Sales. As small business owners, the word ‘sales’ can send a pang of dread through us. “Oh, we have to actually sell something now??” “I thought the money would just come flowing in?” Umm, no it doesn’t quite work like that, unfortunately. Let me share with you what I’ve learned by working by a Sales Coach.
Over a year ago I started working with Lyn Pornaro, of Three A’s Business Coaching, aka Sales Signora. I had hit a spot where no more work was coming in and I had exhausted all areas of bringing more in. Well, that was what I thought anyway! I was completely wrong. I hadn’t even begun. Here’s how the conversation went roughly..
Lyn: How many people do you have in your pipeline?
Ruby: Pipeline?
Lyn: How many people are you currently in conversation with about them working with you?
Ruby: Umm, about 2 or 3 (Ccue wincing face as I said it, knowing I was going to be in trouble!)
Lyn: Ok, well that’s where your problem is then. You need to have a constant stream of people that you’re talking to. This is key to you building your business.
(In Ruby’s head – “She’s going to tell me to start cold calling which I am NOT going to do!”)
Lyn: How many connections do you have?
Ruby: Loads
Lyn: Ok, let’s work through the specifics – On LinkedIn, Facebook, Twitter, previous clients, current clients, colleagues?
Ruby: Phew – LOADS! I don’t actually talk to all of them though even though we are connected! Well, LinkedIn particularly as I don’t spend much time over there. (I know – you’re groaning for me right now, aren’t you!)
We spent a bit of time exploring the numbers and then…
Lyn: I’ve got a challenge for you.
(Enter cold calling brain again – My brain is screaming, “She’s going to get me to cold call, anything but cold calling, please anything but cold calling.”)
Lyn: Each day I want you to ‘talk’ to 5 people on LinkedIn.
(Oh, I could do that! I like talking to people, that’s fun! Oh no, not the dreaded LinkedIn though – for those that know me you’ll know it’s not my favourite place – I don’t know why – I just find it well…bland!)
Ruby: Hmm, ok I accept, what do I say though? (I can’t help myself – I do like to take on a challenge!)
Lyn: We’ll work on some wording together that you can use for those that ask to connect with you who you might not have met and those that are already contacts. OK?
Ruby: Yes, sounds fab. I think I can cope with 5 a day.
And that’s where the story begins. I now contact 5 people every day. Oh, ok, well most days, and it’s worked a treat.
Here’s what I’ve learnt;
- Selling is about building relationships – take the word ‘selling’ out of the equation. You are building relationships with people. Some will work with you, some won’t and that’s totally OK because it’s not about selling to them, it’s about connection (which just happens to be one of my top values so that one was a win: win)
- Selling is about being consistent – I never was going to be one that throws sales in people’s faces and if I had to call 100 people a day on the phone I would give up my business right now, that’s not what I’ve signed up to. Doing a small amount to grow your business each day makes a huge difference and it feels easy and simple. Isn’t that how we all want our businesses to be?
- Selling is about being brave with knowing that what you offer is what people need, feeling confident that you can help people with your products/services. Then you are just having conversations about how to help, instead of trying to push people to buy from you.
What do you tell yourself about selling – that it’s sleazy, you can’t/won’t do it. Incoming sales are vital to your business – I promise it doesn’t have to be cringeworthy.
Fancy a challenge? I challenge you with the same task – contact 5 people each working day.
Let me know in the comments below if you’re willing to take me up on it and also share what you’re doing consistently to bring clients into your business now.
If you liked this post then you’ll love my weekly newsletter. Sign up and grab a copy of my freebie mini eBook, 7 Things They Didn’t Tell You At Coaching School (you could be losing money & clients as a result).
About Ruby
Love this Ruby! I try to add 3 to 5 people per day to my pipeline. Doesn’t always work but I do my best!! I do struggle with what to say to people when I first connect though but I’m getting better with practice
It definitely helps to work through what to say. It depends on whether I’ve spoken to someone before or not, each conversation is different. I just started out on LinkedIn by saying that I was getting in touch as we were connected, however I hadn’t been in touch which is kind of the whole point in being connected! I told them a little bit about me and what I was doing and then asked them to tell me about them. Some would reply which is fab, some wouldn’t which is fine. It started some great conversations and continues them too
Hope that helps to give you a starting point Emma 
Ruby recently posted…3 Things I’ve Learned By Working With A Sales Coach
Great post and Lyn is amazing lady. I have oodles of projects on the go so if you were ever thinking of running this as a challenge July would be great ☺☺
Thanks Karen
It’s going to be part of my Biz Rocks Challenge Club that’s coming soon 
Ruby recently posted…Rock Your Fabulous Biz Podcast Show
Great post Ruby! I really liked how you said it is all about building relationships. I have not been using Linkedin much myself. This blog post has given me inspiration to start using it more to keep building relationship for myself and my business. Thanks!
Patti recently posted…Keeping love ALIVE
That’s great that the post has inspired you to give it a go Patti, come back and let me know how you get on
Ruby recently posted…Rock Your Fabulous Biz Podcast Show
Hi Ruby,
It’s funny, many people to not like sales (I’m guessing the whole idea of having to sell to people) but the thing is your business cannot service unless you sell something. I guess you have to look at more like giving people something they need versus trying to sell junk.
Ugh, I hate cold calling so I know how you feel. Glad it didn’t come to that. A target market is much better.
Great viewpoints on selling. I think it makes it easier to get comfortable with.
~Lea
Lea Bullen recently posted…4 Distorted Beliefs That Slaughter Your Chances at a Better Life
Exactly Lea – No sales, no business
Ruby recently posted…3 Things I’ve Learned By Working With A Sales Coach