John Davie, founder of The Sales Gorilla, joins me in this episode. He teaches people how to get clients without being “salesy” by building relationships with clients. A lot of the people that resonate with The Sales Gorilla’s messaging don’t like the old-school type of closing; they prefer to niche down and find people who they want to work with.
John provides us with his three sales tactics that can get people to buy anything:
1. Building rapid rapport. Through asking questions and listening to the answers, you can build authority and rapid rapport at the same time. If someone doesn’t feel like they are an expert, they will try to sell their product or service more because they feel like they need to prove something.
2. Positive indifference. This is a stance you take in your sales conversation in that you are not attached to the outcome of the conversation. When people feel that you have positive indifference, they automatically become more attracted to you and the product. In general, people are repulsed by neediness. If you’re needy, you will push your prospects away very fast. In a situation where there is more demand than supply for your product, there is automatically positive indifference. Be aware that in the sales conversation you are actually diagnosing, not trying to sell.
3. Value-based pricing. This will help you show the value of your service and make it easy to make an offer. A lot of people can do the sales conversation well and ask questions, but get tripped up when transitioning into the offer. Find out what a new client lead is worth to your client, figure out what their closing ratio is, then determine how many leads or new clients you think you can bring them. It’s ideal if you can give them a 10x ROI, but it depends on the industry. It completely re-frames you as coming in and helping their business rather than just being another expense.
If you are niche-specific and you are the expert in that niche, all of these can be done in a simple fifteen-minute conversation.
To learn more about getting clients to buy, visit https://www.christianmartin.org/podcast