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Stop Looking for Clients

I want you to stop looking for clients and do this instead.

 

I want to talk about this thing that you need to stop doing to grow your business. This is important. Okay. I want you to stop looking for clients and I want you to start building relationships.

This mindset shift might be the biggest mindset shift you need to make to have success in your service-based business. I talk to so many brand new entrepreneurs who feel like they’re constantly struggling. I can’t find clients. I can’t find clients. I don’t know where to find clients.

 

Where do I hang out? What do I do? Where are these people? Nobody has any money. There’s all this drama coming up in your life. What I really want to encourage you to do is to stop looking for clients and start focusing on building relationships, right?

 

Because every single person that you meet could potentially be a client, a referral partner, maybe a collaboration partner, a new friend, or it could be a total waste of time, but there’s nothing wrong with any of those things.

 

But when we have this energy and we show up in the world, like we’re looking for something. I need a client, I have got to look for a client. I’m hunting for this very specific thing. That’s not good energy. And it really doesn’t attract or lead to building productive relationships. You might get a couple of clients and make a little bit of money, but it’s not going to give you the result that you really want, which is a thriving profitable business.

 

So every single time you show up in the world to represent your business, I want you to have conversations and I want you to focus on building relationships.

 

One, it’s going to take the stress off.

It’s going to make it feel so much easier to connect with new people, right? So many of you are worried about being too salesy or too pushy or too forward. Well, if every relationship that you start is focused on trying to make a sale, it’s no wonder that you’re feeling salesy, right?

 

I want you to go out and build relationships with people. And then if they have the problem that you solve, make an offer to help them because it’s no longer a sales thing, because you have a relationship. I often tell the women in my 12 month coaching program that we don’t sell to strangers, right?

We are not jumping into people’s DMS and pitching our services. We are building relationships. And when a person that we have a relationship with, even if it’s a new relationship needs our products or services, then we make an invitation to have a sales conversation and determine if we are in fact, the right fit to help that person.

And by taking away that expectation and taking away that pressure, you’re able to talk to more people you’re able to show up more authentically and naturally you will be able to find more clients, right?

 

We teach at a power hour strategy inside of my community, where we spend an hour, every single day, focused on income producing activities is simplest way to put it. Talking to people, right? Because relationships=clients. I’m going to say that for you again, relationships=clients.

 

So when you show up for that power hour, and instead of saying, well, I’m going to spend an hour today trying to find a client. It’s, I’m going to spend an hour today, building relationships with new people that I can help, or maybe they can help me, right?

 

Because every relationship has an opportunity to provide value to your life in some way. And so again, this is going to help you not only talk to people in a more relaxed way, but really take off that pressure. And it’s going to make you better at asking questions. And it’s going to make you better at getting to know people. And the better you are at asking questions and getting to know people naturally, the more people will either want to refer people to you or make introductions for you, or have you want a guest on their podcast or have you as a guest expert in their community.

 

But if you have the energy of, I’m just here to see if you want to buy something from me, you’re really going to struggle.

 

And again, you might find some people who buy from you, right? I spent a lot of years cold calling. I know what this looks like, but what you really want is a long-term sustainable business, which is going to be built on those relationships.

 

I’m going to give you some statistics before I wrap this up. At any given time, only 3 to 5% of your sphere of influence of your circle is actually in the market for your products and services and ready to make a purchase decision.

 

Which means that you’ve got to have a lot of relationships because those other 95% of people doesn’t mean they’re never going to buy your services. Doesn’t mean they’re never going to be in the market. Doesn’t mean they’re never going to have the money. It just means that they don’t right now.

 

You need to be focused on building those relationships.

 

So when those people are ready to make a buying decision, they’re not going into a Facebook group or asking a friend they’re like, I already have a person who solves this problem. I already have a relationship with this person.

 

When you really start focusing on building relationships, and instead of looking for clients, that is when your business will take off.



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Hit $100k Without a Niche!

How to hit $100,000 in your service-based business without a niche or a custom package.

 

My Ryann Dowdy and I’m a sales coach. I help high achieving women that leave their 9-5 and build a six figure business by mastering their sales skills and their mindset.

 

I’m going to break down three super simple steps for how to hit $100,000 in your business without a niche or a custom package. There’s a lot of drama and noise out there that these things are really important for growth, right? It’s got to be the exact right niche. It’s got to be the exact right thing for me to make money.

 

That’s just not true.

 

Step one to building a $100,000 business is to get visible.

People have to know that you have a business in order to work with you. So, whatever social media platform you’re choosing to hang out on, or maybe you want to network in person, you want to make cold calls. You want to make cold emails. I don’t care what it is, but people have to know that you have a business in order to buy from you. So you have got to get visible in some way, shape or form.

So, the first thing to do is to pick your strategy. What is your strategy for visibility?

What does that look like for you and your business? Let everybody know that you have a business.

 

 

The second thing that you do is go out and build relationships with those people.

I truly believe that relationships=clients. And the more people that know you exist, the more clients that you will get. So, going out into the world and telling people, Hey, I started a business, Hey, I’d love to learn more about you. Hey, I would love to be able to help you with that. That is how we’re going to get sales meetings.

So, going out into the world, letting everybody know that you have a business and then being very intentional about building a network and building relationships with people. You can do this again, through social media, through email, through in-person networking, through hanging out in Facebook groups. So, connect with people on Instagram, through hanging out over on LinkedIn, whichever platform works best for you, but you have got to go build a relationships with people right now.

 

And notice I didn’t say, build relationships with ideal clients.

I said, go out into the world, talk to people and tell them that you have a business.

 

And then the third piece of this is to make offers to solve problems.

When somebody says, Oh my goodness, I could use help with that. Or, Oh my goodness, I have that problem. Or, Oh my goodness. I would love to lose 30 pounds or, Oh my goodness. Yeah. I am totally overworked in any given day or I am just the worst at using social media.

And that is your sweet spot. That is what you do. You say, Hey, I can help you with that. Would you like to have a conversation?

 

So, go out into the world, tell everybody that you have a business, pick your build relationships with those people. And then somebody says they have the problem that your business solves. You make an invitation to help that.

 

Bonus tip for you is to have a conversation with them.

You figure out what their problem is. You figure out what’s going on in their business or in their life that you can help them with. You figure out what their goals are, where do they want to be? What do they want it to look like? And then you build a custom solution for that person. It doesn’t have to be a package. It doesn’t have to be a specific offer. It can literally build, be a custom built solution for that person.

 

The reason I love custom built solutions is first of all, it allows you to learn about the services that you offer. How long does it take you to do certain things? What sort of results do your ideal clients get? So custom building proposals based on people’s needs is a really, really great way to figure things out. It also allows you to charge more when it is custom. Have you ever had like a custom made suit or custom made couch… custom always equals higher price.

 

So, not only do you appear to be super professional, super put together, but you’re able to charge a premium for your services.

 

And you’re able to get experience doing different things and figuring out your business. But, when you are brand new to business, we don’t have all the pieces together. You don’t know how long things are going to take you. You are aware of the exact results that people are going to get you and that’s okay, which is why you can custom cool your way $200,000. If you’re putting proposals together for people that are fast $2,000 a month, you only need a handful of clients to get to that $8,333.

 

So step one, let everybody know everybody know that you have the business.

Step two, build a relationships with those people.

Step three. When those people tell you, Oh my gosh, I have that problem. Or, Oh my gosh, I could use some help with that. You say, awesome. I would love to help you.

And then the bonus … as you get on the phone with them or on a zoom call or have a cup of coffee with them, figure out exactly what their problem is, and then build them a specific solution that is specific to them that you are then able to charge a premium for it.

 

See you soon!


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How do you get super visible without living on social media?

How do you get super visible without living on social media?

 

This is the million-dollar question, and it’s what we’re going to answer today. We believe at Team Uncensored, that visibility is one of the most important things that you need to do in your brand-new service-based business. Because if people don’t know that you exist, they cannot buy from you. So we’re going to come up with some tactical strategies that you can do in an hour a day.

Visibility. What is it? And why is it important?

I know you, you’re busy. You’re working full-time, and you probably have kids. You have a life, you have things to do. You do not have hours and hours and hours to be posting on social media, scrolling through social media and working on getting visible. I know. And that’s okay.

It is not a requirement in your business to spend all of your time on social media. Yes, absolutely. So how did we get visible? How do we make sure that people know that we exist?

The first thing I want you to do is I want you to pick one platform and own it.

Pick one social media platform where your ideal client hangs out. I know that this is probably counterintuitive from what a lot of people tell you … they say to show up in all the places everywhere.

I disagree. You do not have time for that. You do not have a team of 10. You are one person. And right now, you only need a handful of clients to hit your income goals and to get out of that full-time job. You don’t need to be everywhere yet. There’s time for that down the road.

I love marketing. I’m obsessed with it. I show up in a lot of different places, but I didn’t early on.

Pick one platform.

Where does your ideal client hang out? Don’t obsess over this. There are 3.6 billion people on social media today. Your ideal client is on social media and most of the time, unless it’s super, super specific, it doesn’t matter which platform you pick. I just want you to pick one and show up there.

 

The second part of getting visible is being consistent.

What I see happen a lot to brand new entrepreneurs is when we’re new and we’re just getting started and we’re super pumped and we’re online all the time and we’re posting all the time and we’re doing all of the things, but then when we don’t get results as quickly as we would like. We have a tendency to back off, we have a tendency to forget, to post for a few days or forget to do our networking, then we decide, Hey, I think I’m going to move from Facebook to Instagram. Or maybe we go from LinkedIn to Instagram and we just start showing up really inconsistently. It is really hard to get visible if you’re not showing up consistently.

 

Today’s consumer is flooded with marketing messages. So, the only way that you are going to stand out and get their attention is if you are consistently in the same places over and over and over again. But like I said, it doesn’t have to be all the places, right?

Pick three Facebook groups that you’re going to show up in all the time. Those are your three groups where you provide value. You connect, you build relationships. You can easily do that in an hour a day, and you can appear to be everywhere to the right person without actually being everywhere.

It doesn’t matter about the people who aren’t seeing you on LinkedIn. It matters about the people who are seeing you in those three Facebook groups 3-5 days ever single week.

 

So, really think about where can I show up consistently and how can I show up consistently. If you can’t write brand new content every single day … don’t! But at least show up in those groups and comment, and provide value and answer questions. Make sure that you are showing up. You’re getting visible. You’re liking, you’re commenting. You are interacting with people and you have to do that consistently.

 

Inside of my program, they call it the power hour.

 

It’s your networking power hour where you show up for an hour every single day and interact with new people. It’s the easiest way to be visible, but you have to be consistent. I would rather you show up three days a week consistently than try to show up seven inconsistently.

So make sure that you have it on your calendar every single day to consistently show up, serve and connect to your audience

The third way to get visible is to provide value.

And you’ve been told this before. In fact, I’ve recorded YouTube videos about this before, but the best way to get visible is to show up in a service, right?

We live in such a ME, ME, ME world, everyone is in it for themselves. How can you show up and serve your potential clients in totally selfless way?

So, maybe this looks something like I’m offering to jump on somebody on the phone with somebody to review a sales page for them. Maybe you’re a copywriter and somebody is looking for help on their sales page and you offer them 15 minutes of your time to review their sales page. If you’re not full of clients, why not serve for free? We hear this a lot, right?

Never work for free. And I call BS.

If you don’t have client work on your calendar, the best way to get visible is to get somebody a win, even if it’s quick and fast. And they’re able to give you a testimonial for that short amount of time that you spent with them. It’s fantastic for visibility.

So, is it answering questions inside Facebook groups? Is it over on LinkedIn sharing really great content or doing quick two-minute videos? Maybe it’s over on Instagram sharing quick 15, 30, second tips in your stories and then interacting with all the people who are interacting with you, right? It’s very easy to provide value if you don’t overthink it, if you don’t worry about giving away too much for free. You can’t give away too much for free guys.

Information is cheap. It’s super cheap. You’re reading this for FREE right now. It is totally okay to give away your best stuff for free in essence of service, in essence of getting visibility and proving that, Hey, I know what I’m talking about.

Maybe it’s a webinar. Maybe it’s free coaching calls. Maybe it’s just answering questions.

I love doing an ask me anything post on social media, where people are able to ask any questions.

The fourth way to get super visible is to leverage other people’s audiences.

Even when you are brand new to business, you have fantastic value to offer the world. Even if somebody has a bigger audience than you and you don’t have one that’s okay. A great way to grow an audience is to build relationships with other people that have complimentary services or complimentary audiences, or have already gathered the people that you want to serve and offer to do a free guest expert training for them.

Whether it’s guesting on a podcast or, showing up in a Facebook group and doing a live or even coaching inside of someone else’s coaching program is a really, really great way to get visibility. And it also builds credibility, which is awesome as well.

But there are tons of people out there who serve a very similar audience that would love your area of expertise to serve them.

Business building doesn’t happen by accident.

Show up. Be consistent. Serve. Serve. Serve. And build relationships!

See you soon!


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Is Content Marketing Not Working for You?

Is content marketing, not working for you.

That’s what we’re going to talk about in today’s episode of Uncensored Sales TV. I am your host, Ryann Dowdy, and I am a sales coach that helps high achieving women leave their 9-5 and build six figure businesses by mastering their sales skills and their mindset.

 

Today, I want to talk about this giant thing that’s circulating in entrepreneurship right now about content marketing. Put out great content, and then people will reach out to you and they will want to work with you. And that is a great theory, and you’re super excited about it. Cause you’re like, great. I can do this. I can hide behind a keyboard and I can write all day long and it will be amazing. But I want to talk to you about why your content marketing probably isn’t working for you yet.

 

It’s not working for you yet, my friend, because you don’t have an audience for content marketing to be effective.

 

People have to consume the content. They have to watch the video. They have to listen to the podcast. If they read the book, they have to be following you on social media. And when you are a brand new business owner, still building a business alongside your full-time job, you very likely do not have people who are reading and watching yet. And there’s nothing wrong with that. That doesn’t mean you’re doing anything wrong, or that you’re broken in any way. It just means that you’re not there yet. And I want to be clear before all my marketers get all fired up about me bashing content marketing. I think content marketing is incredible, but early on in your business building journey, if you are making less than six figures, then that is not where your time and energy should be spent.

 

It’s an incredible tool and it’s super smart and I love doing it. But when you’re brand new to business, your first clients are going to come from networking, from connecting, from relationships, from people that you meet. Now, I’d like to talk about some big name entrepreneurs that you may have heard of that very likely got their first clients from networking and talking to people. But it’s not just about content marketing. Even Gary V, who is a content marketing machine – he believes so strongly in content marketing, consistently gives the advice that you should reach out to people on social media! He loves content marketing. He is the father of content marketing and still in his videos, encourage you to reach out to people, to send messages to people, to build relationships. So yes, content marketing is amazing, but it’s not the only thing that works.

 

You have to have an audience of people who are consuming the content before content marketing really works well for you. It’s okay to send messages to people, to build relationships. That’s what social media is meant for, right? It is meant to build relationships with people.

 

Another great example, Kelly Roach. Kelly is my coach who, I just love, built a million dollar business doing direct outreach on LinkedIn. Yes. Loves content marketing. Incredible at content. Marketing puts out so much content in her business, but she built her business to $1 million doing direct outreach on LinkedIn, sending messages to people.

 

I am not proposing that you do direct outreach. If that does not feel good to you in any way, shape or form, you can absolutely get clients through networking through hanging out in Facebook or some hanging on an Instagram through hanging out on LinkedIn 110%.

 

I actually have very few clients who are doing actual direct outreach, but they are focused on building relationships with people because that is where those first clients are going to come from. For you, meeting somebody new, building a relationship, making an offer to solve their problem, putting together a proposal and then bringing them on as a client. It can be that simple. Please do not over-complicate the business.

 

Content marketing is down the road for you. Yes. Automation is down the road for you. Again, those are incredible things in business. And I want you to study those things and I want you to be good at those things, but I don’t want you to skip the steps in your business that you need to do before. Those things will work for you. Because as you’re out there meeting people and talking to people and building relationships, you are going to naturally start to building an audience, which means if you actually show up in your business every single day with the intention to build relationships and to meet people that you will just naturally build an audience.

 

And in a very short amount of time, we’ll be able to start implementing content marketing strategies. But many of you are spending a lot of your time behind a keyboard typing, or maybe you’re trying to edit your own YouTube videos or whatever it is that you’re trying to do in your business right now, because you think it is the thing that is going to get you clients. And while it will be part of your strategy at some point in time, the thing that is going to get you clients right now is to going out into the world, letting everyone you know, know that you have a business, meeting new people, building relationships with those people, and then making offers to help them when appropriate.

 

So, content marketing, incredible tool. I love it. I use it every single day in my business, but if you are skipping the steps in your business when you’re brand new, you have no audience, and you’re not clear on your niche or you’re not clear on the problem you solve or you’re not a hundred percent sure of results that you can get for your ideal client … content marketing will not work for you yet.

So, focus on building relationships, and focus on building an audience. Once you have all of those things done, you’re then able to start putting out content that people are going to love, and you are going to have people reaching out to you, wanting to do business with you.


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How to Book More Sales Calls

How to Book MORE Sales Calls.

 

That’s what we’re going to talk about on today’s episode of Uncensored Sales TV, I’m your host, Ryann Dowdy. I help high achieving women leave their 9-5 and build six-figure businesses by mastering their sales skills and their sales conversations.

Today, we are going to talk about a topic near and dear to my heart. How do I book more sales calls? This is one of the biggest problems I hear from brand new entrepreneurs… I just can’t find enough sales opportunities.

Today, I’m going to give you some really actionable intel and how to book more sales calls. And the first piece of advice I’m going to give you might be annoying to you because it’s obvious…. but

 

The number one way to book more sales calls is to make more invitations. Period.

The number of invitations you make is important because you’re not going to get yes every single time. So, if your goal is to book two sales calls a week, you can’t just make two invitations. You have to make more invitations to book more calls, right? I don’t necessarily know what your percentage is, but for me, when I was in the corporate world, I made 10 invitations and booked one or two sales calls. That was an awesome number. That was an awesome number for me.

So, if your goal is three sales calls a week and you have to make 10 invitations to book one, that means you need to make 30 invitations to sales calls to book three sales calls, right? So, really thinking through what those numbers and how many invitations you need to be making. What I tend to see in most women in business, is they’re just not making enough invitations because they’re waiting for the exact right moment to make an invitation or the exact right situation.

And there will come a time in your business where I want you to be more selective in the sales calls. You’re getting on the conversations that you’re having, but when you’re brand new to a business and you’re just getting started, and these might be your first few sales calls, it’s 100% okay to get on sales calls with people that aren’t 100% the right fit.

I always want you practicing with people that are not your right fit. I don’t want your first sales opportunity to be like the grand slam home run dream clients of all dream clients, right? Because you’re going to be nervous because you’re not going to have the experience that you need to navigate that conversation successfully.

So the number one way to book more sales calls is to make more invitations to sales calls.


So how do we do that? How do we talk to more people?

How do we put ourselves in a situation where we’re able to make it more invitations?

So for me, it’s always focused more on the outbound activity, right? And in traditional sales world, we did cold calling or cold emailing or cold outreach in a different way. You are so blessed to live in a world where that’s not mandatory for business growth. These days, we live in a world where there’s a lot of different ways to grow a business that don’t necessarily involve having to cold call or cold email, but definitely make sure that you were having conversations with new people every single day. We need to have conversations with new people every single day, because if we have to make 10 invitations, we probably have to talk to a hundred people to find those 10 people, to make those 10 invitations to book those ten sales calls.

To need to book more sales calls, we actually just have to have more conversations.

You’ve heard me say this before. You’ll hear me say it again. Your network is your net worth.

The more people that know that you have a business, the more people that know what you do, the more money you will make and the more clients you will get, period.

 

You can do this in a very non time-consuming way. We call it the power hour.

Definitely make sure you’re spending an hour every single day on intentional networking, because starting those conversations is going to get you into more sales conversations.

 

Other ways to make sales conversations are simply just to let people know on social media.

When was the last time you just posted on your personal profile? Hey, I have room for two new clients that want to accomplish this thing. Let’s have a conversation.

Are you asking??

I know you’re spending time on social media. I know that’s what you’re doing. Are you asking, are you saying, Hey, I have room for new clients. Would you like to have a conversation about how I help you?

I’m not a huge fan of using content marketing too early on in your business, but if you’re not letting people know that you actually do have open times for sales calls, consults to solve problems for people, they may not know.

They may not know that that is available. So, definitely using your, your profiles to say, Hey, you know, I have room this month to take on two new clients that have this specific problem. Send me a direct message.

There’s also places on social media that you can promote yourself. There are some Facebook groups that are promo friendly. You can actually go promote yourself, go post in that Facebook group. Hey, I have a spot for two people that have this problem. Do you want to have this conversation?

If you’re using Instagram, put it in your Instagram stories. Create Instagram are reel around booking more sales calls. So, you definitely want to make sure that you’re letting people know that there are sales calls available on your calendar, and you’re open to have conversations about solving very specific problems.

 

So, make more invitations, talk to more people. And then don’t forget to use those written tools and assets that you have. And the final thing I want to talk about as it relates to booking more sales calls is making sure that you’re positioning your sales call well. Nobody wants to get on the phone or on a zoom call just to be sold to, right. Nobody’s excited about a sales conversation. Think through what is the value of the call, we have to have a value to our call. So, it’s not just, Hey, let’s get on the phone and I’m going to sell you something. It’s Hey, let’s get on the phone and let’s solve a problem.

I’m not proposing that you give away free advice. There’s a lot of different mentalities on that. What do you want to get out of our time together? So, if you were to book a call with me, we would figure out why you’re not making as much money as you would like in your business. I would be able to diagnose your problem for you. You are not making as much money in your business because of X. And I would be able to do that in a sales conversation, very simply.

So, if you’d like to have a conversation about why you’re not making enough money in your business, feel free to reach out. I’d be happy to help you with that.

Then make sure you’re selling the value of the call.

Why should someone talk to you? Why is that important? What is that value?

Because then they know, Hey, even if I don’t buy something, this is a good use of my time, right? People’s time is very, very precious. And I always want to make sure that they know that whether or not they get the opportunity to work together, this is going to be a good use of your time.

If you would like to continue hanging out with us, we would love that.  Links are below. See you soon!


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