In this episode, Jo & Vicky talk about an issue that they are coming across a lot during their client calls – a reluctance to actually ask for the sale. They explain why so many business owners struggle with this, including the role our own money mindset plays.

Jo & Vicky explain how to work out whether this is your issue, then tackle it. To do this they use examples from their business and other dog trainers and take you through a demonstration sales conversation. You will also learn how the way you deal with lead generation impacts your ability to communicate effectively with potential customers.

KEY TAKEAWAYS

• If you're finding yourself using language like expensive, cheap, and affordable, you almost certainly have money mindset issues that are holding you back.

• If you tell yourself what you are offering is expensive or the person you are speaking to can´t afford it, that will come across. Your subconscious will hold you back.

• Never assume that someone’s pain isn’t great enough for them to pay you practically anything to solve it for them. 

• Take time to have a proper conversation with a potential client. You will make a connection with them and be better able to work out what they need.

• Don´t ask what have you tried before.

• Speak to the customer, don´t ask them to fill out 4 pages of information first.

• When your tone changes and you duck and dive when it´s time to talk about the price, people get suspicious and won´t book with you.

• People have to come to the conclusion that you are right for them on their own, you can´t force them but you can be clear about what you offer and how you can help.

• Constantly strive to improve what you offer. Review and tweak, or discard services that don´t work well.

• Genuinely putting your customer first and striving to improve builds your confidence in what you do. That and your passion comes through naturally when you speak to potential clients.

• Periodically review your sales process and hone it.

BEST MOMENTS

“People find it hard to ask for the sale.”

“We're dealing with people; we’re not dealing with dogs.”

“They just need to speak to somebody. They just need to figure out if you're the right fit.”

“We make all of these c**y decisions because it's coming from a place of fear that we're not making enough money that month.”

“The majority of clients I’ve had over the years have not been in affluent areas.”

“It's not your job to get somebody to buy. It's your job to present a solution.”

“Earn the right to be able to ask for that money. Earning the right is done by understanding that client.”

SOCIALS AND IMPORTANT LINKS

https://www.tiktok.com/@letstalkdogbusiness

https://www.youtube.com/@LetsTalkDogBusiness

Website www.caninebusinessacademy.com

Community Facebook Group: https://www.facebook.com/groups/caninebusinessacademycommunity/

ABOUT THE HOSTS

Meet Jo and Vicky! They bring a combined 25 years of expertise in the canine industry. Jo, with a background in corporate business, and Vicky, a dedicated advocate for rescue organisations, form an unstoppable team. Beyond the mic, their lives are a whirlwind – managing two successful businesses, pursuing a full-time university degree, and parenting two little ones under four. Each of their homes combined is a lively menagerie, housing five dogs and an abundance of chickens.