Not the Right When

When a person starts following you online, it might not be a good time to try to sell your product.

When a person asks you a question on your online forum, it might not be a good time to try to sell your product.

When a person has a support interaction with your customer success team, it might not be a good time to try to sell your product.

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When a person mentions your area of freelance expertise in a Slack, it might not be a good time to try to sell your services.

When a person sees you as an expert freelancer, it might not be a good time to try to sell your services.

When a person contacts you to maybe work together, it might not be a good time to try to sell your services.

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The right “when” looks like this:

When a person is in motion, and is looking at options, it is a good time to ask “can you tell me about what you’re trying to get done?” If they fall on your landing page, it’s a great time to show you know their situation in detail. You can do that by mirroring back to them the struggling situation they’re trying to leave behind, they’re trying to move away from.

When a person has made a decision to get something done because there’s a time component, it is a good time to ask “can I ask you some questions to prepare you a proposal?”. If they fall on your web site, it’s a great time to show what a better future might look like, with your product, with your services, with your results. Paint a better picture, before and after, “wouldn’t it be great if…” Build trust.

When a person sees you as the expert, sees your product as the answer, it is a great time to help with the buying process. “Here are three options to help you make the progress you’re seeking.” Reduce anxieties, charge a fair price, make the process reassuring and delightful.

Selling isn’t convincing. Selling is building empathy, selling is building trust, selling is serving the buying process.

Know your “when’s”. If it’s not the right time, don’t sell. Wait for the right when.