How do you approach a stranger about your business without looking like you are trying to sell to them?
That’s what Monik Dismute asked me this week and I can relate to that question.
I bet some of you have had that used car salesman feeling when you go to sell, or close the deal, or book the appointment, or sell the lash cleanser?
Does the thought of selling give you a chill and send you spiraling into crazy thoughts like; Oh my gosh! What are they going to say? Am I going to put my foot in my mouth?
DON’T PANIC, because in episode 70 of Lessons of a Lashpreneur, I’m going to help you break down how to sell in an AUTHENTIC way instead of the salesy, spammy, sleazy kind of way you envision when the word “sales” comes up.
Let me start with a story of how not to do it.
Just in the last week, I’ve been on Instagram live closing the doors on The Lashpreneur Society and I went off on one of our “viewers.”
I know it sounds bad! But I was proud of that moment. Why? Because I got to demonstrate, live and completely unrehearsed how passionate I was about my point.
Who was this viewer I hear you ask? That viewer was…a tweezer manufacturer? WHAT!!!
That tweezer manufacturer literally tweezed their way into my live feed by putting their website address in the comments of the live. WAIT A MINUTE!!! This was an EPICALLY AWFUL marketing strategy.
We definitely don’t roll that way at The Lashpreneur Society.
This is a prime example of WHAT NOT TO DO. This is SPAM. Unwanted marketing. They have no relationship, no connection to you – they are just putting themselves out there right in the middle of a live.
So, let’s all take a deep breath for a moment and make this a teachable moment if we can – and learn some valuable lessons about marketing.
Mistake No.1
- Don’t put links in the comments section. Why? Links are not clickable in comments Mr or Mrs Tweezer Manufacturer. They are only clickable in DM’S and in the link in the bio. So someone would have to memorize the url, go out of the app and manually type it into the address. That’s a lot of work that most people aren’t willing to do.
Mistake No.2
- Don’t poach someone else’s audience in the middle of their sales pitch. That’s just bad manners. You won’t make any friends or increase your brand reputation.
Mistake No.3
- Don’t be inauthentic. What kind of value am I getting when I see your jacked-up tweezers from your website link. My audience isn’t going to suddenly bow down to you and make you an IG tweezer god! “Hey, I’m watching this business coach for lash artists and man… I really wish I had some tweezers in my life. AHHHHH the angels have heard my prayers, cause there you are?!?!”
Let’s flip this into a positive now. How can we effectively sell in an authentic way that doesn’t mean chasing strangers or hitting them over the head with your website link in your live comments?
{If you want to listen to the podcast episode on this topic, click on the player at the top of the post. There’s a video teaser of the episode below, or read on for more…}
Here’s how not to be seen as the scum of an industry and how to prioritize selling in an AUTHENTIC and NON-TWEEZER MANUFACTURER MARKETING kind of way. But also how not to panic when you think about “selling.”
Don’t panic about making a sale
1. Take the sale off the table
A lot of people have a lot of stories about the word sale and selling. Most people have a vision of sales as someone trying to manipulate them into buying something that they don’t want or need.
If you can take the sales out of the equation and focus on how you can serve and help.
This is going to change how you show up, how you feel about selling and how you can change your approach to selling.
Find out what their problem is and how you can help. Maybe they’ve lost confidence, have issues with strip lashes, aging, chemotherapy, status or wanting to feel like themselves again.
Your solution may be paid for – but it may actually help them.
They may have tried the free or cheap ways and didn’t solve their problem. There is value in paying because you can get the result, faster and easier
2. Build a relationship
I don’t recommend you approach a stranger. Focus on building a relationship
Lead with value first. Find out how you can help them before they can help you. People can smell desperation. Make it about them.
Don’t flyer mall parking lots if you are wanting to charge premium products. Who is looking for a premium product in a parking lot? They may only be loyal to the deal.
And, don’t go dropping your business card off at some random business or salon. Why should they market you?
Find ways in which to build a relationship. Utilize your relationship capital through strategic partnerships. Use your referrals and reviews. Use your friend network. Serve the people you already have at your table.
3. Let go of your fear of rejection
It’s not personal. Don’t make that “no thanks,” or “nah I’m good,” or “not right now,” or “that’s too pricey,” about you. It’s not about you. If they don’t want your help, that’s not on you, that’s on them. Does a no mean?
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- Does a no mean that you’re not good enough? No
- Does a no mean you’re not worthy enough? Definitely not
- Does a no mean you suck at life? Hell no
- Does a no mean you’re not loveable? OF COURSE NOT. Its just a small two letter word. Move on.
Reality check. Realize that you are not meant to help everyone and that’s a-ok. It’s not rejection unless you deem it’s a rejection.
Take a moment. Did you do your best to try and help? If so – great. You can rest peacefully tonight. You did you duty to serve.
Review your approach. Did you mess up and lose sight of what it was you were trying to sell? Great – see it as an opportunity to improve and do better next time.
Be authentic when you sell
How can we avoid being perceived as some sleazy slimy used car salesman or a tweezer manufacturer who has to meet a certain minimum criteria of DM’S a day?
- By focusing on serving someone and helping them with a solution to their problem
- By building relationships with your audience or potential customers so they can know you, like you, and trust you making sales totally effortless because they TRULY want what you have.
- And not letting the fear of rejection or making up a whole bunch of stories about what “no” means so that you never put yourself out there in the first place.
If I can sell somebody something, because I know its going to help them. Its not about me. It’s about what you can do for them. Make it come from a place of service and not of sales.
I would love it if you could leave me a review and your thoughts on any of the 70 episodes of the Lessons of a Lashpreneur Show! I love reading those reviews and seeing your takeaways!
Have a Good One!
Tara Walsh
The Lashpreneur
