How to stop selling and start attracting people to your business! - Mandi Pour Rafsendjani

Sales people have a really bad reputation in Australia nowadays. No one likes to be sold to and most people run a mile when they see a sales person approaching.

Let me ask you a question: Do people turn around to speak to someone else or change the subject after you said what business you are in? Then your business is doomed! Read on and you will find out how to change that!

Did you know that every year there are on average about 250,000 five-millimetre drill bits sold in Australia? Do you think any one of those customers actually want a five-millimetre drill bit? No! Not one single customer who purchased a 5mm drill bit actually wanted to have a 5mm drill bit.

So, what do they want? They actually want a 5mm hole! Why would they want a 5mm hole?

It is not the hole that they really want is it? What they really want is the emotional reward they get from putting the drill bit to work. The excitement, the love and appreciation in the eyes of his kids when Dad builds a cubby house, the experience of a nice neat home feeling surrounded by beauty after the pictures hang in the right places and the mirrors are up on the walls. Well, you get the idea.

It is the same in your business, no one really cares about the drill bits, and your customers are only after the hole they can drill with the drill bit and the emotional reward they get from the outcome. How does it look like in your business?? Have you been selling drill bits, holes or the emotional reward?

And here is the million dollar secret:

Stop selling YOU and start helping THEM!

Most businesses are too busy trying to sell themselves and their products / services they forget the most important thing... helping customers!!!

Focus on helping people find solutions to their problems! Why does a father want to build a cubby house for his kids? He wants to be loved and appreciated as a Dad. Your 5 mm drill bit helped him to get love and appreciation.

The key to a successful elevator pitch

The key to a successful elevator pitch is "What is the emotional reward your products and services create for your client?"

I remember when I started out; I told everyone with pride and anticipation that I am a Money Coach. It was all just about me - the drill bit, what I do, who I am, how much experience I have, how many qualifications etc. I desperately tried to convince people that I am a worthy of their trust.

But you know what? The cold hard truth is ...

People really don't care that much about you, your company and your product or service!!! They only care about themselves and their problems!!!

The only thing they are after is... What is in it for them? How can they benefit by using your product? Can you solve their problems and most importantly, can your product make them feel good about themselves?

Once I understood that, my business turned around.

Today a conversation might go like this:

"So, Mandi, what do you do?"
"I help people to never worry about money again and live life to the fullest (emotional reward of using the 15 mm drill bit). I created a program to help my clients get on top of their money problems (= hole). So, yes, I am a Money Coach (= drill bit)."

And you know what the answer is in 99% of the cases? "Wow, I need a money coach!', and that is my invitation to start the conversation to indirectly sell myself.

Mandi Pour Rafsendjani is a Money Coach with the mission to re-unite wealth & happiness.
"I teach my clients tools & strategies on how to break out of the money rut."
Mandi understands that to help her clients soar through the barriers towards their dreams they have to uncover their hidden self-sabotaging tactics and re-program for success.