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Jenn:
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Welcome to Virtual Summit Success.
Jenn:
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I'm Jenn, founder of Virtual Summit Search, and you're in the right place
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if you want to make the most of your virtual summit experience, whether
Jenn:
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you're a host or virtual summit speaker.
Jenn:
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Let's get going with your next step to virtual summit success.
Jenn:
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You're listening to another snippet of a session from Sell
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Speaker Edition.
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In this episode, Sharice is sharing her strategies for making the
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most of your new email subscribers after speaking at a summit.
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This is a can't miss episode, so let's dive right in!
Sharice Enis:
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Hi there.
Sharice Enis:
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My name is Sharice and welcome to today's training.
Sharice Enis:
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It is a sales funnel strategy for guest summits speakers, because let's
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as a summit speaker, there's a huge opportunity for you here.
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There's tons of information for summit host on how to use summits to grow
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their business and sell their signature offers and grow their email list, but
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what about you as a guest speaker?
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What could you do to grow your list and to get more sales for yourself as well?
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That's what we're going to dig into today.
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I'm going to talk about how you can do this, and so that you not only stand out
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from the other summit speakers, but that you're a good summit guest speaker that
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you are serving the summit audience.
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We're going to talk about a clear-cut way to turn these speaking opportunities
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into list growth in sales for yourself, so that you're not just showing up to
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these summits and speaking for free and seeing no return on that investment,
because let's be real:
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you don't have time to just be showing up for free
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and doing things for free, right?
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So some of you may be thinking, "Sharice, why do I need a sales
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funnel as a summit guest speaker?"
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You may be thinking, "isn't that for the summit host to do?"
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as I just mentioned, being a guest speaker
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is a bit of a time commitment.
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You've got to create a presentation, you've got to show up for it - or
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maybe you're doing a recorded presentation - either way, it takes
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your time, your knowledge and expertise, and you're doing it for free, right?
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So having a sales funnel as a summit guest speaker
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will give you the opportunity
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to be more intentional with this new visibility that you have for yourself.
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The fact that you're getting in front of new audiences - new-to-you audiences - by
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being intentional, by having a way that you're going to follow up with these
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people and get them into your circle, into your orbit so that they can learn more
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from you, but also get in on your offers if you have offers that align with them.
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So let's just talk about what we're going to cover today.
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So we're going to talk about how being a guest speaker at a summit
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fits into your sales funnel strategy.
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I'm going to break this down into a three-part sales funnel
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strategy that's gonna...
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I think it's really going to blow your mind and really de-mystify whatever you
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thought you knew about sales funnels and honestly, you can go and apply this
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to the rest of your business as well.
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And I should introduce myself at this point, right?
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So I'm Sharice Enis.
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I'm the namesake and founder of Sharice and Co, a small email marketing
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funnel agency serving coaches, course creators and service providers.
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And we're here to help you break through the noise with smart
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strategies and powerful tools, all grounded in integrity and purpose.
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And so I love talking about sales funnels that I love talking about them,
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particularly as a woman of color, as you don't see many women talking about
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sales and sales funnel strategies; it's a very bro-ey sort of marketing industry.
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So I like that I have this different perspective and spin
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on things and that everything I do is with integrity and purpose.
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I'm not about tricking people, I'm not about using psychological
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tactics to manipulate people or leave people feeling icky.
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And that's also why I'm really excited to talk about this because I think
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that being intentional with how you're going to follow up with the traffic and
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people that you're gaining from being a guest summit speaker makes you a really
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considerate guest speaker as well.
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Because like I mentioned earlier, those common mistakes that a
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lot of guest speakers are doing?
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That can distract people from showing up to the summit if they're all of a
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sudden on your email list, receiving your newsletters and receiving all
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this content about your offers...
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and it's crowding up their inbox and maybe they forget or don't end up
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participating at the summit, right?
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So it allows you to nurture these new people better, and I think
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support the summit by allowing the summit to take center stage.
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And so I'm jumping ahead of myself.
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We'll get into that in more detail later, but let's get into what
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intentional summit guests are doing since we've talked a lot about what
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most guest summit speakers aren't doing.
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Intentional summit guest speakers are promoting the summit and being
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visible, meaning they're promoting it to their audience, to their email
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lists, whether that's they're also getting on social media, they're
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participating in the activities and events to help support this.
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And this is great because the more people see you, the more likely
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they're going to be like, "oh, let me click on that person's profile
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and go see what they're about."
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And maybe they ended up stumbling onto your website, right?
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So the more visible you are, the better it is for you, but also you're supporting
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the summit by helping to promote it, to get it out there, and using your
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expertise and your credibility and your brand to also help boost the summit.
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So it's the idea of a rising tide raises all boats, right?
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If when we all participate and do the things, it really helps the summit and
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it helps get more people into the summit, not just for the benefit of the summit
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host and for the guest speakers, but also for the benefit of the people who
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are attending, because they're going to walk away with information, perhaps
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a perspective shift, perhaps even on
the precipice of being able to make a
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big transformation in their life or in their business, whatever the topic is,
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and being able to discover - whether it's a course or coaching program or
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some offer - that they actually may really need or have been looking for.
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So I also think of this as being just a huge act of service.
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The next thing intentional summit guests are doing: they are providing an opt-in
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or product for the summit upgrade, meaning they're contributing something maybe
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digital, but you know, it feels tangible.
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They are contributing to the value of upgrading.
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A lot of times, these things are included if you upgrade to like the all-access
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pass, but they're using this as an opportunity to get their product, their
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information in front of more people.
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Now, on one hand, I know that that sounds really self-serving, but it honestly,
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like I just said, this is about serving both yourself and serving the audience.
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So you're not just giving them any old PDF or any old thing; you're giving
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them something that is actually going to build off of the presentation that you're
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giving, something that's going to actually help them move forward in their business,
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their life, whatever the topic is.
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And you're providing that.
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That gives people an entry point into your business, and so that's where that becomes
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really strategic and intentional for you.
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And then lastly, they're serving the summit audience well, which honestly,
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if you're doing the other two mentioned things, you are serving the audience well,
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but again, it's all about giving them good info and coming from a place of service.
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So let's talk about the sales funnel as a three-step process.
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you need traffic - aka leads, aka people.
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And this is the part that people struggle with the most.
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So just a side note, if you have a sales funnel and you've been like, it's not
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really performing the way I want to.
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This is where I always tell people to look.
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Look at your traffic generator, aka leads, because that feeds
into the sales
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system, which we have right here in the middle - that's your sales funnel.
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And then lastly is your offer.
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That is where guest speaking fits into your sales funnel.
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It is your traffic generator, that visibility and awareness.
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Anything that falls into visibility and awareness is a traffic generator, right?
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So that could be social media, that could be guest speaking on a podcast, right?
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Anything that's building up awareness and bringing people to
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you, that's a traffic generator.
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Your sales system...
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now, your sales system - everyone's sales system is not going to look the same, but
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this is where you actually make the ask.
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This is where your sales call lives.
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This is where your webinar with the pitch happens.
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This is how you sell the last thing, which is your offers.
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And all of these things we want to be in alignment, right?
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So I'm sure you've already heard in this summit about like picking the right
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topics and speaking at the right summits.
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So ideally, the summit that you're choosing to speak aligns with
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your sales system and your offer.
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So it would make sense that these people who are coming into this sales
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system, you already know are going to be pretty warm because you already know
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they're interested in the topic that relates to your offer and they already
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have - or maybe they haven't quite yet, depending on when they're entering your
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sales system - but you know that they have watched your presentation or have
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engaged with you in some sort of way.
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So that is the three-step process, and that is where summits fit into your
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sales funnel and marketing strategy.
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Well, let's talk about the marketing trifecta.
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I like to call those three things the Marketing Trifecta.
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So one, let's talk about having some solid offers.
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So solid offers are the offers that are priced right, they are
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exactly what your ideal client want.
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And when I say priced right, it means that they are profitable because so
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often I have people come to me and they want to create a sales funnel and
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they're like, "yeah, it's going to be a mini-course and I'm just going to
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charge $47" and I'm like, "we can't do that, that's not profitable," right?
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There's this whole boom of low-ticket offers, and I think what it's doing
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is it's causing some confusion around how to price things, right?
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So you want to make sure that you have a solid offer, that
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it's something that people want.
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It's something that you've priced so that it's profitable and that
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you can deliver it at that price.
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That's what profitable really means is that your business is making
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enough money to cover the expenses.
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Hey, you - pay your team, pay whoever, pay to keep everything running.
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It's not just about lining your pockets so you can go on vacation, although going on
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vacation is nice, but when we price things correctly, we're able to do those things.
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And then the other piece of it being what your ideal client really wants.
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That's key.
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We don't want to create offers because we think they're a good idea; we want
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to create offers that our ideal clients actually want and need and that's
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going to give them the transformation and results that they're looking for.
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Your sales funnel or sales system - I go back and forth
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with system and funnel because...
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I don't know.
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It feels like we're just pushing people through something, whereas
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I like to think of it as a system, as it being this very intentional,
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thought out, methodical apparatus, so to speak, that you use to help nurture
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and build relationships with people.
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Of course, we would love to intimately be able to build relationships
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with every person who comes through our business, but we can't.
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And in order to be able to scale and be able to sell your digital course to
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multiple people at one time, you have to have a funnel, you have to have a system.
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And even if you're thinking, "well, you know, I'm a coach.
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I work with these people one-on-one.
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I need to get on a sales call with them," a sales call is part of that sales system.
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So a sales funnel isn't always completely automated or completely
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hands-off - a sales system is just the process to which you take someone
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who's interested and you make the sale or make the ask, so to speak.
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And then lastly here, the third piece is you need a way to get
leads, aka
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traffic and attention for your business.
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Honestly, this is not in an order of importance, but I will say you
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cannot have one without the other.
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You cannot have a sales funnel, an offer, without getting leads.
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You can't have leads without having a sales funnel.
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It'll just fall apart.
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You really need to have these three pieces, okay?
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So I hope that this helped, I hope that you feel inspired to take some next steps.
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I hope that you feel inspired to start strategizing how you are
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going to follow up with your summit guests, how you can tweak your
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welcome sequence that you're sending.
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And if you don't have a welcome sequence, or if you're wondering like
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what to say or that it needs a little revamp, get my welcome series swipe
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file, and you'll be able to steal my emails - of course, ethically.
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What you'll do is you'll get these plug-and-play swipe files that you can
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add in your information and your phrasing and really make it sound like your own.
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I have tips in there on how to make these sound like your own so it doesn't
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sound generic or like something that you swiped from the internet, but
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something that you've written personally.
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But that kit will really help you to figure out well, what you should
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be saying in these series, because we didn't have enough time today to
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really talk about specifically what you're going to be saying in these
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followups, but if you get this Kit that will totally take all the guesswork
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out of what to say and when to say it.
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And like I said, you've already sat on this presentation and you've already
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had the screenshot of that sales funnel.
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So you already know exactly what you need to do and where everything else goes.
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So this will certainly give you a leg up on getting that started.
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And then lastly, stay connected with me in case you have any questions
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or need help launching your funnel.
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I'm just an email away or an Instagram DM away.
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If we're not connected, you can find me on most platforms as @shariceandco, and
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good luck creating your sales funnel and good luck adding guest speaking as a
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summit speaker to your marketing strategy!
Jenn:
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I hope you got some fantastic new ideas and strategies for your
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post summit speaking email system!
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Sharice is a wealth of knowledge and if you want her exact sales
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system - aka each step of that system laid out for you - make sure to get
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her full session and so much more at sellwithasummit.com/speakeredition.
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Don't forget to leave a review and let me and Sharice know what your biggest
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takeaway was and how you'll be changing up your email sequence based on this episode!
Jenn:
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Can't wait to hear from you.
Jenn:
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Thanks for listening to Virtual Summit Success.
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00:15:14
Don't forget to leave a review and let others know your biggest
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00:15:17
takeaways from this episode.
Jenn:
00:15:18
Every review helps others find us, and the more successful virtual
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summits there are, the more tips we'll have to share with you.
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For show notes, links, and other resources, go to virtualsummitsuccess.live