When you want to sell your services, think about what your prospects know about you and what they should know about you. That’s YOU, not your firm, or your qualifications, but you. Let me reflect on a recent purchase, to demonstrate and help you improve your selling skills.

Breakfast plate, as a metaphor for selling more and exposing yourself

One success I had in last year

Last year I spent a lot of time dieting and losing weight. As you could guess I put lots back again. The good news is that overall it was successful; I lost about a stone and have started to change my eating habits (though I still like nice breakfasts).

A while ago I met somebody who taught me about cooking good food that is filling, not fattening. Since the Fat Controller (who I highly recommend) helped me I’ve been cooking different dishes and espousing my views on some foods to friends (mainly poor Heather). I was asked if I’d been brainwashed. It was an interesting question and caused me to think about the whole thing.

Was I brainwashed?

I was happy to buy the Fat Controller’s cookery lessons, and really enjoyed them as we had similar views on “life”. She had similar beliefs on food to mine (but she knows loads more).

We got on when we initially met, we’d chatted, I’d read her social media output and I’d been able to purchase a small sample (a lesson) before learning more.

I don’t think I was brainwashed (despite me blogging about her virtues and talking about her cookery), she enhanced views on life that I already had.

Isn’t that just a selling trick?

There are no tricks in successful selling. One of the main parts in the selling process is your prospect feeling comfortable with you. Having common views on some elements of “life” is one of the main things that made me feel comfortable in that example (and hundreds of others I could recount). Have you created a sales process for your firm? If not, download our free guide “Creating a sales process”, it's free and waiting for you to download right nowClick here for instant access (email address required).

Selling and exposing your personality

So, selling is aided by exposing yourself. Yes, prospective clients needs to know about your expertise (they’re probably not bothered by your qualifications by the way), but they need to see some of your personality and views of the world.

It’s true, some people won’t like those personality traits, but they wouldn’t have done liked you (and probably wouldn’t have brought from you) anyway. Other people will be more attracted to them.

The question then is how can you change your selling process, expose yourself and enhance the “you” that’s out there. It will help attract those most likely to buy from you (i.e. ones that like you).

What are three or four elements of your world view would help you if the world knew about them, and how will you share them?

Written by Jon Baker The 5-50 Coach. I help professionals grow their firms from 5 to 50 employees, sustainably, profitably and still have fun. Have you got your "next step kitbag yet"? It's stuffed with guides, reports & templates helping you grow from 5 to 50 employees Click here for immediate access

Download our free guide “Creating a sales process”, it's free and waiting for you to download right nowClick here for instant access (email address required).