Unpacking Sales: Overcoming Common Obstacles for Business Success
Three Things That Might Be In Your Way
As a business coach and creator of Selling for Weirdos, I've spent years helping teachers, helpers, and givers navigate sales and selling as they build their own businesses. In this blog post, we’ll going to talk about three common sales obstacles that can slow your business down and how to address them, without ALSO making anything more complicated.
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1. The Pricing Paradox: Self-Sabotage in Sales
One of the biggest obstacles I see teachers, helpers, and givers who run businesses struggle with is self-sabotage when it comes to pricing. They think, "What if my prices are too high?", assume no one wants to buy what they have at a ‘fair’ price or that people can’t afford to pay, or assume that the only way to entice people to buy is with a discount.
Most of the time these ideas come more from internal doubt than external proof – and it’s a cycle of assumption that brings prices DOWN. This cycle of assumption (along with preemptive discounting) undermines confidence as well as the customer’s perception of the value of what you have to give. When you’re not sure they’ll pay, the people aren’t sure if they *should* pay, you try a lower price from the same thinking, and the cycle just continues.
The truth is, whether you realize it or not, most people WANT to pay you for the value you provide. If you find yourself instinctively lowering your prices before even making an offer, the first step towards change begins inside with a mindset change. Yes, this is a change that starts from the inside out – and no, you can’t skip this step (I wish I could tell you you could, but nope!). One of my favorite thoughts you might consider trying on is: People are happy to pay me what I’m worth. This shift can be the start of a changed relationship with money and pricing.
And! It’s helpful to remember that pricing fairly isn’t just about YOU. When you don’t allow yourself to fully price your services, you're not just hurting your business; you’re also denying potential clients the chance to invest in themselves. It can help to focus on presenting our prices confidently and standing firm on what we offer as both a service to ourselves + businesses AND to our clients and customers.
Action Step:
Practice stating your prices without hesitation. Say it out loud – a lot – until you can say what you charge without stumbling. The easier it is to say, the easier it is to sell.
2. Expanding Your Network: The Key to Inbound Sales
Another common concern I hear from clients is the lack of inbound leads (and by ‘inbound leads’ I mean people knocking on their door and saying ‘hey, can I buy from you?!’). It can be frustrating when business feels too quiet. When I hear this particular concern from clients and colleagues, my first question is always about how they are connecting with new people - and the answer is often revealing.
The truth is pretty simple: in general, to increase your inbound leads, we begin by expanding your network. Think about it: if you move to a new town and don’t know anyone, it’s unlikely that friends will come to visit. As you meet more people, you have more people to invite over, and more people knock on your door. The same principle applies to your business. The more people you meet and connect with, the more potential clients you have.
Consider joining in on local and online networking opportunities – yes, maybe it’s uncomfortable, and also yes, you’ll meet people you love… everyone starts somewhere. Attend workshops, join local community events, or participate in online groups related to your field. Every new connection increases the chances of someone knowing about your offerings and referring you to others. This isn’t about connecting to sell – it’s truly just about connecting and awareness. The more people you know, the more people you know!
Action Step:
Make a list of networking opportunities you can pursue this week (and remember that networking doesn't have to equal heading out to an event full of strangers...).
Commit to attending at least one event or reaching out to new 5 contacts who you think might be interesting to have a conversation with. Building relationships is a crucial step toward increasing your sales.
3. Making the Invitation: Communicating Your Offer
Even when you’re successfully meeting new people, we all know that it’s still vital to communicate what you do effectively. Many people meet new contacts but then…. nothing. You might have also experienced this, where you’re meeting a lot of people, but have ‘very little to show for it’.
If this is you, part of what is likely missing from meeting new people is making clear invitations to your services and being clear and open about what you do/for who. You might introduce yourself and share your passions and business focus, but without a direct invitation, potential clients and connections may not know how to say yes to you or they may not know how to refer friends and colleagues.
Think of it this way: if a city bus pulls up, but the driver doesn't announce the destination, how will you know where it’s going? The same goes for your business. If you don’t make it clear what you offer and how people can benefit, you risk losing potential sales.
Action Step:
Practice saying what you do. It’s okay if it’s not the same every time – what matters is that you know what to say when someone says ‘tell me about what you do.’ Just like with connecting, this part doesn’t have to be salesy to be effective – this really is just about making sure people know how to approach working with you or buying from you if what you have might be for them.
Conclusion: Embracing Your Sales Journey
Addressing these three common obstacles —self-sabotaging pricing, expanding your network, and making clear invitations—can make selling simpler and easier to do effectively. At the core of the whole process is remembering that your value is inherent, and there are people out there who want to support your business.
If these ideas have been useful, and you’re ready to have more direction, coaching, and a clear process for sales and selling, consider joining us in Selling for Weirdos. In this self-paced course, we dive deeper into all three of these areas, and you’ll get clear, actionable steps for sales and selling that you’ll be able to implement and that will work for you and your business as you stretch towards your sales goals.
