Recently I attended and spoke at the Today’s Innovative Woman SUCCESS Summit and I want to share some brilliance from a speaker I particularly loved — Debbie Delgado whose presentation Transform Your Sales Results By Changing Your Mindset got the audience thinking …
Debbie Delgado spoke about making more sales in your business and dealing with the truth about what’s going on in your business. She shared some steps you need to take to start increasing the sales in your business right away and the first few stuck with me in a big way.
When Debbies said, “Get your own needs met first so you can be of true service in your business,” she wasn’t talking about your self-care needs, but your need to be liked, your need to be accepted, and your need to feel good about yourself.
Those needs must be met before you enter a sales conversation with a person you want to help. Otherwise you’ll hold yourself back in the conversation and stop yourself from being of true service to the other person because you’re more worried about whether they like you, whether they accept you, and whether they make you feel good about yourself.
Debbie shared that at one point in her business she had a 90% close rate. She had so many yeses. She was proud and it made her feel really good about herself. Everyone liked AND HIRED her. But then her coach asked her, “Are you in business to be appreciated or to make money?”
She then realized that she had been keeping her fees at a level where she would always get more yeses than nos. It was a slap in face. She realized she was getting her needs for yeses and appreciation met through her business. So she raised her rates and got more nos than ever before and it hurt, but she was making bigger differences for her clients and helping more people achieve big things.
Debbie advised attendees to place your desire to help before your desire and need to be liked, to be accepted, to be affirmed, and to be appreciated. Especially when you get into high-end services. No one will pay you to be their friend. They can get a friend somewhere else for free. They’re paying you for results.
She then invited us to consider: Where am I looking to my business and my potential clients to meet needs I should be meeting myself?
Get Congruent. Get in Alignment. Get Authentic.
Align your thoughts, beliefs, and actions with what you want and you’ll get it.
- If you want clients to pay you on time, you need to pay your bills on time.
- If you want to be the leader, You’ve Got to Go First.
- If you don’t want people to question and negotiate your fees, you shouldn’t question and negotiate.
- If you want people to invest in themselves by working with you, then you need to invest in yourself.
- If you want clients to pay you high-end fees, you need to pay someone else high-end fees.
Debbie cautioned us not to ever expect clients to invest with you more than you have invested in your own business because you’re not being what you’re selling. She shares that in any sales conversation there is also another subconscious conversation going on. When you’re talking to a person who doesn’t believe in it enough to invest in it themselves, you can feel it. Are you asking people to invest in something you won’t invest in yourself?
She then invited us to consider: Where am I being incongruent?
Understand the true cause of sales in your business
Debbie believes in the universal law of cause and effect. For every effect there is a cause. For every cause there is an effect. The effect of more sales and more money in your business is caused by you asking people to buy.
How many people have you asked to buy this week? Are you full of excuses? My website isn’t done, my business card is out of date, I need to write my copy, I need to get better at what I do, I don’t have a certification, etc. Debbie says B.S. — How many people have you asked to buy. None? How are you going to make a sale and make more money if you never ask anyone to buy?
If you want to get higher fees, then you need to raise your rates and ask for them. Debbie drives home the truth that it’s not luck and it’s not the economy. It’s your actions creating the cause of the effect you desire.
She then invited us to consider: Where am I not being the cause of the sales I want in my business?
What about you?
Did any of Debbie’s tips speak to you? I know they spoke to me! I’d love to hear your thoughts below …