Can  you  picture  the archetypal used car salesman who, with his slimy smile, pulls at you as you try desperately to get out of the car lot.  Maybe you wanted to buy a car but you didn’t want to be made into a fool.

I’ve let myself be taken advantage of at least once in my lifetime and when I got home and looked at what I bought, I  felt  like I was conned!

As a result of  having experiences with over-bearing salespeople, many entrepreneurs  are afraid of looking too pushy.

Small business owners have almost gone to the other extreme of pushi-itis and suffer from a fear of selling; fear that people won’t like you or they will run away if you show too much interest in doing business with them.

Likewise, people are afraid of buying and making a mistake. When you have an entrepreneur who’s afraid to sell and a client who’s afraid to buy, both people lose.

Your potential clients need your help and they want to feel that you want to work with them. They want to be invited.  It actually feels good to know that you care and it will help them to get over the fear of making the decision to buy.

Hesitant buyers are quite often just afraid of making a mistake.  Here are a few things you can do to be supportive but not pushy.

1. Find out what they need and make an effort to fill that need.

2. Empathize with their discernment. It will help build trust.

3. Ask them how they feel your service will help them in their life.

4. Tell them you can see how it would help them.

5. Invite them to work with you. Let them know you care.

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