A sales strategy plan that applies to designers is hard to come by. Even worse, knowing what to say and how to say it can be stressful and daunting. Is there an easier way to approach sales that is less anxiety-inducing? Brian Robinson joins Darla and Natalie to share his 5-step plan for success.
Brian is a best-selling author and sales coach, specializing in helping businesses capture lost marketing opportunities. His sales formula—discussed in depth in his book—is a helpful approach for anyone looking for a better way to sell. He discusses his approach in this episode of the Wingnut Social podcast. Don’t miss it!
What You’ll Hear On This Episode of Wingnut SocialBrian points out that you need to make your sales pitch a conversation—not a presentation. Viewing it that way can take a weight off your shoulders. He lays out a 5 step strategy:
Most people struggle with closing the deal because it’s awkward. It’s hard to look someone in the eye and ask them for their business, even when you’re offering an amazing service. If you struggle to ask clients directly if they’d like to work with you, Brian said you can phrase it this way: If I could provide you with an incentive to choose one of our packages today, would you be open to discussing that? Most people are going to say yes. It’s a nice segue into your offer and being able to schedule a follow-up.
Understand the psychological concept of anchoringPricing can be another tricky subject, especially when so many potential clients have no idea what the true cost typically is. One tip Brian gives to help mitigate the sticker shock is to have potential clients complete a questionnaire. It should present the client with an option to choose their budget range or write in what their budget amount. This allows you to know their budget mindset before scheduling a consultation.
The other strategy when dealing with pricing is that of anchoring. You present your packages and pricing from the most expensive to the least expensive. This anchors their mindset to the highest price so that anything offered that’s lower is more appealing. Just like in design and photography, make your pricing follow the “rule of thirds”. Anything that is presented in threes is appealing to the eye—and the wallet.
Listen to the entire episode as Brian walks through his strategy in-depth and gives designers a great layout for selling their services the easiest way possible.
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Kate Doster’s Attention-Grabbing Email Marketing Strategies - Episode 241
Business Coach Desi Creswell Shares How to Build Trust in Yourself - Episode 240
How Brett + Giselle Sugerman Found Phenomenal Success on Instagram - Episode 239
Pivot Your Business with a Strategic Business Coach [Like Michele Williams] - Episode 238
Kathleen Jennison’s 7-Step Cheat Sheet for New Interior Designers - Episode 237
How to Balance your Marriage + Business + Self [with LMFT Amber Hawley] - Episode 236
Break Boundaries as a Female Founder with Casey Gromer - Episode 235
Convert Calls to Clients with Nikki Rausch [Throwback] - Episode 234
Wingnut REPLAY: Reach Your Soul Goals with Anna Tsui - Episode 233
Achieve Massive Business Growth with Monique Allen's Methods - Episode 232
Infuse More Joy in Your Life with Tanya Dalton - Episode 231
Learn to Rewire Your Brain Patterns with Adele Spraggon - Episode 230
Niche Until it Hurts: Erica Reiner’s Love for Eco-Friendly Design - Episode 229
Why You Should Use Case Studies to Boost Your Business - Episode 228
Overcome Your Limiting Beliefs to Charge What You’re Worth [Sarah Schneider] - Episode 227
How Using a UTM Will Transform your Marketing Metrics with Chris Mercer - Episode 226
An Unexpected Way Designers can Leverage Pinterest per Chandler Oldham - Episode 225
Interior Designers: You NEED to Network with Realtors [per Eric Reeves] - Episode 224
Rachel Gill’s Spectacular Success with Client-Facing Facebook Groups - Episode 223
Crappy Copywriting: How to Be More Marketable with Gregory Anne Cox - Episode 222
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