Are you a small business owner and you can proudly say you hate selling? (gasp!) Let me guess, you started your business to make a difference in the world. Or perhaps you just didn’t want to sit behind a desk all day so instead, you followed your heart. Maybe you fell into this small business thing because you found out you could make a little money selling a skill or hand-made product.
But you did not get into this business because you loved selling… sure, making money is great, but it’s not all about the money. I get it. A large majority of small business owners I’ve talked to (especially in the health and wellness industry) don’t even list money in the top three reasons why they started out.
The fact of the matter is you do have to make money in this world to survive so whether you like it or not, if your business is your primary source of income, life will be much easier if you start to accept the fact that while you may hate selling, you do need to make money.
Selling doesn’t have to be a smarmy term reserved for used car salesmen, though. Selling can be simplified to mean nothing more than “the exchange of goods or services for money.” And I maintain that as long as you have positive intentions behind your exchange of goods and services for money, selling becomes almost easy (dare I say fun!)
After all, how many amazing people have you met along this small business journey of yours?
Let’s take a look at two of the biggest mental blocks of selling and what you can do to reframe your mind and make the entire concept a little more bearable.
I can’t charge too much because I want to be accessible to everyone.
I hear this one all the time. You don’t want to cheat others out of their hard-earned money… so instead you cheat yourself! Your time and energy and knowledge are absolutely worth something. And it’s okay if that something is money.
Think of all of the years of education, training, trial and error, and emotional hardship you’ve invested into this business. Every customer gets a piece of that when they buy from you.
Just because you own a small business does not mean you should have to eat beans and rice and shop at second-hand stores for your clothes. Unless you want to, in which case it’s a choice. Not a necessity.
If you believe you are worth it, your customers will too.
I’m just starting out and I don’t want to overcharge for a beginner-level business.
First of all, I know people who have said this after ten years in business. Here’s why it’s a terrible excuse no matter how green you are. If you have built your own business, then you know far more than you think you do and definitely more than your customers do. If you are offering beginner level services (think, yoga for beginners, nutrition 101, or couch to 5K type classes) then you will attract beginner level clients who are willing to pay for the level you are teaching.
The amazing thing about beginners is that they are not usually paying as much for the classes as they are for the motivation, inspiration, and community that beginner-level services and products often lack.
Think back to when you were in school studying for exams and trying to make it through the tough classes. What got you through? Your friends or colleagues, right?! The fact that you had someone to bounce ideas off of, to keep you going through the tough days, and help you stay the course so you could reach your goal made all the difference. If you don’t feel like you can sell your experience, sell your motivation and positivity.
As you are ready to offer more advanced products and services, your customers will be ready to pay for them. You’ll all grow together but your customers will be none-the-wiser! (And if they are, it’s okay!)
It’s time to buck up, buttercup. You have worked hard to get to where you are. It takes a special kind of person to start and run a small business and you often underestimate your own worth. That’s part of the reason you work so hard – you’re trying to prove how amazing you are when in fact, everyone else around you already realizes it.
It’s okay to charge more for awesomeness.
Are you looking for help figuring out how to take your business to the next level? Join me for a FREE masterclass on April 25th. We’ll go through a step-by-step plan on how to tell your business story so it inspires others into action.