words “I’ll let you know” (or LMK) are like nails in your coffin. “Oh, just let me know.” You might think you’re being nice and not pushy, but there are better ways to sound powerful and confident in your services. Because if you don’t believe that you have the best services and come off that way—if you don’t show that you are the best solution—then you lose.
If they disengage and don’t come back, and you don’t follow up, you lose. Some people, like me, sometimes just aren’t sure if they want to spend money with you because they’re not sure if you really want their business. And when I’m spending money on something expensive, I want you to make me feel good about it. I want you to come back to me.
If you say, “I’ll let you think about it, but I’ll follow up with you on Wednesday,” guess what? In my head, I’m thinking Wednesday. And if by Thursday you haven’t called, I can’t trust your company. But if you do call and you’re just as excited and friendly, then I’m probably going to say yes to you because you showed me confidently that you want my business and that you believe in your services.
So—what’s your follow-up process? How do you follow up on prospects or leads? How many sales have you left on the table? If you haven’t gotten a no, there’s still a chance. You need systems to follow up. And in those conversations, which build trust, ask: “What’s the best way for me to follow up with you?”
I just got off an intensive call with a girl who doesn’t have her phone number on her Google listing or website. She’s savage. I adore her. She’s hiking the Appalachian Trail with her dad for six months, and we’re getting her business ready to run without her. I told her she needs a business phone line back up because she’s missing out on leads.
So—figure out how people want to be communicated with. That also builds trust. Don’t get offended because you’re assuming too much. Don’t be too scripted either; people can see through that. But guys, you gotta stop being offended. You can’t be offended.
This market is so different right now. People want to have confidence where they’re spending money, especially in the first quarter next year. People are going to start getting scared in the markets—it’s already starting. You need to be confidently asking for business. That’s the premise of all this: stop being offended.
They don’t know you enough to offend you. Put that aside and confidently ask for the business. You guys, I’m going to stop this podcast right now. It’s only 15 minutes, but I’ve said everything I needed to say about not being offended. Think outside the box. Think about how you can sell your services confidently—how you can get somebody else excited and realize that you are the only solution to their problem. Don’t be offended. Be educated. Be confident. You got this.
If you’re a jumper, let’s continue the conversation inside the mastermind. I cannot wait to see you in there. And if you’re not a jumper in the mastermind, go on over to jumpconsulting.net/mastermind. You’ll have two options: month-to-month at $147 with no contract, or annual at $1,164 (saving $50 a month). You get access to an accountability partner, HR representative, monthly themes, three years of HR Q&A, guides, goal setting, coaching with me, and roundups.
Today’s roundup was fire—20 people joined, and the beehive mindset in there is like nothing else in the industry. Mastermind members, what’s up? Thanks for being amazing.
You guys, thanks for listening to another episode of Bella in Your Business. This is Bella signing off. I think we’ll have one more episode before the holidays, and then I’m taking a two-week break. I hope that’s all right—and I hope you give yourself permission to do it too. I’m headed to Colorado Springs for New Year’s Eve. Never been there before—looking forward to the mountains and the cold!
I hope you’re having a wonderful day. And remember, when life gets you down, always keep jumping.
So what did you think? Did you love this episode? I sure hope you did because I put a lot of love into this for you. The best way you can show me that is by going to iTunes, Stitcher, Google Play, or wherever you listen to your podcast and leave a review. I just might read it on the next episode. I also want to remind you that when life gets you down, remember to always keep jumping. Thanks for listening.