3 mindset shifts to make your sales process feel GOOD
Your sales process should feel good.
When I say good, I mean it should be radiating with the same type of warm and fuzzy feelings that you have when you’re doing the things that make you feel MOST like yourself. The things that help you to return to your core magnetism—who you are at your core before life and societal programming told you otherwise.
For me personally, it’s those evenings soaking in the hot tub while the sun dips down under the Colorado mountains, sipping on a sauv blanc, reading a Liz Gilbert novel that is the epitome of feeling good.
But if those kind of warm and fuzzy feelings seem like they couldn't possibly coexist with the word “sales” then you’re absolutely going to want to keep reading because I’ll be the first to tell you that it wasn't always this way.
In fact, it was the exact opposite of warm and fuzzy. Think more like that gut-wrenching feeling you get when you’re “doing everything you need to be doing” to reach the $10k goals you’ve been working toward for the past 6 months but still haven’t gotten there.
So now you’re thinking, “What’s wrong with my 1:1 program offer and why doesn’t it have my audience hooked? Why isn’t my membership selling out after day one of my launch? I’m showing up on Instagram and promoting the heck out of my offers, but they’re still not biting.”
Because THAT’S how it used to be.
When I made the official decision to finally follow my heart and pivot from brand and web design to coaching, I truly believed that I was “doing everything I needed to be doing.”
I was consistently showing up on Instagram with solutions for my audience’s pain points. I was ticking all the boxes on the social media “shoulds” list to ensure I was reaching all the right people who NEEDED the transformation I was offering.
I was networking with other coaches who I hoped would pop me on their referral list.
I was doing my best to show up as the freaking expert who held all of the secrets to shifting your mindset so you can build a beautiful, balanced life and successful, thriving business.
And STILL, my $10k goal was out of reach month after month. My ideal clients weren’t barreling through the door to work with me.
But here’s the thing.
Even though I thought that consistently posting to social media would get me new sign-ups or an overflowing waitlist, I was still stuck in those deeply ingrained limited beliefs that held me back from selling in a more direct way that would yield the results I’d been striving for.
I was so fearful of coming off too pushy or forward. I didn’t want to scare any “maybes” away by bringing up the fact that my 1:1 coaching program actually was the thing they needed to start landing their dream clients and scale their business with a heaping scoop of life balance to go along with it. And I sure as hell didn’t want to sit in that uncomfy zone of trying to convince people to commit to coaching.
But then, one day, it hit me. Now don’t get me wrong, my business coach had been trying to tell me this for months, but it’s one thing to know something intellectually and a totally different thing to experience a shift like this…
If I wanted leads to find me in the DMs instead of the other way around, I was going to have to communicate what it looked like on the other side of working with me.
I was going to have to flaunt my impact.
By not selling, I was holding back the level of impact I could make on so many others who were feeling uneasy about their own success. Because if I started to put my offers out there and actually sell authentically, I’d be able to help my clients reach their own $10k and beyond months while doing it myself.
The missing piece of my own sales mindset was understanding how much power lies in making an impact on those I serve. And how communicating that impact to my audience will ultimately lead to a sustainable business that gives me the balance to hit five-figure months and still end that day with a soak in my hot tub under the Colorado night sky.
It consequently also gives my clients the ability to revel in the beautiful, balanced life that they've always envisioned for themselves – whether that luxury is the ability to book clients while adventuring around Portugal, surprise their kids with an impromptu daycation at the local Hyatt, or whatever success that actually FEELS like success looks like for them.
All in all, selling is a higher service that helps YOU achieve YOUR desires of a thriving life and business, along with so many others. It’s also how your business is sustainable long term because by making money in your business, you can actually STAY in business.Once I harnessed that, the hesitation and discomfort that I held onto so tightly around selling began to fade.
Those $10k months I had chased after while “doing all the right things” turned from a dream to a reality because now I really was doing all the right things. Shifting my mindset was (and always has been) the game changer for me and I see the same thing to be true for my clients.
Selling is POWERFUL, and so is how you will impact the lives and businesses of so many of your clients when you work with them.
Here are three mindset shifts you can put into play right now to help you sell more confidently and consistently. Apply these shifts and you might be amazed how quickly it supports you in signing more clients with ease for sustainable success!
There IS room for you in your industry.
Despite what you may believe (right now), there is room for you in an industry that feels deeply oversaturated.
It might not feel that way at this moment, and the constant buzzing on social media likes, comments, and algorithm shifts may have something to do with that, but the simple truth is that no one is going to deliver the exact same services as you in the same exact way.
When I made the terrifying decision to pack up my entire life, move 1,700 miles across the country, and transition from a graphic designer at a big-name fashion brand in the bustling city to a design studio owner nestled in the mountains of Colorado, the self-doubt came creeping in that there wasn't going to be enough room for yet ANOTHER designer.
And this was because my Instagram feed was filled with other brand designers I followed already. I had established those connections and was blessed with beautiful inspiration from others as I scrolled and scrolled through my home feed.
In hindsight, though, the reason that I was seeing so many designers was because like attracts like.
To drive this point home, when I shifted from website design to coaching, lo and behold, I found myself submerged in the accounts of other coaches!
You're seeing people in your industry day in and day out because you like what they're bringing to the table. You're receiving value from what it is they have to share.
Can you think of a few accounts that stand out in your mind because you've learned a thing or two from them?
Are there any entrepreneurs in your industry that you admire because of their branding or content?
On the flip side, you're one of those people who pops up on other [insert your industry here] feeds because they enjoy the value you offer!
So, yes, your industry might be filled with tons of inspiring people who offer similar services, but be careful not to make that mean there isn't room for you!
If the work you love doing and supporting others in is on your heart, I’m a big believer that it’s there for a reason and is meant to be shared in a way only you can.
With your own unique perspective. Your own way of working through things. Your own methodology. Your own recipe for your clients’ success.
The mindset work is to start owning that NOW.
When you show up in THAT way (from that mindset and energy), your offer will resonate with the people it was meant for despite all of the other similar businesses out there—and they’ll be even more excited to pay you for it.
Pitching potential clients can feel REALLY good.
Like, really freaking good.
We can be so quick to sit in the idea that pitching potential clients is going to feel icky. Like you're pushing something on them that they don't need OR want, and you're doing it in the most stale and mechanical way possible.
But what I’ve seen for myself and my clients is that it doesn't have to feel that way – and you definitely don't need to fall into that "hey girl" BS that pops up in your DMs from time to time that NOBODY wants to be a part of. THAT feels like a major case of the ick.
The sweet spot for closing sales in a way that feels good is when it feels like a conversation with an invitation attached.
You know, a "hi friend, come hang with me in my paid container so we can get you the result you want" because you feel so sure that you can help, that you can’t help but share that (see what I did there?).
Would you ever invite your friends to join you in something that wouldn't yield real results?
I genuinely don't believe you would.
Pitching your offer in a way that feels good is just a very loving invitation to join you in your work because you know that your work can help.
And if you're thinking…-
Wouldn't they ask for your offer if they wanted it?
Shouldn't they have bought it by now?
If they're on a sales call with me, shouldn't they already know they want it?
While I totally get why you would think that, I also know that over here on team human being there’s usually a lot more standing in the way of buying than you might realize.
They might not know when to ask. They might not know what's truly involved in working with you. They might feel like they have to be 100% sure before they ask about your offer. And they're waiting for that pitch.
Because, in reality, if you DON'T pitch them, they might walk away feeling like you don't want to work with them because you didn't extend that heart-centered invite. And that right there is uncomfortable – for them and for you.
To navigate toward that pitch (in a way that feels good instead of gross), lead with value. Lead with how you can truly help them with what they're looking to solve.
I'm sure you're already doing this in some way, shape, or form because you're GOOD at what you do. And good service-providers want to provide all the support they can!
Lead your sales process from a service-first perspective and help them identify their biggest opportunity to shift so they can get the result they want.
This is just as relevant if you’re suggesting a brand redesign as it is if you’re offering to take writing their weekly newsletters off their hands. It applies to every industry, no matter what service or transformation you offer.
Let them know how you can support them in shifting that because you're THE expert who is comfortable sharing how to solve it.
If your brain in low-key screaming, “but I don’t know what to say!” then here’s a place to get started to turn that ghost-town of a client roster to booked out with a waitlist faster than you might believe possible:
"This is something I know I can support you with in my paid container. This is what that would look like [or] can I tell you more about what that would look like?"
This way, you're clearly and kindly asking to work together without feeling like you're forcing them into it or convincing them to join.
You're sharing an invitation toward what will best support them in what they're struggling with to get the results they want.
When you can walk through this process in a way that feels really good to you, you will see that reflected back to you in how many sales you make and how consistent your clients are in your business from month to month.
You can’t convince people to buy.
Nor should you want to, really.
Your potential buyers are healthy, empowered adults who are going to make the decision to buy – or not. Just like you're an empowered adult who gets to decide if you need to place that order from Sephora or not.
Considering that, your role through the sales process is to act as the guiding light that answers all of the questions your potential client needs to make an informed decision that feels really good to them.
Tell them why joining your paid container is the best option for THEM specifically (remember, specifics sell!) to get the results they're looking for so they can make the final say of yay or nay.
Lead the process with the benefits of working together, accompanied by personalized and specific feedback on why this is the absolute best next step for them to support them in getting the results they desire.
Such an important piece of being in integrity with your sales process is knowing you have the power to help people decide if your offer is THE THING they need to solve the problems they're facing.
You can support them in making the best decision for them by providing them with all the information they need.
You can personalize your feedback so they can really grasp what working with you would be like for them.
But you can't convince them.
You get to be the expert on you and your business.
They get to be the expert on what will be best for them.
And when those two things come together, that's when really great buying decisions happen. It's when your potential clients make the very best buying decision for them, whether they choose to move forward with you or not.
And if they choose not to move forward? They’re leaving space for someone even more aligned to take that place.
The Bottom Line
When selling feels icky or uncomfortable you're bound to veer away from pitching your potential clients and it can feel even more difficult to achieve the business goals your heart desires.
Selling in a way that feels good is a BIG part of the mindset work that has supported my clients in growing their businesses from $2k to $20k months, and I know these same shifts are available to you as well.
To sell with more ease and book consistent clients, try making the three sales mindset shifts above to begin providing clarity, showing up to serve, and supporting your potential clients with the information they need to make the best buying decision for them.
If you're ready to take this work a step further and shift your mindset so you can make more sales with more ease, be sure to join me for a totally free Sincere Sales coaching call.
During this free 30-minute session, we'll discuss the specific mindset shift that will make the biggest difference in closing sales so you can grow your business in a way that feels good and gets you bigger results like more leads, clients, and money in the bank.
Reserve one of the limited sessions at amandajoyceweber.com/sinceresales !
Share with me in the comments:
I'd LOVE to know – What's one piece of your sales process that you feel really good about?
