Many people freak out at the mention of the word “sales,” so instead of asking for the sale, they be quiet.
If you don’t ask for the sale, you’re not going to get it. People are not going to come up to you, holding piles of money, and ask you to take it from them.
You have to ask them to buy your products or services. If that sounds scary, I have to ask… what exactly are you afraid of?
You’re Afraid Of Being Too Pushy – No one wants to come off like a 70s used car salesman. And you don’t have to. You can suggestively ask for the sale, without being blunt or pushy. For example, if you’re at a craft show or other in-person event, and you notice someone eyeing your merchandise, say “that’s ten dollars – would you like me to ring it up for you?”
You’re Afraid People Will Say “No.” – Guess what? Some people will say “no.” That’s life. You’re going to hear a lot of people say “no” to you before you die. But if you don’t ask, you’ll never hear a “yes,” either.
You’re Afraid People Won’t Pay The Price You’re Asking – This is a BIG one. Lots of people feel this way. Including ME. Yes, that’s right. Even ME! I low-ball a lot of stuff – simply because I know that many people who read this site are still in “start-up” phase and don’t have a lot of cash to spend. My stuff is more than worth the price I sell it for. But I’m not giving it away, either. And you shouldn’t, either. You worked hard on your products (will work hard while performing the service for you service-based biz owners) and deserve to earn a decent wage.
Okay – so now that all of your excuses are gone, what are you afraid of? Go out and ask for that sale!
Did you read my mind? I just wrote a post about becoming more assertive with affiliate marketing this year and not being afraid of “sales.”
I have to say, yes, that being pushy is one of my biggest fears when it comes to selling my things and my services. There is definitely a fine line between a gentle coaxing and being pushy.
It’s a complete turn off for me, when I am looking at something and considering buying it and I feel like the sales help is rushing me from thinking about a purchase to actually buying it. And I would have to say that if the sales person saw me eyeing the merchandise, and then say “that’s ten dollars – would you like me to ring it up for you?” I would promptly change my mind about making the purchase. That feels super pushy. Are there other more subtle ways of doing this?
I can relate to #3 and the pricing. I am new to the whole selling of my handmade products but with sales comes the realization of the quality of my work and time invested. Thanks for the encouragement.
I don’t feel it’s being too pushy. You don’t have to steam roll them. But asking if they want the item is better than ignoring them. Personally, if I am at a craft show, and the seller doesn’t interact with me, I walk away.
I worked many years doing shows and manning a trade center booth… and I always prefer the practice of coaxing the customer to buy without asking. But you’re right – it’s important to engage the customer or they will tend to walk away.
My technique was generally to first complement on the item they’re examining (“Hey, that’s a nice piece.”, then elaborate with some information about the item (“That’s sterling silver – the stone is carnelian”). This gives them the option of engaging me in some kind of conversation, or just smiling and nodding at me.
The trick is to get them to ask you questions, changing your position from ‘pushy salesperson’ to ‘engaging and helpful person behind the table’.
I guess I’m sensitive to this because I’m one of those people who really doesn’t want to talk to every person behind every booth when I stop to look at things at a fair. I’ll buy your stuff if I want it, and actually asking me if I want to buy it is uncomfortable to me.