Many small business owners I know have the ability to market and sell their services or products quite well. They may have learned and applied certain good systems and these systems have proven to serve them well.
However, the issue and challenge for them is not the lack of people interested in what they offer. A lot of the times, some of these small business owners are afraid to close the sale.
Many reasons for this:
- They don’t want to appear like they are selling, even though the reality is they have to sell!
- They are afraid that people will like them less because they are asking for a price for their services. (Do people like McDonald’s any less just because they charge money for a happy meal? Plus they are selling junk food!)
- They don’t want to appear desperate, though at times the small business owner may be truly desperate due to meeting targets or trying to tide over cash flow issues
- Small business owners are afraid that people will know what is truly going on in the financial side of their business
Well, we know that to seal the deal, one must close the sale. And one cannot be shy about closing. Sometimes I observe people whisper their prices as if they are embarrassed. This only shows their lack of confidence.
Price is truly relative. What may be high for one isn’t at all for another. The key thing to remember is that the quality of your products and services must match what your price.
If you give top rate quality service but your price is too low, this can affect your clients’ confidence in you too. And if you under deliver, this also makes it tricky for you.
Ultimately, you must know what you are worth. And work with that. And be confident in stating your price and know that there will be people who will need your services or products. And who see the value you will give them.
Do not work hard to gather your clients only to falter at the end when it is time to close. It is like training for a marathon race, and not completing the last 10 metres.
Go for it, close the sale and make some people happy.
© 2012, 2017 Shamala Tan
Shamala Tan is an author, spiritual entrepreneur and healer. Her work focuses on transforming the lives of others on the spiritual, emotional, mental and earthly level.
Her most recent success story as an author is to be featured alongside New York’s bestsellers Sonia Choquette, Robert Allen, Arielle Ford, Marci Shimoff as well as Christine Kloser in the book Pebbles In The Pond.
Shamala’s clients include small business owners, holistic practitioners as well as those seeking to find greater meaning and value in life. Shamala offers laser coaching to her clients on a one-to-one basis or in a group environment, offline as well as online.