It is Monday! We have got to get out there and make it happen, our families are counting on us,our colleagues are counting on us, our employees and our team members are all counting on us. What are you going to do today? Are you going to hang around and play lazy? Monday? No, it is time to get to work! It is time to make things happen!
The country is opening back up and this is your time. This is your time to share your mission, your time to share your passion, and the time to solve problems. Okay today I am going to make a special video for you guys about sales and what sales is really all about so without further ado let us go ahead and roll into it! This is Adrian with Adrian graphics and marketing. I make a ton of videos on sales, marketing, and graphic design: all the things that I am passionate about and that have helped me build a five hundred thousand dollar a year company. Yes, let me say that again! The things that I have learned over the last 15 years and use daily I will be sharing with you for free. Today I am going to share with you all the strategies that I use and the way I approach sales. What do I believe sales is all about?
Number one, sales are about serving, it is as simple as that! Sales are about serving other people, it is about putting other people’s problems, their needs and mission first. When you do that trust me your needs will get met if you have boundaries. You cannot compromise yourself but at the same time it is about putting them first.
Number two is about being ethical by sharing the truth, being transparent, and earning their trust as that is a big deal when it comes to selling. Be honest, truthful and show them your strengths. Tell them where you are strong, where you are weak, and what your expectations are. Relay to them what you are expecting out of the relationship long term. Get that stuff right out in the beginning, this is the ethical side of the process. It is especially important to understand what their goals and expectations are as well. Figure out what they are trying to accomplish, get a plan laid out. My mission is to help entrepreneurs in business to avoid some of the pitfalls and help them find success. I want you to make more money than you have ever made before, that is my mission. I know if I can help make an impact you are going to turn around and impact other people. That is what my heart is after and what I am all about.
Number three is proof! You must prove to people that what you are preaching to them is something that you use yourself. My company generated just shy of five hundred thousand dollars last year! That is the biggest year that I have ever had in business and that is an excessively big deal! Many people never hit that level of revenue. This is just the beginning for me and I still have a lot that I want to accomplish in the business world. I am immensely proud of that and I am holding on to it. I am using that as proof to be able to show you that you can do this as well!
I was a high school dropout that did not have anything going for him until I found my passion, art and design. I dedicated my time and focused my efforts through practice. People need to know what it is that you can do for them. They are looking to solve a problem and probably not interested in hearing about your story. They want to hear about how you are going to help them create their own story.
Another way to show them proof is through references, reviews and visual aids. If you have a printout of something you have done, something that you have accomplished that lends credibility to your proof. If you have reference letters from clients, which I highly recommend that you get in writing via a physical letter, you can place them in a binder. You will be able to pull that binder out and provide that on demand and show them what your clients have to say about you.
Your reviews that you have online are a really good way to prove your skill set as well. As far as visual aids go, PowerPoint presentations can create visual reference points so you can show them the breakdown of your process and they can see it very clearly right in front of them. You will be eliminating some of the risk and the fear they may have of dealing with somebody that’s scummy and could just be trying to take their money. We need them to take some sort of an action and how we get that is to ask them about their needs. This is something that even me has struggled to do in the past.
When dealing with a client I am looking to help them with their business. They must have a strong need; a strong purpose and we will not know about either if we fail to ask. If they need to grow from five million to ten million or ten million to 20 million, I am going to give them a realistic timeframe. This includes providing them with realistic expectations I know that I can deliver on. It is imperative that when it comes to asking about their goals that we make sure that what they are asking for is obtainable. You must be fair in business, when I am selling to somebody, I make sure what I’m offering them is a deal over the lifespan of the relationship.
If you have somebody that you think you can work with long term over time, then there is no reason why you should not be able to increase your ask over time. Do not expect to get everything upfront, you need to be patient to build a relationship and the cornerstone of that interaction is trust. You need to show them results so that you can move forward together. What I want you to do is just come up with a simple ask that begins with something like “Hey I want to try something out for 90 days and in those 90 days what I will ask you is to gage our success” and that all I want in return is$3,000. If their first reaction is that it is too much or way out of their budget, then you need to ask what their budget is. That should be the main question that you ask to them in your prospecting phase. During this you are interviewing people and by going through that process you should know what their budget is up front.
If you fail to do that you need to do a little bit due diligence in what you are targeting. It is especially important that you be concise and stress the importance of the time frame you are discussing. Explain to them that you are asking for a 90-day commitment and in those 90 days you want X amount of dollars to see if that is something they can do.