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4 Things that You Think Will Get You Clients, but Won’t. 

4 Things that You Think Will Get You Clients, but Won’t. 

That’s what we’re going to talk about on today’s episode of Uncensored Sales TV, I am your host Ryann Dowdy, sales strategist that helps high achieving women leave their nine to five and build six figure businesses.

So there are 4 specific things I’m going to talk about today that I do not believe will get you clients. And I know this from personal experience, as well as the experience of my clients, but I want to be clear, I am not vilifying these strategies. I think they are fantastic strategies in the right time when you’re ready. 

#1. Websites

So the first thing that will not get you clients, but you think will, is your website. In a digital world, we think, “oh my gosh, I need a website, I have to have a website.” And while websites are fantastic tools, and yes, of course, we have one in the beginning, it’s just absolutely positively not necessary to have a website; because, one, no one’s going to visit it. And I say that with as much love as possible, but when you are brand new to business, nobody knows about your business. Nobody knows that you even have a business, no one is going to visit that website. So what you’re probably going to do is waste a massive amount of time, energy, and probably money on building a website that no one will see.

So again, a website, eventually as your business grows, when you get clear on your niche, and the problem that you solve, and the services that you want to offer, and all of those different things, one hundred percent in time become really fantastic tools. But in the beginning, your first clients will likely come from either your network or the network of people that you know. They aren’t going to come from random strangers on the internet, Googling health coach in XYZ and visiting your website. And again, I’m not saying that can never happen, but initially in the very beginning, while you’re really getting established, it’s definitely going to come more from your network. So you do not need a website to get clients. 

#2. Social Media Content

The second thing that you do not need to do to get clients is to create massive amounts of content for social media or really for any platform. We live in a content marketing world. 

I’m a very big fan of content marketing, but again, in the beginning of your business content marketing isn’t necessarily the way that your ideal clients are going to find you. They’re going to find you through your network. But what I see happen for so many new entrepreneurs is they’re spending hours and hours and hours writing content and putting it out on social media, or maybe writing a blog or maybe even producing a YouTube video and they’re still not getting clients.

And again, it’s for the same reason that the website isn’t necessary, because nobody knows about you yet. And there’s nothing wrong with that. You’re not doing anything wrong. Nothing has gone wrong in this scenario.

I tell you this, because again, you’re wasting a lot of time and often creating a lot of frustration that is totally not necessary. So, you do need some content.

Content is important. We have a YouTube video here that goes over the only three types of content you need to create until you hit $100,000 in your business. But generally speaking, a lot of content in the beginning, spending a ton of time, creating Instagram stories or all those different things, are not the activities that are going to get your clients.

#3. A Freebie

Another thing that is not required to get you clients is a freebie, a freebie or a lead magnet is probably what you’ve heard, out in the wild, right on social media, when people talk about growing your business.

So many people tell you that you should have a freebie and an email list, an email list is actually the fourth thing, right? So a freebie and an email list in the beginning, are not going to be assets for you.

And here’s why:

When you build a freebie, and I know this because I did it in the beginning of my business, you are assuming you know what people will need or want. When you assume what they will need and want, you may very well miss the mark. And again, I speak from experience. I had a freebie in the very beginning of my business and nobody really wanted it. It was what I thought they wanted. So, if you’re not 100% sure on exactly what your audience would find as the most fantastic freebie, the most helpful thing possible, then don’t create it. Another reason for that is because if somebody downloads that freebie and it’s not good…they’re gone.

You have downloaded that freebie before, you’ve looked at it and you’ve thought, this isn’t good. This isn’t helpful in any way.

And then your relationship with that person is instantly ruined. So, I don’t want you wasting your time, money and resources, but I also don’t want you running the risk of turning somebody off from working with you eventually because they download a freebie. And it’s just not as good or not as helpful as we want it to be. And again, it’s not because of your lack of expertise, it’s just the lack of experience. And there’s nothing wrong with that. 

#4. An Email List

Everyone out there is telling you that you must have an email list, an email list is so important and yes it is. Email is very, very important.

We cannot depend 100% on social media, but in the beginning, if you don’t have a strong freebie, you can’t even really begin to create an email list. You also probably won’t have fantastic content to share with your email list because you’re not 100% sure of the problem that you solve, or the results that your client will get; and if you haven’t mastered storytelling and a really powerful way to make that email list super, super valuable, don’t waste your time, effort, energy, growing an email list and not emailing those people, which is what I see most people do, or be emailing those people and not really connecting with that email and then they quickly unsubscribe.


So all four of these things are fantastic tools; but in the beginning of your business, if you are still trying to get to that 5k month, I really want you to focus on building relationships with people. And that does not require a website, social media content, a freebie, or an email list. It requires going out into the world virtually or in person, meeting people and solving problems. Focus on solving problems for actual humans and not writing social media content that we pray that someone will read. 


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Three Types of Calls You Should be Running in Your Business to Connect with New People and Start Getting Clients.

Three Types of Calls You Should be Running in Your Business to Connect with New People and Start Getting Clients. 

 

Welcome to Uncensored Sales TV. I’m your host Ryann Dowdy, sales coach that helps high achieving women leave their nine to five and build six figure businesses. So there’s a lot of talk in the world about sales conversations, right? You have to  book sales calls and sales calls are important. They’re definitely part of the three, but there’s two other calls in your business, but are really fantastic ways for you to grow your network, practice talking about your business and ultimately get clients, right? 

 

#1. Coffee Chats

So the first type of call that should be running into your business is what we call coffee chats. A connect call of some kind. This is if you are in the traditional space, if you are in a traditional business, brick and mortar business, non-online entrepreneurship, currently, this is just coffee, right? People, coffee, all of the time, right? We go out, we sit down, we have a conversation with someone and we learn about them and it really is in an effort to network. So this call is very much a networking call or you are meeting somebody new and sharing information about both of you, not with an intention to sell anything to anyone, but to build your network.

Another reason that I really love connect calls, other than the opportunity to build relationships, it’s also an opportunity for you to practice talking about your business. If your business is new, if you are new to your business, you probably haven’t gotten the language down. You don’t know 100% what words to use, how exactly to describe what you do, all of those different things. So when you have these coffee chats, these networking conversations, you’re really able to practice talking about your business and getting really, really comfortable, asking questions, getting to know people, because I don’t want the first time you’re having a conversation about your business being on the phone with an ideal client.

 

So connect calls, networking calls are really fantastic for building relationships and practicing talking about your business. There’s three things that you’re looking for in that networking call. One, does this person fit the profile of an ideal client? Is this someone I could potentially help too? Is this a potential referral partner? Does this person work with the same kind of client that I work with where we could potentially refer business to one another? And then three, is this person potentially a collaboration partner, somebody that maybe you could do a guest expert training in a Facebook group, or be a guest on a podcast or a YouTube channel or come inside somebody’s mastermind and do a training on something specific. So we are building our network for all of those different reasons, not just to get clients. It’s very important that you understand that the purpose of this call is to not sell anything yet.

 

The purpose of the call is literally to build a relationship and determine which one of those three buckets does this person fit in. I strongly recommend that you are running these into your business weekly. If not weekly, then multiple times a week. Depending what situation you’re in within your business, whether that’s full-time, part-time, whatever that looks like for you. But really having these networking conversations often becomes super, super important. And then remember, I very strongly believe that the more people that know about your business, the more money that you make. So every networking conversation is an opportunity to get to know that person’s network. That person knows people. That person can say, I just had a conversation with this life coach the other day, or I just talked to a digital marketing strategist or I just talked to an Instagram specialist the other day, you should connect with them.

So this call is super, super valuable. I actually saw a post on social media recently, where somebody said that this call was a waste of time. It’s just a waste of time to go out in the world and talk to random people?

Well, everyone starts as a random person, right?

Every single person starts as a random person until you build a relationship with them. You constantly hear the phrase over and over again that your network is your net worth. And if we only get into conversations with potential clients and with people we think could be potential clients then we miss that opportunity to grow a network of people who become referral partners, collaboration partners and friends. People that can help you do whatever it is you need to do. Think about the idea of somebody who knows everyone. That person can give you a referral, that person gives you an introduction, you should reach out to that person, etc. Your goal is to become that person because when you can provide value to all of those people, then you know your value immensely goes through the roof and the opportunity for your business to grow, for you to get clients, instantly goes through the roof. So the first type of call you should be running is the networking call. 

 

#2. Strategy Calls

The second type of call you should be running is the strategy call. So the strategy call is for you. If you do have an audience, you have some people that are your ideal clients. So maybe this isn’t a Facebook group, maybe this is an email list, your Instagram audience, wherever you hang out online, but offering a totally free no pitch session. And the reason that I recommend doing this, is there’s a lot of people that never work for free.

The reason I love this strategy call is that it is an instant payment in the value bank. If you’ve watched my video where I talk about the things that you don’t need in your business, things like: email lists, websites, freebies, social media content, etc. You don’t need those things, but a really great way to provide value to someone is to help them solve a problem for free. If you can get on the phone with somebody for 20 minutes and give them a good idea or a tip or a trick or something that they can take and run with in their business or in their life, that’s super valuable for them and is a fantastic way to provide value. Another reason that I love love, love these calls is the opportunity to learn what challenges people are facing because at the beginning we might not be 100% sure of that problem that we solve or the results that we can help our clients get.

So, when we’re not clear on that, these strategy sessions really help you learn what questions to be asking? What do they think that I do? What is their viewpoint of how I can help them, and get clear on what your role is. So, it’s a major payment into the value bank, which is a huge opportunity. The law of reciprocity is big here. The more value you provide, the more value you’re going to get back, whether it’s from that person or from someone else. I ended up with the opportunity to learn so much about potential clients and who they are and the questions that they ask and the language that they use; because as an expert in what you do, it’s very easy for you to talk over someone’s head without even realizing that you’re doing it.

 

I remember at the very beginning of my business, it was back in 2018, and I was prepping for 2019 and I was mapping out our revenue and sales plan for 2019.

I did this whole campaign and I was super excited about it. I had an offer that went with it and all these other things and I found that I actually was talking over my ideal client’s head.

They didn’t use words like revenue plans, revenue projections, or sales plans yet because my audience was brand new entrepreneurs and they don’t necessarily even know those things yet. So while I put together this beautiful, fantastic campaign, it wasn’t really relevant to my ideal client.

I was talking over their head and it wasn’t until I offered these no pitch strategy sessions and got on the phone with about 15 different people that I was like, Oh my goodness, this is my ideal client! This is who I can support! This is what I’m good at! I can talk to this person and I can solve problems for these people!

But for a long time, I was just pumping out things that I thought that people needed and wanted instead of actually getting into conversations. And even at this point in the game, in our business, years later, we still do free strategy sessions and that helps us keep our ear to the ground and really understand what words are people using. Where are they at in their journey? And being really clear who we’re bringing into our community, so we can continue to serve them well.

So no matter where you are in your business, the strategy session is a really great use of time. Obviously you want to live it, then you don’t need to do 100 of them. You know, you can literally say, Hey, I offer 10 of these every single month. And if they’re 20 minute calls, it’s only a few hours of your time. But the information that you learn, the relationships that you build and then the future opportunities for those people to either become clients or refer you clients is huge. 

 

#3. Sales Call

And then finally there is the sales call, the discovery call, the consultation, the consult, whatever you call it in your business. And this is one that I see missing from most people’s calendars. This is hugely important, because if you don’t have sales calls, you don’t have clients. You have to be actively booking sales calls in your business, every single day. Your goal should be to have sales calls on your calendar every single week. In the beginning, this might not happen for you and that’s okay. But I really want you to start thinking, am I running enough sales calls? Am I running enough sales calls to hit my goals? And if the answer to that question is no, you really need to go back to the drawing board. Am I not making enough invitations? Am I not asking enough people? Am I not having enough conversations?

Really think through, are there sales calls on your calendar? Even if you are fully booked.

So maybe you are a health coach and you’re full of clients right now. You’re not actively taking on new clients, but here’s the deal, how long are you going to work with your clients? What if one of your clients canceled? What if their circumstances change? What if your contracts are up? You want to make sure that you constantly have people coming into your business. So this is a very important part. Whether it’s creating a wait list or telling somebody: hey, my next onboarding opportunity is in four weeks or whatever that looks like, but we never want to stop running sales calls. 

 

So the three types of calls you should be running in your business are the networking call, that connect call, that is super, super important for a multitude of reasons. The second one, is the strategy call, deposit that payment into the value bank, that opportunity to learn about people, that opportunity to build relationships. And then finally making sure there are sales calls actively on your calendar. I honestly believe that this should be happening every single week. There should be sales calls on your calendar. So I want you to really go through, look at your schedule. How is your schedule mapped out right now and figure out where you have time for these types of calls? This is the income producing activity in your business. This is where you should be spending your time. So if you feel like: Hey, I don’t have time right now to get these calls on my calendar, there’s just no way I can run that number of calls, then it’s time to really take an audit of your time and where you’re spending it. That time really driving revenue in your business is really impacting you getting clients. Because these are the things that 100% should be on your calendar week in and week out.

 

If you would like to continue to hang out with us, you can find us over on Facebook and the Ambitious Women Entrepreneurs, Mastering Sales Skills Community. We are @UncensoredSales on TikToK and Instagram. And then if you haven’t yet, make sure you register for our free training on how to go from employee to business owner. I’m going to tell you the exact activity that you need to do to have more calls like this on your calendar.

 


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Handling Sales Objections

 

Handling objections on sales calls.

 

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

And today we’re going to talk about sales objections.

How do we overcome those objections?

  • I need to think about it.
  • I can’t afford it.
  • I’m not sure.
  • I’m shopping around.
  • All the different things that we hear during sales conversations.

 

How do we handle those gracefully without trying to strong arm or muscle people in to making decisions?

Handling objections starts during the discovery process of the sales conversation.

Because the only way that I am able to successfully handle objections is if I have enough information to do so, right? This is why I strongly encourage discovery calls, consult sales calls when you’re brand new to business. So you can have a conversation, right?

Because if you’re not having a conversation, if you’re not learning enough about the ideal client, the problem that they have, why it’s important for them to fix that problem, you’re always going to have a hard time overcoming objection without sounding like you’re trying to convince or talk them into your services, which we know that you do not want to do.

 

Overcoming objections actually starts at the beginning of the sales conversation of having a productive sales conversation.

 

So, you want know exactly the problem that this person has, you want to know their goals and you wat to know why this is important to them.

 

Because once you have that information that you are able to overcome objections in a much more in conversational way. Where you’re able to ask questions and use the information that you’ve already learned about them to have a productive conversation. Okay.

 

So what does that sound?

As soon as you get an objection…

Hey, I understand, right?

 

Because what they think is going to happen based on prior sales experience, is you’re going to try to jump down their throat, you’re going to try to talk them into it. You’re going to try to tell them all the reasons why they don’t need to think about it.

 

And so the first thing I want to do is throw in a pattern interrupt right than, Hey, I get right. I understand. It feels like you need more time to make this decision

 

Now that know that I’m not going to try to talk them into something. Now I can ask a question and I always like to ask for permission again, because I don’t want them to think that I’m trying to talk them into something.

 

Ask a question like…

Do you see how, whatever your solution is, is going to help you solve whatever problem that they told you that they have. Right. And do you see how this solution solves your problem?

 

Because I need to know where is the detach, right? Like where are they not sold? Where are they not bought in? What more information do they need? What’s going on here? Right.

 

I often find that objections are just fear, right?

Like I’m not certain that I’m going to get the result. Right. And so I want to know where is the uncertainty coming from? Is the uncertainty coming from you? You’re afraid that you’re not going to get the results or is the uncertainty about me? You’re not sure I’m the right person to get you the result that you want.

 

So, the first thing I’m trying to do is isolate that in the conversation, right? I want to isolate that in the conversation by asking, do you see how this solution is going to get you the result that you want?

 

Because now that I have that piece of information, I know what question to ask next.

Notice, all I’m doing is asking questions. I’m not trying to talk anybody into it. Right. I’m using the information that they gave me in the discovery to ask questions. Because when they say, yes, I do see how this solution is the right solution.

 

You know, I just need some time to think about it. Okay, great.

 

You told me in our earlier conversation that it was really important for you to solve this problem because of ABC X, Y, Z. Right? Is that still true? So let’s talk about it.

 

You said you wanted to solve this problem, where is the disconnect?

And then you’re able to ask that question very specifically.

 

You’re not telling them here’s your disconnect. And here’s why, and here’s all the reasons why you need it for me.

 

You’re saying, where’s the disconnect because this is going to get you the results you want. And you told me that you have this problem, and this is why you told me it’s important to you. So where is the disconnect and ask moving forward together, right?

 

And when you’re asking questions, then they’re selling themselves. They’re the ones talking, they’re the ones explaining what’s going on. Right. And so instead of you being like, let me tell you why you need to take action, right this second (because that never elicits any positive emotion or any kind of certainty)… I want them to tell me, what are you waiting?

 

If you’re confident that this solution can get to the result of what, why are you waiting?

Right. So that’s the first thing. If they say, you know, I’m not 100% sure that this solution is going to solve all of my problems that I told you that I had now, I need to ask a different set of questions. What are you unsure about?

 

Do not tell them why they should be sure… ask they WHY they are unsure.

 

I want them to tell me in their words, and then I’m going to go back to what I learned in the discovery call and say, okay, well, you know, in our earlier conversation, you said ABC XYZ.

 

I’m just using the information that I’ve already gathered earlier on in the sales conversation to help them get to that point.

 

You’re not going to be everybody’s cup of tea.

I want to tell you, I’m teaching you right now, how to overcome objections, but not everybody’s going to be a yes.

So sales conversations are knowing that’s okay, nothing has gone wrong. You’re not broken. It’s not you it’s or your offer or your pricing.

 

Not everyone is going to be a yes. Okay. I want you to just be okay with that right now.

 

So if they’re like, Hey, I’m not sure this is the right solution for me.  –  that happens, right?

 

They may say they don’t think your solution is the right solution for them. And that’s okay. Your solution is not for everyone. It’s your job as a business owner to say Hey, listen, you know what, based on what you just shared with me, maybe this isn’t the best solution for you.

 

That is the best way to gain trust with a new client is to tell them or your potential clients.

 

The best way to get referrals and recommendations is to tell them, you know what, maybe this is not the best fit for you.

 

Like that will instantly gain credibility because it’s not very often their sales person says, Hey, you know what, maybe you’re right. But it’s a great way to build a relationship and get them to refer you to other people.

 

Recap:

The first thing we do when we get the objection is, we empathize.

We ask for permission to ask questions.

Then we ask them if they see how this solution is going to get you the results they wanted.

 

It is important to understand why it’s so important to do such a good discovery is such good conversation. So you can help them determine from their information from there for what they want to accomplish, why they should or should not move forward.

 

See you soon!

 


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Mastering Your Sales Mindset

Mastering your sales mindset and what that even means.

Welcome to Uncensored Sales TV. I am your host Ryann Dowdy, sales coach that helps high achieving women leave their 9-5 and build 6-figure businesses by mastering their sales skills and mindset.

This topic is near and dear to my heart because it marries my two favorite things, sales and mindset.

This is such an important thing for new entrepreneurs to master when growing your business.

So here’s the deal you have probably said at some point or another, I don’t like sales. Sales is my thing. I’m not good at sales. I don’t want to be salesy. I don’t want to be pushy. I don’t want to be annoying. I don’t want to bother people. Sales is just not my thing. I’m just not good at it.

Right? If any of those things have come out of your mouth or cross your mind, you are not alone.

The problem with those thoughts is that it is keeping you from making money in your business.

 

Yes, you are struggling to make as much money as you would like in your business because of your relationship with sales.

And it’s not your fault because you have been told that you can start a business without selling. You have been told that in marketing messages everywhere, right? They say just start a business, just start a business without having to sell anything. And my friends that is a lie because nothing happens in business until a sale is made.

I’m going to say it again.

Nothing happens in business until a sale is made.

I’m not saying this to you to pick on you or make you feel bad. I just think that this is a really important conversation and one that you have got to get control of. So you can hit your financial goals and leave your 9-5 job.

 

Sales is the lifeblood of any business.

No sales, no clients, no business.

But we hate sales. We hate the thing that is the gateway to our success, right?

This thing that is this gateway to our income.

And because we hate it, it is keeping us stuck because we don’t want to do the things that are going to make us money.

We don’t want to go out and network.

We don’t want to go out and build relationships with strangers.

We don’t want to make invitations to sales calls because we are so worried about being pushy or being annoying or being salesy or any of those things.

 

We have got to change your relationship with the word sales if you are going to build a profitable business.

 

I’m going to give you some fun, actionable exercises today to master your sales mindset.

 

The first thing I want you to do as I want you to write the word sales on the top of a piece of paper, and I want you to write down all of the thoughts that come up for you.

 

When I say sales, what do you think?

And this actually used to be a question in our Facebook community where we ask people, what do you think of when you think of the word sales? And I mean, it was never positive.

Nobody has a positive connotation with this word at all, right?

Like you’ve never seen a movie where like the salesperson was the hero. They weren’t the good guy, right? Like that just doesn’t happen. So, it is only natural that we have this unhealthy relationship, but we have got to change that relationship inside of your business so that you can start making some money and the first way to change our thoughts, the first way to change our mindset around anything is to first understand what we currently think.

Because you have been thinking, whatever it is you think about sales for so long that it is automatic.

 

Your brain has automated that task. So when you say sales, your brain goes, Oh, Nope. We don’t like that. We don’t do that. That’s bad. That’s gross

 

So I want you to write down first, what are all those thoughts that come up for you? How do you feel about the word sales?

 

And then I want you to go through those thoughts and determine where did that come from? Is this even true?

I’m going to give you an example. When I was young, I grew up in the era where telemarketers would actually call it your house. Right. They would call your house in the middle of dinner. And I remember my dad answering the phone for salespeople and hanging up the phone. Right. So, like I’ve had a negative connotation to the word sales since I was a teenager. Right.

 

But honestly, that was his view, not my view.

It was annoying to him and not me.

I want you to go through this list and I want you to think of why you feel the way you do about sales.

We lovingly joke about, Hey girl messages in my community, which unfortunately the direct sales industry has perpetuated. Hey girl, we haven’t talked to in five years, but want to try this skincare product? We have all received that message.

And so we instantly have decided if that’s sales, we don’t want to do it.

But the good news is you don’t have to do that.

You never have to send a, Hey girl message if you do not want to.

There’s a million different ways to build relationships and start conversations that are not about jumping into somebody’s inbox with a pitch.

 

We first have to understand our thoughts around sales. Then we have to decide, what we want to think about sales instead.

 

What do you want to think about when you think of the word sales?
You have to literally retrain your brain to think these thoughts.

So you’re probably not going to wake up tomorrow morning and be like, Oh my gosh, I love sales, if today you hate it. So we don’t want to choose the thought. I love sales isn’t a good choice because it doesn’t feel true. And if it doesn’t feel true, you’re not going to be able to get there in your brain.

 

So we need to pick a thought that feels true. We need to pick a thought that feels believable.

 

Some of my favorite thoughts to have you guys start with are things like selling is helping or selling is serving,right? Because to me, my job as a sales person, as a business owner is to help somebody make a decision as to whether or not I am the best person to help them get a result. I’m not convincing. I’m not pushing, I’m not talking anybody into anything. Right? I’m going to have a conversation with you. And I’m going to make a recommendation based on the information you’ve shared with me.

 

I’m just here to help you make a decision.

 

Another great one is selling a serving.

And this works because WANT to serve your clients. You want to make an impact. You want to serve. Like you want to do that, but you can’t serve clients until you sell them something, until you sell them your services, until you sell them your package. Right?

 

Selling is serving. The only way I get to serve is if I sell.

Trying on some of those thoughts is really, really powerful and fun. And so every time you catch your brain thinking, selling is bad, selling is gross, selling it’s yucky. I don’t want to do this. I don’t want to be salesy. I want you to correct your brain.

….. No, no, no. We have learned that those thoughts do not serve us in any way, but here’s some thoughts to think instead. And you just want to keep catching the negative thought and reframing it, catch the negative thought, reframe it, catch the negative thought, reframe it.

 

As I wrap up this video, I’m really going to blow your mind. The Google definition of the word sales is the exchange of a product or service for money. By definition, sales is the exchange of a product or service for money, which means every other thought feeling and emotion you have about sales. Everything else that comes up for you is made up in your head. It’s literally made up in your head, which is fantastic news, because that means that you can change it right?

 

When the thoughts are coming from our head, that means that we can change that night. When we recognize that, Hey, that thought does not serve me anymore. I need to choose a different thought. And again, this is a practice. Like anything that I teach you, this is not something that’s going to happen overnight. But I promise you that as you start to improve your relationship with the word sales and improve your mindset with the word sales, you will find yourself being more comfortable jumping outside of your comfort zone.

 

You will find yourself being more comfortable following up with somebody. You will find yourself being more comfortable, putting yourself out there because you have learned that sales is not going. It’s not a bad thing. And in fact, it is the most necessary thing that you have to do in your business to make money. Right?

 

So go do this exercise. It will change your life and your bank account!

 


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Video

4 Reasons You Are Not Making as much Money as You Want!

Four reasons why you are not making as much money as you would like to be in your service-based business.

 

Welcome to Uncensored Sales TV. I’m your host, Ryann Dowdy, a sales coach and strategist that helps high achieving women that leave your nine to five and build six figure businesses by mastering your sales skills and your mindset.

 

Today we’re going to talk 4 things that are holding you back from making as much money as you would like inside of your service-based business.

 

#1. Your Business is Optional.

That might make you a little angry. You’re like, well, Whoa, Whoa, Whoa. My business is not optional. Ryan. I work around the clock. I do all of the things. My business is not optional.

I want to challenge you a little bit because what I mean by your businesses, optional is meaning on the days when you’re tired, you don’t feel like it you’ll have client work to finish first and then your stuff never gets done.

Your business becomes optional when it becomes optional for you to actually show up and do your power hour to actually show up and network, to actually show up and build relationships, to actually send the direct messages and build the relationships to book the coffee chats, to book the sales calls.

When it is optional for you to do that your business will continue to struggle because for a business to be successful, you have to be all in, especially as a service provider.

You want someone to be all in on you. You want someone to invest in your services, but if you are not all in that, that doesn’t add up.  It becomes hard to get clients because you’re not all in because you’re not 100% committed because you’re willing to put it on the back burner when something else comes up.

And I am not saying this to pick on you. I say this because I get it. I feel you. I remember when I was growing my business while pregnant, alongside a full-time job with a toddler, there were days when I just did not feel like it.

And some of those days I didn’t show up and I promise you, it slowed down the momentum in my business.

Every single time we decide to slow down a little bit. Every single time we pull our foot off the gas, we literally slow down our results. We slow down our momentum, right? So, when it becomes optional to actually show up and do the income producing activities inside of your business, it will become optional for people to invest in you.

When your business is optional to you, it will be optional for people to invest in you.

 

You have to decide to be ALL IN.

This is not me telling you. You have to work 80 hours a week. No, I don’t care if you are showing up an hour a day, just a power hour, Monday through Friday.

That’s it. But that’s consistent.

That’s not optional. Right?

I’ve heard a lot of people compare business to your baby, right? When your baby is hungry, you don’t not feed your baby because you’re tired. You don’t not feed your baby because you’ve had a bad day. You don’t not feed your baby because you don’t feel like it today. Right? You feed your baby because your baby needs to be fed every single day.

This little baby business is your baby. And it cannot be optional to take care of just like an infant to baby is not. Okay.

So that is the number one reason why you are not making as much money as you would like is your business is optional and you keep stopping and starting.

 

#2. You are not talking to enough people.

You are not talking to enough people. I truly believe this. I coach this to all of my clients inside both of my programs, that the amount of money you make is a direct correlation to the number of people that know about your business.

 

The amount of money you make is in direct correlation to the number of people that know about your business.

 

So if only 20 people know about your business, you’re going to have a hard time getting clients.

We need to make sure that people know that your business exists, and that you were having actual conversations. One-to-one conversations with humans and saying, Hey, I’m a virtual assistant. Hey, I’m a social media manager. Hey, I’m a life coach. Hey, I’m a Pinterest manager. Hey, I’m a Facebook ads manager. Hey, I’m a career coach, right?

We need to be having those conversations because the more of those conversations that you have, the more likely you are of meeting someone. Who’s like, Oh my gosh, a career coach. I need a career coach. Oh my gosh. A virtual assistant didn’t even know there was a thing. Totally need one of those. Right?

But the problem is, is that we don’t often talk to enough people. We severely underestimate the number of people that need to know about our business for us to be successful.

I’m going to give you some statistics.

At any given time, only 3-5% of your audience actually need your services right now.

That doesn’t mean that we’ll ever need your services. But right now, Hey, I’m ready. I have the money. I’m ready to make an investment. I have this problem. I need it right now. 3-5%.

So if you need five clients to hit your income goal, you’re going to need a hundred people in your audience. You have to talk to people about your business. Not to mention the other 95% can potentially become clients. Later.

They become referral partners. They become collaboration partners. They become your friends. They become people that you build relationships with. So the second reason that you are not making as much money as you would like, because you were not talking to enough people.

 

#3. You are skipping steps.

You are skipping steps in your business. And this one is not your fault at all. Right? There’s a lot of marketing messages out there in the world that tell you all sorts of different ways to grow a business. Things like starting an email list or running Facebook ads, writing a bunch of content and wait for people to reach out to you. There’s a lot of that out there in the marketing world. So you think, Hey, this is what I’m going to do.

I’m going to create a freebie. I’m going to start an email. And this is how I’m going to get clients.

And while creating a freebie and starting an email list is a super, super smart thing to do in your business. It’s not a super smart thing to do yet because you, as a brand new business owner do not yet have enough experience or enough clients or enough data to really decide.

  • Who is my niche and who is my ideal client?
  • What is the result that I get from my clients?
  • What freebie would they even be wowed by what freebie would they be willing to part with their email address?

 

If you don’t know exactly what freebie your ideal client needs or wants, you’re not ready to create a freebie. But we spend a lot of time on these things because there’s a lot of marketing telling us that we should.

But what winds up happening is that you spend a lot of time, effort, money, and energy on these things. It feels productive.  We’re checking things off of our list. It feels good, right? I’m getting so much done. This is amazing. But the problem is as if those tactics, while fantastic tactics are not going to be how you’re going to get your first clients.

 

You’re going to get your first clients through networking and having conversations and talking to people and solving problems.

 

That is how you are going to get your first clients. And then once you’ve had a few clients have a couple of wins, get some data and information, then you can really start thinking about, okay, now I’m start ready to start doing more of these advanced marketing and sales strategies in my business.

Okay. So the third reason that you are not making as much money in your business, as you would like, is that you were skipping steps. You were trying to implement marketing tactics that are designed for a more experienced entrepreneur.

 

#4. There is no clear path. You have no clear path to take random stranger on the internet to clients.

No clear path. What do I do? How do I build a relationship? What do I say? What sort of questions should I ask? How do I qualify people? What should my sales conversation look like? What do I even need to cover in a sales conversation? How do I overcome objections?

All of that, most new business owners don’t think about, right? They don’t focus on they’re so focused on, well, what services am I going to offer? How am I going to deliver on this and systems and processes that I’ve got to have this whole thing in place before I could go out and get clients.

But the first process that you need to create inside of your business is a system to get from Hello to Closed.

And without that system, all of those other ancillary things that you are working on right now that are filling up your brain and making you feel, making you feel a little crazy, right?

Those things are not serving you.

They’re not getting new clients.

There are a million resources here on this YouTube channel to walk you through all of those things. So please don’t think that I’m just going to drop that and not give you any information. Please go through, watch the videos on this channel.

I talked to you about sales conversations. I talked to you about networking. I talked to you about objections. I talked to you about pricing. All of those videos are available for you here on Uncenored Sales TV.

 

Recap:

The four things, the four reasons you’re not making as much money as you would like.

#1. Your business is optional

#2. You’re not talking to enough people.

#3. You are trying to deploy a more experienced marketing strategies.

#4. You have no clear plan to get from stranger to clients.

 

See you soon!


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