One vital part of your dog training business is sales. There is no getting around the fact that to stay in business, your customers need to buy your services. And yet, it is a part of the business that so many people dislike. With practice and the right approach, though, you can learn to love sales conversations.
If you want to grow your business, you need communicate with potential customers. It will be most effective to speak directly, either in person or by telephone. Your sales conversation has several purposes:
Practice
The more sales conversations you have, the easier it will get. Take notes when things go well, and when they don’t. Reviewing those notes over time, you will find that you improve.
Finding a good match
In a personal conversation, you have a chance to get to know the potential customer and they get to know you. You want there to be a good fit on both sides.
Have a good conversation
Give your potential customer your undivided attention. Really listen to them, without judging, and validate their feelings. Be curious and learn what you can. A person who feels heard and understood may be more likely to sign up with you, but even if they don’t, they will likely speak about you. If you leave them with an amazing impression you can create a person who refers you, simply because they enjoyed speaking with you.
Over the years, I have grown to enjoy sales calls, and also showing others how to be successful at it. With active listening and empathy, it’s easy.
