Category Archives: Sales and Copywriting

5 Tips to Get from Introduction to Sales Consultation….without making your prospect feel like prey

Unexpectedly running into a prospective client can make even the most experienced business person salivate. You work hard, market regularly and do everything you’ve been taught to do and low and behold you run into a prospective client at your kids’ soccer game – catching you completely off guard!

Yes, salivate is exactly what some of you do and it’s exactly what you don’t want the person you’re speaking with to notice. You’re chatting with one of the Dad’s while dropping your child off at soccer practice for the first time when he casually mentions he runs a business. You immediately come to attention and begin interrogating him with 100 questions about his marketing and copy needs.

I caution you to STOP! Don’t do this! Take a breath and continue on with the conversation in a relaxed and informal manner. It’s time to continue building a relationship here, not sell.

I recently had an experience where I met someone new in a personal situation and as soon as he found out I was a successful business owner, he switched gears. It was almost like he became a different person, and started interrogating me about my business. I felt extremely uncomfortable because I didn’t know this person and didn’t want to discuss business at the time. I wanted to talk about my kid’s soccer and snacks and carpooling, etc.

I do not look forward to seeing this person again (and I will) because I feel as if they have an agenda when we speak rather than are truly interested in me and my family.

Being the analyzer that I am, I looked back at what this parent did that was specifically such a turn-off to me. I honestly couldn’t get away from them fast enough and wanted to see what role I played in this and how I could turn the situation around. I feel uncomfortable around this person now – I feel like prey rather than a potential friend or acquaintance. I felt as if he were overly aggressive about working with me and not tuning in to me and my business or personal needs. Rather he was more concerned with making a sale for himself.

The lesson here is that there a time and place for everything and the energy you bring to a situation has everything to do with the energy you get back.

If you meet someone at a non-business function it is appropriate to ask about following-up with them and scheduling time to discuss business at a later date. It’s also appropriate to exchange business cards, and then go back to relationship building, not selling.

Here are five tips to remember when you meet prospective clients in non-business situations:

  1. There is a time and place for everything, including selling. It may not be right here right now. Ask if it’s ok to contact them later.
  2. Pay attention to the person you are talking to. Watch THEIR body language and tune-in to their needs.
  3. Don’t be a piranha! You are responsible for the energy you bring to the space.
  4. Be a giver and not a taker, your intention matters. Your tone, your body language, your eyes communicate just as much if not more than your words.
  5. Ask general questions about them and their business. If they don’t have a problem they don’t need your help. Find out first; don’t just start talking about yourself and how great your business is.

What you have to be aware of and be responsible for is the energy you bring to the situation, which is something the soccer dad didn’t do. Your intonation, your body language and your demeanor should always be that of giving, not of getting or taking.

I have recently seen two fascinating interviews with Dr. Jill Bolte Taylor, a Harvard-trained and published neuroanatomist who suffered a severe stroke. During her stroke the entire left hemisphere of her brain shut down and she was conscious enough to be aware of what was happening while it was happening. She also remembers several specific incidents during her many years of recovery.

Dr. Taylor explains how the left hemisphere of the brain holds our language skills, our self-talk, our mind. Without that she was able to understand people’s intentions by their body language, intonation and even eye contact. She could tell a lot about a person and if she wanted to spend time with them without understanding a word.

Bottom line message from Dr. Taylor, “there are people that bring you energy and people who take your energy away”, and everyone should “be responsible for the energy you bring into this space”.

Just like my soccer dad acquaintance that didn’t technically say or do anything wrong or offensive, I could tell he wanted something from me. He had “take energy”. It was repelling and not something I want to be around.

The lesson for you here is that yes, sales conversations are an important and necessary part of business and you need to engage in them. However, before you even have a sales conversation you need to create a relationship where there is a foundation of trust and liking.

You do this by approaching all of life, everything you do and everyone you meet, by giving – not taking from people or situations.

Struggling attracting clients and reaching your target market? Contact us today at Kelly@TheCopywritingInstitute.com to see if we can help.

Happy Copywriting!

Kelly Robbins, MA

Why You’re Not Getting Clients and What to do About it

Working hard and still not attracting the clients you KNOW you are capable of helping is incredibly frustrating.
Working hard and not making the money you KNOW you are capable of making is even worse!

You see other people making money and it appears almost effortless. You are marketing and seem to be doing everything you are “supposed” to be doing, but still aren’t getting strong Picking From The Money Tree, Marketing, Easepositive results.

Are you busy all the time and don’t see how you can possibly squeeze even one more thing in?

It’s enough to make anyone frustrated and even consider quitting.

I caution you – DON’T QUIT! What you need is some help – clearly there is something you don’t know. It can be that simple.

Register for our next free teleseminarWhy You’re Not Getting the Clients you Want and What to do About it — and learn how to dramatically change your results. Next Wednesday, April 4th at 1:00pm MT (3:00pm ET) Kelly Robbins, MA, will share some exciting insights with you about building and growing a profitable client base.

On the call you’ll discover

  • The three main reasons entrepreneurs don’t win business
  • How to recognize these behaviors in yourself
  • Discover steps you can take to change behaviors and beliefs that are preventing success

We are also going to take a look at the Universal law of cause and effect. The “effect” is your results… Income. Clients. Struggle. Lack. What “causes” are creating struggle and lack in your life? You can’t consciously change what you don’t see. During this one-time teleconference Kelly is going to help you see what may be causing your struggles and frustrations.

Ask yourself how long have you been stuck in a pattern you don’t like. Stuck at a specific dollar amount for example. Or had the same client base for years with no change. It’s like the air is stagnant, except it’s your business or your life.

How long have you been thinking about making a change or doing something new (months or years) but haven’t taken action on it?

Now is the time to take a good look at what’s going on and why you are still in the same place. You should be able to look at your life and/or business six months ago and see change. Can you?

If any of this rings true to you I encourage you to register for this free teleseminar today.

Held next Wednesday, April 4th at 1:00pm MT (12:00pm PT).

Don’t worry if you can’t make the live call – which I encourage you to do – it will be recorded. You must register for the call to have access to the recording.

Happy Copywriting!
Kelly Robbins, MA

Best Social Media Practices for Freelance Copywriters

social media, words, marketing, business, connect, networkSocial media is all the buzz in marketing for freelance copywriters today. In the last two weeks I have read at least 12 articles on pinterest (a Facebook or Twitter application) alone. Before that Google+ was a must-have for anybody who wanted to be anybody. It’s as easy to see how marketers can feel obligated to participate in social media as it is to quickly become overwhelmed with the variety of choices and maintenance required to achieve results. The enormity of creating a simple presence on Facebook, Twitter and LinkedIn in addition to creating and maintaining a website, blog, e-zine and all the other mediums available today is daunting.

With all the social media hoopla anyone could easily jump on the bandwagon and add one (or several) more things to their to-do list in the rush to keep up with the newest trends. Today’s advice is look before you leap. You don’t have to be everywhere to make money!

Facebook, Twitter, Pinterest, Squidoo, LinkedIn, YouTube, Google+… the list is endless. How do you choose? How much time should a marketer actually spend on social media?

The cold, hard facts are that you don’t absolutely NEED to have a Facebook account or 10,000 followers on Twitter to make a living as a copywriter.  Just because it’s free doesn’t mean it necessitates your presence.

There are some instances where it is vitally important to have a strong social media presence. For example:

  1. If you position yourself as a social media copywriter you need to be able to walk the talk. Prospects expect to find you there.
  2. If your clients are strong social media users, either personally or professionally, it makes sense to connect with them there.
  3. You have targeted a niche that’s projected to expand in the social media area. For example, the high-tech industry and the field of academics are strong users of the new Google +.  If these are your clients you would be wise to participate in the discussions there.
  4. You love Facebook and Twitter (or whichever medium), you are already there and expanding into a business presence is natural and easy for you. It makes sense to continue.

Many marketers leap into social media marketing because it’s easy and inexpensive, however, it can also be a huge time suck and, if not done strategically, can lead to a lot of effort with no results. It’s important to evaluate your niche and the needs of your clients as well as their online habits and balance that with how much time you have.

I’m not saying don’t participate in social media for business purposes. What I am saying is to be smart about it and don’t just jump on the bandwagon because you can. Social media can easily become one more distraction from making sales – which is where you need to be focusing your energy.

Thinking about stepping into a new social media medium? Here are a few questions to ask yourself to see which, if any, social media outlet is right for your business:

  • Does the medium complement your other marketing efforts? It is one more way to connect and engage with consumers – just because you are there doesn’t mean clients or prospects are there.
  • If you currently gain most of your business through another avenue, such as speaking or direct selling, will social media help or hinder your sales flow? If direct selling works for you then stick with it!
  • How much time do you have to dedicate to updating social media? Is this something that can be outsourced?
  • What do you already have in place, such as a blog or e-zine, which can be leveraged with social media?
  • Social media is a personal, direct way to engage with prospects. You must have a personality – you can’t just post sentences from your blog. Can you do this?

I am leery of anyone who says you HAVE to do anything where marketing is concerned. The only HAVE to is selling. You can be as creative as you want when it comes to bringing the leads in, but you must know how to sell.

Social media is attractive to many solopreneurs because it is free and easy to do. My experience is it’s also an easy way to distract yourself from selling, which you HAVE to do to make money and grow your business.

Copywriters, be smart about social media usage. Remember it is just one of many tools available to get in front of your target market. It’s not for everyone and it is definitely not a requirement to building a highly profitable copywriting business.

 

Happy Copywriting!

Kelly Robbins, MA