On April 8th, we were joined by Steve Heroux for another edition of PPAedu Facebook Live to get some insight into The Science of Selling! In this video, Heroux focused on what may be holding you back in sales and selling to clients - including things you may not be aware of! By the end of this post, you'll gain a quick recap of his session, plus a few of his strategies to increase your sales!
This is a challenging time for small businesses, but Heroux is quick to remind us not to give up, no matter what negative emotions we may be experiencing. Social distancing may have gotten in the way of “normal” day to day activities, routines, and business practices, but it’s important to keep things in perspective. There are worse things we could be dealing with than being home for a month or two. It's just our current reality. Instead of spending this time dwelling on the negatives, we can use this time to do something productive for our businesses.
“It’s okay to get knocked down,” says Heroux. “...it's okay to fail. The issue is not getting up, not fighting back.”
“You can’t complain about the results you don’t get and the income you don’t earn from the work that you’re not putting into your business.”
Before the COVID-19 pandemic, the average American spent 34 hours a week watching TV. You read that right, 34 hours a week! Yet, some still wonder why their businesses are not as successful as they could be.
In this video, Heroux stresses that business owners can’t spend the equivalent of a full-time job in front of a computer or television screen and expect their career or business to take off. Everyone is given the same amount of time each day; what matters is what you are doing to take advantage of that 24-hour window. Imagine if you spent 30 hours a week “binge personal growthing” by learning, studying, reading, and perfecting your skills - how would your business look 3 months from now?
When your goal is to grow your business, every day not spent working on your company is a day wasted. You don’t have to study your business 24/7, seven days a week, but you do have to invest your time and effort in growing your skills. As Heroux puts it, “We just got a reprieve. We got extra hours. We got to work on our craft. Now is the time to become a master. There aren’t any more excuses.”
According to Heroux, if you want to make more sales in your business, first you have to figure out what’s getting in the way. He asks his listeners to take a step back and answer this question: True or False: People buy from people that they like or they trust.
The answer? . . . FALSE.
If you answered his question incorrectly, you’re not alone. For years, the sales industry has been reinforcing the idea that to make sales, you have to be liked or trusted by people, but there is so much more to sales than being liked.
As a small business owner, you need to build a brand that has value. Not only that, you have to believe in your value... or no one else will. If you don’t, you risk the chance of not being compensated enough for your work, and you deserve to be paid for every minute of it.
Think of your business as a luxury car, like a Mercedes or a Bently. You’ll never hear of a discount or a sale for these kinds of cars because everyone knows their worth. So, why would you lower the worth of your business?
You can watch the full half-hour session with Steve Heroux on the PPA Edu Platform to get more details on each of these strategies along with more tips on improving your overall sales strategy. Click on the image above to start the video!
“Invest in your sales skills so you can actually make the money you want to make”- Steve Heroux.
Remember, you can join us every other Wednesday at 2 PM on the PPA Facebook Page to learn ways you can bridge the gap between you and your clients. During these 30 minute sessions, our guest speakers provide invaluable information to help you grow your business with tips on marketing, sales, finances, client relationships, and more! For even more resources to develop your sales skillset, explore the PPA library of resources that will be open through May 2020 to get lost in everything we have to offer.