Hey, hey. Welcome
to take 2 of the 'S Word Live.'
You can see my laptop over here.
It's literally still crying.
It's crying because it can't get any Wi-Fi right now so I'm on my phone.
It worked on Instagram didn't work here but that doesn't matter.
What's up Kathryn!?
The S Word.
You've got to avoid missing this crucial step.
If you avoid missing this crucial step, you will never have to pitch again.
Let me give you an example.
So we've been, and I'm sure you guys can imagine, we've been to lots of farmers markets.
It's that time of year where you go to the farmers markets.
Right now we have farmers markets and we walked back past and they were like hey, hey, hey, hey.
It's like pitch, pitch, pitch, pitch, pitch fest.
However, I have worked at many farmers markets, back when I had
my cherry juice business, and instead of saying hey, hey, hey, hey, hey!
Which is like the equivalent of like ads or just blasting me with informationally.
I get enough information, please.
Say hello as you join.
I am in sunny Detroit today.
Where are you on the planet?
Is it sunny?
Do you have farmers markets where you live?
Can you relate to this story?
Tell me in the comments and if you're live #live and if you're on the replay #replay.
If you comment and share this I'm going to send you something that I usually only share with my paying clients.
So that being said, avoid this crucial step.
At the farmers market they're all like blah, blah, blah, blah.
So in my experience with the farmers markets, instead start a conversations like, "Hi how are you?".
Compliment, "Oh my gosh. I have that same
stroller.".
Or, "Oh my gosh.
I love those shoes! How do they have springs on the heels?
Or "Wow! those are gorgeous earrings.".
Or, "Oh my gosh! I always forget my bags whenever I come to the farmer's market. You're so smart."
Or, "That's a really cool thing you have there."
Whatever.
"Whoa! That's a huge cantaloupe! [That's what she said].
Right so start a conversation first.
This is a rule of thumb, especially when you're at the farmer's market.
How does that relate to you if you're not at the farmer's market and you're not pitching people
are trying to get the attention of people that are walking past you if you're on Planet internet?
There's huge missing piece that I find all the time with my clients.
I'm gonna get real here for a second.
So I get S.O.S
calls all the time from people that I work with.
They're like Hey Renee just talk to somebody and it didn't go well.
What do I do.
Great.
So I love my Voxer clients and so one of them today was like I just in this situation I was talking to a doctor.
I can make him fifty thousand dollars and what I can do for him is only going to cost him ten grand.
He can make fifty thousand if he just gets one client with what he's about to offer him.
Okay great.
So it didn't work out he didn't give you he didn't he didn't want to follow through.
He didn't want to do it.
OK fine so the doctor said no.
I said so give me the whole story.
And what I'm hearing in this particular scenario today is very common and
maybe you can relate to this because this is real deal here right.
So especially since most of my clients, their average ticket is like
eight to 12 thousand dollars for their offers right.
So, I hear this story and I'm like OK so you had a connection.
You met this person at some point either it was through an
e-mail or through a referral or through LinkedIn - you know social media
whatever the case - you connected with the person somehow; in person networking.
You met them and then the next thing that happened is you're on the phone with them.
So in between meeting them and getting on the phone with them there has to be another step.
And here's what I mean.
So I said OK so tell me what happened when you spoke and it kind of like this.
Ok.
So yeah this is what's going on.
This is what I can do for you and this is how when and this is
that you hear the analytics and here's the case studies and here's this ten grand.
And so the potential client was like, mmm, no.
So what's the big huge chunk in the middle that's missing.
Have you guys ever had this happen to you where you meet somebody who you
know they are like a dream ideal, amazing client? You know you can help them.
There's absolutely a thousand ways you can help them.
You know that you can improve their business and or their life in some way, shape, or form.
You make them this offer in their like, mmmm, no.
Has that ever happened to you?
Ok so Deb, Pamela, hey guys.
Say hello as you join whether you're live or on the replay.
I'm definitely not a singer.
Auto tune was invented for moi.
P.S.
Even in junior high when chorus was like a class and like
everybody had to take it, they asked me to take another gym. Yeah
I wasn't even chunky back then so it wasn't that I needed the exercise it's because I'm such a bad singer.
OK.
Childhood memories aside, what do you do?
There's definitely some very specific steps you can take to avoid this issue because you know you can help them.
They clearly have the problem your business solves.
You clearly presented a very compelling solution.
The problem is...
Natasha.
Do you have the same problem Natasha? I feel like we're kindred spirits here.
Me, too says Linda.
Thank goodness it's not just me.
There's this huge missing chunk of the middle.
So if you're in the online space here's something you can do for sure.
So I call it the Holy Trinity.
You call it what you want.
When I was in the field for years and years I didn't have access to autoresponders.
It just wasn't my thing and like you know when I was in the field from like 1994 through 2007 and even beyond that.
Autoresponders weren't a thing until probably five or ten years ago.
Right? So it was right before I stopped being active in
the field, but I've still trained thousands of people since then.
Since then I've developed this amazing strategy that use, it's super easy.
You can create a 3, 5, or 15 e-mail sequence because people don't always open every e-mail,
right? When you meet someone whatever that initial connection happening is you say, 'Oh my goodness.
I've loved meeting you.' Then
you get their information.
You find out their e-mail or you'll just find another way to either text
them or message them or you look them up and here's what you say:
"Hey I'm sending some of my clients some amazing information that I know you would love.
Where can I send yours to? Because the e-mail that they have on their business card or
on their social media isn't necessarily the one that they check all the time forever.
P.S.
Just message me.
My clients are like, 'yeah I know.'
I literally have clients that send me a message saying they
sent me an email because they know that I don't check my email.
What is this e-mail saying one's going to hold? The
holy trinity is: (1) autoresponders; (2) social media; and (3) the phone calls.
The phone call is what happens at the end.
So you meet them.
You have this phone call (that's a whole other conversation kids).
The chunk that's missing in the middle is that core belief.
It's them understanding what you do and seeing in a series of consistency show up
in their news feed or in their inbox or wherever you've connected with them OK.
I prefer e-mail.
You create this autoresponder with 3, 5, 15 whatever e-mails.
What do you say? Do not create long e-mails.
These are not blog posts.
These are like 100 words.
Basically, you could literally pull this off of a sales page.
So I call them SAQs -because it's your Should Ask Questions but
these could be FAQs - so Frequently Asked Questions; Should Ask Questions.
What is something? Why is it important? AKA for my students in here - Anchor Content.
So send them a live video that you've done.
Send them an article that you've written.
Send them the things that they SHOULD know about your industry and about how it's understood in the
world how it fits in so that when you get on the phone, here's the second part:.
You are not pitching them you're asking them questions about what you sent them
to see if they have questions about what they learned? Questions about what they understood
and maybe from a testimonial or some videos that you've done with clients - case
studies, even white papers, depending on your industry and how technically specific it is.
Before and after pictures or videos.
Anything you put in a social media post you could put into this autoresponder sequence.
Right? So they might see you on social media.
If you're one of my students, you know you're going to love them up and that's going to be on social media too.
Everybody has a friggin' social profile now.
People are accessible.
Access them, access them.
It sounds weird.
It sounds like something creepy. I
mean it in the best way possible.
I want you to know that it's so lovely to be able to get on the phone with them now.
They've been pre-framed.
They have some information.
They've see you.
They know you.
They're trusting you.
They're like, 'oh yeah.'.
And then you get on the phone you ask them a question about the things that you sent them and they're like.
Yes.
And now you're having a conversation.
Now your not pitching AT them which is the worst thing.
And I want to leave you with this, my friends.
Good salespeople have good pitches.
GREAT salespeople ask great questions.
You will never have to sell again if you have this amazing ability to ask questions.
Find out what your your potential clients and your customers need to know about and ask them questions
to find out exactly where they are in the understanding cycle and then help them understand it.
Then present solutions.
Be the trusted adviser.
Cool.
Don't make selling weird. It
doesn't have to be.
It's just you have some solutions, but like anybody else that's human, you
don't want to ever hear, "You know what you should do."
Right?
They have to know that you're qualified.
An expert in understanding their situation first and then you can offer some solutions.
Cool. Oops it says
low power.
Guys thank you so much.
Say hello. Hey Allison. Hey
Linda.
Hey Nikki thank you for joining. Join
me again next week live right here on Facebook for another 'S Word Live.
And if you like it.
Share it and comment.
I gonna send you some.
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