Leah Neaderthal

I almost cancelled the call.

It wasn’t the first time either.

It happened before every sales call.

I got that sense of dread. What if I didn’t know what to say? What if she asked about my prices? What if I was awkward?

I had “selling shyness”.

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There’s something about selling that feels so… strange. It takes people who are otherwise super capable, and saps the confidence right out of them.

I asked the people who are coming to the “Overcoming Selling Shyness” class on Tuesday how they feel when they talk to potential clients.

Here’s what a few of them said:

“I worry I’m going to under deliver and mess my reputation up for life.”

“I’m excited to talk with someone about our services, but I’m scared I will say the wrong thing.”

“I’m great with rapport, connection, and asking questions. But sometimes that old thought of ‘I’m not worth it’ still seeps in.”

“Excitement but still some anxiety at the prospect of making a sale.”

 

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So what do we do? We say, “I’m just not a salesperson.”

But we can’t give up.

Why?

Because if you can overcome “selling shyness,” and bring on the clients you want… the world opens up to you.

So much benefit to you and your business.

All those people who are coming to the class? They know what they have to gain. Here’s why they’re fighting:

 

“It would allow me to relax, focus on the work that truly fulfills me and helps my clients, and continue to expand business.”

“It would give me serenity and financial stability, which I guess are both intertwined.”

“Well, that would mean my business is a real business!”

“I’d be able to go full time into photography.”

“I’d be sailing!”

 

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What about you? What would being able to confidently sign clients do for you? For your business?

Join me and take the first step towards getting there. I’ll show you the exact steps to do it.

Overcoming “Selling Shyness”: Gain authentic confidence so you can sign the clients you want

Tuesday, January 23

2pm EST / 11am PST

Sign up today!

“Leah has helped me unlock the secret to growing my sales. I think the biggest change is in how I feel: more confident about selling, more in control, and finally able to go out and grow my revenue.”

– Paula Brantner, President & Principal, PB Work Solutions

See you there!

 

To your success,

Leah

You know “selling shyness,” right?

Even if you might not have called it that. Chances are that you know.

“Selling shyness” feels like hesitation. Nervousness. Or just less confidence than normal when you’re talking to potential clients.

It’s what “winging it” feels like. When you’re not totally sure you’re doing something right.

Selling shyness says, “I’m just not a salesperson.”

Selling shyness says, “They’ll never say yes to that price.”

Do you know what it’s like?

 

I know it well.

“Selling shyness” could characterize the first few years of my business.

Selling shyness was there when I maneuvered every prospect call so my business partner was on it with me. She was the talker, not me.

When I went off on my own, selling shyness was there when, about 30 minutes before every call, I’d start hoping that they’d cancel.

It was there when a client I really wanted stopped returning my emails, and I figured I had done something wrong (because why would they want to work with me anyway?).

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What’s maddening about selling shyness is that it happens to people like us who are so capable at the work we do, but when it comes to selling, we feel so… different.

What’s even more maddening? Selling shyness keeps you from making money.

Because when you have “selling shyness,” you don’t just feel gross talking to potential clients. You act differently too.

You’re not your awesome, comfortable self. You’re not as personable. You don’t come off like the badass you are.

And that translates to clients who take forever to sign on, fewer clients wanting to work with you, and lower prices.

And that equals broke.

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I learned how to overcome my selling shyness, and I’ve made it my mission to help you overcome yours.

That’s why on Tuesday, January 23, I’m hosting a free online class called “Overcoming ‘Selling Shyness’: Gain authentic confidence so you can sign the clients you want”.

In the class you’ll learn:

• The 3 common causes of “sales shyness” and how to prevent them
• How to have conversations that feel natural, with anyone
• How to confidently move clients from “getting to know you” to a real client opportunity
• How to stop getting paid less than you’re worth and start getting paid more for your work
• The critical mindset shift that will help you today and for the life of your business

You’ll walk away with actionable strategies — not just platitudes — you can use to overcome your own “selling shyness” immediately.

Join me to learn how to overcome “selling shyness” in your business today:

Class: Overcoming “Selling Shyness”

Tuesday, January 23

2pm EST / 11am PST

See you there!

 

To your success,

Leah

What is it about selling to companies and B2B clients?

It feels a little daunting, right? Especially when you’re the “small fish.”

I know it was intimidating to me, and I spent my career at large companies!

There are so many unknowns. How do you get connected to the right people? How do you find the decision makers? How do you price yourself? Why does it take so long to make a decision?

And it’s not just large companies. Sometimes small companies, or even companies of 1, can be hard to sell to.

The key is that even with companies, you’re still selling to people. And those people are dealing with a number of priorities, personalities, and stakeholders.

Once you how all those moving parts work together, you can start to unravel this complicated sales process.
It just takes time. Until now. 

I’ve put together the 5 secrets that your B2B prospects wish they could tell you about how to sell to them. Enjoy!

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1) I have 1,000 things on my plate

“I’m juggling my own work, fire drills, my boss, the latest company initiative, and my direct reports. Not to mention my own personal life. I want to work with you to solve a critical problem in our company, but I’m at capacity.”

What it means for you:

As the provider, your job is to make it as easy as possible for your prospects to move forward in the sales process. Lead the client by anticipating the next step and deciding how you’ll make it easy for your client to take it. You’ll see the sales process go faster.

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2) There’s more going on here than meets the eye

“I know I said we’re looking for a new provider to [do something], but really there’s more to it than that. The truth is that morale is low because of XYZ, and my boss is under a lot of pressure to turn things around. There’s a new VP who wants to make a splash quickly. And we can’t have another quarter like the last one, or my boss’ job will be at risk.”

What it means for you:

Spend time doing great discovery. Go deeper than surface level: uncover the real motivations behind the search for a provider. To do that, create an environment of openness, ask the difficult questions, and continually ask “why” to get to the real issues. Once you know what’s really going on, you’ll have the information you need to position your services to address the real pains.

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3) I need you to follow up with me

“Remember all the stuff I’m juggling? Unfortunately, that means my attention is pulled in a thousand directions. I’m not ignoring you, and we haven’t decided “no”. Please stay on top of me and keep following up!”

What it means for you:

Follow up! Reach out, stay connected, and provide value in every interaction. Remember – fortune is in the follow-up. Ditch the “I don’t want to annoy them…” mentality – that’s not helping your prospects OR you. If you want my 10 best ways to follow up with your prospects, click here.

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4) Help me sell you to the other stakeholders

“I totally see the benefits here, and I want to work with you. But I have to get buy-in from other people. Help me help you: give me the tools to make a compelling case to the other people involved in the decision.”

What it means for you:

Focus on the value to the business. Remember, companies aren’t buying what you do. They’re buying the outcomes that what you do will bring to their business. Reinforce the business value in every interaction.

Also, it means you need to package that value in an easily-forwardable form. Don’t just have a phone conversation that someone has to remember and reiterate to a higher-up; create something that articulates the value you’ll bring to the company.

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5) Please be patient

“I know this is taking a long time. Trust me, I wish we could go faster! Don’t give up on us – we need you.”

What it means for you:

It can be frustrating when opportunities take forever to close. The remedy? Having enough opportunities in your sales pipeline. That means you can move other viable opportunities to close, and you can hit your income goals even if a couple of opportunities stall. Conventional wisdom says to have 2-3 times as much revenue in your sales pipeline as you expect to close.

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Now it’s your turn. Do you sell to companies? If so, what have you seen get in the way of the B2B sales process? Comment and let me know!

If you found this pulse helpful, please give it a thumbs up. And if you found it reallyhelpful, please share it. Thanks!

To your success,

Leah

P.S. If you want to master the sales process and confidently sell to anyone — including B2B clients — check out the free guide: 3 Keys to Selling: The secrets that make selling easier, more comfortable, and more successful.

It was 2014, and I had just seen the now-famous Pantene commercial.

You might have seen it too: it shows women apologizing when they don’t need to, like on a crowded subway. (If you haven’t seen it, stop and watch it right now).

When it ended, I had goosebumps. I had to watch it again. I probably watched it 4 times.

Then I asked myself: how many times had I said “I’m sorry,” completely unnecessarily?

 

I started listening to myself.

What I heard shocked me. I was saying “sorry” all over the place.

Apparently I was sorry for everything.

Sorry I got to the door at the same time as someone else. Sorry that someone bumped me on the Metro.

“Sorry, I was just going to say….”

Was I really sorry? What was I actually apologizing for? Was I simply going along with the social conditioning that teaches women not to take up their own space?

I wasn’t sure, but I knew it was worth exploring.

But there was something else I realized. It was affecting how I felt about myself, and more importantly…

It was affecting how I approached new clients.

One reason why selling had always felt so uncomfortable was because I felt powerless. I hear this from nearly every entrepreneur I talk to: that feeling of powerlessness when it comes to selling.

All the power rested with my clients – they could say yes or no, they controlled the timeline, they controlled the money. And even though I knew I could do great work, I always felt like I was begging for the business.

If I was going to learn how to sell to new clients, and really learn how to do it comfortably, I needed to change that dynamic.

I needed to approach my clients as a peer.

I knew what I had to do for myself and for my business.

 

My New Year’s Resolution 2015: Stop saying “sorry”.

This became my goal. Of course, if I did something that warranted an apology, I would say it. (Sorry, guy whose foot I stepped on.)

But all the other “sorries” were out. When I got to a door at the same time as someone else? When someone had to wait for me to finish making my coffee before they could use the milk? “Sorry, I just wanted to say….” All gone.

It took me 4 weeks to kick my “sorry” habit, and I haven’t looked back.

I started feeling totally different.

I quickly felt an incredible shift in myself. I felt empowered. I felt more confident than I ever had before. I confidently took up my own space. (I still do.)

I’ve also seen a huge change in my business.

Almost immediately, I no longer felt beneath anyone. When I talked to potential clients, I no longer felt powerless. I felt confident talking to anyone. I no longer felt like I was begging for the business.

And I started seeing results. I started leading the sales process, rather than waiting for clients to move forward. That year, I had a 100% win rate for new clients.

This is the most important New Year’s Resolution you can do for business.

If you want 2018 to be the year you bring on the clients you want, get paid what you’re worth, and make the money you want to make, ending the unnecessary “sorries” should be your first step.

I can teach you how to grow your revenue, but first you have to believe you deserve it.

 

The 4 steps to kicking the “sorry” habit.

If you’re interested in stopping the “sorry” habit and seeing results in your business, here are the 4 steps to do it.

Step 1: Listen to yourself. Hear yourself say “sorry”. Draw a check every time you say it, and tally up the checks at the end of a week.

Step 2: Ask yourself this question. When you hear yourself apologize, ask yourself, “What was I saying sorry for?” The answers may surprise you. “Did I really apologize for coming out of the bathroom at the same time as someone else was coming in?” It helps if you say it in a sarcastic voice.

Step 3: Replace it. Instead of “sorry”, try these instead. For physical proximity, like on a crowded subway, try “Excuse me”. When you’re expressing empathy, like if your friend misses her train, try “Ugh, bummer!” or “Ugh, that’s the worst.” When you’re trying to get past someone, try “Pardon me.”

Step 4: Practice silence. Most “sorries” don’t need any words at all; we simply say them because we feel we need to say something. Practice saying nothing at all, or perhaps give a little smile. You’ll be amazed how empowering it feels.

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Now it’s in your court. Are you ready to take the Not Sorry Challenge? I’ve created a free guide to help you kick the habit in 4 weeks. Write back and let me know you’re in, and then click here to get your copy!

To your strong, empowered, and definitely not sorry success,

 

Leah

P.S. When you’re ready, here are 2 ways you can work with me:

1. Grab your free guide: 4 Weeks To Kicking The “Sorry” Habit. You’ll follow the exact plan I followed to stop saying “sorry” in 4 weeks.
2. Sign up for SIGNED. In SIGNED, you’ll learn how to master the sales process, sign the clients you want, and get paid bigger numbers. Head to the SIGNED page and sign up today!

I feel like the holidays are such a funny time for entrepreneurs, don’t you? Most clients are closed or quiet, work slows down, and no one gets back to you.

It’s a great time to turn off, but it’s also a great time to catch up with yourself and work on your business without interruption.

So I do something that accomplishes both goals.

If you’re anything like me, that type of downtime means one thing: READING.

All the articles I haven’t gotten around to, everything I saved in my “Read Later” list, 1-2 things from my Amazon wish list… I dive in.

If you’re also planning to catch up with yourself over the next few days, I have a few things you might like. Especially if you’re already thinking about making more revenue in the coming year (and who isn’t?).

Pick two of the posts below, curl up, and enjoy!

Wishing you a very happy holiday and some delicious downtime.

Leah

Your catch-up reading list:

• What’s your special sauce? – Why the things that make you unique are your competitive selling advantage.
• The two words that make the price conversation easier – How to dramatically reduce any anxiety around talking about price.
• How to never waste time on a proposal again – And how one conversation can tell you if there’s a real opportunity there or not.
• A new Golden Rule for entrepreneurs – The thing each one of should be doing (but we’re not)
• Beware the sales masqueraders – How to spot the difference between actual selling and fake selling.

The Ghosts of Corporate Past – Why stepping into our entrepreneur role means un-learning some hard lessons.

This post is a little different than what you’ve heard from me, but it’s a true story of resilience and pushing through setbacks. We’ll resume our regular newsletter topics next week.

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She lost her job on a Friday.

She was devastated. It was her first job out of college, and she loved it.

She carried herself back to her apartment, picked up the phone, and dialed the number she knew so well: home.

Her mother picked up. Through her tears, she told her mother what happened. It was unfair, it was awful, she felt sick.

She wanted to come home for the weekend. She wanted to hide out for a few days. She wanted to wallow.

But her mother didn’t do wallowing.

—

Her own life had not been easy.

Born in Brooklyn in 1920, she was the younger daughter of a clothing store owner. She was one of the first women to attend Hunter College, in New York.

As a young woman, she went against her parents’ wishes by marrying a man from the other side of the tracks, her first love. She lost her first child, a daughter, as a toddler. Two sons followed.

When her husband died in WWII, she was left with two children under three years old.

She was overwhelmed with sadness and she even thought about ending it all, but she pushed through.

To support herself she became a seamstress, eventually becoming a master seamstress. She was incredible. She could make anything and make it beautiful.

She married her second husband and they had two children. Then their family of six moved from New York to Mississippi.

Theirs was the only Jewish family in their small town. But despite curious looks, probing questions, and even phoned threats, she never shrunk back or apologized for who she was.

She didn’t do wallowing.

—

 

That night on the phone, the woman waited to hear those words of comfort so she could run home.

But her mother said no.

“Today is Friday. The classified ads come out on Sunday. Pick up a paper and get a job. Then you can come home and we can celebrate.”

Shocked and hurt, the woman hung up the phone. And that Sunday, she picked up the classifieds.

—

The woman in this story is my Mom. Her mother, my grandmother.

I heard this story this past week as we shared memories about my grandmother, Shirley Greenfield, who passed away last Monday at 98.

She was a formidable woman. She endured hardships and tragedies, and who never wallowed, but rather looked ahead to the next happy occasion.

So much of what I’ve learned from her has led me to where I am, and even directly led to helping me sell. Active, enaged listening. Proudly taking up your own space. Being resourceful. Lifelong learning.

I was lucky to have her in my life for 37 years.

 

Thanks for reading.

Leah