Speaker Coaching with Sebastian Dziuk | Episode 20

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Welcome to Mic Drop Mindset.
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My name is Jen, and I'm here with Sebastian in the studio today.
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Here we're going to talk about speaker coaching.
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So usually I record solo episodes, and today is a little bit different because I'm bringing a guest in the studio, and we're going to coach on a speaking business topic.
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This is completely live off-the-cuff coaching.
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And this is a small taste of what you might experience if you were to work one-to-one with me.
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Welcome to the studio.
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Thanks for having me, Jen.
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Awesome.
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So tell me, what would be helpful for you to coach around today?
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So I've been thinking a lot about my business model and the different kinds of offers that I have.
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For everyone else that's never met me before.
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So I help experts and thought leaders create systems to turn their online attention into sales using email.
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So my main offer has been a complete done-for-you marketing service where I create lead magnets for people, specifically educational email courses.
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So that's the complete setup: landing pages, copy, strategy, topic, writing the course, all the ghostwriting that goes into it, setting up all the automations, everything done for somebody.
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But that's a premium service.
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And not everybody is at the level that they want to invest in that or even has the finances to invest in that right now.
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And the more I talk to with people, they're like, I want to learn more, but I don't have any other offers.
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And for me, I've also been a professional speaker since 2021.
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I love speaking.
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I love educating, especially entrepreneurs and small business owners.
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And so I've been using uh conferences and webinars to find qualified leads.
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And when I say qualified lead, I'm meaning somebody who either now or likely in the future will be able to work with me and have the resources to work with me.
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But I want to be able to help people in a way that's not just me doing the marketing for them.
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And so I've been thinking about what other things can I offer and still have a sustainable business for me.
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So right now I have some time this summer to take on this project of what is the next offer that is less expensive and a so a better entry point for people.
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So I've considered do I have a low-ticket thing where it's an online course where like on ThinkIffic or teachable and it's saying like 47.97 at most, probably 297 for an online course that people can go through and that doesn't have a group coaching component or anything, or like a mid-level offer where it could be a group coaching where I take people and help them create their lead magnet.
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Or a little bit more than that is like a full in-person day experience, or it could be a full online experience for one full day where I help people create their lead magnet themselves.
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As you can see, I have a lot going on in my mind here.
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But what it comes down to is what else should I add to my business and business model that's not only going to help me have a sustainable business, but also help the people that I want to help?
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Wow, we're hitting the hard questions today.
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What to offer in the business model?
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So let's backtrack a little bit.
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When you offer a talk, first of all, what is your talk and who do you usually deliver it for?
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Because I'm guessing this is an offer off of your talk, correct?
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Yeah.
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So my talk, I'm actually in the midst of revamping a bit.
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So my main keynote is introducing people to my attract cycle framework.
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And so it's very high level where I teach them my signature framework for email marketing.
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So it's very niche into email marketing.
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And then I have a workshop that can be a companion program or standalone called the Lead Magnet Lab.
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That's similar, uh more condensed version of that possible full-day workshop I was just telling you about.
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Okay.
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So you have this framework that you're sharing within your talk, and you usually deliver this talk virtually in person.
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And who's the audience?
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Yeah, lately it's been virtually, which I honestly like in-person a bit more.
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I like the energy of the room.
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Um and the audience has been small business owners and entrepreneurs.
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Most recently, like Score Twin Cities, I've done a few webinars for them.
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I love Score.
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Yeah.
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I love me a good score workshop.
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I do so many of them.
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But um, so what I've been observing from SCORE, and let me know if you have a different experience, is um they tend to be early in their business.
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They tend to be not quite sure what they're gonna be doing.
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They might be shopping around for a lot of different services because they're not quite sure what to prioritize quite yet.
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Has that been your experience as exactly?
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Okay, so I think what what the question is behind the question, and and let me know if I'm wrong here.
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Um, the question is what can I offer that people will both buy and that will also give you lift for your business?
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Am I missing anything then?
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No, no, you got it.
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Okay, okay.
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So as you think that through, like what can you offer right now that people will buy?
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What have people bought before?
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Yeah, so one of my new offers has been a way that so before I used to do these free strategy sessions for folks.
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Um, what I found is it was bringing in people that weren't ready to buy the done for you marketing services.
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And so it was a free strategy session.
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So now what I've been doing is creating free uh strategy plans for folks, and that's a way that they still have to pay for it, but it is a lead into hey, now here's a blueprint for you to work on.
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And if you don't want to implement it yourself and you rather hand it off, you can hire me to do that.
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And so that's been the new offer I've been working on.
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But again, I'm I'm thinking maybe something that's more available to the masses, um, because even then I've had some case study clients, but the price of that is gonna be a little bit more of an investment as well.
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So I don't know if something like under$100 would be better or I know there's also like science with pricing strategy where if something I I think it has to be under$800 and people think of it as more of like an impulse purchase.
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Um, but the area, like I said, I believe it's between$800 and$1,500.
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It's kind of like a no man's land where it's like it's not premium, but it's not cheap, so people don't buy.
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I'm thinking about this from a bunch of different angles, but to answer your question, I have the one um lead-in offer right now where I offer that strategy blueprint before offering them the done-for-you marketing services.
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Okay, so you have a strategy blueprint currently.
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How much does that cost?
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So the cost of that right now is$4.97.
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$4.97.
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And have you had a pretty good success rate with getting people to say yes to that offer?
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So that one's pretty new, but when I did my case study clients, I offered it for$97 and I got five people right away.
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Okay.
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Okay.
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So that might be an indicator.
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It might be, we don't know, an indicator that it's priced too low.
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So between 97 and 497.
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I will say I haven't been, I just finished up my first year of my MBA full-time program.
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And so I haven't been as uh on top of it with my marketing on the 497.
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Okay.
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Um, but I even think about my first year in business.
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I was hustling with doing outreach for better or worse.
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It was better.
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Some people like the cold outreach, some people don't.
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And I've found what works started to work for me.
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I mostly work with professional speakers and coaches, and it's a big relationship business.
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And so even for that one, it's been it took like a year of talking to people, having virtual coffee chats, and going to conferences to develop that trust.
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And now I'm a lot more known in that community.
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That trust is is there, but now I'm running into who can afford my services?
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Well, yeah, that's that's a big question.
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And a lot of us go through those levels, right?
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Where we start off a certain place and then we're like, oh, well, I need to earn more money than this based on what my business is doing.
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And then you're like, who are those new people that I need to attract?
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Let's backtrack a little bit because you're we're talking a lot about you know tactics and mechanics and programming and things like that.
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What do you need at a minimum to solve your clients' problems?
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Their biggest problem, not all their problems, their biggest problem with email marketing.
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How do you mean what do I need?
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What is the best way you can solve their email marketing problems?
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I'm not talking about the format necessarily, but what do they need you to deliver if they're gonna work with you in order to solve that biggest problem?
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What do I need from them?
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This might sound a little weird, but I feel like I need them to believe that email works.
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Oh, okay.
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Um, a lot of the people that I work with or just talk have even talked to, social media, we get that dopamine hit right away.
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And so they can hire somebody that turns out social media posts.
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Um, and so they they can see immediate results from that.
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You can't always see that immediate results from email because that's more of a relationship and trust building game.
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And so, especially people that are within, I'd say their first five years in business, they aren't investing in email when that would be one of the best times to invest in it because social media has rented space and the email is owned.
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And so I'm even thinking about how do I let them know that and have them help believe that.
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So, like selling has been, oh they don't teach.
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I have a business undergrad as well.
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They don't teach you how to sell.
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Nobody does, no one teaches it's just trial by fire and it really is, it burns, but it's I'm it's been a growth year in that regard.
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Um, but I'm still learning in that of like how do I educate somebody and how do I even capture their attention enough to do that education on that email piece to make them believe that email can work and under for them to understand what I'm talking about with email too, because I do organic email marketing, and so I'm not talking helping people do cold outreach.
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That's that's a whole different ballgame.
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Um, and yes, the belief in email, I think that's the biggest thing I need from people.
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The belief.
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Okay, so when you think about belief, and I love how you're able to identify this because not everyone is able to understand what was my client really struggling with before they can say yes.
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So I think this is important.
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How can you reach the people who already believe that email is important?
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Is it through speaking?
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Is it through email?
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Like, what do you think might be the vehicle for that?
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That's a tough one.
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I'm thinking it's like when I talk about email, I say the the main thing of email is staying top of mind and all the times inviting people then to work with you.
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But to even get to that point, you also need to stay top of mind on social media and having your website be enticing enough for people to sign up for your lead magnet and even having SEO.
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And so I'm wondering.
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Yeah, how do I reach the people that already know?
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The people that already know it's gonna work for them are people that have already been doing a lot of their own self-educ on business and marketing and sales.
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Okay.
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And so thinking out loud, you yeah, it could be the people who are already attending other people's webinars.
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Yes, other conferences, because they're that's showing that they're investing in their own business growth versus the people that are sitting behind a computer Googling for 10 hours a day.
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We've all been there.
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I've been there trying to figure out how to make my business work and I've gone through programs and stuff like that.
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Um, but because I have more premium services with the done-free marketing, there's that trust and relationship factor.
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So I lean toward yeah, in-person events.
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That's where people are paying to be there.
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Good.
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That's a great piece.
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Okay, so we've solved one piece of that puzzle there.
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Another thing that stood out to me, if I can share an observation.
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Yes, please.
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My observation is you mentioned relationship is very important with speakers, also with email marketing, because you don't know the results of your email marketing until maybe months later.
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Yeah.
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And yet you have a one-and-done, done-for-you service.
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It's not necessarily extended over a period of time.
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Yeah.
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Can you deliver what people need to see return on investment in a done-for-you or a one-and-done?
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That's where I use what case studies I do have and my own results.
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Um the other thing I've thought about offering is like a six-month refresh or something like that, where I come back in six months later.
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But the thing with uh my service too is I create the lead magnet for them and I teach them this is how you drive traffic to like the landing page and get people to sign up for your lead magnet, but they have to do that.
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Yeah, and so part of it's on them.
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My main thing is I have one client that he created a paid community off of his email list, and so was able to create another revenue stream, and so that's one of my big ones that I'm like, this is a possibility for folks.
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Um, but since I'm in my second year in business, and so even there's still that chicken and egg thing of like convincing people to be like, there is power in this, but I don't have all the case studies to show you right now.
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I I have other people in this digital space, like mentors that I've learned from that have also shown me like this works, and I know it's worked for them, but they aren't speakers and they aren't necessarily thought leaders, they're other entrepreneurs.
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So it could work in that way, but it's not as uh comparable for some of the clients that I work with.
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There they can be like, it'll work for me.
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Well, and the other thing is too, when I work with speakers, I don't work with people who only do keynotes.
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They need to have another service or offer revenue stream because keynote speaking, that's much more of a referral and getting in with the right people versus if they do consulting or coaching or have a book or have courses, that's where the email can really help expand their business and scale it.
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That makes sense.
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I hear a few things here.
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I hear that when it comes oh, so we were talking about belief.
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Like what would allow a customer to believe that email is the solution that they're looking for?
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Yeah.
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And then you kind of circled around to proof.
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Like I have case studies, I don't know if I have the right case studies, I don't know if the specific case studies.
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What is the connection between belief and proof for you?
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I think whenever somebody invests, I say this when I and this isn't uh always case, so I have a background in life coach certifications and stuff like that too.
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So I've trained in a lot of the positive psychology frameworks.
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So I'm like thinking about back when I was coaching and with my own like self-work in that area, I've invested thousands in myself in courses and certifications and in marketing and business, but not everyone is there, and so they need I have more, I'd say, belief in that I can figure something out no matter what's in front of me.
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Because I feel like even if I gain one extra nugget that I need, the investment was worth it.
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But not everyone feels that way.
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So I think some folks they need more of that guarantee.
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But that's the issue with marketing too.
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Nothing's guaranteed because it's all an experiment with their business.
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Are those the right folks for you?
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Probably not.
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Boom.
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There it is, right there.
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Yeah, that's been, I think, my biggest.
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Well, so my whole first year in business, I think I kind of realized of I've been chasing after the wrong kinds of leads, the people who were in their first few years in business and weren't ready to make these kind of investments.
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And honestly, probably weren't ready because email can really scale your business and they weren't ready to do that.
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Um, but now my struggle is okay, so I know I need people that are probably like three years, maybe even five years plus in their business.
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They have uh they're probably making at least over 100K a year in revenue.
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Where are they?
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Well, there are services like Secretary of State that will tell you how much people, what business size they have.
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But no, seriously, um, where are those people?
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That's a good question.
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And I think also some of the things you currently have in your business are addressing the previous problems, people who weren't aware, people who didn't believe yet that email was a solution for them.
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So as you think through, let's let's build the client profile, if we will, together.
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Yeah.
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So if you're looking at people who are five years in their business, 100K plus, whatever that looks like, what would encourage them to invest at a higher level?
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And I don't even know the price point of what that is.
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But what would encourage what do they have less of at that level?
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They have less time, but I think the bigger differentiator is they know what they should be focusing on and they aren't focusing on things that are their weaknesses.
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Right.
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They know they aren't in a DIY stage anymore.
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And I mean that's what a lot of people when you're hey again, we've all been there.
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You're you're scrappy, and so you're trying to do it all yourself, but how much time and energy are you wasting by doing that?
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And so the people that I think would be more ready to invest are the ones that are done playing that scrappy game and they're paying a more strategic game.
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And what do they need?
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They don't need belief.
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Okay.
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What do they need to show that you are the right person to work with, other than the relationship, because we know you're a relationship builder, you're gonna build that.
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I think they need that proof.
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And what would that proof look like?
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Someone they know having worked with me and have heard good things and maybe seen the results.
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How would they see the results?
00:17:11.519 --> 00:17:20.480
Unless I did like a post interview with with a past client and built an actual kind of case study thing, um, I think it would be word of mouth.
00:17:21.119 --> 00:17:21.839
Word of mouth.
00:17:22.319 --> 00:17:22.640
Okay.
00:17:23.759 --> 00:17:27.119
How can you establish word of mouth for a new offer?
00:17:27.920 --> 00:17:29.759
And that might be the million dollar question.
00:17:30.000 --> 00:17:30.319
Mm-hmm.
00:17:30.480 --> 00:17:44.079
So I've I've thought about that too, and I'm like, do I create a new So my like I said, my main offer is creating educational email courses for folks as lead magnets for their business.
00:17:44.559 --> 00:17:53.839
Do I create an email course that is different that I wouldn't necessarily use in my own business, but it's a way to show proof.
00:17:54.319 --> 00:18:03.440
And so let's say, because my background in in coaching, it might be something around, let's say, something around mindset for this is really around dog walkers.
00:18:03.519 --> 00:18:04.079
I don't know.
00:18:04.480 --> 00:18:06.720
But the idea with a lead magnet is really specific.
00:18:06.799 --> 00:18:22.640
So let's say I create create this lead magnet that might be um mindset that a speaker could more readily relate to, because maybe they speak on mindset, they speak on procrastination or something, so they can see how a topic more closely related to what they do is applicable to them.
00:18:22.720 --> 00:18:32.000
It wouldn't necessarily be proof in hey, I generated$100,000 through email for the through this course.
00:18:32.240 --> 00:18:37.279
It would be more like, hey, I I gained 5,000 email subscribers.
00:18:37.519 --> 00:18:40.400
Imagine what you could do with an email list like that.
00:18:41.440 --> 00:18:41.920
Mm-hmm.
00:18:42.240 --> 00:18:45.839
So that was my other idea of if I do my own testing there.
00:18:46.000 --> 00:18:50.799
The other way I was thinking just offer a huge discount to folks.
00:18:51.119 --> 00:18:55.200
Does a hundred K plus business person need a discount or want a discount?
00:18:55.440 --> 00:18:56.880
Honestly, I don't think they need it.
00:18:57.039 --> 00:19:03.119
No, and or no, because no, they want the premium pricing because if you're too cheap, they're like, what's wrong?
00:19:03.359 --> 00:19:03.519
Right.
00:19:03.680 --> 00:19:06.079
Or they're like, oh, this is new, or oh, this is untested.
00:19:06.240 --> 00:19:09.119
Yeah, or um, and and it's not a money thing for them.
00:19:09.200 --> 00:19:09.839
It's a time thing.
00:19:10.000 --> 00:19:10.960
They don't want to waste.
00:19:11.119 --> 00:19:21.200
So another approach you could take to that is someone who has an email course, has something established within their business, but they they haven't touched it in a while.
00:19:21.519 --> 00:19:23.680
It's not producing any results for them.
00:19:23.839 --> 00:19:26.799
Maybe somebody else set it up for them and they don't know what it does.
00:19:26.880 --> 00:19:29.920
They don't know how to manipulate it, how to do it, how to change it.
00:19:30.160 --> 00:19:37.839
That might be a person who's kind of frustrated because they're doing great at the things they're strong at, but they're completely clueless about their email marketing.
00:19:38.079 --> 00:19:39.200
They have the lead magnet, yeah.
00:19:39.359 --> 00:19:40.319
Yes, yeah, they have the lead magnet.
00:19:40.640 --> 00:19:42.079
They have some things in place.
00:19:42.799 --> 00:19:46.880
Would that be a good stage for you to enter that conversation?
00:19:47.279 --> 00:19:47.759
Yes.
00:19:47.920 --> 00:20:00.160
I've done a little bit of that, but again, I think I was still I didn't realize how much some of those people were still struggling in their business to the degree that they couldn't afford my premium services.
00:20:00.319 --> 00:20:00.640
Ah.
00:20:01.359 --> 00:20:17.680
So that combined maybe with using the relationships that I've have in the space now and finding out more about this potential client from other people to gauge could they potentially afford my services?
00:20:20.640 --> 00:20:27.599
I I honestly, because I'm just busy with life and school and stuff, I haven't dove into that method as recently.
00:20:27.680 --> 00:20:32.400
Um, but I did use that method for a little bit of like and that's how I've had coffee chats with people.
00:20:32.559 --> 00:20:32.799
Okay.
00:20:32.960 --> 00:20:36.319
Is being able to be like, hey, I see what you got going on here.
00:20:36.400 --> 00:20:38.000
It's great that you have something going.
00:20:38.640 --> 00:20:39.839
Here are some suggestions.
00:20:40.000 --> 00:20:41.359
Or are you open to suggestions?
00:20:41.440 --> 00:20:45.759
I've tried different methods of getting people's attention in that in that regard.
00:20:45.920 --> 00:20:53.119
But I yeah, I'm wondering even there, how do I even add an additional filter to decide if somebody is a qualified lead?
00:20:53.599 --> 00:20:58.960
I do want to go back to something you said earlier because I think it I think it's core to what we're talking about here.
00:20:59.200 --> 00:21:08.160
You mentioned something like can they afford this service or whether they would invest in this premium service with me.
00:21:08.240 --> 00:21:09.680
So I'd love to hear from you.
00:21:09.759 --> 00:21:11.839
What is a high ticket or premium service?
00:21:12.000 --> 00:21:13.440
What range are we talking about here?
00:21:13.759 --> 00:21:14.400
Yeah, yeah.
00:21:14.480 --> 00:21:24.319
Even when you say back to me, it I go back to my my coaching days and it's like you can't, you never know what somebody can or can't afford, or is will is willing to come up with the money for.
00:21:25.440 --> 00:21:27.599
I'm glad you brought that up because that was where I was going with that.
00:21:27.680 --> 00:21:30.559
But I'd love to hear from someone has a different idea, I ticket.
00:21:31.039 --> 00:21:35.440
Yeah, so for me, um I have a$6,500 and a$10,000 offer.
00:21:35.680 --> 00:21:35.920
Okay.
00:21:36.559 --> 00:21:36.880
Okay.
00:21:41.839 --> 00:21:43.279
What can people afford?
00:21:46.960 --> 00:21:50.559
Regardless of their economic status, what what can people afford?
00:21:53.359 --> 00:21:59.759
I mean if if they did my sixty five hundred dollar package, which is the core offer.
00:22:01.359 --> 00:22:05.599
And the speakers that I typically work with are making at least 10k for keynote.
00:22:05.920 --> 00:22:06.720
Oh, so one of those.
00:22:09.359 --> 00:22:11.200
Everything off that is gravy.
00:22:11.680 --> 00:22:17.920
Every additional online course sale, book sale, consulting gig, any anything beyond that, just additional.
00:22:18.960 --> 00:22:20.799
Have you asked them for the sale?
00:22:23.839 --> 00:22:25.119
It sounds like a stupid question, right?
00:22:25.440 --> 00:22:27.039
No, no, no, it's not a stupid question at all.
00:22:27.200 --> 00:22:30.720
So like I I I have in different circumstances.
00:22:30.880 --> 00:22:35.279
When I used to do my free strategy sessions, it was a 45-minute call and I go through things with people.
00:22:35.519 --> 00:22:41.039
And if it seemed like they were in the right space for it, then yeah, I would ask, Do you want to move forward with this?
00:22:41.279 --> 00:22:49.759
But sometimes it would just like I could tell it was like, yeah, this isn't and but that was also me not having filtered the lead before even coming on the call.
00:22:49.839 --> 00:22:57.759
And so even there, I like started asking more questions within the Calendly invitation that would kind of filter people out, like self-self-filter out.
00:22:57.920 --> 00:23:01.119
Um, and now I've changed it to I do 15-minute fit calls.
00:23:01.279 --> 00:23:16.000
Um so we just get in on a call, 15 minutes, and I'm like, figure out if we're even a fit to work together, and then I invite them to the the 497 offer because then if they want to do a done-for-you services after that, that's just credited.
00:23:16.400 --> 00:23:18.000
And so it's not like an additional thing.
00:23:18.160 --> 00:23:19.440
Then I still make a sale.
00:23:19.680 --> 00:23:33.920
Um so that part is still new, so that has I haven't experimented with as much, and I wonder how that could play out for the people who would more likely be able to afford my services.
00:23:34.319 --> 00:23:34.640
Okay.
00:23:34.720 --> 00:23:37.039
So yeah, and I'm like, you thought of something after that.
00:23:37.279 --> 00:23:37.680
I did.
00:23:37.839 --> 00:23:42.319
Um, let's circle back a little bit because I want to make sure that you're receiving what you'd like to receive from today.
00:23:42.400 --> 00:23:49.680
So we talked about service your service, what you should offer, who you're offering it for, what problems they're struggling with.
00:23:49.839 --> 00:23:51.359
Where are you in this conversation?
00:23:51.759 --> 00:23:53.440
What's really coming forward?
00:23:54.160 --> 00:23:55.920
Am I even focusing on the right thing?
00:23:56.000 --> 00:24:10.880
I think I think I need to go back to kind of some roots, I guess I could say, of more traditional outreach for these kind of services rather than figuring out, oh, I just need a new offer.
00:24:11.200 --> 00:24:12.319
You know what I'm hearing?
00:24:13.119 --> 00:24:18.559
I'm hearing I need to go back to the drawing board, I need to do more research, I need to vet or validate.
00:24:18.880 --> 00:24:19.680
No, I wouldn't say that.
00:24:19.839 --> 00:24:20.480
I wouldn't say that.
00:24:20.640 --> 00:24:24.160
No, I need I need to take more action on what I did in the past.
00:24:24.319 --> 00:24:24.559
Okay.
00:24:24.720 --> 00:24:30.319
Because with doing my first year of school again, I just didn't have time for a lot of that.
00:24:30.400 --> 00:24:34.799
And so I think I need to get back to having more outreach, having more coffee chats.
00:24:35.039 --> 00:24:35.359
Yeah.
00:24:35.519 --> 00:24:37.119
I know I don't need to research more.
00:24:37.359 --> 00:24:37.759
Oh god.
00:24:38.480 --> 00:24:43.519
I I love business, so I've done I've read tons of books and stuff, but I don't need to like look for more strategies.
00:24:43.759 --> 00:24:51.680
My like default mode is like if something's not going how I want it to, rather than fix what I'm trying to do, I'm like, oh, they just don't want that.
00:24:51.759 --> 00:24:53.359
I just need some I need to figure out another way.
00:24:53.519 --> 00:24:56.559
And I think there's some well then we get that's a whole nother podcast.
00:24:56.640 --> 00:24:58.000
Money mindset stuff behind this stuff.
00:24:58.240 --> 00:24:58.720
Yeah, that's it.
00:24:59.359 --> 00:25:05.279
But like um, I kind of get in this mode of like, well, I need to make money because I need my business to sustain.
00:25:05.519 --> 00:25:10.000
Do I need to create a lower ticket offer to at least get something in the door?
00:25:10.319 --> 00:25:30.000
Or what you're leaning towards now is all that energy that I'm expending thinking about that, just do what I was doing before, but continue to maybe refine the the sales strategies with it and the sales conversations.
00:25:30.720 --> 00:25:31.039
Okay.
00:25:31.200 --> 00:25:34.720
In what ways do you envision revising your sales strategies?
00:25:35.279 --> 00:25:39.359
I think reminding myself of like the investment piece.
00:25:39.440 --> 00:25:40.720
I don't know what anyone's budget is.
00:25:40.799 --> 00:25:42.079
I don't know what anyone wants to invest.
00:25:42.240 --> 00:25:45.680
Like I've invested like thousands of dollars into different things.
00:25:46.000 --> 00:25:53.039
I just need to believe that if someone is ready and willing, I can't disqualify them myself in my own mind.
00:25:53.519 --> 00:25:53.920
Very good.
00:25:54.240 --> 00:26:00.160
And so so letting them be the ones to say no rather than me saying no for them before they've even had a chance.
00:26:00.319 --> 00:26:02.960
Because I I believe mindset things are huge.
00:26:03.119 --> 00:26:07.839
Um but you know, we all have our own mindset patterns that get in get in our own way.
00:26:07.920 --> 00:26:16.480
And so instead of running away and just creating new things, work on what you got going on and and beat into it until it's really not gonna work.
00:26:16.640 --> 00:26:18.559
Wait till it's really disproven.
00:26:18.720 --> 00:26:32.559
In my gut, I'm like, I still don't have a disproven offer or anything because every time I talk to speakers, especially speakers, since that's who I mostly work with, there's no one else that I've met that strictly does email marketing for speakers.
00:26:32.799 --> 00:26:33.920
I've only met one or two.
00:26:34.079 --> 00:26:42.559
Yeah, there's other people that will do it for multiple audiences, or they do email and social media and something else.
00:26:42.720 --> 00:26:46.799
And for me, it's like I'm honing in on this specific skill set.
00:26:47.200 --> 00:26:49.759
And so own it.
00:26:51.599 --> 00:26:52.319
Own it.
00:26:52.640 --> 00:26:53.680
Easier said than done.
00:26:53.839 --> 00:26:54.480
Yes, it is.
00:26:54.799 --> 00:27:00.720
Can I share something that I've learned and that I also potentially struggle with that might be helpful for you to hear as well?
00:27:00.960 --> 00:27:07.119
So I think what we tend to do when we enter a sales conversation, I include myself in this, is we go for the low-hanging fruit.
00:27:07.359 --> 00:27:10.240
What is the most likely yes in this conversation?
00:27:10.720 --> 00:27:14.960
But what I heard from a salesperson recently is forget that.
00:27:15.119 --> 00:27:18.000
Always start with your highest price offer first.
00:27:18.640 --> 00:27:23.839
So if you have someone who's there and says, I'm interested, tell me more about email marketing, tell me more about what I'm doing wrong.
00:27:24.000 --> 00:27:26.000
I did this call with you, this fit call.
00:27:26.160 --> 00:27:28.000
I like you, I like what you're doing.
00:27:28.240 --> 00:27:31.200
What are you proposing to them straight off the bat?
00:27:31.599 --> 00:27:34.960
Yeah, my first thing is let's get on the 90-minute call.
00:27:35.039 --> 00:27:47.119
And so it's called the email revenue roadmap, and I'll create the strategy just like I would for any other client for you, and we can figure out what your problems are in your business and the specific things that we need to do to address them.
00:27:47.519 --> 00:27:49.039
That's your 497 offer?
00:27:49.200 --> 00:27:49.519
Yep.
00:27:51.359 --> 00:27:53.839
What would be an even bigger win than that for you?
00:27:54.000 --> 00:27:57.279
You have someone who already likes you, wants to work with you, says, Okay, cool.
00:27:57.519 --> 00:27:59.119
I don't need any more proof.
00:28:00.000 --> 00:28:00.880
I want to work with you.
00:28:00.960 --> 00:28:02.319
What are you offering at that point?
00:28:02.640 --> 00:28:04.160
So, first thing, same thing.
00:28:04.240 --> 00:28:17.359
We create the strategy, and from there we have uh intensive, and depending on which one they they're wanting to do, is say a three-day intensive, and we're gonna get your whole lead magnet email automation system set up.
00:28:17.519 --> 00:28:19.200
Let's find a date on the calendar that works.
00:28:19.440 --> 00:28:22.480
Why wouldn't you offer your$10,000 premium first?
00:28:24.960 --> 00:28:36.880
Well, that one I'm kind of debating if I want to keep on just because uh so the thing that makes it the higher package is I add 12 evergreen emails so people don't have to worry about having a newsletter with it.
00:28:37.039 --> 00:28:39.119
Um, but that's gonna take five days.
00:28:39.359 --> 00:28:43.279
And I'm thinking about how much time I have in my schedule in the Django.
00:28:43.519 --> 00:28:48.799
In three days, it's a little bit easier to move things around with rather than five days.
00:28:48.960 --> 00:28:50.000
So it's a capacity thing.
00:28:50.160 --> 00:28:51.119
It's a capacity thing.
00:28:51.279 --> 00:29:01.359
My goal is for my business to become an agency where I have writers and I have account managers and I'm the one more managing everything rather than being in the day-to-day execution, and that's where I would have that five day.
00:29:01.920 --> 00:29:02.240
Okay.
00:29:04.160 --> 00:29:06.160
And so that that's my only hesitation with that.
00:29:06.240 --> 00:29:24.160
But honestly, right now I could offer that 10,000 because I right now in this moment in time I do have the capacity, and so that way they get set up with their email lead magnet, they have the automation, and then the third part of the my track cycle framework is continuing the conversation, and so I take care of that for them right there with that additional 12 emails.
00:29:24.720 --> 00:29:27.279
I think what I hear here is a stepping stone.
00:29:27.440 --> 00:29:30.880
We start with this this thing, and then we go to this thing, and we go to this thing.
00:29:31.039 --> 00:29:33.680
What if someone wants to go straight to the top of the pyramid?
00:29:33.920 --> 00:29:35.599
Will you give them an opportunity to do that?
00:29:35.680 --> 00:29:36.400
Because I'm not hearing it.
00:29:36.559 --> 00:29:37.119
I think I need to.
00:29:37.279 --> 00:29:37.839
I'm not hearing it.
00:29:38.079 --> 00:29:39.200
Yeah, I think I need to.
00:29:39.599 --> 00:29:43.519
What if they're like, shoot, I have a$10,000 gig next week.
00:29:43.599 --> 00:29:44.720
I want your premium.
00:29:44.960 --> 00:29:47.279
Yeah, just wait for them to say, actually.
00:29:47.839 --> 00:29:50.240
Nobody's gonna tell you that on a call, by the way.
00:29:51.759 --> 00:29:55.519
Just wait for them to say no and then offer them the next thing.
00:29:55.839 --> 00:29:56.240
Yes.
00:29:56.799 --> 00:29:58.799
Yeah, so that's called priming your positioning.
00:29:58.880 --> 00:30:02.559
You know, if you start with a premium service and they're like, sorry, it's not gonna work for me.
00:30:02.720 --> 00:30:04.640
I mean, it only if it works within your capacity.
00:30:04.799 --> 00:30:08.400
If it if you're beyond capacity, of course, you're not gonna run those kinds of clients.
00:30:08.559 --> 00:30:17.839
But if you offer that and they say, nah, it's not a fit for me or it's out of my budget, then you can step down, but you can't step up, you can't go from a 497 to a$10,000 offer.
00:30:18.160 --> 00:30:21.279
So, how would that feel for you to switch that order?
00:30:21.680 --> 00:30:22.640
That makes sense.
00:30:22.960 --> 00:30:24.480
It makes sense, but how does it feel?
00:30:24.640 --> 00:30:25.359
No, it feels good.
00:30:25.519 --> 00:30:27.359
Oh, it feels good to make that.
00:30:27.599 --> 00:30:31.920
Um, I think I tend to discount myself in some of those ways.
00:30:32.079 --> 00:30:35.119
Well, the big thing that I do is I I think too far ahead.
00:30:35.359 --> 00:30:37.279
I solve problems that aren't there.
00:30:37.680 --> 00:30:41.440
And so this is helping me come back and be in the present.
00:30:41.519 --> 00:30:43.279
And it's like, is it a problem right now?
00:30:43.519 --> 00:30:43.839
No.
00:30:44.160 --> 00:30:46.160
So just work with it.
00:30:47.119 --> 00:30:50.640
Well, I'm glad there was some awarenesses here today for you, Sebastian.
00:30:50.880 --> 00:30:56.640
If you were to take one action step that you want to take forward from this conversation, what might that be?
00:30:57.039 --> 00:31:04.319
Yeah, I think the action step is get back to the foundations because I think that's what I've been straying away from.
00:31:04.559 --> 00:31:07.119
And work at it until it's not working anymore.
00:31:07.519 --> 00:31:09.119
And so keep working at it.
00:31:09.359 --> 00:31:11.680
The market will tell you if it's really not working.
00:31:11.920 --> 00:31:16.000
With the effort that I've put in, the market hasn't told me that.
00:31:16.160 --> 00:31:17.279
I need to put in more effort.
00:31:17.359 --> 00:31:21.920
And once I maximize my effort, and then the market still says no, that's when it's time to move on.
00:31:22.160 --> 00:31:22.480
Okay.
00:31:22.640 --> 00:31:25.200
It sounds like you know what comes next, which is exciting.
00:31:25.359 --> 00:31:27.680
Um, thank you for joining me on Mike Drap Mindset today.
00:31:27.759 --> 00:31:29.519
It's been a pleasure learning more about your journey.
00:31:29.680 --> 00:31:31.759
We've interacted so many times over the past few years.
00:31:31.839 --> 00:31:34.319
It's been a pleasure getting to know more about you and your business model.
00:31:34.480 --> 00:31:36.720
I look forward to seeing what comes forward from this conversation.
00:31:37.039 --> 00:31:37.759
Oh, me so too.
00:31:38.000 --> 00:31:41.759
In the meanwhile, folks who are listening, please make sure you check out the show notes in the description.
00:31:41.920 --> 00:31:42.960
Visit his website.
00:31:43.119 --> 00:31:44.160
Where can we find you?
00:31:44.480 --> 00:31:46.640
Yeah, so the website is Jook Studios.
00:31:46.799 --> 00:31:50.880
You can see it right on here, Dziukstudios.com.
00:31:51.359 --> 00:31:52.960
Otherwise, you can find me on LinkedIn.
00:31:53.039 --> 00:31:57.680
I'm pretty active on LinkedIn, Sebastian Jook, and I'm sure that'll be in the show notes for you too.
00:31:57.759 --> 00:31:58.559
Or just find Jen.
00:31:58.640 --> 00:31:59.279
We're connected.
00:31:59.519 --> 00:32:02.960
Yes, I'm happy to make an introduction, but thank you so much for being here in the podcast.
00:32:03.359 --> 00:32:03.839
Thanks, Jen.
00:32:04.000 --> 00:32:04.640
Appreciate it.
00:32:04.960 --> 00:32:07.839
Thank you for tuning in to Mic Drop Mindset.
00:32:08.000 --> 00:32:14.799
If you enjoyed today's episode, please take a moment to leave a review on Spotify, Apple, or share a comment over on YouTube.
00:32:15.119 --> 00:32:21.200
Stay tuned for bi-weekly episodes and subscribe to discover your own unique mic drop moments.
00:32:21.440 --> 00:32:24.400
Leaders don't just talk, they also listen.
00:32:24.559 --> 00:32:25.759
I'm listening.
00:32:26.079 --> 00:32:28.240
I'll see you on your next stage.
00:32:28.480 --> 00:32:32.240
In the meanwhile, don't forget to visit my website, Jen with2Ns.
00:32:32.400 --> 00:32:34.160
Spincoat.com.