Being “Salesy” Doesn’t Exist: How to Remove Your Fear of Selling & Create a Profitable Business
Do you have this voice in your head telling you, “don’t be salesy”?
Are you afraid that you’re going to pitch to a potential client, and they’ll walk away because you seemed sleazy?
So, what’s the solution here?
Either you can ignore the voice in your head and pitch anyway, or you can not sell at all. I’m going to tell you right now, though, that if you chose the second option, you don’t have a business.
As a coach, I talk to so many new entrepreneurs that are scared to come off as salesy.
But, what does it even mean to be salesy, anyway?
Being salesy means having poor timing and a bad skillset.
Imagine you sent me a DM on Instagram and told me you need help. What would happen if I immediately asked you to jump on a sales call with me so I can sell you a bunch of stuff?
You’d probably not want to work with me, right?
That’s called bad timing.
For people at this stage, they’re still trying to gather information — they have no idea what their problem even is. If you immediately ask to jump on a sales call, completely skipping the steps in-between, that’s being salesy.
But, what I think is more important to talk about is this — does being salesy even exist? Is it even possible to be “salesy”?
Honestly, no.
Being salesy is only a perception, and based on where your potential clients are in the buying journey, they’ll perceive your pitch differently.
The 3 Stages of the Buying Journey
When we look at the process potential clients go through before they buy, there are 3 distinct stages.
The first stage is made up of all the people who have absolutely no idea what their problem is. They are just getting started, and they have no clue what they even want or need.
These people are NOT ready for your pitch.
The second stage is made up of all the people who are looking for information.
These people know that their problem is, and now they’re trying to find the right person to actually help them eliminate that problem and get where they want to go.
Are these people ready to be pitched to yet?
Again, no.
The final stage is made up of all the people — the top 1% — who are ready to buy today.
Are these people ready to be pitched to?
Yes.
The Best Time to Pitch
I just said that the best time to pitch to your potential clients is in that last stage — the stage when they’re ready to buy.
But, once they’re in this stage, when should you pitch?
It’s a problem entrepreneurs are always battling, trying to find the best time to pitch their offer and hopefully make a sale.
So, when is the best time?
The answer is simply, whenever you want to.
There’s no good answer.
We have the 3 stages of the buying journey, but even if you’re positive someone is in the final stage, you’re still going to have people who call you salesy and walk away.
For lots of new entrepreneurs, these situations make them less willing to keep doing sales calls or sending sales DMs. If you stop trying to sell, though, you’re not going to make any money.
That means you can’t be fearful of people calling you salesy.
I’d much rather have a handful of people call you salesy than not selling at all — if you don’t sell, you’re not going to make money. So, here’s the deal.
In the end, the art of removing the fear of being “salesy” comes from answering these two questions:
Are you building a good enough relationship to warrant asking for the sale?
Are they aware of their problem?
If you can confidently answer yes to these two questions — that’s not being salesy.
You have to embrace the fact that you’re running a business, and when you run a business, you have to sell. If you’re not selling, you don’t have a business.
So, stop being afraid to sell.
-Raylen
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