Running a Business - This Sh*t is Hard
Let’s cut right to the chase: running a business is TOUGH.
And what’s even more challenging? Sales. The very word elicits images of pushy people peddling products, like an aggressive car salesman or a telemarketer.
This, my friends, is what sales is not.
In fact, in my 30+ years of working in professional services, I don’t think anyone has ever lit up with glee when I told them I work in sales.
But here’s the thing - sales isn’t smarmy! It's about helping your customers achieve their objectives, a concept perfectly articulated in the book and my latest travel read, Actionable Ideas for Businesses - 130 Tips to Run a Successful Business by MassMutual. (I might need to get out more).
"When you view 'sales' as simply helping the customer achieve their objectives, everyone in your company is a salesperson."
When you’re running a business, you expect certain things to be hard, like getting started, accounting (sorry, accountants), making it to your first year, your fifth year, or building a team. But then there are the things you didn’t anticipate being difficult. Managing people? Hard. Going it alone? Even harder. Wearing all the hats? Definitely a challenge. And here’s the kicker: amidst all these challenges, you find yourself getting further from the reason you started the company in the first place. NOW, on top of it all, you’re expected to do sales?!
It’s time to shift your perspective of what sales actually is and what it’s not.
Sales isn’t advertising or SEO. It isn’t about convincing someone to buy your services or pestering them with smarmy tactics (cookies, anyone?). When you get right down to it, selling professional services is about demonstrating:
☑️ the value you provide.
☑️ the solutions you offer.
☑️ and the positive impact you can make on clients’ lives or businesses.
Imagine sales as an opportunity to connect and deeply understand your customers’ needs and to offer them something that makes their professional lives easier and more effective. When you view sales through this lens, it becomes an authentic extension of your passion for your business, not a cringe-inducing chore.
Creating a Sales Culture
Here’s a valuable secret - you don’t have to do this alone. Your team, just like you, is a powerful asset in the sales process. Every member of your team, irrespective of role or title, contributes to sales. When your entire crew understands that they contribute directly to the client experience, that is actually sales. Your efforts become seamless and genuine and don’t solely rest on your shoulders.
So you’re a solopreneur? You can build a team, too. Or standardize your processes and packages to streamline your efforts as you run your business. If you’re doing it right, it won’t even feel like selling.
Sure, running a business is hard. Sometimes, it feels impossible. But it’s so worth it when your clients reach their goals with your help. Don’t let fear stop you from becoming the greatest version of yourself you can be. You’ve got this!
