Hey! You know that saying that starts, “Teach a man to fish…?” My client had a different take on it and how to use it for your sales efforts – read on to learn more.
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“I mean, it’s like fishing,” she said. “I just don’t know where to find the fish.”
We were on our first strategy call, and my client rattled off the places she tried to meet clients for her organizational development consulting business.
“Do I go to a networking event? And which ones? I hate networking! Do I do more on Linkedin? Should I be on Pinterest?” She was spiraling out.
I told her that I understood – the landscape of where to find leads can be confusing.
Then I said, “You’re right, it IS like fishing. But not in the way you think.”
Here are the two reasons why:
If you don’t know how to fish, it doesn’t matter where you go to find fish.
Let’s say you went to a networking event and met 50 people who were interested in hiring you. Or you got 100 new leads from your website tomorrow.
But if you didn’t know how to “reel them in,” (#fishingmetaphor) it wouldn’t matter where they came from, because you couldn’t ensure with any certainty that you’d know what to say to them, that you’d command the highest fee you could, or they would say yes.
But when you DO know how to fish, you can fish anywhere.
When you know how to sell, then you can find clients anywhere. You’re able to identify opportunities from the people you talk to, you’re able to have great sales conversations and move from the first contact to a successful close. You’re able to write winning proposals and get paid bigger numbers.
When you know how to do that, you can go anywhere and find clients.
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So what can you do?
Instead of worrying about WHERE, focus on HOW.
Don’t stress about which networking events to go to, how many times to post on social media, or whether you need to be on Pinterest.
Focus on building the skills that will actually help you sign new clients:
- Gaining confidence in your sales conversations
- Leading a great discovery call
- Building the relationship
- Mastering the sales process
They are skills you can use to sign new clients, no matter where the leads come from.
That’s why SIGNED isn’t only focused on WHERE to get leads. Sure, in Module 4: Pack Your Pipeline, you’ll learn specific ways to create opportunities and build your sales pipeline.
But if that was all I taught you, I’d be doing you a huge disservice.
SIGNED starts with preparing you and your business to go out and sell – what I call “building the house and furnishing it before you invite people over.”
Then you learn how to own the sales process from end to end – from generating leads, to mastering the sales process, to pricing, to winning proposals.
Finally, you learn how to capitalize on your awesome work through referrals and upsells, and making your selling life easier.
It’s learning how to fish, so you can fish for a lifetime.
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Learn more about SIGNED at this link, and sign up today to get a BONUS coaching call with me. But hurry! This is a limited-time bonus.
I’m looking forward to it!
To your success,
Leah
