Martin Stellar - Coach & Consultant for ethical sales and business growth

Martin Stellar - Coach & Consultant for ethical sales and business growth

Is Every Business a Relationship Business at Heart?

On one side, there’s business and sales and clients and selling… but on the other side, there’s relationships and communication.

Because no purchase is ever a strictly technical transaction.

Any time someone buys something, there’s a conversation going on in that person’s mind.

When you join that conversation, i.e. when you really *get* your clients, the conversation deepens, and a relationship starts – and inside that relationship, is that conversation.

Put differently: being in business means you’re in a relationship business.

It’s you, a thing you do, another person, and a problem they want to solve – and those are all related.

And if all works out well, you get money and they get your solution.

But only if the relationship is quality, and the conversation is about that other person and their needs and aspirations.

Here’s where it’s very easy to go wrong: far too many people talk about their offer and their accolades, but those only serve to persuade, and that automatically triggers resistance and defensiveness.

That way, the conversation doesn’t improve and the relationship doesn’t transform from ‘Tell me how you can help me’ to ‘Help me figure out if I should get your help’.

And that switch is crucial.

Initially, you’re a listener and provider of information, and that information is related to an existing problem or goal.

But after the switch, you’re a helper, serving someone in making the best decision for themselves.

Put differently: the ‘switch’ is a moment where the relationship changes.

When that change happens, a potential buyer has gone from being curious to being interested, and good things can happen from there.

But, only if you take care of the relationship.

Because the sale happens inside a conversation, which exists in a relationship.

In other words: whatever it is you do or make or offer or solve or provide:

Ultimately, you’re in the relationship business.

Now, I often get asked ‘how’. How to have conversations that work, how to build relationships, how to ask for a sale, how to ask questions that clearly show you’re not pushy and are looking out for their best interest?

“How, Martin, do I land more clients?”

Well, one way to do it is getting my 10-week, 1 on 1 training on ethical selling.

Cheers,

 

Martin

 

 

 

“If Only I Didn’t Have to ‘Sell’ My Work…”

“I wish selling my work wasn’t part of being in business”

You wouldn’t believe the number of times I’ve heard that…

But reality is that if you want a buyer, selling is not optional. It’s just part of business.

The good news is, that things are bought, not sold.

When a buyer says yes and signs or pays, that’s them making the decision.

So you as the seller, you don’t need to do any ‘selling’ the way you normally think of it.

Instead, your only job is to have a conversation, that makes it easier for the buyer to decide yes, or no.

You can have a conversation, right?

Well then… that’s all you need to do. Have a conversation.

But, there’s different kinds of conversation:

Those that meander, that don’t lead to an outcome or sale, that leave you tired and frustrated…

And then, there’s the kind of conversation that has a purpose, that clears things up as to whether a buyer wants your thing…

… and that elegantly leads to a decision, without any pressure or manipulation.

In order for you to have those conversations, I created the LEAP Ethical Selling Framework – and right now, as I mentioned yesterday, I’m running a special offer.

When you decide to get the 10-week, 1on1 training, you get a bonus:

A personal, 2-hour session, where we analyse the psychology of your buyers, and their motivations for buying from you.

With that, you’ll be able to create segments, and identify offers that will appeal to those segments.

In other words: we’ll spend 2 hours to reveal hidden opportunities, already present in your business.

That way, you’ll not just get the ethical selling skills, you also get extremely clear on where your biggest opportunities are for generating revenue without bringing in any new prospects.

After all: it’s easier to get a repeat sale from a customer, than it is to find and convert somebody completely new.

And that bonus session will enable you to get those repeat sales.

Too much to explain here, so if you’re interested in selling better without compromising your values, and you’re also keen to leverage the super valuable asset called ‘your database’, have a look here, and see if this is right for you.

Now, I can’t offer this bonus forever, so it’s only available for the next seven days.

Check it out…

Cheers,

Martin

How High-Integrity Entrepreneurs Make Followup Easy

What do you do when it looks like a sale is going to close… and then it doesn’t?

Everything looks good, the other person is on board, they may even say yes… but then something goes wrong, and the buyer doesn’t buy.

In my work I see over and over again, how people rich with integrity and ethics stop there.

And I get it – it used to be the same for me.

When an opportunity broke down, I just moved on.

And if you do that too, you’re leaving money on the table.

As they say: the fortune is in the followup.

And sure, then you get the gurus telling you that you must follow up because it’s your moral and ethical duty to make sure that the right buyer gets his stuff from you, and not someone else, and – well, fat lot of good that does.

Knowing that doesn’t make it any easier to do followup – especially if you’re a person who sticks to their values, you treat people with respect, and you don’t want to be a nuisance.

So then, how do ethical people do sales and follow up?

What made the difference for me, and: could it work for you as well?

Maybe. Most probably: yes.

It’s really simple, too:

Make every customer interaction a moment of joy.

Have fun talking to your customers, serve them, be yourself and be light.

You’re not there to be all dry and professional – or indeed, salesy – because who wants to talk to someone like that?

Instead, make the interaction about connecting, and learning that person, and figuring out what’s real and/or trying for them.

When you do that, you leave people with a feeling of “Yeah, I feel respected by you. I’ll talk to you again”.

Do you see where I’m going?

When you have conversations people enjoy, they’ll be open to hear from you again.

They’ll welcome you following up – they’ll thank you, even.

Once I got this, following up with folk became as natural to me as writing these daily articles.

But it’s not just about how you follow up – it’s about how you do everything everything in your business.

Do those things – including having sales conversations – in a way that makes people love dealing with you.

You know, like friends do.

That way, you’ll never have to fret about following up again.

Cheers,

 

Martin

Oh, and: if you haven’t yet, make sure sign up for this free training, where I’ll show you how the above works…

Here, Let Me Show You Something – Because People Love to Buy, but Loathe Being Sold to

That quote: “People love to buy, but loathe being sold to…”

That’s exactly why I’m so excited to show you the inner workings of the LEAP framework for ethical selling, this Thursday.

Because I’ll bet that you have something for sale that truly makes a difference in your buyer’s life.

And – forgive me for making assumptions – you want to see people buy that product or service you have.

But, you do want to stay in alignment with your values, right?

You don’t want to coerce, or be pushy, or manipulative – because hey, you want to sleep at night, knowing that your values, your integrity, and your ethics have not been violated.

If I’m correct in assuming these statements ring true with you, we have a lot in common.

And as an ex-monk, ethics and integrity matter MUCH to me, just like they do to you.

Which is exactly why I never ‘sell to people’.

Instead, I just have a conversation. I ask questions, pay attention, tune in to what’s going on in the other person’s world.

And, most importantly, I let people make up their own mind, on whether or not to buy from me.

The result? Fantastic conversations that people are happy with whether or not they buy, and fantastically engaged and happy customers, when they do.

So what’s my secret?

Ain’t no secret.

Other than: I show up to serve.

Specifically, serving means that I help people get the clarity they need on making the best possible decision for themselves, at this point in time.

And if that decision is a ‘no thanks, not today’, I don’t fret.

Whenever that happens, I know I’ve stayed true to my moral compass, and I’ve helped someone choose what’s right for them.

You can do the same thing, once you realise that ‘selling’ – or enrolling – is nothing more than facilitating a decision-making process, which in itself is an act of service.

Want to know the full scoop, learn the ins and outs, of how an ex-monk creates clients, so that you can transform your own sales process, and sign on more people, with more ease, at the rates you deserve?

Then I’ve got a webinar for you: this Thursday, 17th of September, at 2PM CEST / 8 AM Eastern, co-hosted by Will Saunders – founder of Good Will Studios – a ‘branding for good‘ creative agency.

It’s free, it’ll transform how you handle that whole sales thing, and it’ll make your buyers love having the enrollment conversation with you.

Register here, and see you there…

Cheers,

 

Martin

 

 

Niche –> Alignment –> You –> Sale

You can get all marketing-technical when it comes to finding the right niche for your work – and it’s useful, if only for the ‘huh, they made that for me!’ reaction people have when you get your niche right – but it’s easy to forget that a niche consists of people.

So who are the best people to talk to? Who are your most likely buyers? What are they like? What do they care about? What do they need to hear, in order to care about my thing?

Questions like these are what an entrepreneur’s business – or nightmares, depending where you’re at – are filled with.

And nope, it’ll never get easier, you’ll always have to re-think and re-adjust, as your business and your person evolve.

Here’s three questions though, that may help you shift your thinking:

1: What values would I love to see in my buyers?

The trick here, is to look for shared values. When you have the same brand of ethics, integrity, morality and values as a potential buyer, you’re more likely to get along – to have rapport, even before the first meeting.

This bit is a must-have: shared values are what make selling SO much easier.

2: What would you take a stand for, and what would your ideal buyer take a stand for?

This contemplation isn’t about must-have, but rather: nice-to-have.

Perhaps you’d take a stand for equality, but John Prospect might be all over workplace health and fair treatment. John and you don’t need to take a stand on the same things – so long as they are similar enough for you two to have overlap in terms of purpose and mission.

That helps you align, helps you two move forward together – which hopefully will include moving forward in a professional (i.e. paid) relationship.

3: What drives you up the wall, and what about them?

In your ideal buyer… what are the kind of things that they loathe, resent, would never stoop to, condemn, or remove from their life?

And what about you… what kind of thing really gets your goat, makes you angry, is unjust, should stop or change – what would you stand up against?

The overlap of what you and the other consider as ‘this is wrong, it should change’ is where you have a shared drive, an energy: a motivation to make stuff happen.

Again, these are nice-to-haves in terms of matching – not specific hard items like the values in point 1.

How to make this work:

Do some journaling, make lists, map things out. Be exhaustive and brainstorm-y.

In the center of the Venn diagram, start jotting down aspects and qualities about your ideal client – the kind of person inside of your niche that might be in the market for your work – AND they’ll have so much in common with you, you could have been friends for years.

None of this guarantees a sale – but it’s a damn fine way to find people you can move forward with, in some way or other.

And because you’ll have so much common ground, the chances of them buying go up enormously.

Every day I help entrepreneurs – coaches, trainers, consultants, designers, authors – land more clients, by getting real specific about identifying, and finding, the people they love working with and who are ready to buy.

And yes, my clients and I have things in common: we agree that truthfulness, integrity and justness are inviolable values.

We both take a stand for doing right by people, and using commerce as a way to improve things – and we don’t abide things like racism, bigotry or divisiveness.

So if you’re like that too and you’re ready to convert more opportunities into sales and stop losing so many opportunities, I can help with that.

Ready?

Cheers,

Martin

Don’t Close the Sale – Do This Instead

I’ve never liked the idea of ‘closing sales’. To me, it’s the complete opposite of what actually happens when someone buys.

You buy new shoes, and within days your knees or your back stops hurting.

You buy a new mattress, and wake up more rested than you have in years.

A new car, computer, or phone, and man what a joy to use a brand new piece of kit!

You hire a professional to do a specialised job for you, and suddenly you’re in the safety and comfort of knowing that something you need is being taken care of expertly.

All these, and all other purchases, have one thing in common:

They open up a new phase in the life of the buyer.

Not only that: when people buy, they open up a new version of the relationship they have with you or your brand.

They open up a phase of change.

Because buying things is transformational, and the more important or costly the purchase, the bigger the nature of that transformation.

That’s why in the LEAP Framework for Ethical Selling, I don’t teach how to ‘close a sale’.

Instead, I teach how to empathetically position yourself in such a way, that your potential client willingly steps into – opens up – that new phase.

It’s much more fun, and it’s super effective.

And, you can you learn how to do it yourself, with my 9-week, live, 1 on 1 training.

More information here…

Cheers,

Martin

They Need You

Whether you’re a coach, a CEO, an artist or speaker or author or inventor:

People need you.

That’s why you get paid (be it in fees or salary) to show up and do your work.

In other words, there’s demand for what you bring.

And, it’s incumbent upon you (and every other professional) to supply and bring that thing.

And if you’re then also someone with a purpose – doing your work because it makes a difference – marketing, promoting and selling go from ‘necessary evil’ to something you can do with pride.

After all, they need you – and nobody is going to search in order to find the needle (i.e. you) in the haystack (the marketplace for your kind of work).

No, it’s up to you to show up and be findable.

That’s how people who need you get to have what you do.

That way you fulfill the purpose you do it for, and that’s how you make the money too.

And that purpose can be anything you want – it doesn’t have to be ‘end world hunger’ or ‘invent the next generation of batteries for Tesla’.

Whether you create inclusive workplaces, or sing with Alzheimer patients, or run PR campaigns for social enterprises, or teach maths, or coach entrepreneurs on servant-leadership: you’ve got a purpose and it’s valid (and I do hope you know what yours is).

Work for that purpose, show up to the people who need you, and:

Discover your own best, most fun, true-to-values method for growing your influence, business, revenue, and impact.

Because if we don’t manage to sell, those who need us don’t get our work.

And if that happens, there’s a harsh question to ask:

Are we serving our purpose?

That’s why I teach and coach on business and sales.

Because folk like us, we do this thing we do for a purpose.

It’s our job to serve that purpose and that requires getting good at enrolling people in our work.

That’s how we get to serve our purpose.

And if that resonates and you’re ready to scale up, let’s talk and see what we can do.

Cheers,

Martin

Stewardship in Sales

An average seller tries to reason with people:

“Once you understand how good of a choice it is to buy this thing…”

A good seller works with benefits and desires:

“You’re telling me you want outcome X, which is precisely what we created this offer for. It looks like this is the thing you’ve been looking for”.

A terrific seller works relationships and service:

“I’m here to help you get to the right decision, be it buy or don’t buy – talk to me about any concern you may have, I’m not pushing anything here”.

And someone who sells with a purpose, from the heart, out of sheer desire to make a positive impact?

That person seller sells stewardship:

“I’m here to make sure you’re taken care of – by me, and by the product or service you’ll be using. I’m here to be a steward over your outcomes”.

That seller btw is the one who gets the easiest sales, most referrals, and best clients.

Sell stewardship: let people know you’re there for them.

Oh, and for those readers who want to learn how to do that: I’m here for you.

Cheers,

 

Martin

Values –> Alignment –> Resonance –> Sale

Whenever someone buys something, there’s something that resonates with them.

Somewhere in the mix of desired outcomes, emotions, trust and thought, there’s a ‘vibe’ that goes ‘Yeah. Want’.

And if ever you came out of a conversation with a potential buyer and they didn’t buy, it means that there was some element of resonance missing.

So how do you create resonance?

That’s a long and complex answer, but one very simple way to improve the level of resonance, is to start with the thing I mentioned yesterday, one of the deepest psychological elements:

Values.

You have things that are values for you, things that come before anything else, should not be violated. Principles you live by.

And, so does your buyer.

Usually when talking to people, you’ll discover whether or not you have values and principles in common.

If you don’t, you’re out of alignment with that person – which isn’t a disaster, but it does make it more likely that you won’t reach enough resonance for them to buy.

The solution?

Put yourself in front of people who have similar or same values as you do.

That way, the moment you start talking, you’re aligned on a psychologically important level. Very often, not even consciously.

But as you converse, you’ll both discover that you have more and more values and principles in common.

Each time they discover that, they feel more aligned with you.

And that makes it SO much easier to create a client, compared to trying to enroll someone whose values are far off from yours.

Making sure your buyer-conversations are with people who are aligned with you is one of the quickest and most powerful ways to increase your conversion rate.

Did that click for you?

Then have a look at what the LEAP Framework for Ethical Selling can do for you…

Cheers,

 

Martin

 

 

Lead With Values and Sell More Because of Them

When I talk about ‘solving the good egg problem’ – meaning: helping good folk sell more because of their values and not despite of them –  that means there’s quite a bit of variation in the kind of businesses that I’ve worked with.

Over the years, I’ve worked with coaches, consultants, ghostwriters, designers, architects, startups, healthcare, web developers and yoga teachers and SaaS founders: I’ve worked with all kinds and sizes of businesses.

On the surface, that looks like bad marketing, because if I am ‘for everyone in general’, my marketing would say ‘I’m not for anyone in particular’.

Except I’m not for everyone.

Sure I like working with coaches and consultants and people in tech – but I don’t necessarily think in terms of ‘niche’ or ‘industry’ or ‘demographic’.

What you do as a business owner can be whatever you want – but I can only work with you if and I have shared views on items such as values, integrity, and truthfulness…

And, very importantly: the idea of running a business that does something useful.

That’s my ‘niche’ – the psychographic make-up that you and I have, and whether or not we’re aligned in how we see certain things that matter a lot to us. Like values, and stuff.

That’s who I’m for: people who see business and service and money and marketing in a way similar to me: a force for good, to be used strategically and with purpose and intent.

Here’s why this is useful for your own marketing:

Your values, or those that your company embodies, influence the experience your clients have with your business.

When you then lead with those values, in all your marketing and sales efforts, you’ll start to attract the kind of people who seek a provider who has certain values in common with them.

So when I work with clients to grow their business, an important job is to figure out what experience your customers have had, what that says about your values, and how that informs the communication (i.e. marketing and sales) you should be putting out in your messaging.

Because when you have the right values in common, the sale is already half closed, before you even talk to a new customer, because you’ll already have a lot of rapport.

That’s why I believe an ethical, for-good business should always lead with values.

Makes the entire process of marketing and selling so much easier – and, you’ll consistently end up talking to people you love dealing with.

If all this rings true, and you want to enroll more of the opportunities available to you:

I’m re-launching the LEAP Framework for Ethical Selling – a 10-week 1 on 1 training programme, designed to help you create sales without ever having to go against your values.

More information here.

Cheers,

 

Martin

 

 

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