I recently posted content about sales, and it unexpectedly garnered hundreds of thousands of views.
This indicates that many people are truly struggling with sales.
They have strong professional skills and a decent following, but they feel embarrassed charging money, introducing their services, or productizing themselves. They constantly think that as long as they are professional enough and provide enough value, they will eventually make money.
Sorry, but this is really just a fantasy. Doing this only attracts endless freeloaders who will drain you dry.
On the day I quit my job, I earned my first 1,000 RMB. Three weeks after quitting, I had earned three months' worth of my previous salary. This article shares my sales mindset for closing clients.
1. Sales is simply telling others information
Who you are;
What you are currently doing;
What services you can provide;
What problems you have solved;
What experience and case studies you have;
How your services are priced.
This information can appear in public content, Moments (WeChat), WeChat groups, and daily chats.
If you don't tell others what problems you can solve, they won't know when to reach out to you.
When I first started my business, I had a misconception that sales should be very formal: taking professional photos, creating product introductions, setting clear prices, and building a page with a strong business vibe.
Later, I realized that this approach often increases distance. Before the other party even knows you, they already feel like you are trying to close a deal, which makes them defensive.
So I started adding various personal brands (IPs) on the market to see how they sold. I found that some people truly have no trace of sales tactics. After adding them on WeChat, it's just like chatting with friends, which actually builds more trust.
The so-called "human-like sales" usually involves blending life and work. You share what you are doing, researching, and who you helped solve problems for. People get to know you first, then your services.
If you genuinely enjoy and love your career and sincerely want to help them solve problems, clients can completely sense that.
Maximizing professional value is itself the best form of sales.
2. Closing deals requires three things
First is trust.
High-ticket services cannot be closed with just a few words upon first meeting. The other party needs to know your background, experience, and working style to confirm that you won't scam them or disappear after taking payment.
Second is professional ability.
Trust only makes the other party willing to learn about you; whether the deal closes ultimately depends on whether you can truly solve their problems.
Third is identification with you as a person.
I once had a client who was a university teacher. During an offline training session, I asked her why she chose me, and the answer surprised me. She said it was because of a video I posted commemorating Keigo Higashino.
That video had no commercial purpose. I am a mystery novel enthusiast, and when I heard about Higashino's passing, I was deeply shocked and posted a tribute.
She likely felt through these life details that I was a sincere, pure person with my own hobbies, dreams, and pursuits. Later, she booked a one-on-one consultation with me, where I helped her identify knowledge gaps, leading to a closed deal for offline training.
Sell yourself.
3. Pricing determines survival
Price does not equal value, but price influences how clients judge value.
For the same service, pricing at 500, 1,000, or 5,000 results in completely different levels of client seriousness.
High prices act as a filter for clients. Those willing to pay high prices for a service are usually also more willing to invest time in execution.
Charging fees also establishes boundaries.
Many people get exploited by freeloaders because they fail to distinguish between what can be free and what should be paid for, how much free delivery is provided, and what exactly the paid service includes.
Free offerings attract those who like to take advantage.
They hope to solve big problems with little money. The more they get, the more they demand, and they are hard to satisfy.
Those who have done things themselves and have high time costs actually respect others' time and energy more.
Therefore, business is also a form of filtering. You don't need to satisfy everyone, nor do you need to turn everyone into a client.
4. Price is not a fixed answer
Many services do not have a unified market price.
How urgent the other party's problem is, how much trust exists between you, how significant results you can create, and what resources the other party can provide all influence the final price.
Sometimes I charge, sometimes I don't. Because some people can provide equivalent resources, experience, clients, or collaboration opportunities.
But not charging doesn't mean there is no exchange. As long as it is an exchange, the terms must be clearly stated; otherwise, it easily turns into unlimited free help.
Business negotiation is the process of confirming what both parties are willing to exchange.
Finally, sales shame is actually embedded in our cultural genes.
It is closely related to our face and self-worth. Making money from others feels undignified and immoral.
I hope this article helps everyone overcome sales shame and start selling early~
