Tag Archives: sales

When A Sales Prospect Can’t Afford You

When A Sales Prospect Can't Afford You By Jill Celeste, www.JillCeleste.com“I can’t afford your services right now.”

How many times have you heard this sentence during a sales conversation?

If you’re anything like me, it’s been countless times. And it can be discouraging, especially when you really want to work with this person.

So, how should you respond when your sales prospect says she cannot afford you?

It really comes down to understanding if she truly cannot afford you (as in, it will take food off the table), or if she’s not willing to invest in herself. I call this “can’t versus won’t.”

I talk about this conversation in this week’s marketing strategy video. Please take a look:

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I Used To Sabotage My Sales Calls

Once upon a time, not too long ago, I used to sabotage my sales calls.

I used to sabotage my sales calls. By Jill Celeste, www.JillCeleste.com

Here’s what happened…

Someone I didn’t know would schedule an introductory sales call with me, and I would come up with reasons to not have the call.

It could go a variety of ways:

  1. I would look at the person’s website and social media accounts, and decide that there is no way I could help her, and cancel the sales call.
  2. I would suddenly decide that I don’t want more 1:1 coaching clients, and cancel the call.
  3. I would decide to “test” the person and cancel the call, and if she rescheduled, then I knew we were “meant to be” and would proceed with the rescheduled call.

Please don’t judge me. I am scared to share these details with you because you may be wondering what kind of marketing teacher I am. Who sabotages the opportunity to serve others and earn income?

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How To Ask For Referrals

If you want to find more ideal clients, you should perfect the art of asking for referrals. Referrals are valuable! Not only will get additional visibility, it’s the most affordable way to market your business. In many cases, referrals are more effective than Facebook ads ($), hosting your own workshops ($), and attending conferences ($).

How to ask for referrals by Jill Celeste, www.JillCeleste.com

What often bothers purpose-driven entrepreneurs about asking for referrals is the “asking” part. What is the right way to ask? How can you ask without feeling icky? How should you reciprocate?

Let’s be real: Often purpose-driven entrepreneurs don’t like to ask for things. We don’t like to ask for referrals, or help, or sales. And why do businesses fail? Because we don’t ask for what we need.

We need to implement a mindset shift, starting now! And the perfect place to begin is with asking for referrals.

What is the right way to ask for a referral

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Is It Time To Establish Follow-Up Friday?

If you’re anything like me, you could use an improved process for following up with sales prospects.

That’s why I created “Follow-Up Friday” – an process that helps me remember to follow up!

Why Friday?

Because it starts with an “F” – just like “follow.” The alliteration helps me remember and stay focused (but feel free to pick another day for following up!).

Is it time to establish Follow-Up Friday? by Jill Celeste, www.JillCeleste.com

I spell it all out in this week’s marketing strategy video. Let me know if you have any questions in the comments below!

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When Your Sales Prospect Well Runs Dry

You’ve done an excellent job getting out there – networking, connecting with influencers, staying active on social media, speaking – everything the experts say to do to attract your ideal clients to your business.

Yet your well has run dry. You have been nurturing the same sales prospects for a while – with no conversions – and you don’t have anyone new to talk to about your services.

When Your Sales Prospect Well Runs Dry. Jill Celeste. www.JillCeleste.com

When a “real” well starts to dry up, you’ve got three options:

  • You wait for it to rain, or,
  • You dig deeper to find water, or,
  • You dig a new well.

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