How To Close 80% of Your Sales Calls & Avoiding The Hidden Pitch Ft. Aleasha Bahr

[00:00:00] I am definitely a Black sheep. I don't believe that sales is a numbers game unless you treat people like numbers I think if you're hearing a bunch of nose it's not building your resilience there's something off with your strategy and I wouldn't get excited because a yes is coming is probably another no because you need to fix your strategy.

[00:00:18] I was being your closing ratio.

[00:00:20] I've been chasing nose. I'm telling you that for sure. If you're selling your own service you have to use longer term client relationships and so you want to make sure that somebody's going to be a good client because nightmare clients drain way more time and energy than having no clients.

[00:00:37] For people that create content they think the content is going to be doing the selling yes at some point you know it will help you get there but it's also necessary to have these conversations and choosing the right people to work with especially if you are a service provider.

[00:00:50] Conversations create opportunities. How do you in your world create opportunities?

[00:00:55] My only goal from those calls is for everyone to leave feeling amazing that's all I want.

[00:01:00] We've got some fresh new y'all. Hey I'm Louis and this is Luis and welcome to the content is Profit Podcasts.

[00:01:07] In here you're going to get the insights, accountability and drive to create consistently and increase revenue.

[00:01:13] You'll hear from top entrepreneurs creators and anything on everything you need to know about content all this while having a good time.

[00:01:19] The golf this podcast is simple entertain educate and turn your content into profit. Let's go.

[00:01:26] There you go I got it. I got it this time. Kevin wants my practice round.

[00:01:32] Anyway guys welcome back to gondons profit today. Super stoked for the person comes if you're enjoying these shows go ahead and follow it in your

[00:01:39] favorite podcasting platform and social media at this brosco that is right if today's guest help you move one step closer to

[00:01:46] the worst close in your next sale please don't forget to share this episode and of course give a five star review.

[00:01:53] Thank you so our guest today has a super talent that she gets everybody to tell her the deeper secrets we like.

[00:02:00] Yeah making money out of calls. He is a successful mother of two beautiful children she launched a couple of businesses which is really

[00:02:13] impressive and she's helped more than 100 entrepreneurs and will tell you what she has an incredible method of selling which we cannot wait to dive deep into this conversation today.

[00:02:26] That's what I have in my bag we're going through the people that she's held about her case studies and one of those guys has sold has tried to sell us and he was really good.

[00:02:35] You know it was a hard snow that we had at the time. It was the hardest no we had no money like we have negative money right now so it would have been a yes.

[00:02:44] So you know to learn go to the masters of the masters so I'm excited for today's conversation.

[00:02:50] I said please welcome our dear friend and then trip and war.

[00:02:55] Alicia bar let's go welcome Alicia oh look at the dance moves yep yep how are you doing Alicia.

[00:03:06] I'm so excited to be here thank you for having me.

[00:03:11] I'm pumped up I felt really judged by your looks when I was doing the intro but it's okay.

[00:03:17] No I was like this is like a radio show they're like two hosts like cutting it up and shit like I just haven't seen that.

[00:03:24] Oh wait am I allowed to swear yeah okay you're allowed to be yourself Alicia.

[00:03:30] I feel like I've been swearing so much lately like I'm just like really getting too comfortable.

[00:03:35] Why why do you think that is.

[00:03:39] I think I've just been out of corporate too long and I'm like this is me.

[00:03:44] Yeah let's go I love it we talked a lot about the value of personality and you know what if that is what helps you transmit that energy to the person that you're communicating.

[00:03:54] It's all game for game.

[00:03:56] Alicia when I when I saw your presentation in Capt. Shavian's live and you know you've been involved with placing people in sales teams

[00:04:03] and teaching this incredible method and relationship first and you know you're responsible for many many many many dollars that move from one pocket to the other pocket

[00:04:12] and all ethical and really good and I mean may I add ethical because you know there's good that's good.

[00:04:19] Yes very important and I resonated a ton right and you know you recently rebranded to name that I'll let you you know share that story a little bit.

[00:04:28] I need resonated so much and I'm like oh that's super cool that it's a person that I want to be you know close to involved with you know work with at some point hopefully

[00:04:35] and I'm like I think she's a very good fit for for this right we're trying to connect content to profit and without your method or what you do

[00:04:43] it's really hard to connect those two so you want to share a little bit of you know what you do and kind of how you help people.

[00:04:50] Yeah so I created the black sheep sales method because if it's a fit it's a fact and there's no selling involved

[00:04:59] and I am definitely a black sheep.

[00:05:03] I don't believe that sales is a numbers game unless you treat people like numbers.

[00:05:07] I think if you're hearing a bunch of nose it's not building your resilience there's something off with your strategy like you shouldn't be hearing that many

[00:05:15] nose and I wouldn't get excited because a yes is coming is probably another no because you need to fix your strategy.

[00:05:22] And I don't think you need to be outgoing or charming to be good at sales actually being a pattern interrupt somebody who's just genuinely listening and asking questions

[00:05:34] and maybe even quieter introverted is going to build more trust so there's just a long list of reasons why I'm very different

[00:05:43] and what I do you ask how I helped people I understand someone's offer inside and out and then I create the words, the questions, the structure that allows them to convert eight out of ten sales conversations.

[00:05:57] Oh boy hold on I like it.

[00:05:59] Eight out of ten.

[00:06:01] How's being your closing ratio?

[00:06:04] I mean I've been chasing nose I'm telling you that for sure.

[00:06:08] I mean on paper it's not a no like okay you get out for perspective on the chasing know what does that mean?

[00:06:15] Yes well we'll share that in a second but hey there's no no yet no no yet I think the decision making process is being a little bit too long

[00:06:24] maybe we can debrief some of that live in the show but the decision so I'm like I'm navigating those conversations to help people make a decision on yes or no

[00:06:34] and if it's a no how can we help them right there's different levels of how we can help you out here I love it.

[00:06:39] I know this is what we brought you Alicia you know so we don't have to pay the thousands of dollars that you're talking about.

[00:06:43] No I'm kidding I'm kidding I'm kidding but you know chasing the nose I mean that that was a staging our in our business right and I'll share this super transparent

[00:06:52] we were struggling to sell the service and it's you know high ticket service and we're at a point where we had to pay these loans

[00:06:57] and they were bills coming and a couple people canceled and we're like crap like there's no money right and we're like okay we have to shift a little bit of the perspective

[00:07:05] to increase speed of communications that we're doing this so we were chasing the yes and every single no that was coming into our table was kind of like a hit

[00:07:13] to the to the emotion to the to the ego to the guts to where like are we really selling like a solution that people really need and want and it was like all this like talking or heads

[00:07:23] which I'm sure a lot of people can relate to if they're in this environment so the shift that we made at the time that really helped us kind of have more conversations

[00:07:32] have more conversations and shift and eventually it worked to save us at the time was like instead of chasing the yes we're just going to go have conversations and chase the nose

[00:07:41] so we started having an internal competition who could get more nose initially and that started with okay well you know the conversation now is more of an education base where we're learning more from that conversation

[00:07:55] if it's annoying might be a not fit for now but maybe for later which it turned out to be for a few people

[00:08:01] but it also helped us find the yes faster so that's a context on that side right and again we're not sales experts you know we're providing a production solution to some people

[00:08:13] and you know we've learned a lot of lessons along the way so I'm super stoked to hear obviously your black sheep method and how it helps people

[00:08:21] you know you mentioned things like cells is not a no it's not a numbers game right don't get excited about the nose so what really got us out of that hole was getting excited about the nose

[00:08:30] I'm super interested like why do you say that

[00:08:35] well so a lot of times sales experts say to get excited about the nose because it means that a yes is coming

[00:08:45] and I believe that that is a way to overcome proactively somebody being like this strategy doesn't work

[00:08:55] so they're like you know able to to not be seen as someone who has a bad sales strategy because they're like oh yeah this is like totally normal you share ton of nose

[00:09:05] so what you're talking about is a little different because you're saying it was a no instead of let me think about it or maybe right

[00:09:12] yeah it was more of a can we get almost like speed up the decision making process and I'm finding out why the no

[00:09:19] but that will give us a ton of information on how to improve our conversation or even our product right

[00:09:24] but it also a way to just have more conversations because the fear of getting nose this is me more personal right at the same time

[00:09:32] was keeping me from doing outreach right from talking to people in a way it's like oh man I'm just gonna get it

[00:09:39] we got to get it though

[00:09:43] yes so that is also why sales experts say to do it because it builds resilience and you're not scared of the no anymore

[00:09:51] so with cold outreach yeah it's a little different there are so many ways to generate leads and cold outreach isn't the only way

[00:10:01] so you can do it with networking or with the strategy that you guys have recently found with podcasting

[00:10:08] or you can do it with a workshop so I think there's a if you're getting a lot of no there are ways to build resilience that aren't just getting a ton of nose

[00:10:18] because it's a pretty discouraging way to go about it yeah it definitely is one of the ways there's just a pretty high expense

[00:10:26] and that is like your confidence and self esteem eventually you do get resilient but there and resilience is important

[00:10:33] I just think there are other ways to do it and there's no reason to force someone to do the you know major

[00:10:40] the way of outreach that the majority of people find the most uncomfortable like I think like you can just find something that works for you

[00:10:47] yeah instead of the thing that everybody says you should do

[00:10:51] we're like in the same frequency by a way because we said that's our messaging content right find your own process

[00:10:56] make sure that we're staying consistent that you enjoy

[00:10:59] and I'll leave this question with an example when I was managing a fitness studio we had about a thousand members

[00:11:04] right so we are goals were to sell 100 plus memberships every single month

[00:11:09] and these are $159 memberships that we were competing against people that thought that you know they were going to go to a regular $10

[00:11:16] month gym to go versus our studio right so it was the the page of the conversation was very different

[00:11:23] you know from our perspective to like a $10 you know regular gym so self process started really when the interest was happening

[00:11:31] and we had to build this relationship ahead of time to them when they walked into the studio we could provide a great experience for them

[00:11:38] and then it was a no-brainer where we can show the value of that so you know that was a you know those were three years of my life

[00:11:45] where I really appreciate because I saw that's where I personally built my resilience with the nose and the conversations

[00:11:52] and and started to understand the sales process is not just when you have the sales conversation starts way before right

[00:11:59] so I'm assuming that to get 8 out of 10 sales is something similar can you walk us through a little bit of that process

[00:12:06] and what do you recommend people start doing way before they actually have a conversation where they can complete the sale

[00:12:13] yeah so the whole approach for the black sheep the foundation of the black sheep sales method is if it's a fit it's a fact

[00:12:21] so that means talking to the right people so a lot of times people will get scared that they're going to get less sales by filtering out

[00:12:32] people who are not a good fit but you end up getting more sales because if you're just talking to anybody who will talk to you

[00:12:38] you start to dread it and it seems like a time suck it's exhausting it's draining you're not looking forward to that call

[00:12:46] and the other person can feel that so you don't you're not quality for the quality leads so when you're really clear about who is a fit

[00:12:54] then you can be super excited for the call because you know that person is a fit so I always say to talk about who you get results for

[00:13:04] and who you do not get results for so for example I was talking to somebody yesterday who does events he helps people with event design

[00:13:12] but he doesn't help sell tickets it's really about retention so when he's talking in his marketing it's like if you're looking to sell new tickets

[00:13:21] and you don't care about retention and repeat customers this is not for you so everybody knows and everybody feels good about it

[00:13:28] and he doesn't have to worry about some becoming in and then being upset that they didn't sell a bunch of new tickets right

[00:13:35] and then also sending a form with some questions ahead of time is going to make a huge difference

[00:13:42] and a lot of times people are like oh what if they don't fill out the form like it really lowers the amount of people that

[00:13:47] but calls and if they can't take five minutes to fill out a form then they're probably going to be a bad client

[00:13:53] so and I'm talking about just service providers like if you're selling a little widget or something like obviously that stuff's different

[00:14:00] I wouldn't be taking sales calls for a widget but if you're selling your own service you have these longer term client relationships

[00:14:07] and so you want to make sure that somebody is going to be a good client because nightmare clients drain way more time and energy than having no clients

[00:14:17] so you really want to avoid those like somebody is not better than no money

[00:14:21] and the questions that you ask on the form you want them to kind of sell you a little bit too

[00:14:27] what are you looking for support with in your case you could say what are you looking for support with creating a podcast

[00:14:34] that nurtures long term relationships with buyers or repurposing my content so all I need to do is show up for an hour a week

[00:14:45] and invisible and all platforms you know you'd be able to like kind of position yourself in a way that gets the other person excited too as they're going through the

[00:14:54] safe one.

[00:14:55] This is so cool I'm going to walk it through something that I did that it was like I know no like when I did I was like crap

[00:15:03] it's crude this up 100%. And it's obviously you know we have two sides of the business we have the agency side which is you know

[00:15:10] that we've been able to grow with the podcast relationships and how we're doing it and then last year we ended up buying a brick and mortar business which is a podcast studio where we see right now

[00:15:18] so they're there two different models that were shaping to be part of the same flow in a way but they're also very different clientele

[00:15:28] like for the agency side people that know their message that have an offering that maybe have a following already that have been consistent

[00:15:35] that they're trying to leverage more of the content that they're that they're already producing versus on the studio we get a lot of people that never

[00:15:42] being around content that they have an idea like oh we love to start a podcast they're very like independent podcasters not many businesses right so

[00:15:50] different type of customer and I received it with received this call in the studio it was like later

[00:15:57] they don't have Friday right and I you know I return the phone call to this lead and start asking them questions on the phone and I was

[00:16:04] I was not in the right environment to have that conversation I was in my car I was like I need to respond to these people as soon as possible

[00:16:10] and we're having this conversation and we're not open on Saturdays or Sundays and the only time that they could come to the studio

[00:16:17] was either a Saturday or a Sunday and in my head I made an exception of like okay I'll come in tomorrow

[00:16:24] and we'll sit down for the studio tour and we'll walk through kind of like the process that we have and learn more about you

[00:16:29] and we hope I open the studio and for that me personally meant I had to find a sitter for my kids or somebody that could take care of them

[00:16:36] so I could come in for a couple hours do that that was problem so I'm like well this could be according to what they say

[00:16:42] could be an interesting person to having the studio make it here to the studio on Saturday

[00:16:48] and the time for the tour comes they're not showing I give them a call to see where they are if they need help with the address and what not

[00:16:57] somebody respond's like oh by the way we're not going to be able to make it today

[00:17:03] and I flipped out I was like anyways I said I said in my mind things that I cannot say here on the podcast

[00:17:12] but I was very frustrated right I don't think it was frustration with them it was more frustrated with me

[00:17:17] that I didn't follow the process that we put in place to create friction to get people in here

[00:17:24] that are really interested in what we do on offer right and in my mind I'm like wow these people if they do this

[00:17:31] when they're starting out why would their relationship be down the line when we're actually starting to work together

[00:17:37] so I'm sharing this experience for people who hopefully you know see themselves in a mirror and be like

[00:17:42] am I doing the same? Am I allowing these things to happen because I'm chasing that customer

[00:17:49] and hopefully we think a little bit of how we're doing it so now we need Alicia Coach Mode

[00:17:56] based off of that what how can people you know or us also like improve on that part of the process

[00:18:03] I knew I screwed up from the very beginning I was like why am I doing this? I need to say you know bad habits that might still be there

[00:18:12] yeah so what you're talking about is something that's so many people experience and they experience when they're in the client relationship too

[00:18:21] so somebody will ask something not knowing that it is violating a boundary or that is an extra favor

[00:18:27] and the person will say yeah I'll do it and they don't tell them I'm making an exception

[00:18:34] it's so important to say look I usually don't do this however if this is the only time that you can meet

[00:18:42] I will get a sitter and I will come and meet with you and you bet your ass they would have showed up

[00:18:46] or they would have told you that they're not going to come because they wouldn't want to do that to you

[00:18:51] but they didn't know so people do this a lot whenever somebody asks something out of scope

[00:18:55] they'll do the out of scope thing that the clients asking for and they don't tell them well this isn't included in what we're doing

[00:19:00] but I'm going to do it for you and then they get really resentful and then the clients like why are you resentful?

[00:19:06] I didn't know because they keep asking stuff that's out of scope because you keep saying yes

[00:19:10] so it's so important to communicate and let them know I'm going to do this for you as a special thing

[00:19:16] and moving forward this would be the investment

[00:19:19] I like that that is communication is key for everything right

[00:19:24] just this sells environments relationships everything

[00:19:28] I have my own example of that which you know actually somebody that became a client

[00:19:36] and I define very clearly you know this is what we're going to do

[00:19:40] it was mostly on a coaching session kind of like one hour calls per week that we're having

[00:19:44] and inside of those calls started a rising like oh well I need to do a copy for this

[00:19:50] it's like can you help me with that and stuff like that and I didn't communicate it

[00:19:53] and I was like you know what yeah sure I'll help you with that eventually got out of hand

[00:19:57] and I'm like no this is horrible what am I doing here right but she now expected a lot of those things

[00:20:03] because I never said I hey look this is not in scope of what we you know I agree upon

[00:20:08] I might do it this one time for you but on the next one either we're going to have to charge you

[00:20:13] or we can help you find somebody that can do it for you right and yeah that created a lot of friction in that relationship

[00:20:19] so communication communication communication now at least I'm very curious right

[00:20:25] my brother the previous question that he asked why is it kind of like how do we get

[00:20:28] so those eight of ten conversations are positive

[00:20:32] and we talked about having those filters in place right having those forms

[00:20:37] I'm curious and you know in the words of Phil Jones I don't know if anybody knows who that is

[00:20:42] but he says conversations create opportunities right and I'm very curious on how do you

[00:20:49] in your world create opportunities to so then you have those eight people out of ten

[00:20:55] you know be a good fit when you're having those conversations how are you creating those conversations

[00:21:00] you're talking about Legion yeah Legion okay so I find that networking is what helps me the most

[00:21:09] and also a workshop so a lot of sales experts say that they're different but they're not

[00:21:16] and so there's a lot of skepticism around me saying that I'm different so what works

[00:21:22] really well for me is to have a live workshop where people come and I you know

[00:21:28] let them know the foundation of that if it's a fit it's a fact and you know to spell some

[00:21:32] miss and then another thing that a lot of people do wrong is they aren't talking about

[00:21:36] the result of their thing they're just talking about their thing so for example

[00:21:43] if you guys were like yeah we repurposed your content across lots of social media platforms

[00:21:48] nobody cares about that right but if you're like we make you visible

[00:21:54] consistently on all the platforms in front of your ideal audiences everybody wants that right

[00:21:59] oh cool with only an hour a week or something like that could be also added in so I do

[00:22:04] this live with someone I'll be like tell me what you do and then I'll connect it to the

[00:22:08] result right there so they have the experience and they're like oh she's actually not you

[00:22:12] know line like everybody else so that works really the best for me I don't really like cold

[00:22:19] outreach yeah I don't I don't want I mean if I'm talking to somebody and they're

[00:22:24] expressing that they've got an issue with sales I'm like well you know that's what I do

[00:22:28] do you want to you know have a conversation about it yeah I can help you with that

[00:22:32] I usually that's usually how I do it is like but what you're saying is exactly what I

[00:22:36] solve so like do you want me to solve that with you yeah and the way you get in people

[00:22:41] into your ecosystem to put it away since you're not doing call average is through your

[00:22:45] content yeah through my content and a live workshop and networking and I yeah that's

[00:22:52] pretty much yeah I remember having you know our kind of coordination podcast conversation

[00:22:58] right and you know I think we align a lot because you do a lot of the networking you go to events

[00:23:02] you do this and then as you were telling me this story my head I was like wow we cannot

[00:23:06] do that with our show right like our podcast like since like episode 21 right

[00:23:11] because the first 20 were me and fancy babbling about marketing that we didn't know anything

[00:23:15] about it was it has been about connecting and the relationships and then finding a way

[00:23:21] that we can collaborate and that sometimes means that that person becomes a client or we

[00:23:26] provide an opportunity for them or they provide a referral for us and so on and he has been

[00:23:32] incredible to the point that he helped us launch a business that we were trying to launch

[00:23:37] for three years before the launch of the show right and he helped us hire team members

[00:23:42] and grow an opportunities like the studio now so you know that networking doesn't

[00:23:47] necessarily have to be in person groups inside of your city or events right no exactly

[00:23:53] so could you give us some examples are in your on your side what has been more some

[00:23:59] of the most successful relationships right that you've been able to generate through

[00:24:02] networking you know has that come through people that engage with your content or you

[00:24:06] collaborate with on park as a person like do you know you have a champion plan and

[00:24:11] then kind of walk us through through kind of that flow that you did with them yeah I

[00:24:16] think what works really well for me is like so for a long time I would network

[00:24:20] virtually more than anything and it would be like oh my gosh I really like you

[00:24:26] and I guess I'll see you never buy like how do you see each other just have like

[00:24:30] what individual networking calls with everybody once a month I mean your time

[00:24:34] would be completely taken so I created a monthly mixer that's invite only and

[00:24:41] when I meet someone really cool I'm like look I don't invite just anyone to this

[00:24:45] me okay it's we get together it's a black sheep party and we're gonna lift each

[00:24:52] other up and we're gonna celebrate each other and it's talented smartest health people

[00:24:56] who are pretty inappropriate and sweary and you seem like you fit in and and they're

[00:25:01] like okay cool and so in that call once a month I'm able to say hey this is the

[00:25:07] space I'm providing it's a safe space we're gonna do a little exercise and

[00:25:11] whatever and what what makes qualifies me to leave this conversation just to

[00:25:15] remind you here's what I do if you know anybody let me know and so a lot of

[00:25:20] times since I've started doing that people will refer people to me because I'm

[00:25:24] top of mind basically it's easy to forget but like if you're always interacting

[00:25:29] pretty consistently with somebody then it when somebody brings up that they have an

[00:25:32] issue it's a lot easier to say oh let me put you in touch with so and so I like

[00:25:39] that I like the special mixer I'm not gonna lie my mind went to what a great

[00:25:45] idea for content is profit we were actually just having a conversation on

[00:25:49] nurturing their relationships that we developed through the podcast I'm

[00:25:53] like how valuable would be having a mixer of the guest of this show right I could do it

[00:26:00] once a month and then have those month guests come in together and then you can

[00:26:06] have all their guests from previous episodes maybe come in as well and chime in

[00:26:10] and then you have this networking on how to turn your content into profit just

[00:26:14] before my mind that that is amazing that's a great strategy either yeah I heard

[00:26:21] I love it my I guess my mental process right now is like do we put it very

[00:26:28] like content focus or is it like purely recreationally you know for personality

[00:26:33] based like are we having fun in this mixer right and it's more than a relationship

[00:26:37] side hold on yeah but I'm not asking you do you have time to talk about this I'm

[00:26:42] asking Alicia so what is your recommendation right like because I you know

[00:26:47] we've been in places where it's like the mixer is all about like the value and

[00:26:51] it's like very business focus or content or whatever like the topic is and

[00:26:55] there's other ones that are you know purely fun like we're all part of this

[00:26:59] industry but we're doing something different that is not maybe connected to

[00:27:03] the industry right like it's more like connecting at that personal level so what

[00:27:07] do you recommend like what are you doing those mixers or have you changed the

[00:27:11] strategy around that yeah so I'm a black sheep and I recommend anyone else to

[00:27:17] embrace their black sheepness so it's kind of whatever is gonna feel good to you

[00:27:21] because I think if you guys feel really good about it everyone else is gonna

[00:27:24] feel really good about it so I like it to be fun but also something that's

[00:27:29] going to bring value like my only goal from those calls is for everyone to

[00:27:32] leave feeling amazing that's all I want and so I could like today it was

[00:27:37] actually today before this podcast we focused on creating our own luck because

[00:27:43] of St. Patrick's Day so I was like I want everybody to think about a time when

[00:27:47] they thought that they were really lucky and what were the circumstances leading

[00:27:51] up to that and how can and what would make you feel lucky if it happened this

[00:27:55] month because there's a lot of really smart people in this room with

[00:27:58] connections and experience and let's make some luck happen and so it was just

[00:28:03] kind of like it's it's like fun to get people to shift their mindset a little

[00:28:07] I like that stuff right so that would be that was my goal from it for yours

[00:28:12] it might not always be about content sometimes minds about messaging and sales

[00:28:16] the little exercise I was asked everybody like what would y'all like would you

[00:28:19] like this because I want them if it's not valuable they're not going to show up

[00:28:23] and I encourage connections like if you guys you know connect with each other

[00:28:27] outside of this you know lift each other up there could be business from it

[00:28:31] there could be friendships like let's just see what we can do like cool together

[00:28:35] yeah do you this is more an a structure basis and I feel like I'm digging too deep into

[00:28:40] this but do you go into teaching moment at first and then do you do break up groups

[00:28:47] everybody talks or as always everybody in one kind of like one room and you are

[00:28:52] telling all right it's your turn your talk you talk so today I was like if

[00:28:58] you feel inspired like raise your hand so it didn't have to be everybody and I

[00:29:03] always want to know everyone's takeaways at the end so I will say that but once

[00:29:06] it grows bigger I will have to do breakout rooms and then we'll come back and

[00:29:10] do takeaways got it make make sense what how big do you think is too big where

[00:29:15] people you know stop being kind of like that personal I think the value of this

[00:29:19] is that you keep it as like hey look this is my secret mixer you know I knew I

[00:29:24] invited you just want to take it for it but I feel like if because I've been to

[00:29:28] some that I go in and then I see a whole bunch of people and rather than

[00:29:34] opportunity or enjoyment I see more oh this is just a hidden pitch right this is

[00:29:40] they're just trying they're just trying to you know run some sort of webinar here

[00:29:44] and then you know kick us to the curb so it I'm I'm curious if it's like the side

[00:29:50] or even if it's big depending on how you run in it how are you looking at this I

[00:29:54] think that as long as I bring in the right people which I'm very like

[00:30:00] particular about who I'm inviting and as long as I run it a certain way I

[00:30:04] think that if in if somebody comes in and compromises that culture in some way

[00:30:09] and starts pitching I'm gonna like not invite them get the boot yeah clear

[00:30:14] we're not that cool we haven't been invited well it's kind of all women right

[00:30:20] now too and I didn't mean it to be but I'm messing with you I'm messing I like

[00:30:25] you know we throw people under the buttons she's he does he does

[00:30:29] what happens no no it's okay you probably would be great fits if you're

[00:30:34] cool I mean sometimes we talk about women things not like we're talking

[00:30:37] about I'll take notes a month or anything but I'll take notes I'll probably

[00:30:41] improve my relationship with Katie it's okay I got a great input on you know

[00:30:49] girl things I remember this is totally off topic but when I broke up with my

[00:30:55] ex girlfriend I actually had this guy so so weird girls night we remember

[00:31:01] with the three friends and they're like you know we're gonna have pizza you can

[00:31:05] come over if you want I'm like I'm hard broke it pizza sounds great and you

[00:31:09] know I just join I know it's a great conversation great support you know so yeah

[00:31:13] I got you I love that so actually I know a lot of women who like

[00:31:18] advertise it there for women and it's funny because they get a lot of men and

[00:31:22] I think that men feel like it's like a safer space kind of 100% yes 100

[00:31:28] yes I love that I jump out of it if we're not a face totally okay yeah I was

[00:31:33] just messing with you don't feel obligated yeah don't feel it but I'm super yeah

[00:31:38] yeah invitation revoked you know I love you we went to Disney World

[00:31:45] together I love that your business I love the perspective of Venezuela

[00:31:49] compared to living here there's like a lot of deep stuff there we have a good

[00:31:53] conversation hey you know walking around Disney having conversations it's

[00:31:57] really good but Alicia now I'm super excited man thank you so much for for

[00:32:03] the roadmap you know I'm gonna do a quick recap right as we're approaching the

[00:32:07] end and it's you know I put a title here you know how to close 80% of

[00:32:10] yourselves and avoiding the hidden pitch working title but you know in my head

[00:32:18] as you were sharing these stories is like how do we create enough experiences

[00:32:22] ahead of time to when the right person comes to that specific moment where

[00:32:28] we have to present them are offer it's an absolute yes and what you said is

[00:32:33] if it's a fit is a fact right and I'm like wow that's super exciting because now

[00:32:38] we can map it out in our journey where it's like what are these experiences

[00:32:43] that we're putting out to people that doesn't necessarily have to be for

[00:32:46] content could be like based on personality on these questions that we're

[00:32:50] asking ahead of time I'm like obviously people that we want and love to work

[00:32:53] with right we've all had the experience of those clients that we accept it

[00:32:57] because of just the money and then the experiences you're like oh right we just

[00:33:01] had a meeting earlier this week with one of those clients that we're like

[00:33:04] we don't mind if they don't come record here anymore right and it's okay

[00:33:10] right is somebody that we inherited and hopefully you know we're continue to

[00:33:13] help and improving the conversation and work on on their relationship 100% but

[00:33:18] we've all had those experiences so again how do we craft the experiences ahead

[00:33:22] of time you know from the front end of our content right from little things

[00:33:27] like how does it feel how does it look like how does like the flow of it like

[00:33:30] our people really enjoying it to the connection calls to the mix-ups to the

[00:33:35] Q&A's to all these things that lead eventually to where like if it's a fit is

[00:33:40] a fact that's in my head was working right and what's doing and thank you so

[00:33:45] much for clarifying it because a lot of people think there's no steps before

[00:33:48] the sales call and then we get to that sales go and then we're scanning through

[00:33:51] LinkedIn and we're like what do they do what do they do what does the thing that

[00:33:54] they do yeah well at least your researching some people don't even research

[00:33:58] show up on the call exactly it's like so how do we connect it so anyways I

[00:34:04] thank you so much for opening up your kind of your flow in your system and you

[00:34:09] know I wouldn't carry every single person to connect with Alicia here I'm

[00:34:11] we're gonna put all the links right below for social media go stalker yeah be

[00:34:15] like we have been invited but to the mix-up from the bees brothers and I am

[00:34:18] curious oh sorry I had a little while there's a couple things that I didn't

[00:34:22] share so now that you're like thanking me for being really transparent I'm

[00:34:25] like well I guess I should share more in the in the live workshop that I do I

[00:34:32] actually point people to a paid sales deep dive like a ninety-seven dollar

[00:34:37] deep dive that's usually five hundred dollars and people feel so much more

[00:34:41] comfortable booking that than a free call and in the call I create something for

[00:34:47] them so they get an experience of what it's like to work with me because it's a

[00:34:50] really different experience it's like very collaborative and I create something

[00:34:54] with them right there so they leave with it and then I can say you know is this

[00:34:58] the kind of support that would be beneficial to you would you want to talk about

[00:35:02] that you know and so that has worked really well too and then also there's

[00:35:08] some when somebody books a call it makes a huge difference to send them

[00:35:12] information before the call that's gonna kind of educate them so you don't

[00:35:18] have to if you're educating and selling in a call at the same time it's too much

[00:35:22] it that's what leads people to say like oh like I got a this is a lot to

[00:35:26] process I gotta think about it you know they have to wrap their brain around

[00:35:28] the idea yeah so for example one of my clients he does SEO but he's like kind

[00:35:34] of getting away from SEO because SEO is changing completely you know him it's

[00:35:37] Jason yes yeah so it's like not gonna be about ranking on Google because

[00:35:43] people are gonna go to AI instead of Google they're gonna ask AI hey give me

[00:35:49] the best person for blah blah blah and AI is gonna give you that result based on

[00:35:53] how many times somebody's mentioned associated with that so it's about

[00:35:57] consistency across you know all of the website that matter that's a lot of

[00:36:04] education to wrap a new clients brain around so sending something ahead of time

[00:36:08] that shows the difference like instead of you having to go to Google and

[00:36:12] research 10 links you're gonna ask AI and it's gonna tell you who the right

[00:36:16] person is and it doesn't have anything to do with you ranking for the top

[00:36:19] keyword so sending that video ahead of time is gonna allow somebody to come to

[00:36:22] the conversation and they don't have to explain that they can just talk about

[00:36:25] doing it for them and how cool that is so if you have like things that usually

[00:36:30] come up as objections or like things are confused about or whatever you can

[00:36:35] send those as really short videos ahead of time and it's gonna make a massive

[00:36:38] difference in shortening the time for someone to say yes

[00:36:42] interesting so do you ask yourself kind of like what are the microsteps they

[00:36:48] need to take before this call or what are the questions that they may already

[00:36:54] have before this call and you create those individual pieces of content that

[00:36:58] you send them to prime them for the conversation yeah it'll be taken from the

[00:37:03] calls that you have so you'll find that you have to explain something a lot

[00:37:07] right so for me I have to explain a lot how I'm actually different because

[00:37:11] people are like you know thinking they're just talking to a regular sales expert

[00:37:15] or whatever so I send my 10 commandments my 10 black sheep sales

[00:37:20] commandments ahead of time and I ask them does this feel lined with you if not

[00:37:23] let me know and I'll put you in touch with someone who could support you in a

[00:37:28] better way and so people come to the call knowing okay wait she's actually

[00:37:31] different this is her philosophy instead of me sitting there having to like go

[00:37:34] through my philosophy I can just talk about their situation yeah makes sense

[00:37:38] you know how I know your black sheep and you're different because you didn't

[00:37:42] show up because you did in show with a headset you know the sales

[00:37:52] expert is where the heads are like and they got a little voice from that

[00:37:55] constant that it's like a very particular like audio frequency I feel like

[00:38:00] you'll get a kick out of this story so when we first started our agency

[00:38:04] like first for 2018 something like that and I had the job in the gym

[00:38:10] and we're like starting to like outreach to these restaurants and local

[00:38:15] businesses to see if we could go record content there Fancy had no job at

[00:38:19] the time except the agency and we're like okay today is gonna be out

[00:38:22] reach day Fancy here's a bunch here's a list of all the restaurants in Jacksonville

[00:38:27] given my call see where can we stop by right and I go off to my job and he was

[00:38:31] sitting his room with a headset with a microphone it was like a gamer set

[00:38:34] right and you know I come back after you're full they were like sweet man how

[00:38:38] many appointments like where are we showing up and just like I make two calls I

[00:38:45] dread the call calling I dread it

[00:38:48] everybody dreads is horrible I mean I'm not a fan if somebody likes it their

[00:38:56] unicorn and they're very valuable and pay them well yeah yeah no I

[00:39:01] love it I am I love the assets ahead of time like the video do you do filter

[00:39:06] them also if they haven't consumed that for example like if they haven't seen

[00:39:10] the video or read the guy like they show up and be like oh no I haven't seen

[00:39:14] it like it depends on the volume that you have if you have a large volume you

[00:39:19] can definitely put that in place and say can you respond back and let me know

[00:39:23] that you saw the video and I've helped clients create that process with usually

[00:39:28] when they're using paid ads yeah and I otherwise like unless people were

[00:39:33] coming and being like no I didn't see that you still you still have to go through

[00:39:36] all this stuff with them then I at that point if you get that a lot then I would

[00:39:39] like put some sort of stuff of friction in but awesome not first yeah it's

[00:39:44] amazing that's so good I feel I'm ready for a test I'm like give me a call right

[00:39:49] now I think we have to look at our process on me like there's not enough

[00:39:56] content ahead of time like you know when you were mentioned it's like what

[00:39:58] is different about us that you know that we have to explain a lot right like

[00:40:01] the presentation that we had a cop show in slide the six levers has

[00:40:04] something that we touch every single time on production side whenever we

[00:40:07] have people here in live studio wherever we talk on the agency side on the

[00:40:11] pipeline platform same thing right and it's also to understand kind of like

[00:40:14] where they're at right there's some people that might not know much about

[00:40:18] content that they just consume it in a way right but then they don't know

[00:40:21] what's like behind the tip of the iceberg right under the tip of the

[00:40:24] iceberg it's a ton of stuff that goes into it right so I love this conversation

[00:40:28] I think we're just scratching the surface on stuff like this where can people

[00:40:34] go and learn more about you and feel your forms and go to your mixers how

[00:40:38] can they connect with you well the mixers invite only and I the $97 sale

[00:40:44] steep dive is not advertiser published anywhere publicly I do have a sales

[00:40:49] level up call but the first thing that I would do is go to my podcast sales

[00:40:54] is not a dirty word and listen to the episode about how to sell like a

[00:40:57] natural and if that feels like it aligns with you then it's probably it's a

[00:41:03] good sign it's a good sign that you would thrive with with my approach the

[00:41:07] black sheep sales method so so cool I like what you did there I really like it

[00:41:11] I'm like listen to this specific episode that that that is a hidden golden

[00:41:16] boulder right there you know have that one specific resource also you're

[00:41:20] getting them to know your personality when they tune in they probably will

[00:41:24] listen to more episodes of your podcast get nurtured then they're like you

[00:41:28] know what Alicia is the best let me give her a call on code

[00:41:31] and the secrets fall next thing you know you're shaking your deep at your

[00:41:35] share your deepest secrets here with Alicia that's awesome

[00:41:38] yeah you got you're listening to it go to the YouTube channel she's definitely

[00:41:43] blushing right now to yeah it happens

[00:41:47] we're going to go ahead sorry no go ahead we're extremely grateful that you know

[00:41:54] you were able to share this with with us and the people tuning into the show

[00:41:57] I think like you know for people that create content they think the content

[00:41:59] is gonna be doing the selling yes at some point you know it will help you

[00:42:03] get there but it's also necessary to have these conversations and choosing

[00:42:08] the right people to work with especially if you are a service provider right

[00:42:11] that is gonna be a lot of time and resources and mental capacity that you're

[00:42:15] gonna be spending time with them right so I'm super excited thank you so much

[00:42:20] for coming to the show is there anything else that you want to add before we

[00:42:24] head out no just thanks for being awesome guys this was lively it felt like a

[00:42:28] party let's go that's it that's it by we're going to succeed it

[00:42:41] but see anything else that you want it thank you Alicia I feel more confident to

[00:42:46] take on conversations usually I just send them to my brother you talk to that guy

[00:42:49] he likes to talk so thank you so much I do I think sometimes I talk too much

[00:42:53] well you know I can help both of you with both of those things that's what I

[00:42:59] do let's go is that a secret invite to make sure okay wink wink wink okay

[00:43:05] guys we are said thank you so much for doing to the content's profit podcast

[00:43:12] go ahead and follow the show in your favorite podcasting platform I know social

[00:43:15] media at the least red scale that is right evolution here help you close 80%

[00:43:19] of your conversations please don't forget to share this episode and of course

[00:43:23] don't forget to leave a five star review see ya bye guys