Converting Sales & Increasing Sales in the DMs Roundtable

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Have you ever wished you could sit down for coffee with an expert who's really great at one specific thing and just ask them, hey, what is working for you right now?
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Or what is working for your clients right now today?
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And just listen in on that conversation and hear what they have to say.
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I know I can't be the only one with that question.
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I want to know what is working right now on that specific platform for this specific type of industry, for this specific thing in business.
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And so I'm very excited to be bringing you a six-part podcast series on what's working right now.
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Over six episodes, you're going to hear roundtable conversations from guest experts and speakers.
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These episodes are our VIP round table sessions from our virtual conference that happened earlier this month.
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If you're listening to this in real time, August 2026, Standout and Sell Out.
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Across the series, we covered topics like what's working now in personal branding and positioning, platform by platform visibility and strategy, such as diving into LinkedIn, Instagram, Substack, and Threads, team and operational capacity.
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We dove into when you should delegate versus not delegate, what should AI be doing versus people, how do you get yourself out of the client work and focus on building your personal brand as the next level of growth in your business, followed by a round table and some live coaching on DMs and sales strategies and what to do when closing clients, self-leadership and increasing your capacity and taking care of yourself mentally and emotionally as you move into holding bigger things, bigger clients, and bigger opportunities such as stages.
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And then finally, our last roundtable is on hosting, marketing, and selling in-person and large virtual events.
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I want you to think of these six episodes as pulling up a chair, grabbing that latte you just ordered, and listening in to the conversation that you don't want to walk away from.
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Every guest that you'll hear in this series will be linked in our podcast show notes.
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So go give them a follow or connect with them to learn more.
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And whether this episode is the first of the series and you're starting with us from the beginning or you're jumping into a specific topic, welcome to the Power Table Podcast.
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I'm your host, Taylor Smith, and I am excited for you to listen to this episode.
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So let's get started.
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Okay, so this last round table of the day is all about sales, engagement, DMs, talking to your clients.
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Maybe that's in the DMs.
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We might also be diving in a little bit to how do you talk to them the email?
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How do you talk to them on the discovery call?
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All of these things really overlap.
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So a lot of the strategies and perspectives you hear the speaker say can absolutely be used in person, on a phone call, in a masterclass.
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There's so many different ways that we can connect with our potential leads.
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And I brought three incredible experts who have closed millions of dollars in sales through all types of different offers, whether that's high-ticket coaching, Lauren has it then, software.
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There's so many different opportunities and areas of experience and expertise that our speakers have.
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And I'm just very excited for you all to learn from them.
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So I'm going to have each of our speakers introduce themselves.
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We're going to have kind of a panel discussion, live podcast style.
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So it's also perfect if you are at this point cooking dinner, you can still listen in, or maybe you're driving, you can still tune in.
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And then we're going to get to some live coaching and audience QA.
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So if you're feeling bold and brave, you want to ask your sales questions, or you want to say, hey, my client said this.
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Here's the objection they gave to my price, to my offer.
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What can I say?
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We're going to open up the floor after a few questions and get into some of that live sales coaching on how you can close those clients or have a deeper conversation with your clients and really get to what it is that might be holding them back or how to open up possibility for them so they feel excited and safe to buy and work with you.
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So, Christine, why don't you kick us off with an intro and then Lauren and Zoe?
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All right.
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Good afternoon, everybody.
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I'm going to invite you to make more money right in the first thing.
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People come on camera will make more money in a room.
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So note to self.
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If you are not in the bathroom doing something inappropriate, cameras will help you make more money.
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I am Christine Campbell-Rappen.
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I have worked with more than 400 companies, everything from freelancers, solo printers, mom and pop shops to some of the biggest Fortune 500 companies on the planet.
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And I've helped them make a billion dollars in sales.
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I will tell you, August doesn't suck for revenue.
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It's actually one of the highest revenue months ever, but we need to know what to say, who to say it to, how to say it.
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And this becomes a leadership conversation.
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So I live and run a global consulting company from a place just outside of Calgary, Alberta.
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70% of my clients are in the U.S.
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And 95% of my clients are having their best year yet.
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So there's lots of money moving.
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Let's help you move it today.
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Wonderful.
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Thank you.
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Oh, she just started off with the right energy.
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Okay, go ahead, Lauren.
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Hi, everyone.
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I'm Lauren Najar.
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I've been a business coach now about eight years, and I have a marketing agency as well.
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And as Taylor mentioned, over the last year and a half, I have become an event host and a retreat host.
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I have built my business on building relationships and selling in the DMs exclusively.
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I have never built a model where I do sales calls.
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I don't like sales calls.
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I think that we can genuinely have conversations and that leads genuinely then to sales.
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I have sold$20,000,$30,000,$40,000 launches within the DMs themselves, no sales calls and really no sales pages.
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It really is about authentic building relationships.
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So I'm excited to really make it more simple for you and not so much pressure on having those conversations.
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I'm excited you're here and welcome back, by the way, to you and Christine back to Stand Out and Sell Out again this year.
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Okay, Zoe.
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Hello, I am Zoe.
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I'm in the UK.
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So it's very late here.
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It's like 10 p.m., but I'm ready to go.
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I am a sales strategist and business mentor.
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I work with clients who make more money from the audience they have spent time, money, and energy already building, spending years building them sometimes.
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I think the online industry in particular has made a lot of us feel like we have to look for more.
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It's become over-commercialized and over-commodized.
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And I love to help my clients make more sales from that audience that they've already built.
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Credentials.
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I was behind a team who online launched a million pounds worth of sales in an hour and have made over five million pounds with my launches over the last few years.
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And now I mainly work one-to-one and also I have a membership where all that it's about is about spending 100 minutes a week on sales activity to make more money from the audience you already have.
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Oh, and something I should say.
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I am neurodivergent, I'm autistic, and have ADHD.
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I tend to speak really fast.
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So I'm sorry, it's just I get passionate about stuff.
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And I actually love sales calls and I love sales pages as well.
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So that might be a different point of view.
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I love that.
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Well, one of the beautiful things about this conversation is, and the reason I invited each of you specifically is to have these different points of view and to show people that there are like traditional and strategic ways to have sales conversations, regardless of where you're having them, right?
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So I want to just kind of let you guys know as speakers, kind of how this works as well.
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So um I have a few questions we'll ask, and then I, like I said, we'll get into some live coaching and audience questions.
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But if you you don't have to answer every question as well.
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So if you're like, oh, Christine captured it perfectly, or I second what Lauren says, that's also an acceptable answer to it's entirely up to you.
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So the first question I would love to start is like, what is your favorite way to start a sales conversation?
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When you know someone has considered your offer or they just sent you a DM or they're commenting on your posts, or maybe they've attended something, what is the first thing that you're going to say to them, regardless of where that is, to open up that conversation?
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I'm happy to speak.
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I always just love to lead with curiosity.
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Every conversation I have is just about what's going on for them right now.
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And because I am such an advocate for working with people who are already in your audience, even if they're not people who have worked with you before, generally, if they're already in your audience, they already have some sort of relationship with you, even if it's one way.
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So even if they know about you and you don't necessarily know about them, you will probably know that they've been around for a while and you'll probably have an idea of what they do and who they help and where they might be.
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So leading with curiosity, always, never with the pitch, and always asking what's going on for them.
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And also, I'm a real advocate of it not being about you.
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So they, in my experience, most clients don't really care what's going on for you and don't really care what's going on in your business.
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They want to know how you're going to help them.
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So you can show that by asking them what's going on with them.
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It can be really simple.
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I'll um I'll just second everything that Zoe just said because I think that's where a lot of people burn their bridges in their pitch and in their sales conversations, is you don't listen enough.
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And I think rather than being an expert seller, you have to be a really expert listener.
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That's really where the sales tap in.
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And you, you know, there's no script that can teach you that.
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There's no sales call structure that can teach you that.
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You have to be a good listener and you have to listen for those cues and clues to then tune into like, oh yeah, like this is how I can help this person, or this is what they're going through, or this is how I can benefit them.
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And there's you have to, there's no script that can teach you that.
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You have to learn that and you have to build that confidence on your own.
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For me, I think it's getting really clear what's the result you want and are you in the I'm curious phase, or I've decided I'm gonna have that phase because it will shape the conversation that you're having.
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And we don't need to be pressuring, we don't need to go and convince.
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We have to first establish they're actually buyers.
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And I think a lot of people spend too much time in one-to-ones or in endless conversations thinking somebody's a buyer, but not actually ascertaining that they are.
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And so I think the first conversation is it's always correct.
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It's it's getting curious.
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What's the result you want and where are you in the pursuit of that?
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How do you define your problem?
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What have you tried?
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What has worked, what hasn't?
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Why are we having this conversation and what's the priority of your commitment around it?
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And at that point, only then do you know what's an appropriate response.
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And I agree with Lauren, you you can't script this, but you can bring a very human heart to it.
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But you've got to really be clear because I think there's a massive difference between deciding and decided.
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Yeah.
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And many people will work and maybe they're even engaging with you, right?
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But that doesn't necessarily mean that they are someone who has decided they're going to buy and they just have questions or they're just not sure what is the right timing, right?
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Like those kind of things actually are a sales conversation versus someone saying, you're just really inspiring, or I love this, or someday I'm going to do this.
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So that brings me to actually my next question is from your expertise and also with the maybe the way that you coach clients, where do you see people lose the sale most often?
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Is it that very first thing that they ask?
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Is it the middle of the conversation, or is it when they finally go to make an offer of some kind?
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Where do you see people falling apart?
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And what would you advise them to do instead?
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I think for me, it's the thing that people get hung up on a lot, especially with my clients, is how many messages do I need to send before I pivot the conversation?
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And it is kind of like the process of what Christine was just saying is vetting them, right?
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So how do you vet them?
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How do you nurture them?
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How do you like talk to them at the beginning?
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And from the get-go, even from the initial conversation or the initial hi message, we've already assumed they're going to be a client.
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So then that just like ruins the conversation immediately.
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And so if they're coming, you know, it's different when someone is coming to us saying, Oh, I want to work with you, obviously that's a lead, right?
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But if we're just having conversations and we're trying to ascertain if this is a lead or if this is not a lead, we already are putting this pressure on ourselves of like, well, how do I turn this into a client conversation?
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It's like, well, you don't like you do and you don't, right?
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There's not like five messages that you send.
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There's not like five calls, right?
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And and this is such a good analogy.
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I've heard this so many times, and maybe you many of you have heard this too, but it's a lot like dating where you don't go on like five dates and immediately marry your partner, right?
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Like you have to, it's an organic conversation, it's an organic way to nurture, it's an organic way to get to know somebody, and everyone has a different timeline of when they're going to convert, everyone buys differently.
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So it's it's a matter of like releasing the outcome a lot of times because I think a lot of times for my clients, they immediately think, oh, well, this is a lead.
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Well, how do you know it's a lead?
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You don't know it's a lead.
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And I think we put this like unimaginable pressure on ourselves to pivot the conversation or to immediately sell when we really don't even know they're a lead or not yet.
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Yeah, I I agree with all of that, Lauren.
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And I would also say a big part of what I do with my clients is people discount.
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So like kind of the opposite of what you're saying as well.
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I don't know, I don't know if this is just a British thing, maybe I'm not sure.
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Tend to feel that they are not going to be a client and they kind of lose the sale because the responses they're getting maybe aren't as enthusiastic as they would like them to be.
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So they will discount and be like, oh no, they're not interested.
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And again, it comes back to that sent people centering themselves in the sale rather than the client.
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So they will send one or maybe two quite kind of tepid follow-ups that are like, just checking in, let me know how you're getting on, do you have any questions and being quite vague and leaving it quite open-ended?
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Whereas I like to ban the phrase just checking in.
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I just think it, I think it's an awful way to kind of lead with any kind of power in your conversation with a potential client.
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And there are some stats which I will throw up at throw at you that 80% of people will stop following up after the second follow-up, and 80% of deals close after the fifth follow-up.
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So you have to keep the conversation open.
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You have to remember that sometimes as well, if you're selling higher higher ticket things, it will take, it might take, doesn't always, but it might take a little bit longer for someone to become a client.
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And you have to keep showing up and not in a weird storage way, but just keep putting yourself to be front of mind for that potential client, especially if you want to work with them.
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And for me, I think the biggest challenge is when you rush the offer or you don't understand when an offer is actually made.
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And I think this is the piece because when someone is questing, so they're curious, they're searching, and they're, to your point, dating you and trying to figure out there's three kind of phases.
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There's, you know, I know I have a problem.
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There's I'm looking for vendors that might solve the problem, then I'm deciding if you're my vendor.
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And so some of the big challenge in the process is we immediately vomit too much about the structure of our offer or what it is.
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And what someone at that stage is really asking for is there a path?
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And the answer is yes.
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And the answer is one word.
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How do you get the answer?
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Predictably.
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It's not, it's seven unicorns, it's a lollipop, it's four of this, 12 weeks of this, and we just vomit at it too early.
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And then we think that's an offer, which it is not.
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So I think it's really important that you understand first off where you are in the dance.
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And I think it's really important when you are actually at an offer phase.
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I'm very specific.
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I say these specific words.
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Do you want me to make you an offer?
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If I make you an offer, I'm expecting a decision.
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There's only two decisions that you can make, and I respect both.
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I'm not here to pressure or do anything other than invite you to this place.
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So are you at the place where you want an offer?
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Because a decision will need to be made.
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Because when I'm at the decision of I get to do something, I have only two choices.
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Both are really common.
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Number one, I will live in my comfort zone longer.
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And that's a really normal response.
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But until the problem is solved to their satisfaction, there's still always a potential being a client for you.
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So you respect that I'm just gonna hide longer because my comfort zone's real.
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But if the other thing is true also, which is I could solve the problem, there's this truth in this really black and white conversation.
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You as the person making the offer, the nearest person proximity-wise, to help them solve it, which gives you an opportunity to be the accelerant to the result.
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It doesn't mean you're gonna win it, but it does say, would you like me to make you an offer?
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Because here's a specific result that I've listened to you carefully on.
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This is what it is.
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Would you like me to make it?
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Because if I ask you to listen to the offer, I'm expecting you to make a decision.
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And we gotta always remember that.
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And I think for my clients, one of the biggest ways they start to win predictably is they don't vomit the let me tell you how it works until they're invited.
00:17:01.360 --> 00:17:04.480
And when they're invited, they're very clear, would you like me to make an offer?
00:17:04.559 --> 00:17:09.039
And until someone says yes, very specifically, talking money is premature.
00:17:09.119 --> 00:17:10.000
It's not relevant.
00:17:10.079 --> 00:17:11.920
It's not relevant until there's decision.
00:17:12.079 --> 00:17:15.920
Because your website and your social and other content should give some idea of pricing.
00:17:16.000 --> 00:17:17.839
I I don't hide my pricing, it's public.
00:17:18.079 --> 00:17:22.720
So if you got to that place, money's only a relevant conversation if we're at the decision-making moment.
00:17:22.880 --> 00:17:27.920
Because it's telling me, you know, what the bow ballpark is and you deciding to hire me three years from now, you're not getting the same offer.
00:17:28.160 --> 00:17:28.400
Yeah.
00:17:28.480 --> 00:17:28.720
Yeah.
00:17:28.880 --> 00:17:29.759
Well, this was so good.
00:17:29.920 --> 00:17:37.759
All of you, I just really appreciate the directness and the value and the nuance that you brought to this conversation because it's not always black and white.
00:17:37.839 --> 00:17:39.039
There's not always scripting.
00:17:39.200 --> 00:17:43.039
But I will say that, yeah, absolutely put your prices on your website.
00:17:43.119 --> 00:17:46.160
If you're someone who does a lot of custom work, put a range, right?
00:17:46.400 --> 00:17:50.720
Typically our clients go between this and this, depending on what is included.
00:17:50.880 --> 00:18:03.200
I will also say that we've had a lot of conversation about AI at Standout and Sella and getting your website, your sales pages, your articles to show up in a gentic search in places like Claud and Perplexity and ChatGPT.
00:18:03.359 --> 00:18:11.119
If you put your price on your website, you are more likely to show up in AI search and AI recommendations because people are searching on those platforms.
00:18:11.359 --> 00:18:12.480
This is my budget.
00:18:12.720 --> 00:18:14.319
Here's who I'm looking to hire.
00:18:14.480 --> 00:18:20.559
And if you don't have anything like that, ChatGPT doesn't know, these AI agents don't even know that you're within that budget.
00:18:20.640 --> 00:18:26.319
So we want to use kind of all of those tools that are like working with you and we don't want them to be working against us.
00:18:26.480 --> 00:18:31.200
And I love what you said, Christine, about, you know, would you like me to make you an offer being a question?
00:18:31.359 --> 00:18:38.400
And for me, in that sales process, particularly in the DMs or when I'm talking to someone in person, I always ask for consent.
00:18:38.640 --> 00:18:39.920
I won't ever send a link.
00:18:40.079 --> 00:18:41.359
I don't love a call DM.
00:18:41.440 --> 00:18:43.279
I'm typically never gonna do that.
00:18:43.440 --> 00:18:55.599
But when I'm having a conversation and they I've identified them as a lead, as someone I know I could help or someone who has expressed interest, when I'm talking to them, I will say, Hey, I really think you would be a great fit for the mastermind.
00:18:55.680 --> 00:18:57.279
I really think you'd be a great fit for this.
00:18:57.519 --> 00:18:58.799
I would love to share more.
00:18:59.119 --> 00:19:01.279
Would you like me to send details?
00:19:01.440 --> 00:19:02.799
Can I share more with you?
00:19:02.960 --> 00:19:05.440
And I always ask for permission and consent.
00:19:05.519 --> 00:19:10.000
And I know that one, it brings then some psychological opt-in, right?
00:19:10.079 --> 00:19:13.599
Because someone has said, like, yeah, I'm now in the consideration phase.
00:19:13.759 --> 00:19:16.559
So they, it shifts something for them in their mind.
00:19:16.720 --> 00:19:23.359
It also then tells me they actually might be a really good lead, depending on, you know, there are obviously other factors.
00:19:23.519 --> 00:19:33.200
But then also for me, it helps with my own mindset when it comes to sales, because I have given them the agency and the autonomy to say no, right?
00:19:33.359 --> 00:19:42.880
And because they have said yes, I now feel good about really kind of going in a little bit deeper, being a little bit more direct with the sales process.
00:19:43.039 --> 00:19:47.519
And I hope that what you guys are taking away from this conversation kind of is what that looks like, right?
00:19:47.599 --> 00:19:58.319
It is relationship-based, but then we reach a point where we want to ask for consent before kind of directly pitching someone because we're not just there for sales at the end of the day, right?
00:19:58.400 --> 00:20:11.359
You are there to also build relationships, you are there to find referral partners, you are there to build relationships with people that might buy from you one, two, three years from now who might come back much farther down the road.
00:20:11.440 --> 00:20:15.680
And I know Lauren said that she had someone, you know, she's had people buy two years.
00:20:15.839 --> 00:20:17.599
I have a really cool story this summer.
00:20:17.759 --> 00:20:21.920
Someone bought from me eight and a half years after we met.
00:20:22.079 --> 00:20:23.359
It blew my mind.
00:20:23.519 --> 00:20:27.599
And I asked her, like, this is I'm happy you're here, but like, why are you here?
00:20:27.839 --> 00:20:28.160
Right.
00:20:28.400 --> 00:20:30.640
And it's because it was on her timeline.
00:20:30.720 --> 00:20:35.519
And she was like, I have been telling myself since I met you eight and a half years ago.
00:20:35.759 --> 00:20:40.000
When I left my W-2, you were gonna be the first person I hired.
00:20:40.160 --> 00:20:43.440
And in my mind, I was like, she's never gonna buy from me, right?
00:20:43.599 --> 00:20:46.799
I had made up these stories, but those were all assumptions on my part.
00:20:46.880 --> 00:20:50.160
And we never know how many assumptions there are that we're making.
00:20:50.319 --> 00:20:53.039
And that's why that active listening part is so important.
00:20:53.279 --> 00:20:54.880
That's why, because here's the science bit.
00:20:55.039 --> 00:20:57.359
You know, we're biologically wired affirmative.
00:20:57.599 --> 00:21:05.759
So there's a lot of science behind if you can get microbi, five of them specifically, then the sixth one is 95% chance to be affirmative.
00:21:05.839 --> 00:21:12.960
So I'm not saying you bamboozle somebody into the offer, but if you are not in momentum, let me give you two things to write down.
00:21:13.119 --> 00:21:15.359
Number one, momentum is management management.
00:21:15.519 --> 00:21:19.359
It's management of the yeses, it's management of the conversation, it's leadership.
00:21:19.599 --> 00:21:25.519
And it is all about the small micro asks and their acknowledgments to keep moving.
00:21:25.599 --> 00:21:29.759
But if you can get your head around sales as an icky, it's actually just about movement.
00:21:29.839 --> 00:21:33.599
And I'm either inviting you forward or I'm inviting you to take a left turn.
00:21:33.759 --> 00:21:35.920
Both are completely to be celebrated.
00:21:36.079 --> 00:21:40.240
Because if they're moving directly for you, nine times out of ten, they'll say, We're at the place now.
00:21:40.400 --> 00:21:42.880
It feels like the right question is asked is can I have an offer?
00:21:42.960 --> 00:21:46.160
I'm like, okay, but if I make the offer, I'm gonna expect a decision.
00:21:46.240 --> 00:21:48.240
So what does your decision making criteria look like?
00:21:48.400 --> 00:21:49.920
How do we set you up for that success?
00:21:50.160 --> 00:21:54.079
Because my sole job as a business owner is to make the ask.
00:21:54.160 --> 00:21:55.680
It is not to control the outcome.
00:21:55.839 --> 00:21:59.440
So just play to the science, and that's where please don't go, I'm just following up again.
00:21:59.519 --> 00:22:02.799
Like, Totally with Zoe on that, like ban that from the rest of your life.
00:22:02.960 --> 00:22:04.480
But it's about asking these questions.
00:22:04.640 --> 00:22:06.640
When we last met, you had this as a priority.
00:22:06.720 --> 00:22:07.680
Is this still a priority?
00:22:07.839 --> 00:22:09.839
If the answer is yes, you've got your first affirmative.
00:22:09.920 --> 00:22:12.160
And just keep saying, and what does that look like?
00:22:12.319 --> 00:22:14.079
Is it solved to your satisfaction?
00:22:14.319 --> 00:22:15.839
Would you like me to make a recommendation?
00:22:16.000 --> 00:22:16.240
Yes.
00:22:16.319 --> 00:22:21.039
And you just keep working this, but guys, please focus on movement because it will take care of itself.
00:22:21.200 --> 00:22:23.359
You can only control how many offers you have out there.
00:22:23.440 --> 00:22:27.519
You do not control how many yeses you get to the level that the buyer controls it.
00:22:27.680 --> 00:22:28.480
So make them.
00:22:28.559 --> 00:22:29.519
It's not up to us to judge.
00:22:29.759 --> 00:22:32.079
Really write some of the questions that you shared, Christine.
00:22:32.240 --> 00:22:33.519
Like, is this a priority for you?
00:22:33.680 --> 00:22:35.119
Last time we spoke, right?
00:22:35.279 --> 00:22:36.960
How is this going for you right now?
00:22:37.279 --> 00:22:38.799
Or where are you in this process?
00:22:39.039 --> 00:22:48.960
Lauren and Zoe, I wonder if you have other strategic questions or things that you say that you feel like help move that sales conversation along, because I think that's one of the biggest challenges.
00:22:49.119 --> 00:22:51.920
We're not sure what to say during that conversation.
00:22:52.079 --> 00:22:56.559
So if you have maybe some phrases that you feel like you rely on that help you in that process.
00:22:56.799 --> 00:22:59.039
I'm not gonna lie, I use just checking in.
00:23:00.079 --> 00:23:00.799
I say it all the time.
00:23:01.680 --> 00:23:03.440
I use it all the time.
00:23:03.680 --> 00:23:08.079
So, but I I do use something similar to like Christine just said.
00:23:08.240 --> 00:23:12.880
So last time we chatted, you talked about this, this, and this, or hey, I remember last year.
00:23:13.039 --> 00:23:16.480
And and I don't, it's not about like having like a phrase, I guess.
00:23:16.559 --> 00:23:19.920
It's truly having a normal conversation.
00:23:20.079 --> 00:23:22.480
So for me, that's my phrase I go to.
00:23:22.559 --> 00:23:24.480
I say just I'm like, hey, I'm checking in.
00:23:24.640 --> 00:23:28.480
I say checking in just for like if it's been a week, right?
00:23:28.640 --> 00:23:30.160
Like, hey, checking in on this.
00:23:30.240 --> 00:23:31.359
Did you get my proposal?
00:23:31.519 --> 00:23:32.319
Whatever it is.
00:23:32.480 --> 00:23:37.039
But I will always just start from a normal, authentic, organic conversation.
00:23:37.279 --> 00:23:48.319
And I will just say, hey, last time we spoke, you were going through this, or you were about to sign this client, or you really, and that's why I think like having notes and having a lead tracker is super important.
00:23:48.559 --> 00:23:53.039
So then you know what you talked about, you know what those like sales process pieces are.
00:23:53.279 --> 00:23:59.200
So you can go back and remember the specifics you talked about regardless of how long it's been.
00:23:59.359 --> 00:24:05.519
Um so I think like rather than having key phrases, um, I think that for me gets a little bit scripty.
00:24:06.000 --> 00:24:11.839
I truly just I don't have like a like a go-to phrase, I don't have a go-to conversation piece.
00:24:12.000 --> 00:24:14.480
It really is just that organic conversation.
00:24:14.640 --> 00:24:15.839
Maybe it's a Midwest thing.
00:24:16.079 --> 00:24:18.480
I think with the just checking in, I do want to caveat.
00:24:18.559 --> 00:24:23.440
If you're being specific with what you're following it with, then absolutely like if that's your kind of way in.
00:24:23.599 --> 00:24:30.000
But what I find is a with some of my clients, it will be like they'll send me a screenshot, I'd be like, just checking in, what do you think?
00:24:30.160 --> 00:24:33.119
And I'm like, that you're not giving anyone a reason to answer you.
00:24:33.200 --> 00:24:34.559
Like, that's just not it.
00:24:34.640 --> 00:24:37.599
That's it's that specificity, which is exactly what you're describing.
00:24:37.680 --> 00:24:38.640
So I'll allow it.
00:24:38.880 --> 00:24:46.559
I actually do have so again, because of my neurodivergence, I've actually got mine written here from the last conversation that I had, but I don't say them in this way.
00:24:46.720 --> 00:24:50.000
This is just my kind of points to bring people back to.
00:24:50.079 --> 00:24:56.240
And the reason why I ask these three in particular, like these are like my three ending questions, if we haven't covered it in the conversation.
00:24:56.480 --> 00:25:04.319
I tend to write proposals for every client that I work with, even though my service and like my offer, my main offer is pretty productized.
00:25:04.559 --> 00:25:10.079
I tend to I like to write a proposal because I find that I convert really well from them.
00:25:10.160 --> 00:25:11.519
So it works for me.
00:25:11.759 --> 00:25:17.920
So my three kind of closing things, if we if it hasn't already come up, are what happens if nothing changes?
00:25:18.160 --> 00:25:21.359
What does success look like by the time we finish working together?
00:25:21.519 --> 00:25:29.839
And why is now the re like why is now the time that you're ready to make this decision and move forward and change whatever it is that we're gonna be working on together.
00:25:30.160 --> 00:25:40.880
And that helps me when I'm scoping out the proposal to understand what the deliverables and measures of success are gonna be whilst we're working together.
00:25:41.039 --> 00:25:47.759
And that then helps me deliver a better service when we are working together to make sure that we're hitting all those things that they wanted to hit.
00:25:47.920 --> 00:25:53.440
So at the end, I can say, look at all of these things that we achieved together and how much more we achieved than what we set out to.
00:25:53.599 --> 00:26:03.440
But the other one that's kind of like a sneak attack, which is quite good at the beginning of a conversation, is what have you already tried to fix whatever it is that you are you are wanting to speak to me about?
00:26:03.759 --> 00:26:08.720
Because that also can steer you away from suggesting anything in the conversation.
00:26:08.880 --> 00:26:17.440
And like I say, I'm a real fan of sales calls, so that's why I do have like this kind of it's not a script, but it's a format that I like to follow.
00:26:17.680 --> 00:26:34.160
So I know, like on the fly, I'm not gonna suggest that they create a I would rarely suggest that someone creates a course, but say I'm not gonna say, like, oh, I think you should have a membership, for instance, when they've already had six iterations of that and four different courses and none of them have worked for that person or like what they offer.
00:26:34.400 --> 00:26:42.720
So, but it with all of these things, again, it just comes back to ask questions, just keep asking questions and finding out more about someone and that.
00:26:42.799 --> 00:26:45.519
And someone made a comment about having too many things to offer.
00:26:45.680 --> 00:26:54.960
The more questions you ask, the more specific what you offer can become, because you will have something that will fit the exact thing that they are looking for and the exact situation that they're in.
00:26:55.119 --> 00:26:57.119
But you will only know that from asking more questions.
00:26:57.359 --> 00:26:58.400
Can I jump in one thing?
00:26:58.480 --> 00:27:00.319
There was a question about like how do you do the email?
00:27:00.400 --> 00:27:01.519
Like, do I bump it up?
00:27:01.680 --> 00:27:04.400
So just maybe happy to show something here.
00:27:04.480 --> 00:27:13.279
So if if we've done an email that hasn't been responded to, the way that I would train and coach my clients is to reach out via voice note, DM.
00:27:13.680 --> 00:27:18.559
We can don't have to do it necessarily a phone call because I know millennials are like, God almighty, you really mean a phone?
00:27:18.640 --> 00:27:19.599
Like gotta dial out.
00:27:19.680 --> 00:27:23.680
I'm like, I will tell you it makes you more money than any other platform, but sure, do the other paths.
00:27:23.839 --> 00:27:25.920
But you can say, hey, hello.
00:27:26.160 --> 00:27:28.079
On this date, I've sent an email.
00:27:28.160 --> 00:27:31.759
It's titled this, Inside You'll Find This Pathway to Create a Result.
00:27:32.160 --> 00:27:33.279
So take a look.
00:27:33.440 --> 00:27:35.359
And that can be like a very simple touch point.
00:27:35.440 --> 00:27:37.920
Like that doesn't mean I'm following up and it doesn't mean bump.
00:27:38.000 --> 00:27:43.279
But if you're gonna then do the follow-up, what's important is saying, I've sent you this email to create that result.
00:27:43.440 --> 00:27:46.079
What would you like our next step to be and the timeline?
00:27:46.319 --> 00:27:50.000
So that way you're again getting that permission to, hey, totally saw it.
00:27:50.079 --> 00:27:51.039
Yes, still priority.
00:27:51.119 --> 00:27:52.240
This week's been crazy.
00:27:52.400 --> 00:27:55.839
But they will respond quickly because it's not a complicated detail.
00:27:55.920 --> 00:27:58.000
It's like, it's this email, go find it.
00:27:58.160 --> 00:27:58.960
This is the result.
00:27:59.119 --> 00:28:01.200
If that's still of interest, tell me the next step.
00:28:01.359 --> 00:28:03.759
And I will tell you it fires all the time.
00:28:03.920 --> 00:28:10.559
And then you'll just make a note in your diary to do whatever they've agreed to, and you'll find things keep moving.
00:28:10.640 --> 00:28:11.440
And that's the goal.
00:28:11.599 --> 00:28:14.640
Because no, does not like a lack of response, doesn't mean anything.
00:28:14.720 --> 00:28:17.279
It just is just like all distractions are equal.
00:28:17.359 --> 00:28:18.720
And chances are they're just distracted.
00:28:18.880 --> 00:28:19.440
Absolutely.
00:28:19.680 --> 00:28:23.039
So I see we have so many questions popping off in the chat.
00:28:23.200 --> 00:28:25.920
We're gonna answer those starting in about three minutes.
00:28:26.079 --> 00:28:30.240
I just have one final question that I want to make sure that we touch on.
00:28:30.400 --> 00:28:34.079
Um, and then we're gonna get into coaching and answering a question.
00:28:34.160 --> 00:28:41.200
So if you ask a question, congratulations, you just volunteered to unmute and hop on live with us.
00:28:41.440 --> 00:28:52.880
We won't really make you do it, but I want you to think about this being a great opportunity to, you know, practice how you would ask a question, practice a sales conversation and really just kind of get your questions answered, right?
00:28:53.119 --> 00:28:57.759
So, my last question that I want to make sure we talk about is that lead tracking.
00:28:57.920 --> 00:28:58.640
What do you do?
00:28:58.799 --> 00:29:08.319
I know we kind of had some sidebar conversations in the chat already about using trackers, but I would say, can you share a little bit about what your follow-up systems look like for you?
00:29:08.480 --> 00:29:17.119
Specifically when like timing, frequency, when they don't respond, when there's no response, or when there's a not right now response.
00:29:17.200 --> 00:29:19.359
And what does your follow-up system look like?
00:29:19.440 --> 00:29:23.039
Um, and maybe Zoe, you want to go first and then we can go, Christine and Lauren.
00:29:23.519 --> 00:29:35.119
I'm a systems lover, so everything for my is I don't automate any follow-up, I do all follow up personally, whether that's my preference and what I recommend is that you follow up in the way that you have communicated with them previously.
00:29:35.279 --> 00:29:45.279
So over here we use WhatsApp, but it might be like Telegram or Instagram DMs, it might be email if you're more corporate, but however you've been communicating with them is how I would suggest that you follow up.
00:29:45.519 --> 00:29:48.319
I would follow up until it's a no.
00:29:48.720 --> 00:29:50.400
That's my philosophy.
00:29:50.480 --> 00:29:52.160
I don't think there's like a magic number.
00:29:52.319 --> 00:30:00.480
I will say I threw that stat out earlier, but I know it can get it can get repetitive, and you might think, oh, I don't know what I'm gonna say next time.
00:30:00.720 --> 00:30:11.839
So I would say after about a month, I would send a close the loop email of maybe this is no longer a priority for you, or maybe your situation has changed.
00:30:12.000 --> 00:30:13.680
I would love to know what's going on right now.
00:30:13.839 --> 00:30:17.440
Please can you give me a definitive answer of where your head is at?
00:30:17.599 --> 00:30:25.920
And I will keep checking in with you if that's okay with you, but I won't check in with you as frequently, but unless you give me, you give me an answer, basically.
00:30:26.079 --> 00:30:27.359
Otherwise, I'm gonna keep following up.
00:30:27.599 --> 00:30:40.319
I like to do at the beginning, I like to do every few days, especially if I'm not getting a response, and then I will kind of phase that a little bit longer, up to a month to six weeks after the first conversation.
00:30:40.400 --> 00:30:42.160
And that's from sales called for me.
00:30:42.240 --> 00:30:43.119
That's when I follow up.
00:30:43.359 --> 00:30:48.160
Before that, it's more frequent and it's more kind of reopening the conversations.
00:30:48.240 --> 00:30:59.920
I'm an Instagram girl, so usually it's replying to stories on Instagram if I'm on their email list, replying to those emails, keeping in front of them until we manage to have an official sales conversation, as I would like to call it.
00:31:00.079 --> 00:31:05.440
And I am a I love automations and I love AI, but I keep all my follow-up personal.
00:31:05.519 --> 00:31:06.960
I don't automate any of it.
00:31:07.119 --> 00:31:13.599
I automate the reminders for me, and I, you know, we automate all the stuff around it, but I just don't automate the actual conversation.
00:31:13.759 --> 00:31:16.160
But yeah, I just keep following up until I get a no.
00:31:16.240 --> 00:31:19.759
And then if I get a no, I will then say, I understand it's a no right now.
00:31:19.839 --> 00:31:22.960
Is it okay with you if I check in in three months and find out what you're up to?
00:31:23.119 --> 00:31:24.559
Again, asking for that consent.
00:31:24.720 --> 00:31:27.119
It's invariably always going to be a yes.
00:31:27.279 --> 00:31:32.160
So I will then diarize to follow up again in three months and open up the conversation again and start the cycle.
00:31:32.400 --> 00:31:33.359
Yeah, thank you for sharing.
00:31:33.519 --> 00:31:35.839
So I always classify things twice.
00:31:36.000 --> 00:31:41.119
So the first thing whenever I'm meeting somebody, I am classifying them into what is their relevance to me.
00:31:41.200 --> 00:31:43.680
And this is total judgment, so totally human biased.
00:31:43.839 --> 00:31:47.839
Are they a client, potential, which is another word of reliefs?
00:31:48.000 --> 00:31:51.519
Are they a collaborative partner or are they just a name and a face, which means they're a context?
00:31:51.680 --> 00:31:53.440
The first thing I do is justify the relevance.
00:31:53.519 --> 00:31:56.480
And then I audit myself at the end of every week, what am I looking for this week?
00:31:56.640 --> 00:32:00.319
If all the answers I've looked for were collaborative partners, chances are my sales will stall.
00:32:00.480 --> 00:32:03.440
If I have people that I'm identifying leads, that's a better sign.
00:32:03.599 --> 00:32:07.599
But once I've identified a lead, I classify them into slow, middle, fast lane.
00:32:07.759 --> 00:32:13.920
A slow lane for me is somebody who's like, I know I have a problem, but it's not a priority today.
00:32:14.079 --> 00:32:21.759
So I always think like they're six months down the road, I'm a billboard for them, they're gonna see my content, but they're not ready to hit the exit ramp yet.
00:32:21.839 --> 00:32:30.079
And so they get nurtured typically through events, through my podcast, through email communication, a weekly playbook that we send through them.
00:32:30.240 --> 00:32:37.279
But I always give them an exit ramp that says, anytime you want to put a California lane change in, you just come up to me and say, today's the day to solve the problem.
00:32:37.440 --> 00:32:40.160
But I don't do a lot of heavy lifting here.
00:32:40.319 --> 00:32:42.480
There's there's some built systems around it.
00:32:42.640 --> 00:32:46.319
The middle lane is somebody who's in a current spin, and that's where your bread and butter is built.
00:32:46.400 --> 00:32:48.240
So I'm using my observation skills.
00:32:48.319 --> 00:32:53.279
It's the most important marketing asset we have, and I'm walking for if you're in a spin right now, you have two choices.
00:32:53.519 --> 00:32:57.839
White knockle it, which is normal, that's the comfort zone again, or start to solve it.
00:32:58.000 --> 00:33:02.000
And all I need to do is have great empathy, spot the pattern, and say, I see you.
00:33:02.160 --> 00:33:06.640
I want you to know this pattern will phase out or can change direction.
00:33:06.799 --> 00:33:09.039
Do you want to have a conversation around those options?
00:33:09.200 --> 00:33:16.720
And that person I am highly engaged with because they're the most likely person I'm going to lead to an offer, typically within 30 days.
00:33:16.880 --> 00:33:19.599
So I'm watching it, but they could be anywhere from 30 to 90 days.
00:33:19.680 --> 00:33:27.440
But I keep high engagement in them through their social content, through constant connections in real time with real face as the priority.
00:33:27.599 --> 00:33:28.720
And then there's the fast lane.
00:33:28.880 --> 00:33:34.400
Fast lanes are people who've already said at some point, I think Lauren, you've heard this, you say this, you know, they've already said I'm gonna hire you.
00:33:34.559 --> 00:33:35.839
So you know they're gonna hire you.
00:33:35.920 --> 00:33:39.279
They're a fast lane, and you need to be in rooms with them.
00:33:39.440 --> 00:33:43.759
Not just rooms you invite them into, but rooms you're collaborating in, your peers in.
00:33:43.920 --> 00:33:48.640
And you can just, you know, casually say to them very directly, I know we've been talking about this for a while.
00:33:48.799 --> 00:33:51.039
Today, the day the yes happens, get out your credit card.
00:33:51.119 --> 00:33:53.039
And I you can do it in any way personality you like.
00:33:53.119 --> 00:33:56.240
That would be the way I would do it because they'd be like, oh God, I roll yes, Christine.
00:33:56.400 --> 00:33:56.880
Enough.
00:33:57.119 --> 00:33:57.759
It's time.
00:33:57.920 --> 00:33:58.880
And we'd move.
00:33:59.039 --> 00:34:01.599
But I always recognize this low little fast lane.
00:34:01.680 --> 00:34:06.960
And so when I start my business day, the first thing I do is look at my spreadsheet or go high level.
00:34:07.039 --> 00:34:08.000
I use it in two different ways.
00:34:08.079 --> 00:34:09.760
I also have a whiteboard because I'm old school.
00:34:09.840 --> 00:34:15.119
And I'm looking at who's in the fast lane, which means they need a follow-up to an offer already made.
00:34:15.280 --> 00:34:22.320
The middle lane needs somebody who I'm moving towards an offer, which means my goal this week is to get something in front of them that puts an offer on the table.
00:34:22.480 --> 00:34:27.440
And then the slow lane, I'm like, how can I get them into my space in the next 30 to 60 days?
00:34:27.599 --> 00:34:30.880
And when I'm working those actions, it's very clear.
00:34:31.039 --> 00:34:35.920
There's no need to follow up if an offer's been made because I've already set the expectation of we're gonna make a decision.
00:34:36.000 --> 00:34:37.199
What does your decision look like?
00:34:37.280 --> 00:34:50.719
And I will tell you, if the decision typically doesn't happen within 48 hours, you are in a very high uphill battle because the emotions cool, the justifications come in, and there's no pressure to make the decision, but we want to make sure we have a clear next step.
00:34:50.800 --> 00:34:52.079
We don't ever leave it open-ended.
00:34:52.159 --> 00:34:57.599
So if it's an offer, they're in the fast lane and there's nothing more important in my day than contact with them.
00:34:57.760 --> 00:34:58.800
So that's how we manage it.
00:34:58.960 --> 00:34:59.599
Thank you for sharing.
00:34:59.840 --> 00:35:00.320
We're in.
00:35:00.480 --> 00:35:05.760
And how I track, I saw Christine post in the chat very simple spreadsheet.
00:35:05.840 --> 00:35:07.039
I'm a spreadsheet queen.
00:35:07.199 --> 00:35:12.159
I love what Zoe highlighted is that your follow up, the actual follow-ups are not automated.
00:35:12.239 --> 00:35:13.599
I I also don't do that.
00:35:13.679 --> 00:35:16.239
I do all my own follow-ups in my lead generation myself.
00:35:16.400 --> 00:35:18.400
It's something I just never will outsource.
00:35:18.559 --> 00:35:22.079
I could sit all day and update my tracker and send messages to people.
00:35:22.239 --> 00:35:23.119
I love doing that.
00:35:23.360 --> 00:35:25.519
So mine is a very simple process.
00:35:25.840 --> 00:35:30.639
I have moved all of mine from Google Sheet to ClickUp over the last few years.
00:35:30.800 --> 00:35:34.800
Um, ClickUp and then Claude actually automated a lot of tasks for me.
00:35:35.039 --> 00:35:38.000
I categorize them into five different categories.
00:35:38.159 --> 00:35:41.920
You can do something as simple as hot, warm, cold.
00:35:42.000 --> 00:35:48.480
Um, but the most important thing is here is I think where people get like confused is well, how do I know when it's a warm lead?
00:35:48.559 --> 00:35:49.840
How do I know when it's a hot lead?
00:35:49.920 --> 00:35:51.119
How do I know it's a cold lead?
00:35:51.280 --> 00:35:53.280
For me personally, I have five different categories.
00:35:53.360 --> 00:35:59.039
It's awareness, interest, consideration, conversion, and then just loyalty.
00:35:59.199 --> 00:36:19.519
So for me, if they are just like aware that I exist, like you are talking to someone, but you haven't clearly vetted if they are a lead yet, but they are someone that I do want to vet, they are in an awareness category that is just like not even a lead yet, but these are people on my list I need to continue to have conversations with, and I engage with them once a week.
00:36:19.679 --> 00:36:20.719
Then I have interest.
00:36:20.880 --> 00:36:33.519
Interest to me means they have signed up for my workshop, they have signed up for my email list, they have downloaded my freebie, they're coming to my live trainings, they are voting in my polls, but we haven't had an active warm conversation yet.
00:36:33.760 --> 00:36:37.599
This is someone that is heating up, so they are interested in working with me.
00:36:37.760 --> 00:36:39.840
I see them clicking on links and emails.
00:36:40.000 --> 00:36:44.320
These are things that you can see, and this is real-time data that you can get.
00:36:44.480 --> 00:36:48.320
But the most important thing here is you're putting that out into the world.
00:36:48.400 --> 00:37:00.960
You're putting content out there, you're promoting your email list, you're selling in your emails, you're getting that data and giving them that opportunity to be like, hi, like I am interested in what you have to say, but I'm just not ready to send an inquiry yet.
00:37:01.119 --> 00:37:05.360
So, and mind you, this is all before you're even having a conversation about sales, right?
00:37:05.440 --> 00:37:08.400
So you're getting this real-time feedback and this real-time data.
00:37:08.559 --> 00:37:12.559
You have to put that content out there and you have to give them that opportunity.
00:37:12.880 --> 00:37:16.320
Consideration is when you are having a sales call with them.
00:37:16.480 --> 00:37:21.840
They've sent an inquiry, you're having a conversation about whether or not you are ready to work with them.
00:37:22.000 --> 00:37:24.079
This is like your hot, spicy leads.
00:37:24.320 --> 00:37:32.000
My interest and consideration categories, I am at least engaging or following up with them twice a week, minimum twice a week.
00:37:32.159 --> 00:37:34.800
They are seeing my name, pop up, all of the things.
00:37:35.039 --> 00:37:41.280
Conversion, I still keep track of this because repeat clients, retention clients, your conversion list.
00:37:41.599 --> 00:37:43.440
Please keep messaging them.
00:37:43.599 --> 00:37:48.239
Don't, even if they're someone that you don't work with anymore and they've afforded, right?
00:37:48.400 --> 00:37:53.920
This is this the sheet, this board that I have in ClickUp also acts as my engagement list.
00:37:54.159 --> 00:38:00.239
So I am real time still talking and engaging with my conversion people, even after a year they've worked with me, right?
00:38:00.320 --> 00:38:03.519
Because I've had clients come back after a year and another year.
00:38:03.679 --> 00:38:05.199
And then I also have a loyalty list.
00:38:05.360 --> 00:38:08.320
A loyalty list are my collaboration and conversion partners.
00:38:08.400 --> 00:38:14.320
These are still considered leads in my book because they are partnerships, collaborators, referral partners.
00:38:14.559 --> 00:38:19.039
I still want my name to be coming up and engaging with them at least once a week.
00:38:19.199 --> 00:38:23.840
So that also acts, like I said, as my engagement tracker, but that is also a lead tracker for me.
00:38:24.000 --> 00:38:25.199
Yeah, thank you for sharing.
00:38:25.440 --> 00:38:28.400
I think if you're listening to this, that feels a little bit overwhelming.
00:38:28.480 --> 00:38:29.679
Just all the different advice.
00:38:29.840 --> 00:38:32.800
If you really kind of break it down, it really is simple, right?
00:38:32.880 --> 00:38:33.760
Like, where are they?
00:38:33.920 --> 00:38:35.920
When was the last time we followed up with them?
00:38:36.159 --> 00:38:37.280
How are we viewing them?
00:38:37.440 --> 00:38:38.480
What's their relevance?
00:38:38.719 --> 00:38:41.039
How, what role do we think they'll serve?
00:38:41.199 --> 00:38:42.400
Are they a collaborator?
00:38:42.559 --> 00:38:44.719
Are they someone who is a hot lead?
00:38:44.880 --> 00:38:47.039
Are they someone who is just coming into our world?
00:38:47.119 --> 00:38:55.760
Like just getting becoming aware of their relevance and then keeping track of where they are in that process with you, and then making sure you're hitting those touch points.
00:38:55.840 --> 00:39:00.880
And then that really is the system, regardless of how you set it up, is keeping it that simple.
00:39:01.199 --> 00:39:09.199
So I want to jump into some audience questions and really get into some coaching and opportunities for you guys to get some feedback.
00:39:09.440 --> 00:39:18.079
And I want to just kind of open up the floor, but also ask Sully if if you're willing to hop on camera, unmute yourself here, and just share.
00:39:18.239 --> 00:39:26.320
Would you love to share a little bit more about you said you feel like you didn't have the best lead or maybe kind of uh lost the opportunity?
00:39:26.480 --> 00:39:34.320
And I would love for our speakers to give you some advice on that if you want to just share some a little bit more context on what you feel like you messed up in the sales conversation.
00:39:34.480 --> 00:39:42.400
Um, so they could maybe share since that person, it sounds like they are still engaging, how they might come back into that sales conversation.
00:39:42.639 --> 00:39:44.639
So I kind of put it in the chat.
00:39:44.719 --> 00:39:55.840
I don't know if anyone saw it, but I originally kind of because I didn't know what I was doing, I used to do all my like networking in person where I lived, but then I moved to a different country.
00:39:55.920 --> 00:40:08.159
I don't speak the language, so the DMs were like, I don't know why I changed what I was doing just because it was online, but it was very much like making an offer without consent right away, even though I'm not like that when I do sales calls.
00:40:08.320 --> 00:40:11.199
So it was just I don't know what was happening there.
00:40:11.440 --> 00:40:27.840
But now I still have women that like didn't necessarily respond to those offers, but they still respond to like story questions I post or like content I post commenting on it, or I've seen them like download my free audio that I have.
00:40:28.000 --> 00:40:32.960
So I guess I just am not a hundred percent sure how I would re-engage some of them.
00:40:33.039 --> 00:40:48.960
Like I know some of them right off the bat I wouldn't, but there are a few that popped up into my mind where I was like, okay, potentially like I could actually help them if I was able to like actually just be my coach self and get curious the way I normally do.
00:40:49.119 --> 00:40:57.760
So yeah, I guess I was just nervous because I don't want to I don't personally like pressure, so I don't want to put pressure on them.
00:40:57.840 --> 00:41:00.719
And looking back at those DMs, I'm like, what was I thinking?
00:41:00.800 --> 00:41:02.079
What was happening there?
00:41:02.400 --> 00:41:14.320
I always think if you start a conversation with genuine curiosity and genuine care, especially in the world in which you're operating, then the worst thing that's gonna come out of it is that you're gonna have a nice conversation.
00:41:14.400 --> 00:41:16.480
Like that's the worst thing that's gonna happen.
00:41:16.719 --> 00:41:25.760
And I think as well, when you do care, oftentimes we think that they're going to remember everything that we've ever said to them, but that's just not the case.
00:41:25.920 --> 00:41:28.320
Like we're only the center of our own universe.
00:41:28.559 --> 00:41:37.760
So especially if they've got your private podcast, that or the not podcast, the the what you just mentioned, like that they downloaded, ask them if they enjoyed it and what they've got from it.
00:41:37.840 --> 00:41:41.679
And if did they have any questions and was there anything else that you could help them with?
00:41:41.840 --> 00:41:45.039
Like, that's a really easy in to restart that conversation.
00:41:45.119 --> 00:41:50.639
But if they're still reacting, if they're still answering your stories and everything like that, they obviously genuinely like you.
00:41:50.719 --> 00:41:52.079
So just start a conversation.
00:41:52.320 --> 00:41:54.960
Yeah, I feel like I almost held back now.
00:41:55.039 --> 00:41:58.960
Like when they respond, I'm almost like very like reserved with them.
00:41:59.039 --> 00:42:01.760
And I feel like that's too much of a 180.
00:42:01.920 --> 00:42:03.440
And so it's like worse.
00:42:03.519 --> 00:42:04.320
So that's good to know.
00:42:04.559 --> 00:42:09.199
But just I'm gonna second what Zoe said is just really just start a normal conversation.
00:42:09.360 --> 00:42:11.440
Like, it doesn't even have to be about anything.
00:42:11.760 --> 00:42:20.559
But the people that have downloaded your audio, I think the question, the follow-up question could be like, Oh, did you did you get a chance to listen to it?
00:42:20.719 --> 00:42:21.599
How did you like it?
00:42:21.760 --> 00:42:22.880
How did it help you?
00:42:22.960 --> 00:42:25.280
Um, just again, genuine curiosity.
00:42:25.360 --> 00:42:28.000
And that's not a sales call, it's not a sales thing.
00:42:28.239 --> 00:42:29.440
Yes, in your mind it is.
00:42:29.599 --> 00:42:35.679
Yes, we are starting a sales conversation, but you're just again coming from a place of genuine curiosity and care.
00:42:35.920 --> 00:42:38.639
Of course, you're chasing hopefully like impact, right?
00:42:38.800 --> 00:42:46.079
It says you're a dating coach, so you're helping someone become happier and find love and you want to impact people to have better lives.
00:42:46.239 --> 00:42:48.719
So lead with that and lead that with that intention.
00:42:48.880 --> 00:42:50.480
Nothing has to be pressure.
00:42:50.639 --> 00:42:57.039
And the only thing that I caught when you were speaking was you're like, yeah, I usually don't drive like pressure and I feel very pressured.
00:42:57.280 --> 00:43:10.320
My question to you would be in what way or how would you, you know, not only take that pressure off of yourself, but what feels good to you to start that conversation again and really just be yourself in starting that conversation again.
00:43:10.480 --> 00:43:15.199
And I'm gonna add one element to this, and it's because I think you feel there's an elephant in the room, right?
00:43:15.360 --> 00:43:17.280
So you're hyper-aware of yourself.
00:43:17.440 --> 00:43:27.039
So if I feel like I have trampled something, I I just take a very human element as like, I think I totally clustered this and I went at Mach 10, and maybe you were dying.
00:43:27.199 --> 00:43:28.320
I just want to own that.
00:43:28.480 --> 00:43:29.599
I saw I did it.
00:43:29.840 --> 00:43:34.559
So take that as just me apologizing for the fact that I created an elephant in the room.
00:43:34.639 --> 00:43:37.679
And I don't want to make this weird, but I see it.
00:43:37.760 --> 00:43:39.840
And so I need to acknowledge the elephant in the room.
00:43:39.920 --> 00:43:42.320
So I in any way personality, you can make a story about it.
00:43:42.480 --> 00:43:44.719
If you they're watching your stories, they can see it.
00:43:44.960 --> 00:43:52.639
You're like, yeah, I was on Mock 10 and you know, I took something today off track and I was I was on fire, and you may have taken the blast.
00:43:52.800 --> 00:43:56.960
So if you feel there's an elephant in the room, just address the elephant because you'll feel better.
00:43:57.039 --> 00:43:58.719
Like that's about you centering yourself.
00:43:58.960 --> 00:44:06.719
Second thing that I would Say around this is it's never inappropriate to say in a nice casual way between people, why are we here?
00:44:07.199 --> 00:44:09.119
Like you're engaging in my content.
00:44:09.360 --> 00:44:11.840
Is there something specific that you're leaning to?
00:44:12.239 --> 00:44:20.000
And I and I I say this all the time because you know nobody will engage in my social content and unless they're a current client or a past client.
00:44:20.239 --> 00:44:23.119
Because nobody wants to put up their hand and say, My sales suck.
00:44:23.280 --> 00:44:25.519
I don't actually have the business I've told the world I have.
00:44:25.679 --> 00:44:27.199
And I don't even like acknowledging it.
00:44:27.280 --> 00:44:29.920
So sure as hell not going to comment on your social media, right?
00:44:30.000 --> 00:44:33.119
They're gonna hide and be subversive and lurk.
00:44:33.199 --> 00:44:35.280
And I will honestly mostly never see that.
00:44:35.519 --> 00:44:40.000
So what happens is I just put up my hand and say, like, why are we here?
00:44:40.159 --> 00:44:41.280
Please tell me why we're here.
00:44:41.440 --> 00:44:49.119
And if clients come into my room, you know, into my events, I'm like, I let I'm an introvert, which I know it's shocking when you see me speak, but I actually really am.
00:44:49.280 --> 00:44:54.639
So it's so much easier for me to put up a story and say this is the elephant in the room, or hey, I'm running an event.
00:44:54.719 --> 00:44:56.400
If this is your problem, come find me.
00:44:56.639 --> 00:45:02.159
Because it allows me to know that the people who are in my space are only in the space to be of service to.
00:45:02.320 --> 00:45:05.360
And so I just ask this really frank question, why are we here?
00:45:05.519 --> 00:45:07.199
And I don't control the agenda of that.
00:45:07.360 --> 00:45:09.119
I just really bring my ears with me.
00:45:09.280 --> 00:45:11.920
And from that point, I'm like, do I think that that I can serve?
00:45:12.159 --> 00:45:13.440
Because my core value is integrity.
00:45:13.519 --> 00:45:16.559
If I can, I'll lean into it because I've also been invited to.
00:45:16.800 --> 00:45:19.280
So, first things first, if you feel there's an elephant, call it out.
00:45:19.440 --> 00:45:21.440
Second thing you can do in any safe direction you want.
00:45:21.519 --> 00:45:23.519
But then it's really always fair.
00:45:23.679 --> 00:45:27.599
Like I've had people that, you know, I've asked to go to my events like dozens of times, right?
00:45:27.679 --> 00:45:29.199
Because I've been running events for five years.
00:45:29.360 --> 00:45:31.199
And I'm like, do you want off the list?
00:45:31.280 --> 00:45:32.639
Like, why are you still here?
00:45:32.880 --> 00:45:36.960
And they're like, keep asking me because I know I'm gonna hire you, and I'm just not there yet.
00:45:37.119 --> 00:45:41.599
And I'd rather know that you're running another event because maybe this will be the perfect time to step in.
00:45:41.679 --> 00:45:42.480
So keep me on the list.
00:45:42.559 --> 00:45:43.760
I'm like, okay, fair play.
00:45:43.840 --> 00:45:45.199
Because but I have I called it out.
00:45:45.280 --> 00:45:47.119
I was like, this is starting to get weird.
00:45:47.360 --> 00:45:48.960
Because they're like, Oh, you're running another event.
00:45:49.039 --> 00:45:51.199
And I'm like, yeah, every every month.
00:45:51.360 --> 00:45:52.960
And two big events a year.
00:45:53.039 --> 00:45:59.360
And so it gives you the freedom to just really not guess your way through this, but just be curious around it.
00:45:59.599 --> 00:46:00.320
Why are we here?
00:46:00.480 --> 00:46:01.119
How can I help?
00:46:01.280 --> 00:46:02.559
What content would be relevant?
00:46:02.639 --> 00:46:04.960
And it sounds like you've got the knowledge, but you need application.
00:46:05.119 --> 00:46:09.360
If you need application, maybe it's time we have a more personal conversation.
00:46:10.239 --> 00:46:12.079
Because the loop is looping.
00:46:12.320 --> 00:46:13.840
Yeah, this is super helpful.
00:46:14.000 --> 00:46:15.519
Like everyone's advice.
00:46:15.679 --> 00:46:20.079
I need to take all of it because yeah, I'm I'm also Canadian.
00:46:20.159 --> 00:46:22.559
So yeah, the elephant in the room thing is very real.
00:46:22.639 --> 00:46:24.079
Um, you can say, I'm sorry.
00:46:24.159 --> 00:46:25.360
Like I made a Canadian race.
00:46:25.519 --> 00:46:26.880
Like, I think I clustered this.
00:46:27.039 --> 00:46:28.239
I think I was a dragon.
00:46:28.400 --> 00:46:33.519
I may have been super aggressive, and I just apologize because I am weirded out about it, so you probably are too.
00:46:33.760 --> 00:46:35.119
And I'll like, okay.
00:46:35.360 --> 00:46:35.840
I don't know.
00:46:35.920 --> 00:46:36.559
You know, fair play.
00:46:36.639 --> 00:46:43.280
And then it may be like just mutual respect from that point on, but it will also just be, you know, guys, you will cluster sales calls.
00:46:43.360 --> 00:46:45.280
I mean, God, I remember my first sales call.
00:46:45.360 --> 00:46:46.320
I didn't even, I didn't have a business.
00:46:46.400 --> 00:46:47.760
And I'm she's like, how much does it cost?
00:46:47.840 --> 00:46:49.039
I'm like, I don't understand the question.
00:46:49.199 --> 00:46:52.079
Like, I was there to be interviewed for a podcast that was nothing about business.
00:46:52.159 --> 00:46:52.960
I didn't even have one.
00:46:53.119 --> 00:46:54.159
She's like, Well, I'm hiring you.
00:46:54.239 --> 00:46:55.280
I'm like, for what?
00:46:55.440 --> 00:46:57.440
Like, seriously, I was so perplexed.
00:46:57.599 --> 00:47:00.719
And she's like, Because you know what to say to get people to pay me.
00:47:00.880 --> 00:47:02.079
And I need help doing that.
00:47:02.159 --> 00:47:04.800
I've been in big business five years, I don't have revenue.
00:47:04.880 --> 00:47:06.800
And I'm like, okay, I still get what you're doing.
00:47:06.880 --> 00:47:07.920
She's like, I think you can help me.
00:47:08.000 --> 00:47:08.639
I'm like, I can.
00:47:08.719 --> 00:47:10.000
She's like, so how much does it cost?
00:47:10.159 --> 00:47:11.360
I mean, you know that imagination.
00:47:11.440 --> 00:47:12.480
So let's just normalize this.
00:47:12.639 --> 00:47:16.559
If you ever had this fantasy of like when someone wants to pay me, I'm gonna say it's this much money.
00:47:16.719 --> 00:47:17.760
Like everyone has a number, right?
00:47:17.920 --> 00:47:20.239
That they go, Oh, in my fantasy land, it'll be this.
00:47:20.400 --> 00:47:26.719
So I halved it because I was scared, but not scared enough to run away, but I was still scared, so I halved it.
00:47:26.880 --> 00:47:28.320
She's like, Great, I'll give you a credit card.
00:47:28.400 --> 00:47:29.519
I'm like, I don't even know what to do with this.
00:47:29.599 --> 00:47:31.280
She's like, You're a smart cookie, figure it out.
00:47:31.360 --> 00:47:32.400
I want to start on Wednesday.
00:47:32.480 --> 00:47:33.519
And I had my first client.
00:47:33.599 --> 00:47:35.360
And I was like, I think it was a cluster.
00:47:35.440 --> 00:47:38.320
And we it's a running joke for years in my business now.
00:47:38.559 --> 00:47:41.119
Just have the curiosity say, this is an elephant in the room.
00:47:41.199 --> 00:47:42.400
I think I clustered this.
00:47:42.559 --> 00:47:43.440
I got scared.
00:47:43.599 --> 00:47:44.719
Can we move forward from here?
00:47:44.960 --> 00:47:48.960
Pinky shake, tug it out, and just like pretend that train wreck didn't happen.
00:47:49.280 --> 00:47:52.320
Because at least I know we have thrown a lot at you.
00:47:52.480 --> 00:47:56.159
But I mean, I think really valuable transparent perspectives, right?
00:47:56.239 --> 00:47:58.719
Like we can just reopen the conversation.
00:47:58.960 --> 00:48:03.599
If you want to acknowledge it, I think that feels very, it sounds like that would feel very authentic.
00:48:03.760 --> 00:48:06.880
If you want to just say, hey, I saw you downloaded my thing.
00:48:07.039 --> 00:48:08.480
Have you had a chance to check it out?
00:48:08.639 --> 00:48:11.440
That's a DM as well that I often use.
00:48:11.599 --> 00:48:13.920
And I just have one question for you, Sally.
00:48:14.400 --> 00:48:19.679
I would love to know when are we going to follow up with these people?
00:48:19.920 --> 00:48:31.840
Like if you're willing to make a commitment here on the live on a round table in front of 30 plus of your new peers, supporters, and collaborators, when are we gonna follow up?
00:48:33.599 --> 00:48:36.159
Honestly, I think this is going to happen tomorrow morning.
00:48:36.239 --> 00:48:38.719
But I'm actually in the same t time zone as Zoe.
00:48:38.880 --> 00:48:42.800
So when I wake up, it'll change I'll change and be the first thing that I do.
00:48:42.880 --> 00:48:44.480
I'm actually excited about this.
00:48:44.639 --> 00:48:47.599
In the past, I was not very excited to converse in the DMs.
00:48:47.679 --> 00:48:51.199
I honestly thought it was just hard selling and I wasn't for it.
00:48:51.280 --> 00:48:55.039
And now this has given me like a completely different perspective.
00:48:55.199 --> 00:48:55.760
So thank you.
00:48:56.000 --> 00:48:56.400
Absolutely.
00:48:56.559 --> 00:48:57.199
Okay, beautiful.
00:48:57.280 --> 00:49:02.559
Well, if you need support, if you feel like you still have questions or thoughts, I know our speakers' DMs are open.
00:49:02.639 --> 00:49:04.800
You're always welcome to reach out to me.
00:49:04.960 --> 00:49:08.960
My DMs are open, and I'm excited to hear how it goes, okay?
00:49:09.119 --> 00:49:10.159
And thank you for sharing.
00:49:10.400 --> 00:49:10.880
All right.
00:49:11.119 --> 00:49:13.599
I want to get to at least one more person here.
00:49:13.840 --> 00:49:16.400
Anna, you said you wanted to go next, girlfriend.
00:49:16.639 --> 00:49:17.440
Yes, yes.
00:49:17.760 --> 00:49:22.400
It's very fresh, so it's going to be my first follow-up after.
00:49:22.559 --> 00:49:26.480
So on Monday, I had two sales calls, one with my business partner.
00:49:26.559 --> 00:49:29.280
So she already sent the proposal and followed up.
00:49:29.440 --> 00:49:31.119
But then the other one is by myself.
00:49:31.360 --> 00:49:35.199
So I for the I'm good at sales, but I used to sell computers.
00:49:35.440 --> 00:49:37.599
Selling myself, it's like different.
00:49:37.840 --> 00:49:40.239
So she bought my planner on Amazon.
00:49:40.400 --> 00:49:42.400
She booked the call, she followed the funnel.
00:49:42.559 --> 00:49:44.719
Yay! She book a call.
00:49:44.880 --> 00:49:51.280
She got in, and instead of me just sending the proposal like I used to, I was like, no, be smart, get on another call.
00:49:51.440 --> 00:49:52.800
So we got on another call.
00:49:52.960 --> 00:49:59.679
I built the proposal, and now I'm like, okay, she said that she was going to make a decision in the next few days.
00:49:59.840 --> 00:50:01.039
She wants the support.
00:50:01.199 --> 00:50:02.400
She wants to hire me.
00:50:02.559 --> 00:50:06.559
She wanted to host a retreat at first, but I was like, you don't even have a social media.
00:50:06.719 --> 00:50:07.679
Like, what are we doing?
00:50:07.840 --> 00:50:09.440
How are you gonna get people there?
00:50:09.599 --> 00:50:12.079
So I'm helping her build the foundation first.
00:50:12.239 --> 00:50:17.440
And uh she's she's a therapist, and uh yeah, it's I don't know what to say next, right?
00:50:17.599 --> 00:50:22.000
To the for the next follow-up so that she chooses a package.
00:50:22.159 --> 00:50:27.280
So I gave her three options, and one is to work three months, six months, or nine months.
00:50:27.440 --> 00:50:31.039
The nine months trickle into helping her with the retreat as well.
00:50:31.199 --> 00:50:32.559
So it's like two events.
00:50:32.800 --> 00:50:40.880
So yeah, if she hires me longer, it's actually less, less uh monthly because I but in in retrospect it's more.
00:50:40.960 --> 00:50:44.480
So it's like my five, my first five-figure client.
00:50:44.559 --> 00:50:45.599
So that would be great.
00:50:45.760 --> 00:50:51.840
So yeah, the question is like, how do I follow up next so I don't put an elephant on the room or like scare her or or pressure her?
00:50:51.920 --> 00:50:53.119
Because I hate being pressured.
00:50:53.280 --> 00:50:54.880
Like you pressure me and I'm gone.
00:50:55.039 --> 00:50:58.239
So I I think none of us want to pressure our clients or be pressured.
00:50:58.320 --> 00:51:00.960
I think we can just acknowledge no one likes that.
00:51:01.280 --> 00:51:04.800
So I would wonder if you guys have some specific feedback.
00:51:04.960 --> 00:51:06.960
This high-ticket proposal has been sent.
00:51:07.119 --> 00:51:08.000
Now what do we do?
00:51:08.079 --> 00:51:09.760
And Christine, you're unmuted.
00:51:09.840 --> 00:51:16.159
So I'll let you open us up and then uh Lauren and Yeah, I'd have I'd have two, I'm gonna say two things, but I would also say a general comment afterwards.
00:51:16.320 --> 00:51:21.280
So the first thing, you know, is is to go back to her and and just ask a very simple question, guys.
00:51:21.360 --> 00:51:23.599
This is direct, don't get weird, it's not complicated.
00:51:23.760 --> 00:51:25.039
Have you made a decision yet?
00:51:25.199 --> 00:51:26.800
And this is best as a conversation.
00:51:26.960 --> 00:51:29.519
That's why I like the phone old school here.
00:51:29.679 --> 00:51:36.480
But then if she's like, you know, I'm still undecided, you have to bring your expertise into this, which is, you know what, we had a conversation on Monday.
00:51:36.559 --> 00:51:46.000
I've been thinking about it, been looking at your business, and I know I presented you three ideas, but really based on what you want as a result, I really think I would advocate for this one choice.
00:51:46.079 --> 00:51:47.039
And here's why.
00:51:47.199 --> 00:51:53.679
Because you've given her three choices and you haven't maybe led her strong enough to you're bringing, you're coming to me because I'm an expert.
00:51:53.840 --> 00:51:56.079
Based on what you share with me, this is my lead.
00:51:56.239 --> 00:51:59.360
And that may also open up and win in the opportunity.
00:51:59.519 --> 00:52:04.079
So I think you would ask worse off if you made the decision because you don't need to sell something that's already decided.
00:52:04.159 --> 00:52:10.320
But you can say, because I've been thinking about you, and really I may not have been as clear on which one I recommend based on your outcome.
00:52:10.400 --> 00:52:13.280
So let me, let me miss the gap I missed.
00:52:13.440 --> 00:52:15.119
And I really think that this is the place.
00:52:15.280 --> 00:52:16.320
Do you want to do it?
00:52:16.480 --> 00:52:19.599
Here's what the next step is credit card payment, whatever it might be.
00:52:19.760 --> 00:52:22.400
So lead is my my general advice.
00:52:22.559 --> 00:52:24.480
And here's the second thing, it might be controversial.
00:52:24.639 --> 00:52:28.320
Guys, if we I sell at very high ticket and I don't do proposals, I don't like them.
00:52:28.480 --> 00:52:32.480
You're gonna have to lobby really hard to me to tell me that a proposal is needed.
00:52:32.719 --> 00:52:48.239
A proposal generally is not needed if you're leading the conversation, because most people, especially if you're in small businesses and online entrepreneurs, and unless you're sending hundreds of thousands of dollars of money, most people will make a decision for less than$50,000 on the spot.
00:52:48.400 --> 00:52:53.360
So when we add proposals that are just gonna be a little controversial, you are intentionally slowing down your sales cycle.
00:52:53.519 --> 00:52:55.599
If it's not needed, don't do it.
00:52:55.679 --> 00:52:57.039
And you have to lobby me hard.
00:52:57.119 --> 00:53:00.159
I I I I break this for ever and I work with all creatives.
00:53:00.320 --> 00:53:00.480
Yeah.
00:53:03.519 --> 00:53:07.119
I kind of like don't like them either, but a lot of people lead without them.
00:53:08.159 --> 00:53:09.199
It's fine to send a recap.
00:53:09.280 --> 00:53:11.360
It's absolutely necessary to send a contract.
00:53:11.599 --> 00:53:14.800
Of course, with all the payment NES can be made without it.
00:53:14.960 --> 00:53:15.280
Yeah.
00:53:15.440 --> 00:53:19.280
So just generally additional thoughts.
00:53:19.519 --> 00:53:19.920
Yeah.
00:53:20.079 --> 00:53:27.280
The my first thought, and that's why I put like the emojis, that was my very first thing was I think that you gave her too many options.
00:53:27.519 --> 00:53:35.920
And like I have an agency, so I do send proposals, but the idea of the proposal is really like the plan that we're gonna follow to get your result.
00:53:36.480 --> 00:53:41.519
It's not package one, we're doing this, package two, we're doing this, package three, we're doing this.
00:53:41.679 --> 00:53:45.280
It's she has a problem that you need to solve.
00:53:45.440 --> 00:53:50.480
So, how direct can you be in specific that, hey, like you told me this?
00:53:50.719 --> 00:53:52.800
So then let her come back to you.
00:53:52.880 --> 00:53:57.679
And if there's a if there's a moment of it's not in my budget, can we take this out?
00:53:57.840 --> 00:53:58.559
Can we do this?
00:53:58.719 --> 00:54:00.480
Can we restructure this some way?
00:54:00.719 --> 00:54:08.960
Then you can then explore other options, but you have to lead with the one option that it's gonna be the easiest yes for her.
00:54:09.039 --> 00:54:12.239
That's exactly what she described on the sales call.
00:54:12.320 --> 00:54:14.800
Like, I need this, this, this, and this.
00:54:15.039 --> 00:54:15.760
Okay, great.
00:54:15.920 --> 00:54:17.519
Package two is great for you.
00:54:17.679 --> 00:54:22.719
Let her then, like I said, come back and have that response or then follow up, right?
00:54:22.800 --> 00:54:25.440
And make her give you a response of some sort.
00:54:25.519 --> 00:54:30.320
And if she's saying this is outside my budget, this is more than what I thought, I need to restructure this.
00:54:30.400 --> 00:54:31.360
Can we take this out?
00:54:31.519 --> 00:54:33.039
And then that's up to you.
00:54:33.119 --> 00:54:41.199
Then if you have other things that are going to solve her problem, but then also as a service provider and as the expert and as the leader within range, right?
00:54:41.280 --> 00:54:48.960
We don't want to dumb ourselves down, we don't want to water down our proposals, we want to still give them the result that they want.
00:54:49.199 --> 00:54:55.199
So within a like within range, I should say, of like, can you actually still solve their problem?
00:54:55.280 --> 00:54:58.880
And are they just like not ready to invest in this money yet?
00:54:59.039 --> 00:55:05.679
But I like 1 million percent, Christine, I was just like, yes, like give them less options.
00:55:05.840 --> 00:55:07.679
And also, too, like people are busy.
00:55:07.840 --> 00:55:15.840
I know Christine again said that earlier, like, people are just busy, and a normal follow-up, a normal, like, hey, like, have you made a decision yet?
00:55:16.000 --> 00:55:17.280
Is totally okay too.
00:55:17.599 --> 00:55:18.559
Thank you for sharing.
00:55:18.800 --> 00:55:23.840
Zoe, any final thoughts as we wrap up the round table for tonight?
00:55:24.239 --> 00:55:26.960
I'm probably just gonna be like the outlier in the room.
00:55:27.199 --> 00:55:31.599
I would need a proposal to spend more than$3,000, probably.
00:55:31.760 --> 00:55:34.960
Like, I would want to see everything written out so I can go back to it.
00:55:35.039 --> 00:55:36.400
My memory's really bad.
00:55:36.559 --> 00:55:41.440
I'm not great at knowing and understanding verbally what people have said to me.
00:55:41.599 --> 00:55:44.719
So having it written down in front of me makes it so much easier.
00:55:44.880 --> 00:55:46.559
And that is the reason why I send them.
00:55:46.719 --> 00:55:48.400
I do have a question for you, actually, Anna.
00:55:48.559 --> 00:55:51.039
Um, because I think three options is fine.
00:55:51.199 --> 00:55:54.320
But what was the difference between the three options apart from time?
00:55:54.559 --> 00:55:58.400
Was there any other difference between them, or was it just length of time to work together?
00:55:58.559 --> 00:55:58.880
Okay.
00:55:59.199 --> 00:56:00.960
So different, different things.
00:56:01.039 --> 00:56:08.480
So, first is like the foundation and having her host a virtual summit, then be in between the virtual summit and her launching the retreat.
00:56:08.639 --> 00:56:15.920
So she needs uh other like webinars or like a challenge to like grow nurture the the email list that she grows.
00:56:16.159 --> 00:56:21.840
So yeah, no, I can take out feet that's I took out features and time, both things.
00:56:22.000 --> 00:56:22.239
Okay.
00:56:22.480 --> 00:56:28.719
So the way that I normally would structure like giving three options is the first option is everything that she's asked for.
00:56:28.800 --> 00:56:38.320
So everything that she wanted on that call, like what Lauren was saying, like every single thing that is the minimum that you're gonna offer her at the price at which she knows that you work.
00:56:38.639 --> 00:56:42.320
The second middle option is everything that you know that she needs.
00:56:42.480 --> 00:56:44.719
So like she won't, you will know.
00:56:44.880 --> 00:56:48.480
So I think someone wrote, Christine, I think, yeah, be the expert, Christine.
00:56:48.639 --> 00:56:51.519
You know what she needs, probably better than she knows.
00:56:51.599 --> 00:56:58.480
So, like that middle option is gonna be more and it's everything that you know that she wants, plus everything that she thinks she needs.
00:56:58.639 --> 00:57:04.400
And then you have the top option, which is like your golden goose of everything you would love to deliver for her.
00:57:04.480 --> 00:57:11.599
That is like your dream option to work with this person where she gets your undivided attention, etc.
00:57:11.760 --> 00:57:12.000
etc.
00:57:12.239 --> 00:57:12.400
etc.
00:57:12.639 --> 00:57:15.599
That one is at least double what the minimum the middle option is.
00:57:15.760 --> 00:57:18.639
And so she can go for the bottom option.
00:57:18.719 --> 00:57:27.519
It doesn't feel like it, you're not discounting, you're not kind of taking anything away from anything that she has asked for, and you're still happy with delivering that option.
00:57:27.679 --> 00:57:30.880
But in my experience, the majority of people will go for that middle option.
00:57:30.960 --> 00:57:36.320
So you're getting, you're getting what you want to deliver, she's getting exactly what she wants, you're getting paid for what you want to deliver.
00:57:36.480 --> 00:57:46.960
And yeah, I know we've gone off on a tangent as to what you originally asked, but uh in terms, in terms of the follow-up, I can't really say more than what Christina and Lauren have already said.
00:57:47.119 --> 00:57:56.719
Like just go and say, this is and and also don't be afraid to take control and say this based on what we spoke about, this is what I know you need.
00:57:56.960 --> 00:57:59.199
Like if the other two are confusing, it's fine.
00:57:59.280 --> 00:58:00.000
You can ignore them.
00:58:00.079 --> 00:58:00.960
Let's go with this one.
00:58:01.039 --> 00:58:02.159
Are you ready to make a decision?
00:58:02.320 --> 00:58:03.440
That's absolutely okay to say.
00:58:04.239 --> 00:58:06.239
Thank you, Anna, for jumping in.
00:58:06.480 --> 00:58:13.920
And I think if we could just kind of pull one takeaway from this whole conversation, we all love to feel like we are special.
00:58:14.159 --> 00:58:34.960
We all love to feel that things were personally recommended, that we got personal advice, personalized expertise, that people saw us, they made us feel seen and valued, and that they took the time to really be thoughtful in making that sales offer, in having that conversation, and that they feel confident, they understand us, so they can deliver really well for us.
00:58:35.199 --> 00:58:44.400
And that's really if you take away any one thing from this whole conversation, it's really being intentional and thoughtful and personalizing the conversations.
00:58:44.559 --> 00:58:50.719
Take time to get to know your leads better, take time to look at their content, take time to respond to them in detail.
00:58:50.880 --> 00:58:57.760
You will be shocked actually how much easier it is to sell people, how much easier they are like, I actually am already ready to buy.
00:58:57.920 --> 00:59:03.360
Just because you took the time to really get to know them, that will make the entire process easier.
00:59:03.519 --> 00:59:08.559
And you will begin to have more confidence in your sales process if you really approach this.
00:59:08.639 --> 00:59:17.920
Take the pressure off, approach from a place of curiosity, approach from a place of really just getting to know people, and the sales will come and it will get easier for you.
00:59:18.159 --> 00:59:22.320
Thank you guys all so much for joining me, attendees and speakers.
00:59:22.400 --> 00:59:24.159
This was a great conversation.