A lot of the clients that I work with have personality profiles that are really sociable, and creative, and love variety and doing new things. So the thought of doing something consistently, something over, and over, and over again is exactly the reason why they left their job in the first place and went to start up their own company.
But in sales, consistency can actually be fun and rewarding because doing things over and over again doesn’t necessarily have to be dull and boring, particularly when that thing that you’re doing brings in consistent sales. Imagine, consistent emails on a regular basis bringing you in news that you’re going to be working with new people, that you’ve got people who value you on a regular basis that are willing to pay you on a regular basis, you’ve got money going into your bank in a consistent way. So consistency when you look at it from that point-of-view is actually really fun and rewarding. Do you agree?
How can you be more consistent in sales?
There are three things I want to share with you today. The first one is consistency in your message, in your mission. I see so many people who set up businesses at the beginning, and maybe they love to be a photographer or be a therapist or be a coach. As time goes by maybe they get bored with it or they get interested in other things, or perhaps they need to supplement their income so they add extra things to their offering.
If those extra things are completely different to their original premise, their original business, it can look a little bit flaky, it can look a little bit like they’re not really committed to their path and you need to think about where your credibility lies and how you can build trust on that regular basis. If you’ve got an idea for business and you’ve stuck to it, and you’re just adding things that supplement it or complement it, that’s really good because you’re keeping to your message and you’re keeping to what it is that you set out to do.
If you’re adding on things that don’t really fit together, then the best thing to do is to find a story that does. Maybe you’ve got a charity or a cause that you feel really strongly about and you’d like to incorporate it in your business, that’s all good, that can add from both sides. You can give a percentage of your business element to the charity that you’ve chosen, the charity can have more awareness through your business contacts. There are lots of things that you can mix and match to make it actually work and make it your unique story.
If you started as a life coach and then you’ve tried to sell face creams, and then you’ve gone on to do financial coaching, for example, you keep swapping around, then you are not going to be trusted as consistent unless you’ve got a really good story that links it all together, links it all to you. So that’s my first thing, be consistent in what you stand for, be consistent in your message and who you’re helping.
From the outside that I’ve been a little bit all over the place, because when I first started my business seven, eight years ago, yes, nearly eight years ago, I set up Manage2Improve, and it was all about sales management and management training. It’s still with sales and I still build on my sales background, but I was focusing more on the management side of things.
As I went networking I met so many people, and I hadn’t realised how difficult selling was for a lot of people. That really made my mind up that rather than focusing on sales managers who kind of knew what they were doing, they just needed help with their people skills, I could help a lot more women if I focused on sales skills. I had my whole programme of Selling from the Heart back in 2013, and that evolved into learning more about personality types and how different personality types worked. So that became Trusted Sales Dynamics which is still my business today.
Within that business I created programmes like the Predictable Income and Profits Programme which is now in its third year. Every year it’s slightly different as my thinking becomes different, and I add things to it, and I take things away from it because I always put too much in my programmes, but I keep going with this.
When I first started I would have an idea, I would throw it out there, see who is interested, and if nobody was then I’d move on to the next one. Now I’m a lot more consistent in what I do, and I do some research, and I check with people before a launch programme, then I do a beta launch like I’ve just done a pilot study for Sell like a Woman programme which is going to go a lot bigger. I’m getting feedback from that right now so I know how to promote it in the future. It’s all building on that consistency. That was point one.
For points two and three – start the video at 6 minutes in and you’ll hear them both! Let me know what you think!