If you are in small business, then you need to sell to survive. If you are selling services, then don’t sell the services, sell yourself. Every prospect expects that the service on offer is fair, equitable and to a level of expertise that they can buy from anyone. So when they make buying decisions concerning services, they will make the majority of the decision based on the person. Whether it is either the person doing the selling or the person who will be doing the doing, it will be the person who closes the sale will be the deciding factor.
Now when you are selling yourself, don’t fall into the trap of making the conversation all about you. It is still a sales call, sales meeting, you still need to show what is in it for them and in this case, will the person fill their need.
So present yourself as you are. Don’t change your style to suit a perception of what you think they want. Be truthful, factual and give glimpses of you the person. Be punctual, dress correctly, make commitments, deliver and follow up. And once you have all that down, then there’s that little inconvenience of showing them the service, the price and getting on with the sale.
Managing Consultant & Author of the soon to be released “My Quality Business”