Survival through sales
“I’ve never worked a day in my life without selling. If I believe in something, I sell it, and sell it hard.”
Selling is an aspect of everyday life and it is not just reserved for the car sales man. Every business no matter how big or small depends on new and repeat sales in order to generate the revenue it needs to survive and more so thrive.
If you are a Charity or Community Interest Organisation, this survival is even more important as you need your sales/funding to continue effecting positive change in your field of work, to justify any funding and to show acceptance of your work by your audience.
In order to sell effectively you need to be clear about the following:
Since each sale equals money in your pocket, not asking what you want in your sales conversations means that you are taking a gamble on getting the sale and that crucial the revenue. You are in effect leaving money on the table for someone else to pick up, which could be yours.
Most of us are quick to find reasons why we can’t ask for that crucial sale even when part of our offering is free or subsidized through funding. It seems easy to just offer the free things and not mention the rest but the truth is:
“There is no value in free”
When people have a vested interest in something they tend to take it much more seriously. The phrase “you can’t give it away” is often said because the offering is seen as “too good to be true” so there can’t be any value in it.
In order to get your potential clients to purchase from you, you need to be able to present to them the value of what you are selling, make it relevant to their needs and ask for the sale. The value is not the price that you are selling your service at, the value is the perceived value or worth of what they are getting. These are two very different things. So spend some time working out what the value is of what you offer so that you can clearly demonstrate this to your customer.
I know that selling can seem a little scary especially based on the negative image that it has been given over the years. However, you need to get comfortable with sales and with the value of what you offer in order to really grow your business and make the difference in your life and the lives of your customers/audience.
Give it a go.
“Everyone lives by selling something.” Robert Louis Stevenson
Contact me today if you want explore your value and the value in what you do.