Most solo practitioners, (naturopaths, doctors, chiropractors, fitness trainers) all have the same problems. They love to practice their craft, but rarely have time to focus on what it takes to grow their practice.
Check out the full-length video on this topic here: https://youtu.be/cH4mIOda-bM
I learned long ago, especially when I almost went broke the first time, that sales were the MOST IMPORTANT skill any business owner and the solo practitioner had to have.
It’s not something that comes naturally to empathetic people or introverts.
Sales is a skill that can be learned.
I learned the importance of creating a process around sales and it has served me very well in every business venture I have been involved in. Plus I’ve been able to teach it to hundreds of others.
Tip number one is “Shut Your Mouth”.
I know it’s a little harsh. It’s true.
Many solo practitioners have this need to be the smartest person in the room and to show how smart they are by giving all sorts of data, stats, and science stuff. This is to show how smart they are (I’ve done it too). The problem is that no one cares. They want to know that YOU CARE about them. That you UNDERSTAND their problem. And most importantly THEY can get the result they want.
When you go too far down the path of HOW your program works, You WILL lose the prospect. They just need to know it WORKS. And more importantly, they have to understand WHY you care about them and the results they will get.
To combat talking too much and overwhelming your prospect. Keep a clipboard with your questions on it and put a reminder on there to use your EARS more than your mouth.
Tip number two is “Physical Positioning”.
How you position yourself during your sales consultation sends subtle but important information to your prospect, and this is true whether you’re on a video call or during an in-person meeting.
Never have a desk or anything between you and your prospect. This sends the message that you are on opposite sides and potentially battling against each other. Rather have a barrier-free area where you can be on the “same side” of the table. Round tables work great for this if you need to have a table to put things on.
Otherwise, two chairs angled at 45 degrees from each other will work well. You don’t want them right in front of each other, that will create more of a “face-off” connotation.
You also want the prospect to sit in the seat to your left, this will put you in the power position and enable you to lead the meeting.
The last tip is very subtle but makes a huge difference.
Tip number three “Visual Priming and Framing”
No, this is not about painting and building a house. Priming is the concept of “pre-programming” prospects for success through subtle clues.
Before my prospects would arrive at me I always make sure they were sent a few articles and most importantly … testimonials of happy clients. This way they knew me more before we ever spoke plus they could see we delivered results.
When they would arrive at my office, I always had a three-ring binder full of before and after testimonials. In fact, I was at a doctors office… ok it was a plastic surgeon’s office 🙂 and he had a book full of cards and letters he had received from happy patients. Talk about AWESOME priming. I was just there for Botox… really!
I also wanted to control what my prospects saw when we were in the consultation. The wall which they are looking at should have tons of testimonials, your credentials, and other great pictures to show off what a great practice you have AND that you get RESULTS. A blank wall sends a bad message.
When you are doing a video call, make sure the wall behind you has social proof and testimonials. While the prospect won’t be able to read them, it will send the message that you know what you’re talking about.
Three ways you can increase your sales conversions without resorting to closing tricks. Put these into your sales tool kit and stack this along with other techniques and before you know it you’ll be a sales ninja!
Download my pdf on the 3 Keys to Doubling Your Sales
Much of my content comes from my Impact Sales Academy and Intensive programs, if you’d like to have a conversation to see if they would be a good fit for you, simply request an impact call here: www.TomJackobs.com/Impact
