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NLP Melbourne | business | sales coaching
How to Turn More of Your Prospects, Leads and Enquiries into Customers with NLP?

by Dr. Vesna Grubacevic

Do you:
  • want more ideal clients, yet are unsure of how to best find them?
  • meet and speak with prospects and leads, yet few are turning into clients?
  • have a fear of rejection or getting a “no”?
  • have calls to make, proposals to write, meetings to arrange, etc, yet you keep putting them off and lack motivation to do them?
  • wish you could charge more for your services, yet are too worried or scared of losing clients?
  • deliver good work and service to your clients, yet you are chasing clients to pay you?
  • find it difficult to maintain a positive outlook, feel stressed, afraid, anxious or second guess your decisions before and during your sales calls and meetings?
The difference between business success and business failure lies in your ability to promote yourself, which includes overcoming your fears of getting a “no” and learning how to sell yourself and your products, services, skills and ideas with integrity!  Here are eight ways that you can turn your prospects, leads and enquiries into customers.

1.   Abundance versus scarcity

Creating abundance begins with your thinking.  You may have amazing business building strategies, yet if your mindset is one of lack (including lack of self belief); it will prevent you from applying the skills you know, leaving your business in the same financial situation or worse.  Similarly, if you have a scarcity attitude in your meetings with prospects this will be reflected in how you communicate and in your behaviour.  If you come across as desperate or pushy for their business, you will likely miss out on securing it.  

Instead, go into the meeting with a mindset of abundance and interview the prospective customer to ensure that it is the type of work you would really enjoy doing and the type of people/company you would work with well.  Having your beliefs and values aligned with abundance will enable you to develop an attraction mindset so that you can attract customers and business opportunities to you much more easily!

2.   Your Results Reflect What You Believe!

Because your values and beliefs determine your priorities and how you spend your time, it is important that they are aligned with the results you are seeking.  For example: feeling inadequate/not being good enough or needing approval from others may find you doing things to please others and putting your own needs and goals last; or fear of missing out on things so you have a “finger in many pies” and end up not doing anything 100% and, therefore, miss out anyway.

Think about your beliefs around selling and self promotion.  Are they mainly beliefs that empower you or beliefs that sabotage your success?  What are you thinking and saying to yourself as you talk with prospects?  Are you thinking that they are not interested in your products, services, skills and ideas? Are you questioning the value you offer?  Or are you worried about being too pushy, therefore procrastinate about taking action?  Once you resolve the beliefs around those thoughts, you will find it easier to say “no” to distractions which will allow you to make more time for your business goals.

3.   Watch your assumptions

Research has shown that 80% of the people that walk into your store, call you on the phone or email you have already imagined owning a product or service like yours.  So you could be serving up to 80% of all prospects because if you don’t, your competitors will!  Imagine the impact on your bottom line if you secured 80% of those opportunities!  Instead, if you assume that people are not interested, this can sabotage your business success.

4.    Where is your focus?

What you focus on you will create through your actions.  How much of your focus, time and energy are you spending on the people who say “maybe” or “no” to you?  Too many people in business spend too much of their time on the “maybes” and the “nos”.  Because their focus is caught up with getting these prospects to buy, they have very little focus left for following up the prospects that are really interested, so they miss out on their business. Remember spend most of your time with the prospects that are ready to work with you now and have a system for following up the rest at another time as appropriate.

5.   Build the relationship

Most people need more than one experience of you before they do business with you.  So rather than selling your product, service or skills at the initial meeting, instead sell your relationship with them.

In business, regardless of the industry or product or service you offer, people buy only one thing – a relationship with you!  So focus on developing a strong relationship with them first because people who like each other, do business together.  Build instant rapport, tailor your language to their preferred style, ask powerful questions, and really listen to how you can best help them and add value to them.

6.   Serve the need

Selling isn’t about telling – it is about asking the right questions, in the right way and at the right time… so that you can best understand the prospect’s needs and how you can best serve these.  Reading your prospects more effectively, assisting them in their buying decisions and really understanding what makes them tick will also help you to serve them better.  By understand the personality of the prospective customer, you will be able to more easily match your skills and ideas to the needs of their business.  Also remember that if there is no need for your product, service or skills, thank the prospect and find another one.  After all, there are plenty of customers out there for all of us!

7.   Follow through

It is only by following through and completing things that we achieve results.  Some people in business start strategies for generating leads, while others start to follow up and only see them through to partial completion.  The highly successful business people and professionals actually focus on a select number of strategies and follow each one through to completion and, therefore, achieve amazing results.  Put off procrastination and start following through your prospects, enquiries and leads, and watch your business opportunities grow!

8.   Seal the deal

Fear of rejection or fear of getting a “no” is the major reason preventing people from asking for the prospects’ business and closing the sale.  Research shows that 90% of business people and professionals have a fear of rejection which stops them short of asking for the sale, and this alone is costing Australian businesses millions in lost business each year!  Knowing exactly when to ask the prospect to buy from you is also very important.  Because if you ask too early, you can come across as being too pushy and if you ask too late, you can miss out on serving your prospect altogether!

Imagine now implementing the above strategies - how much more successful could you be with securing even more customers and business opportunities!

Read how our clients have overcome fears of rejection and mastered their self promotion skills to pursue their ideal career, start their own business, grow their business, attract more customers and effectively lead their teams!


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