‘Hannah’ turned up for our 1-2-1 session feeling frustrated and dismayed.

For the umpteenth time she’d had a wonderful strategy call with a prospective client who was on the verge of signing up – and had talked them OUT of it by saying:

“Oh that’s really easy – here’s how to do it yourself “sabotage sales

… and directed them to all the free resources they needed to do just that.

It kept happening and she knew it wasn’t a great way to support the people who were eager and willing to pay for her services.

“But why do I keep doing this, Linda?”

Here’s what we uncovered in our session. Lucy had a hidden belief that:

“if you can do a thing yourself, you have no business paying anyone else to do it for you. That would be a waste of money!”

Being a generous-hearted soul who wants to make a difference, of course she didn’t want to encourage people to waste their money.

And she saw immediately that it’s not a great belief to be running if you want to create a successful business doing what you love!

It’s also a clear sign that she wasn’t valuing her own expertise.

When we’ve been doing something for a while and it’s become second nature, it’s easy to assume that it’s simple and anyone can do it. Which is rarely the case.

What this feels like for the client

Let’s imagine you take your car to the garage to be fixed and the mechanic tells you what’s wrong, hands you a manual or directs you to a YouTube video explaining how to do it.

Or imagine you want a room decorating and the decorator says “Here’s where you can buy the paint and brushes, and this is what you’ll need, and all you have to do is this, this and this”. And then leaves you to get on with it.

sabotage salesWould you feel taken care of by an expert, that your needs are being met and that this person really has your best interests at heart?

Would you be wondering if they really want to work with you?

What if they think you’re The Client from Hell and would rather not work with you? In which case you’re feeling a teeny bit awkward for having approached them in the first place.

Perhaps you know how to do this thing yourself already, but you hate doing it. You want to free up your time to focus on that other thing that lights you up and is fun and easy for you to do.

Either way you’re not going to be paying this person for their services. You’ll go away and find someone else who is happy to take the money you’re equally happy to part with to get this thing done!

My challenge to you

Stop under-valuing what comes easily to you. Get clear on the true value of the expertise you offer and picture a world where everyone operates in their zone of genius AND gets paid for it.

Then commit to going full-out to sell your services generously to the people who need them, and play your part in making that world a reality.

Over to you

There’s a million and one reasons why you might be tempted to offer free resources to someone who clearly wants to pay for them.

Be curious about your underlying motives. Dig deep.

Would you feel a pressure to meet their expectations if they enrolled as a paying client? Or worry that you might not deliver results? What other fears or beliefs might be in there?

Do share what you find in the Comments below – we’d love to hear from you.

PS: Have you done the Quiz yet?

If you frequently sabotage sales and hold yourself back from the money and success you want and deserve, grab a copy of my free Quiz to help you identify the biggest internal obstacles standing in your way right now.

Money Blocks Quiz

Knowing what your blocks are and what you need to do to clear them is your first step to freedom!

14 Comments on How we sabotage sales with a single phrase

  1. I do this! I’d never thought about your other examples Linda. I make the assumption that people would help themselves if they could. But you’re right – people want to feel supported and nurtured.

  2. Thanks Linda, for this great post. Having just sabotaged my two latest Discovery Sessions I jumped at your title. What happens to me is that I’m putting too much focus on ensuring that whether the caller books with me or not, they go away having gained something from the session & feeling positive about me. Because I can’t bring myself to encourage them to sign up then and there, they go away, all the ‘stuff’ comes in for them, and hey presto, I’ve lost them. So much learning to do!!
    Katie Duckworth recently posted…Why you want bad feedback. ReallyMy Profile

    • Thanks so much for your comments, Katie. It’s such a tender space to be in, knowing that you can help someone yet feeling reluctant to encourage them to sign up then and there – I totally get where you’re coming from. And if we don’t make peace with ourselves and our limiting beliefs around sales and marketing, they end up not getting the help they need. Think I feel another post coming on 😉
      Linda Anderson recently posted…3 pricing mistakes that keep you brokeMy Profile

  3. Tee hee – very good article – definitely been there. And I love the garage analogy too as it’s one of my favourites. I really don’t want to know anything about my car engine very much but I love driving my car! Very interesting to look at the beliefs behind why we do these things and while I had recognised the tendency in me to do this I hadn’t thought fully about the reasons. Thank you for that!
    Rosemarie recently posted…How to check where people click on your pageMy Profile

  4. Brilliant Linda!
    I always open your emails because your content is fab, the catch line gets me every time, and your page just looks awesome! You are an inspiration. I love your expertise and your session were invaluable to me. Thank you so much for being so amazing. Love Tara

  5. Hey Tara!

    Wonderful to hear from you and thank you so much for leaving this beautiful comment, it touches my heart.

    Glad you liked the post – it’s always good to know we’re not blogging into the void. I hope all’s well with you and that you’re continuing to get your amazing work out into the world.
    Linda Anderson recently posted…Survivor’s guilt My Profile

  6. Hands Up – Guilty as charged!! I LOVE your analogies – they are so powerful and so clearly illustrate this tendency. I have never thought of it like that before – so thank you! I used to do this ALL the time – not so much now, because I’ve done lots of work this year to shift my money blocks – but it is an ongoing process for me to still remember that I offer something that ‘spoke’ to my potential client’s heart, and that is why they contacted me – so it isn’t up to me to take that away from them by sidelining them to somewhere else!
    Helen Rebello recently posted…Unravelling the Myth of SuccessMy Profile

    • Haa, love it Helen, ‘Guilty as charged!’. I reckon most of us could put our hands up to this one at some point along the way. And yes, it’s good to remind ourselves that the person in front of us reached out for good reason – they want and need our help and on the whole are happy to pay for it.
      Linda Anderson recently posted…I was so overwhelmedMy Profile

  7. What a great article and so true. I often find myself almost talking customers out of using me. I think if I am honest, it is a belief that I might hold that thinks my work won’t be good enough for them and they will be disappointed. I find myself promoting other peoples businesses, but when they ask about mine I hardly say anything.

    This article has given me something to think about! thanks

  8. Thank you so much! I just found your website in the midst of an emotional breakdown in my process to find out and starting what I love to do and approaching clients, totally questioning myself and wanting to hide. It is pretty exhausting but through your website, I can already see that this situation is a gift to let go and reconnect. Thank you!

    • Welcome, Lisa, I’m so glad you found this helpful.

      Your self-doubts and concerns are a totally natural part of the process of discovering how to use your gifts to support clients whilst supporting yourself.

      When those doubting Little Voices in our heads are shouting the loudest, you can be sure it’s a sign we’re on the right track 🙂
      Linda Anderson recently posted…Is That a Proper Job?My Profile

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