My degree in psychology does not qualify me to sell a technical product. When I first got in this industry (almost 6 years and 2,300 websites ago) I thought, boy, do I have a lot to learn. And that was true, and I almost let it cripple me.
Now, for those of you who do not know me directly, I am not short on confidence. My parents told me I could do anything, and I believed them. So when given the opportunity to start a company selling web solutions, I said why not and jumped in with both feet. Unfortunately, the first few meetings I had with potential clients were disasters. I wasn’t prepared to answer their questions, I didn’t know what I was selling, and I couldn’t provide them with any value. I was shell shocked. I had just invested over $60,000 into a business that I didn’t know the first thing about.
My initial reaction… RETREAT, FULL RETREAT! Hide your head in the sand until this passes and then pop back up as a blond and hope no one noticed. Unfortunately that strategy didn’t work. I had to get back on the horse, I had to make my investment work. So then I took on the attitude that I had to learn everything there was about web technologies and websites. The next meeting I went into, I was going to be the biggest web nerd in the room. I started reading books and other websites that I could find. I tried to devour as much information as I could.
But what was happening to my sales and leads while I was doing all this learning? Nothing. I had no sales, I had no income, I had nothing in my pipeline. That was even scarier than being laughed out of a meeting. So I knew I had to find a healthy balance of learning and selling. I took on the attitude that I have now… I may not know everything about technology, but I know we (NSNA) can do just about anything any client wants on the web.
And more importantly, I realized that my potential clients don’t care if I know everything about the web or not. They care about what I know about their business. They care about how I can help them make more money, spend less time at work, manage their own site, learn a new skill, etc. That is the value I provided them. My clients enjoy the fact that I do not speak geek. They like that they are speaking with another business owner that understands that making payroll can be a bitch sometimes and that sometimes at the end of the month there are a lot more bills than cash.
So now the important skill that I bring to the table when meeting a client is that I listen. I listen to what they want, I balance that with what I know works and how our products work, and the result usually is a happy client with a new web solution. The point is, don’t let your fear of not knowing paralyze you into not selling. If you are a ProFusion Dealer, spend time building your website on the tools you were given when you first signed up. Show your clients what you are doing, show them how you can add pictures to your website with a few mouse clicks. Show them how you can turn a boring business website into an Italian Restaurant site in less than an hour. Show them how you can make your new product dance, and I guarantee they will want to do business with you and they will tell their friends about you.
So stop waiting, start selling!