Selling without selling – how to talk about what you do

We have all been to those networking events where you are collared by someone intent on talking about their business and nothing else. It is incredibly frustrating, especially if you have no interest in what they are offering.

Now, take that scenario out of the business environment and into everyday life, like a supermarket or a family gathering. During any informal conversation, you can guarantee that at some stage you will be asked what you do for a living.

You love your business, or you would not have started it, but you must accept that others might not share that same level of enthusiasm. This does not mean you should avoid the subject. You never know who you are talking to, what they are interested in, or who they know. The key is to talk about your business in a way that is natural and non-salesy.

Follow these basic rules to master the art of selling without selling.

Tip 1: Stop trying to sell

You are having a conversation, not delivering a pitch. Talk about your business through a problem and solution lens. Instead of listing your services, try saying: “Running a business can be really stressful, so as a Virtual Assistant, I take away that pressure by handling the daily administration tasks.” This is direct, clear, and starts a dialogue rather than a monologue.

Tip 2: Be considerate of the environment

If the other person asks follow up questions, take your cue from them. If they happen to be your ideal client, that is excellent, but be aware of the context. You might be in a supermarket aisle with restless children or they might be rushing to an appointment. If the conversation starts to get serious, simply suggest meeting for a coffee another day to discuss it properly.

Tip 3: Follow the 80/20 rule

The 80/20 rule is vital for normal conversation. Spend roughly 20 percent of the time talking about yourself and the remaining 80 percent getting to know the other person. Building relationships is the foundation of a successful VA business. By focusing on them, you demonstrate that you are a professional who listens, which is a key trait of a high quality Virtual Assistant.

At its core, a conversation is about building or extending a relationship. Focus on the person in front of you. They may not need your services today, but you may end up increasing your network or finding a new business contact for the future.

What are your best tips for talking about your business without sounding like a salesperson? If you are just starting out and need help with your compelling message, our VA Momentum Course covers everything you need to launch with confidence.