Selling with integrity may seem like a no-brainer to most, but unfortunately, it’s something that’s widely missed in the online coaching space.
You may have been on the receiving end of this at some point (if so – I’m sorry!! It really sucks) and are now on the hunt to make sure integrity is the core of your sales strategy.
If so, you’re in the right place!
I’m going to walk you through how to sell with integrity so you never feel like you’re doing icky sales.
No one likes surprises when it comes to sales.
No one wants to be tricked into a sales call.
For example, if you have the option to “have a coffee chat” with you and a link to your calendar listed on your website for people to book time, It sounds like it’s an opportunity for people to get to know you and pick your brain. DON’T sell to them.
Why? Because they didn’t consent to a sales conversation with you.
Consent is so incredibly important (in all aspects of your life!) It’s the #1 way to lead with integrity in your sales efforts.
What do you do instead?
Call your sales calls what they are – a discovery call or a sales call.
Manage the expectations upfront. Let people know what to expect so they can consent to whether or not they want to participate.
One of the best things you can do for yourself going into a discovery call/sales is to make sure the expectations are managed prior to joining. You don’t want someone on the other end who doesn’t want to be there. The energy is going to be awkward which is likely going to through you off and leave you with that icky feeling.
If you know the person joining the Zoom call is super excited and looking forward to learning about your programs, your energy is going to feel that confidence and reflect it which will help your chances tenfold.
RELATED: HOW TO SELL IN A WAY THAT FEELS GOOD TO YOU
I personally don’t even ask people for an answer on my discovery calls. I ask for a follow-up day/time/method of communication so that they can marinate on the decision.
The last thing I want is for someone to say yes out of excitement and/or pressure then get off the call and second guess their decision then back out, or worse – sign the contract and pay the deposit then back out of their payments.
All of that is avoidable by allowing your prospective client to marinate on whether or not they want to move forward.
If you’ve ever been to Nordstrom (I personally rarely shop there – I used to work there which is how I know this ) and went to the women’s shoe section and tried to browse the shoes, you’ve probably realized how quickly an employee approaches you and asks you if you want help.
If you turn that help down and continue walking around the floor, you probably noticed how they walk closely behind you and watch your every move because they want your commission.
It’s uncomfortable. No one wants that. They want time and space to breathe and think.
Give that same respect to your clients. It will go such a long way for you and make that integrity shine through. It shows how much you care about them making the right decision for themselves and their goals vs. collecting their money.
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Don’t suggest your program to someone who you don’t 500000% feel is the perfect fit.
You should feel so confident that they will walk away with the result your program promises once they’re finished working with you.
Don’t lead with the money and collecting their x amount of dollars. Lead with the impact. That’s where your integrity will really shine through.
When you feel so aligned with your prospective client and knowing you can alleviate their struggles, that energy sells itself.
Now you may be thinking…
“Well Gabby – I don’t want to turn someone down who wants to join even if I don’t 100% feel like they’re a good fit…”
My response to you is this:
I can guarantee that you will make SO much more money by only accepting people who are a good fit.
They will see your promised results because they will put in the work. That social proof is HUGE.
They will refer you business because of the results they’ve gotten from you. Their referrals can generate 3/5/10x the amount they paid you.
Think about the long term here, not the immediate clients you can convert quickly and never know if they’re going to bail mid-way through or not.
RELATED: HOW TO FIND YOUR ALIGNED SALES STRATEGY
Need help with sales in your coaching business? Check out my 3-month Aligned CEO Program where you and I work together for 3-months to figure out your aligned sales strategy so you can start selling in a way that feels good to you.