3 Ways to Sell Your Services Authentically and Ethically

Image of the blog title, 3 Ways to Sell Your Services Authentically and Ethically

By: Kathleen Ries-Jubenville   |    Read time: 3 minutes


As a small business coach, I hear one thing from new entrepreneurs more often than anything else:

“I need more clients, but I don’t want to be a pushy salesperson.”

And I agree…I don’t want you to be a pushy, annoying, sleazy salesperson either!

So, here are 3 ways to sell your services authentically and ethically:

1. Adopt an abundance mindset.

When we think we have to make a sale because no other opportunities are on the horizon, our desperation will come across in our conversation with our potential client. It’s important for you to believe this instead: there are plenty of clients available for you! If you have a service that helps people (and I’m sure you do) and if you have a clear marketing message and plan (you may need to work on this a bit), more client opportunities will come to you! So, instead of pushing for the one sale, work on your marketing system to attract more of the right clients who are ready to buy from you! There is an abundance of people who need your help. That belief will help you relax during a sales call.

2. Believe you are called to serve and help your clients.

If you don’t solve their problems, who will? Your competition will! Imagine you went to the doctor with a broken arm and she didn’t want to “be a pushy salesperson”, so she didn’t recommend getting x-rays and a cast. I’ve never met a doctor who was afraid to sell me their services, have you? No! Because they believe they are called to help their patients solve their problems. You are too. I’ve never met anyone who owned a service-based business who didn’t want to help their clients succeed. But you can’t help them if you don’t offer them your services. And they won’t buy your solutions unless you come into the conversation ready to explain the value and make the offer.



3. Have a structured sales process.
Walk your leads step by step through your process. Stay in control and communicate right from the beginning there is no pressure to buy. Be prepared to explain your guarantees and refund policies and don’t be afraid to make your offer. The leads you talk with are probably coming in on the defensive…steeling themselves against the high-pressure sales pitch. You don’t have to pressure them or lock them into long contracts. If they want your help…you are there for them! Create a procedure for walking them through from introduction to sale. A structured process will calm you and your lead down. You could start with a brief discovery call, then move them into a free or low-cost initial session. Let them test you out a bit without much commitment. If they see the value of your services and if they get to know you a bit…the sale is easy!


As a service provider, believe that there are plenty of people to help, believe that it is your calling to help them, and create a sales process that takes the pressure off you and your (soon-to-be) new client!


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