How to Make Sales without Selling
I hate being sold to, I hate being on the receiving end of a sales pitch. I absolutely abhor the idea of making sales pitches and I just can’t. I could, if you put a loaded gun to my head, probably go out and do it, but I don’t have to go out and hawk my goods and services in order to make sales so I’m not going to.
I have a thing I do instead: I share solutions.
It’s really very simple, transactions are really about resolving needs and wants.
I have a problem, I’m out of butter. No one needs to convince me that being out of butter is a problem, they simply have to share a solution with me and if they are providing me with that solution, I’m grateful for the convenience. It doesn’t matter if the person sharing that solution is also profiting from selling butter to me as long as it’s quality butter at a reasonable price, I’m going to buy the butter because it’s solving my problem.
In fact, the only thing that is going to stand between me and that purchase that solves my problem is going to be my resources. If I can’t afford the butter that’s not because you’re a bad butter salesman and I don’t like you, it’s because I don’t have a butter budget.
That was a total lack of preparation on my part, I need to prioritize a better butter budget.
If you think you have another solution or two, please ask me more questions. Maybe I think your quality butter costs as much or more than the butter I normally buy at the grocery store. Maybe I don’t know that the dairy offers 0% interest butter financing. Maybe I would be a great candidate for a 2 year butter subscription. Maybe I’ve been burned with bad butter before and am hesitant to spend the last of my butter budget on an unknown brand of butter because it might be bitter butter.
You’re the butter expert. I’m relying on you to educate me about my butter purchasing options.
High pressure sales tactics are designed to trap, confuse, disorient, conceal and control. Those tactics are disgusting.
As a freelancer, I don’t have to convince anyone that they have to buy anything. In fact, I won’t even mention the services I offer if it doesn’t sound like they are necessary and I’m more than happy to recommend the experts and business owners I know to each other. My job when I’m interacting with people this way is to share my expertise and offer solutions. I’m very self conscious except when I’m excited about being helpful, then it’s so easy for me.
Some pro-tips before you start approaching anyone: Check their reviews online, on multiple sites and with the Better Business Bureau and make sure they have a good reputation and are the sort of people you want to work with. If you’re going to swing by in real life call ahead and make sure the decision maker is there and will be available to say hello, you should be dressed smartly and in a good mood, circle the url of your website on your card in pen and hand it off. Be brief, positive and respectful and people cannot help wanting to hire you.
Comment and tell me how you offer to help people.