Sales Strategies You AREN'T Taught

Being part of the Live Local Marketing sphere means always thinking of unique solutions by knowing why the common practices work so well. 

Monday, we talked about the shift from chasing to attracting, today let's get into what that actually looks like on the ground with some creative ideas. Positioning yourself as the obvious answer is not a mindset exercise; it is a set of specific behaviors you repeat with patience until your reputation does the work for you.

Here are three moves that will change you from a lead chaser to an attractor: 

1. Lead With the Problem, Not the Service

Most local pros introduce themselves by what they do. "I am a contractor." "I sell insurance." "I am in real estate." And that is fine, but it is forgettable...just look at some LinkedIn profiles and see how monotonous this phrase is.

The professionals who attract business introduce themselves by the problem they solve. "I help homeowners stop losing money on projects that go sideways." "I help families protect what they built in case something unexpected happens." "I help people stop renting and start building equity without the stress of figuring it out alone."

Same profession. Completely different position in the listener's mind.

When you lead with the problem, the right people immediately self-identify, which leads to more content consumption, more questions, and more leads. Plus, you did not pitch anyone, and the conversation just opened itself.

2. Shift the Hero of the Story

There is a way to talk about your wins that builds trust and a way that makes people feel like they are watching a commercial. The difference is where the spotlight lands = make your clients and business owners be the hero of the story, not you.

This is absolutely counterintuitive in this attention market, but when your audience sees how well you support your client's journey, they will see that they can also be successful. 

Instead of "I just closed another deal" try "My client finally stopped stressing about whether their coverage would hold up. Took us about two weeks to restructure things, and now they sleep at night." Same outcome, but one is about you, and one is about them.

Your audience is not watching a Billy highlight reel, they are imagining their own problem getting solved by someone just like them. That is a completely different emotional response and it is the one that moves people to reach out.

3. Engage Like a Resource, Not a Vendor

The cliche truth is that the best salespeople give away their best stuff for free.

This is because it is just information; most people still need you to help fill the gaps, or else they would already be solving their problem (hint: it is also a great way to vet the audience of those who really need your service and those who are going to be a pain as a client with their "I could do this without you" mentality). 

The person with the problem sees that you actually know what you are talking about and everyone else watching that thread sees it too. You just demonstrated your value to an audience you did not even know was paying attention.

Vendors sell. Resources get called.

These three moves work because they are not tactics layered on top of your personality. They are just a smarter way to be yourself in the spaces you are already in, and I would bet that they are not the normal sales strategies that you have been told over the years.

I don't teach pitches or how to manipulate the buyer into converting or any other salesy tactics...we add value, we build trust, we attract customers who want to buy your services. 

If you want a head start, the free 5 Day Challenge walks you through exactly how to put this into motion with the relationships you already have. No cold outreach required.

Check it out here: https://www.livelocalwarmmarketing.com/courses