Stop Selling, Start Serving: That’s How To Scale Your Lead Generation


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Selling always sounds icky and spammy, right? That’s why we hate when people overtly sell us on something.

But, the fact is selling drives the world!

Everyone sells—even you.

“No way, but I’m a coach, I would never sell.”

Me: Wrong. You had to sell your skills to your prospect before they became a client .

Anyway, I’m digressing. My point is, selling is not only essential, but it’s also vital for the world.

The reason we don’t like it when people sell to us is that they are SELLING to us.

And, the reason why your sales and marketing strategy is converting poorly, it’s because you’re selling.

Confusing, right?

I know.

If you want to scale your lead generation, stop selling, and start serving.

Is this you?

When you make a sale, you feel guilty since you feel as if you’re being unfair to people, especially during this COVID-19 crisis.

When you fail to close a sale, you feel inadequate. You feel like you’re not good enough.

If you’re a coach or a consultant selling high ticket programs, you feel like you’re way beyond your depth.

If you fail to overcome their objections during a call with a prospect and don’t close the prospect, you start to doubt your skills as a coach.

If you can relate to any of the statements above, then this is for you.

Embrace a Serving Mindset.

A serving mindset is an approach to selling that totally ‘forgets’ about selling and focuses on building an intimate relationship with your target market through transparency, and genuinely wanting to solve problems and help.

When you sell, there are only two outcomes:

You close the sale
Or, you ‘fail’ to close the sale

But, if you serve, set aside your agenda, and focus on helping them through deep caring and deep curiosity, you have only one outcome: WIN!

In serving, you can only win.

When you serve, and the prospect is so impressed by your genuine care for their situation, and you need to help, some will be compelled to want to learn more from you, and they will buy into your paid programs, services, and products- you win.
If they don’t buy right away, they will go away with such a positive impression of you and might buy from you way later due to the value you added in their lives-you win.
If they never buy from you, the impact you had on their lives will compel them to refer you to their colleagues who might be experiencing the same challenge they were facing- you win.

How Serving Can Help You Overcome Imposter Syndrome

Is this you?

You’ve worked with many clients and have helped them increase their sales, improve their health, improve their intimate relationship, and so on in regards to your line of work. Regardless of the results you’ve helped your clients achieve, irrespective of how many years of experience you have, you still feel like you’re a fraud.

You’ve been taking forever to come up with a high ticket offer because you don’t think you’re smart, talented, or skilled enough to charge that much?

You’ve been working with a-pain-in-the- ‘you know where’ because you don’t want to raise your rates since you feel your skills aren’t worth much more.

You’re always feeling like a fraud.

If that’s you, then you’re suffering from the imposter syndrome.

Imposter syndrome is mostly attached to how much you’re charging. But, if you shift your mindset from selling to serving, you detach your skills from a price tag.

Serving is priceless. You don’t care how much you’re worth when you’re serving. You don’t care how much value you add to your clients that match the price you quoted when you’re listening to them to help them figure their lives out and genuinely help them navigate their challenges.

Note, selling is self-centered. It’s focused on you selling your skills and why you’re the best placed to work with the client.

But, serving is client-centered. It’s focused on listening to the prospect, helping them have a clearer understanding of what they’re going through, and helping them figure out exactly what they want- their goal.

When you close a client after you serve them, you don’t feel the pressure to prove your value since you’ve only pre-framed them on what value you bring to the table.

Making The Shift

To scale your business, my challenge to you is to shift from selling to serving. Listen to your clients more. Understand their deepest fears. Have crystal clear pictures of their goals and dreams. Build an intimate relationship with them and be focused on genuinely helping them.

Here are a few questions to ask:

How do you provide so much value to your clients that you will have an impact on their lives even if they buy from you or not?

How do you shift your focus from focusing your energy on what you bring to the table to how you understand your prospects and help them to have a better understanding of their situation and what they need to do to progress?

How do you become so valuable that they will be compelled that you don’t need to sell?

Bottom Line

If there is something you know more than the average person, then you can add value to someone. You don’t have to be ‘the expert’, or an ‘Amazon Best Seller’, or ‘a guru’ or have ‘a doctorate’ on a topic to add value to someone else.

If you know something more than the average person, focus on genuinely helping that person to get to where you are. Serve.

TerDawn DeBoe
TerDawn DeBoe is a digital marketing and business coach, professional graphic designer, business growth specialist, and the CEO of the digital marketing company Creative Thought Solutions (previously known as InnovativEdge Marketing). She also hosts a podcast named- Ideas That Shape The World, where she gets to interview the movers and shakers in the entrepreneur, coaching, and marketing spheres.


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