Perpetual Customer Growth
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Dear Abel & Sofi: A Terrified Introvert Struggles With Sales

Hi Joanna,

I’m an introvert too and I started a consulting business a few months ago. I’m struggling with these same issues you are having. I am currently using the networking technique that many have talked about in their responses to you, but it’s not easy. It’s WAY outside my comfort zone. I still do it though (pretending to be somewhat of an extrovert), It’s definitely easier than a cold call which is my worst nightmare.

With networking, you are building relationships and friendships. You also want to provide value and help to others first, before trying to get their business. Whatever your specialty is…just ask them to meet for a coffee, ask a lot of questions (so they do the talking), and take notes so they feel valued and know you are listening. Rephrase their answers back at them to make sure you are understanding them correctly which will create a magnetic bond. They love that! It shows you care. Try to connect them with someone else you have met through networking that could help them and provide further value to them.

Anyway, the point I want to make is that you may be introverted, but you still may be an awesome coach/consultant with highly valuable skills and information. Your lack of salesmanship due to the introverted nature should not prevent you from providing value in the form of coaching/consulting.

What you need to do, as I have had to do, is to create the right message, for the right audience, and create an irresistible offer to go with it, so that you can ATTRACT (keyword) the ideal prospects to yourself so you don’t have to go and hunt them. When I realized that, I changed directions and I am starting to put systems in place to ATTRACT my ideal clients.

I would be more than happy to get on a Zoom call with you to talk further and share what I am doing to help you out. (Do you see what I just did…offered you value to attract you to the next step with me…I’m pointing that out to you…BUT this is a REAL OFFER…I will really get on a Zoom call with you to share strategies that might help you and to learn more about your business to see if I can be of further help paid or not). We are called to help others, especially in the coaching/consulting/ advising world. Others need us! Think about that when you talk to them. You are valuable to them. What you have to say is valuable to them. You are there to solve their problems and they will love you for that. We both need to stop focusing on the cold call and sale and go after the relationship.

You want to attract them to you, build a relationship (called relationship selling), provide value, then that relationship and value will lead to the sale (you still have to ask for the business-sale-no way around that. But by the time you have to ask them, they will be ready to say yes to your offer).

I hope that helps a little…let me know if you would like to jump on a zoom call to discuss more strategies I am using to ATTRACT clients to me instead of going out to hunt them down.

Jon Kapity

Perpetual Customer Growth
Founder of the LinkedIn “7 Figure Message Maker” network
for small business owners and solopreneurs.

About the Author Jon Kapity

Jon Kapity is an entrepreneur, author, and founder of the seven Figure Message Maker Network for Small Business Owners and Solopreneuers. Jon’s past includes vice presidency of a two-million-dollar home maintenance and remodeling company. Owner of a profitable cleaning business. Owner of a disposal service business that experienced fast growth. Since 2011 he has been the owner of Jon Kapity Guitar Academy which experienced rapid growth year over year while having the highest tuition rates in a fifteen-mile radius and being centered in a low-income community. Jon is now the owner of Perpetual Customer Growth, a consulting firm that teaches, trains, and works with Small Business Owners about how to make more money. Jon’s passion is to help small business owners get clear on their message, create an irresistible offer, grow their revenue, scale their business, and most importantly, create systems in their business to give the gift of time, back to busy owners who miss their families. Jon is also very passionate about music and the guitar. Jon says he uses the talent God has given him to teach, train and mentor those who want to learn how to play guitar, enjoy music, and add a fun and exciting hobby (or perhaps professional talent) in their life. Jon and his wife Jen, of 21 years, have 4 boys, a female dog, and reside in Zion, IL. They attend Kenosha Bible Church, love walks on the Kenosha pier, enjoy hikes with their boys, and seek to create adventure for their family.

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