Are You Bugging Your Prospects?

One of the things that really keeps women entrepreneurs from serving the clients they are meant to serve is the fear of bugging their prospects.  I hearI do not want to hear anything stories all of the time from women business owners about how they don’t want to “annoy” people by doing things like sending out their newsletter, following up after a conversation, or even making an offer to do business.  This leads to inconsistent marketing and an ineffective sales process.

If you really think about it, this fear stems from not being grounded in the value that you provide.  If you honestly believed that you could truly help someone solve a problem they are desperately longing to solve, you wouldn’t hesitate to offer your help.

If your neighbor’s house were on fire at 2:00 am in the morning would you worry about them being annoyed by your visit or your attempt to help? I hope not.

With that being said, there is a difference between truly providing value and simply shouting “buy my stuff” all of the time.  Most mission-centered, passion-driven entrepreneurs don’t want to be pushy, in-your-face, sales people or manipulative marketers.

So how do you build and nurture relationships with your prospects without annoying them?

Here are my top 3 principles to help you avoid bugging your prospects.

1) Be consistent.

Whatever your marketing strategy is you need a plan to implement it on a consistent basis.  If your marketing or sales process is all over the place, people will view YOU as inconsistent–and who wants to work with someone who is inconsistent? Lot’s of people struggle with getting a newsletter out and how often to send it. It doesn’t matter if you send your newsletter out once a week or once a month, just as long as your audience knows when to expect it and you are providing value.  When you lack consistency in your communications with your community, one of 3 things happen: people wonder if you’re ok, they forget who you are, or they think you’re flaky. None of these things are good.

2) Provide value.

Give people the good stuff.  Give them useful information, not just promotional filler.  Part of the consumer buying process is researching different solutions. Show people what you have to offer so that they are enticed to deepen the relationship with you and ultimately make a buying decision that involves your service.  Contrary to popular belief, getting on a teleclass and spending 15 or 20 minutes on your background introduction is not providing value, it’s holding people hostage while you indulge yourself.  The other myth is that you can give away too much.  You can never give away too much information. Time, yes. Information, no. If people only needed information they could find it on their own.  They need your help. Sharing quality information gives them a sample of the greater value you and your service have to offer.

3) Remember selling is not about convincing people to do business with you.

Selling isn’t about convincing people to do business with you or manipulating people into purchasing something. I know you see it a lot.  Sure, manipulation can help you get sales sometimes, at least in the short term, but it doesn’t help you to gain high-quality, highly-committed clients who truly love to do business with you over and over again and or move them to tell their friends about how great you are.  Selling is all about coming from a place of service,  inspiring people to go after the change they desire, and helping them make an informed decision about whether or not to work with you to get what they want.

Keep these three things in mind and you will not have to worry about bugging your prospects anymore.  I would love to hear your thoughts so please leave your comments below.

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About Tiffany deSilva

Tiffany deSilva is the founder, CEO, and visionary leader of BrightFire Women’s Business Network, LLC.

BrightFire Women’s Business Network is the premiere sales training and coaching resource for service-based women entrepreneurs who want to increase their sales, serve more people, and change more lives.

Feedback & Comments:

  1. This is a question I get from my clients all the time. I look forward to sharing this so they can hear it from you because I’m in total agreement!

  2. I know that fear of being seen as “pushy” has been a problem. But when I focus on what I do and how I can help I realize that it’s not pushy to let people know what I do, it’s an act of caring because I am so passionately invested in helping them reach their health goals.

  3. I so agree with your comment about taking 20 minutes of an hour long teleseminar or webinar to introduce yourself. Five minutes, yes, 20 heck no!

  4. Fab post!

    I hear you on the 20 mins introduction! terrible!

    I especially love this: “Selling is all about coming from a place of service, inspiring people to go after the change they desire, and helping them make an informed decision about whether or not to work with you to get what they want.”

  5. Agree fully, the value you bring to the table, in the shortest amount of time or words.
    Period. End of story.

  6. Tiffany,
    This is a fantastic reminder. I often tell clients that marketing = relationships and people are not numbers. So, it’s important to foster relationships and if we are not offering to be of service, we’re actually doing a disservice to those we are meant to help.
    Write on!~
    Lisa

  7. Great points! Sharing this with an organization I’m on the board of… they are a little reluctant to send out more than one “appeal” for giving… perhaps your perspective will help them see that they won’t be “bugging” their constituents to up it to two per year with all the other positive, “of value” offerings they put out throughout the year! Love, Katherine.

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