Why Bother Selling?

The million dollar question!  Can’t we just avoid it?  Service providers in the health and wellness fields especially, would rather do just about any thing else than talk about their offering and…gulp…ask someone to work with them.  I’ll bet you’re cringing already, just reading that!

The thing is, if you are not seeing the level of clients that you deserve to be seeing in your practice, by finding a way to comfortably speak about your offering and then ask someone to begin working with you, you will likely continue to struggle.  One of the key areas we work with clients on is just that, and it makes a tremendous difference to them and their practice.  Not only does their practice grow, but they learn how to have these conversations comfortably and confidently.

So to answer the question about why we need to have selling interactions we focus on two main areas:  What’s in it for you (and you’re business), and what’s in it for your clients.

To get some insight into why it’s important to promote your business, write down your answers to these questions.

Do you know what’s in it for you to gain new clients?

• What are all of the benefits to you, and to your business by increasing your client base?
• What is the average value of one client? (average of how many visits x cost per visit – per contract or annually)
• How many clients do you need to see to pay your bills?  Earn a living?
• What are any additional benefits you receive by working with new and existing clients?

Do you know what benefits your clients receive from working with you?

• From your point of view, what benefits do your clients receive from working with you?
• What have your clients told you they value most about working with you?
• From a client’s point of view, what are any additional reasons why they should work with you?

The perspective generally held about selling, is that it’s “taking” something from someone.  By looking at selling as a way to “give” to yourself, your business and to your clients, it shifts the focus from greed to generosity.

In closing, think of a time when you purchased something of great personal value to you.  It may have been a service or product that improved the quality of your life.  How did you find out about it?  What was the process from when you first heard of it to when you purchased it?  What did you like about the process?  What would you change if you were leading the process?  Think about how your life may have been more difficult or complicated without it, and how grateful you are to have it.

Your offering is solving a problem or improving the life of someone who uses your services or products.  Sharing your gifts with the world is a form of honouring what you’ve been given.  Share your blessings!

Check back soon!  Next time we’ll further define, “What is selling?”