The Difference Between Advertising And Selling In A Home Based Business

In this article I want to talk about the difference between advertising and selling when it comes to your home based business. When you’re on the phone with a prospect or someone who’s interested in your product or service are you really selling them on why they should fork over their hard earned money or are you just advertising what you’re offering and giving up too easily?

Everyone hates a pushy salesperson so obviously I don’t think you should be over the top annoying. However. Sometimes we tend to get intimidated over the phone and at the first sign that our prospect is not interested we just give up. Selling is about finding out what it takes for the person you’re talking to to spend his or her money. If you’re just calling people and giving up at the first sign of disinterest you’re not really selling you’re just advertising. You’re picking up the phone and letting them know what’s out there and then hanging up without even really trying to get to what’s going to make them buy.

If you want to start closing more deals and making more money you’re going to have to stop advertising and start selling. Here are a few tips on how to do that.

1. Listen for their buying signs

If you listen close enough a prospect will tell you what they need in order to buy. Maybe they’ll tell you that they don’t have enough time with their kids, or that they don’t make enough money, maybe they’ll tell you that they hate their job or that they feel unfulfilled. You have to listen to these things because that is what you are going to use to get them to buy your product or sign up for your business. If you’re not paying attention and listening to them you’ll miss these signals and you won’t know how to get them to buy.

2. Listen more than you talk

If you’re talking the entire time you won’t be able to listen for their hot buttons. Also you don’t listen you’ll sound like a pushy sales person. A good conversation with a prospect is just that… a conversation! It should be two sided.

3. Ask for what you want.

If you’re too afraid to ask for them to buy/ sign up they’re never going to do it. You have to ask for what it is that you want. Don’t be afraid to ask them to get out their credit card and sign up right then and there. True, most people won’t do it but you’ll never know unless you ask.

4. Find out why they’re not interested

If someone tells you they’re not interested don’t just leave it at that. Try to find out why they’re not interested and see if there is something you can do to fix it. So if their excuse is money find a time when your company is running a deal and they can get in the business for less money. Listen to their reasoning acknowledge it and see what you can do it fix it.
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