How I Got Schooled on Selling

  • By Kristen Domingue
  • September 17, 2013

I had the best job I've ever had, making more than I'd ever made, working with people I adored and I was still unfulfilled. That's when I knew it was time to start my own consulting agency. I thought I’d get to spend the best hours of my day building my dream instead of someone else’s. So when the time was right, I made the leap.

But in the beginning, it wasn’t better than my old job at all. After one month, the reality of working for myself set in. I didn’t know anything about getting clients. Like most first-time entrepreneurs, I believed that if I made a gorgeous website and had a great marketing plan, people would book sessions with me straight from my website. 

Asking for money felt like begging to me -- as if I was asking for something I didn’t deserve to have. After all, if I’m excellent at what I do, people should want to give me money. I shouldn’t have to ask them for it. Right?

In the very first conversation where I asked for money, I sweat through my clothes before we even sat down. My mouth was dry and my hands were clammy like it was the first day of school. I stopped myself from doing my nervous tick -- crossing my legs into a spiral and slouching -- about four times.  When the client said, “Yes, this is exactly what I need. How can I pay?” I had to control my excitement so that I didn’t reveal my “this-never-happens-to-me!” face.

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