There are three ways to increase your revenue – charge more, sell to more people and add more revenue streams. But what about when you do those things and still your revenue doesn’t go up? Do you need to lower your prices? Do you need to add another product or service instead of what you’re currently offering? Probably not.
The reality is that if you’re not asking for the money, your revenue won’t increase. There are many reasons we may not ask for the money but the fear of rejection is likely the biggest.
There’s something to remember when someone says “no”, it doesn’t mean never. It just means not right now.
The stories and assumptions we make about a potential client is what keeps you from increasing our revenue and asking for the money. We’ve all heard that a closed mouth doesn’t get fed, well I actually believe a closed mouth doesn’t get paid.
Below are a few tips on how to ask for the money with confidence:
- Before making the call, do your research. Does the potential client have a website and social media presence?
- Focus on connecting with the potential client before selling.
- Create a script – clarify the purpose of the call, describe what you do and who you work with, get clear about the problem their experiencing and how you can help solve their problem.
- Set a sales goal and track your results. A good metric to know is how many calls do you need to make before you get a yes.
- Send a follow up email. Thank them for their time and include a helpful resource, article or tool even if they don’t become a client.
- And remember no doesn’t mean never.