Selling with Heart (An Honest Approach to Sales)
“I need to learn how to sell… but it’s feels so awkward promoting myself!”
I dreaded selling for so long. I hoped and prayed that sales would just happen organically, without me having to “sell” or promote my offers at all!
I looked all over for HELP with sales, but nothing seemed quite right for me. Every sales expert I talked to seemed a little too slick, a little too practiced…and it just made me uneasy.
Because ultimately I was looking at selling all wrong.
I thought selling was a whole new skill I didn’t have…but I already had all the skills I needed to sell with heart, authentically. I’m going to break them down for you here, so you can put them to work in your business!
This is for you if:
You want to start making sales in a way that feels AUTHENTIC to you.
You’d rather SERVE than sell (and you’d rather help than hassle).
You want a heart-centered approach to sales that doesn’t involve sneaky tactics or mind games.
You want to sell your offers to people who genuinely want and NEED them, instead of trying to convince people to buy.
Start with Passion + Vision
Your own passion is one of your most powerful tools in selling. I might even argue it’s the MOST important. When people feel your passion and your vision for what’s possible, and it inspired them too, they can get on board with you before they even know what you’re selling.
“We believe in thinking differently” is a better starting point for a sale than “Here is a computer you can buy.” And that’s what Apple does. Apple is here to inspire people to think differently… they just happen to make computers. But if you believe in this idea of thinking differently and outside the box, you’re likely to be interested in anything Apple has to offer – computers, phones, cameras, and so on.
So tune into your own passion and the impact YOU want to make, and that will naturally attract the people who feel the same.
“People don’t buy what you do. They buy WHY you do it.” – Simon Sinek
Connect with Stories
Storytelling is in our blood! It’s been an essential part of the human experience going back… well, almost forever. Through stories, we connect with each other, empathize with each other, interpret the world around us, and find order in the chaos.
Prophets and leaders throughout history have used storytelling to influence people and teach lessons without just lecturing. It’s a powerful way to connect deeper than thoughts and logic and information… down in the territory of emotions and intuition and subconscious experience.
If you can tell a story from your own life (or from the life of a past client) that your dream clients can relate to, then they can see themselves in the situation, feel it themselves, and empathize with the hero. And that’s a powerful way to show people how your offer can help them live the life they want.
Deliver Service + Value
The third element of selling with heart is delivering massive VALUE that makes you worth following and listening to. Essentially you want your dream client to listen and pay attention long enough to get to know you, and start to trust you, so that a sale is possible.
You want to INVEST in people.
It’s not just about giving free stuff away. It’s about giving people a chance to get to know you and see how you view the world, see how you do things, see what you believe in, and how you approach problems.
Once they see those things, they’ll either know you’re not for them, or they’ll know you are. And that’s the point you want people to reach.
You have to be okay with some people deciding you’re not for them, otherwise you’ll never find the people who DO. So show up, share content that helps and inspires YOUR dream client, and you’ll have a warm audience of people who trust you enough to buy from you.
Offer Social Proof
Share testimonials, client reviews, client testimonials, and stories that show what is possible for your prospective clients.
This amounts to shining light into the dark corners of uncertainty. You’re essentially creating social proof around yourself and your offers, but you’re also showing your dream clients what is possible for them.
In other words, you’re not just trying to CONVINCE people to buy. You’re showing that transformation, that success, are possible for them, too.
Show the Behind-the-Scenes
Sharing behind-the-scenes of your offers gives people a chance to decide if it’s right for them or not. 90% of consumers say that they’re more likely to buy from a brand that offers full transparency, and behind-the-scenes sneak peeks are part of that equation.
Show what’s happening in your business, show what you’re up to, share what you’re working on, and let people into your process and your progress! The more vulnerable you can be, the more confident you’ll come across, and the more people will see you as a true professional.
And let the imperfections show… people like to see more than the perfectly polished end product… they like to see the raw deal behind the scenes, because it shows you have nothing to hide.
Solve a Problem
This is an essential formula for anyone looking to sell with heart. It’s all about meeting your dream client exactly where she is, and in the situation she’s dealing with, and creating an offer that connects the dots between her situation and what you can do for her.
Problem: The thorny situation your dream client is dealing with.
Solution: Your best advice for solving the problem.
Offer: The offer you have that can help her apply that advice.
By focusing on the problem first, you’re meeting her where she is, and putting your finger on the problem. Showing that you understand. Showing that you know what she’s going through. Empathizing, and confirming that you’re on her side, and that you care about her situation. Honestly, if you can do this sincerely, you’re halfway there.
Then you lead into the solution: what you see as the best way to solve the problem. One single piece of advice that can help her succeed and get around the problem.
Finally, you get to the offer – the concrete service or product that can help her APPLY the solution. Here are a few examples to help you see what I mean by Problem / Solution / Offer!
Problem: Feeling alone and isolated in starting a business.
Solution: Joining a community of other entrepreneurs in the same boat.
Offer: A 6-month group mastermind.
Problem: Feeling helpless and stuck in life.
Solution: Connect with your subconscious mind to retrain your brain.
Offer: A one-month hypnotherapy coaching package.
Problem: Wanting an unconventional wedding.
Solution: Get clear about your vision and find vendors who love it.
Offer: Flexible wedding photography package designed around your vision.
So you can see that the solution and the offer are two different things. The solution is like the heartfelt advice you’d give your best friend. The offer is what you can actually give her, to help her apply the solution.
There you have it! Those are the basic rules for selling with heart:
Start with passion and vision.
Connect through storytelling.
Deliver service + value.
Offer social proof.
Show the behind-the-scenes.
Solve a problem.
If you want to carry this heart-centered approach into your Sales Funnel, grab the Sales Funnel Toolkit! Or start with the free Brand Blueprint, below.
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Hey! I’m Ashley.
I’m all about growing your mission-driven business with heart and intention! If you need help connecting authentically with your dream clients, you’re in the right place!