In this episode of the Breakthrough Babe Podcast, I’m uncovering a secret that will help you get really great at selling no matter what it is you sell.
Points we’ll discuss include:
- How to make sales daily
- The sales we make in our own life
- What you need to make a sale
I’ll be sharing with you the ways we make sales in our everyday life and how you can use the same process for personal sales, in your business.
For all the details, listen to ALL of episode 63 of the Breakthrough Babe Podcast on your fave streaming platform.
If you have enjoyed this episode of the podcast, take a screenshot, head on over to Instagram, and share your IG stories and tag me, @jengitomer.
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How One Day Spent ON Your Business Can Impact Your Entire Year
15:11Do you have a running list of things you’d like to make happen for your business, yet you can never seem to find the time/energy to actually make them happen? Do these tasks (tasks that would truly help YOUR business grow) keep ending up on the back burner as you grow your clients’ businesses instead? In today’s episode, I’m sharing a concept you may have heard me mention before - a VIP Day - and shifting its focus onto you and your business. When you’re listening to this show, you’re going to learn more about what I consider a technique of Next Level Entrepreneurs. It’s something that, if you choose to apply it to your business, will lead to wildly accelerated outcomes. Here’s how just one day spent on your business can dramatically impact your entire year. How much of your time spent working is actually moving YOUR business forward? While I see so many coaches, entrepreneurs, and service providers spending tons of time IN their businesses, what I see much less of are these same people spending any focused time ON their businesses. Perhaps this is something you can relate to: Here you are, committed to your entrepreneurial journey, setting goals and intentions for yourself and your next year, but then... stuff just keeps getting in the way. And the tough pill to swallow is, it's not like you're not being productive. It's not like you're not working your butt off, particularly in moving your clients’ businesses forward. You’re busy. You’re hustling. You’re doing important work, but it’s all preventing you from launching that course, from expanding on your current offerings, and from embarking on that new revenue stream that might be the thing to finally advance and elevate your business. What’s the solution? A VIP Day. Now, you may remember a concept I talked about a while back called VIP Days. VIP Days are essentially an exclusive experience for a client to work with you directly one on one to address issues in their business and accelerate their success in one highly focused day. When I first introduced this strategy, I talked about the value of offering VIP days as a means of providing something uniquely impactful to your clients that brings in quick cashflow for you and gets them supercharged results. But today, I want to talk about VIP Days from another perspective. This one is focused on you and your business, rather than your client’s. How often do you invest in yourself by taking a day OUT of your business to work ON your business? I was recently speaking with one of my clients and mentioned this concept to her. I said, “Hey, why don't you give your company a VIP Day?” She had been telling me how she’s been wanting to do this and that to help grow her business, but hadn’t found the time to really focus on these things. Within a few minutes, she’d agreed a VIP Day for her business was a good idea and got back to me that week with an upcoming day she’d blocked out to spend the entire day focused on her own business. And let me tell you, it’s incredible how much she moved forward in ONE DAY. She took a ton of items that had been lingering on her to-do list for months and crossed them off in one day. Everything from creating new SOPs, to outlining a refreshed customer service experience for her clients, and so many other things that had been weighing her down. This is what being a Next Level Entrepreneur is all about. A Next Level Entrepreneur looks ahead and plans accordingly. They MAKE and TAKE the time to invest in their own business. I am about to make seven figures in my business because I dedicate time to my business, not just to my clients’ businesses and the things that I'm putting out there for them. I am just as dedicated to my own growth. So I want you to ask yourself, “How much time am I dedicating to my own growth?” Have you ever invested in a VIP Day for your business? What would be the value, to you, in truly investing in your own accelerated outcomes? Now, imagine that you dedicate a day every quarter where you’re going to spend it working solely ON your business. You’re not going to respond to client emails, you’re not going to respond to your team; you’re going to put someone else in charge and you are literally going to take a full day to focus on your business. What kind of results could you create? What kind of intentions could you set? And now, imagine you don't just do it alone. Here’s why Next Level Entrepreneurs always have their own coaches. VIP Days are incredibly impactful on their own, but they are a whole other level of amazing when done with a coach. I do it with a coach, and I believe every single entrepreneur should have a coach. Coaches are able to help us move past the things that keep us stuck and help us see beyond the minutiae of what’s holding us back so we can focus on the bigger picture. The same is true for VIP Days done with a coach. A coach will make your VIP Day both easier and more productive. When you have someone that can lead you through activities and exercises designed to help you uncover things that may have been getting in your way of moving forward, together you can create new outcomes, create a new reality, and create new results that can lead to your business growing bigger, better, faster. With that guidance, you will complete your VIP Day in a way that allows you to hit the ground running in your business. This VIP Day on your business leads to freedom: Freedom from your to-do list, freedom from the pressure of having to do research, freedom from wasting time on trial and error on things that maybe you aren't an expert in, and freedom to know how to focus on the things you’re incredible at and outsource/delegate the rest. Your next step: Your challenge right now is to consider how much time you actually spend on your business. And, if this is something you want (NEED!) to be doing more of, it’s time you made a plan for your next VIP Day for your own business. A lot of times, people will say to me, Jen, I can't believe it's the end of the year. I had all these things I was going to launch and I just couldn't get to them. I guess now I'm going to have to wait to get to them next year. Don’t let this be you, year after year. Don’t get so focused on helping your clients that you forget to focus on growing YOUR business. If you want my help... If you’d like my guidance and want to chat about what it would look like to work together for your next VIP Day, whether virtually or in person, feel free to DM me. I do have some VIP Day openings, as well as a scheduled VIP Experience in November at this beautiful house on the beach. It's going to be amazing. If this is something you're interested in, definitely contact me about it directly. I would love to spend a day with you working on your business and taking your growth from 0 to 60.
The Powerful Growth Strategy Most Business Owners Avoid
14:06Is there something that you've been holding back on in your business because of fear? Is there something in your past that you were afraid of, but then eventually decided to try and it turned out really well? In today’s episode, I talk about a strategy that helped me grow my business to six figures in less than six months. And it can help you grow your business as well. But, the ironic part is that this particular strategy is one that I almost avoided because of fear, doubt, and uncertainty. That’s why I really want to share it with you because it’s so powerful and I consider it one of the elements that I attribute so much of my early success to. Thanks but no thanks. Almost the biggest missed opportunity of a lifetime. In 2013, I was at a tennis clinic and started chatting with one of the other players, Conrad. Conrad told me that he was a leader in a networking meeting (not to be confused with network marketing) and that networking had the power to change the trajectory of my business. He invited me to attend (the golden ticket) and told me there would be about a hundred people - entrepreneurs, salespeople, other people trying to grow their business and all I had to do was show up to this big grand ballroom in New York City. But the thought of standing up in front of those hundred people, telling about myself, what I do, and who I want to meet, terrified me. And, because I was so scared, I said thanks, but no thanks. What would you do? Would you be in or out? Conrad knew that this meeting had the potential to change my business and my life. He must've invited me 6 to 10 times over the next couple of weeks. And each time, I came up with an excuse as to how/why I was busy at 7 AM on a tuesday morning...every week. Until, finally, one day I accepted the invitation and I walked into the networking meeting. Shaking and terrified at the thought of standing in front of that many people, I gathered courage . And that day changed my business forever. The Misconception About Networking You might be thinking that at these networking events, people are only there to sell their products and services to potential customers. That they’re salesy, slimy, icky... That’s what I thought too. But I almost missed out on an opportunity that changed my business because of this preconceived notion of what networking events are. But, after that very first meeting, I was hooked. I joined the group, became a leader in the group, and eventually left the group to start my own networking group that grew to more than 40+ members who showed up every week in person. And most importantly, we passed millions of dollars of referral business and yes, we tracked all of it! The power of Intentional Networking What does networking get you? Why is it so powerful? How does it work? When you're in a group of people who have been selected by the networking leader, you are all there for a reason. You're all there because you have some sort of matching energetic vibe. You have businesses that are complementary to each other. You are able to give each other advice, referrals and real support. Imagine being in a networking group with people who have all different zones of genius and they're willing to share their zone of genius. When I started my business, I was able to get meetings with people who were, at that point, way far ahead of me in business. They were able to give me advice that I never would have been able to have access to would it not have been for being a member of that group. Because those people who were earning seven figures, multiple seven figures at the time, would never have sat down with someone like me if I wasn't in their networking group. But the fact is we were all accepted into a group together which created instant connection and a shared desire and intention to help each other. How’s Your Current Network? The difference between a networking group and an online community or a mastermind group that you might already be in is that in the networking group, people actually want to meet one another. And there are scheduled meetings, one-on-one meetings, and small group meetings where you can meet each other. In addition to that, if you're in the right networking group, people show up with an intention to give. They show up with an intention to give advice, to give value, to give help, to give connections, and to expand their network. And that's what you can get as well. I realized that when you surround yourself with people who are doing great things, it makes it easier for you to do really great things. The power of your network can change the growth of your business. In just one meeting, if you know the right people, they can connect you with the other right people as well. And those people can turn into customers, referrals, and they can turn into business or affiliate partnerships. Even lifelong friends. The Real Power Power of Networking But the power of networking and the online business world is so understated. For years, I lost touch with that power because I've just not seen it done well in any online community that I'm in - communities that came with courses, communities that came with templates and other programs, mastermind communities, and coaching communities. Being a part of a networking group where you show up intentionally to help the other members of the group, and they show up with an intention to help you is so powerful. It can change the trajectory of your business. It can change the trajectory of your life. And knowing this, for the past couple of years, it's been on my heart to create a global networking group of some kind. When I first moved to Charlotte, I was going back to New York City every single week because I was making so much money from networking that it was in my best business interest to continue to go back to lead the group I was leading. I was flying back and forth every week for a year until it eventually wore me out and I had to pick up my business elsewhere. Since then, it's been on my heart to start a group like this again because I know what this can create for entrepreneurs like you. And I know how this could help people grow their business faster, more efficiently, more effectively, and in a really fun way. That's why I created CEO Club (yes, you’re invited!) Your Personal Invitation to Growth Acceleration I'm going to tell you a little bit about CEO Club because it would be selfish of me to create this group and not share it with some of my most loyal podcast listeners. CEO Club is an online global networking group. It's not in person. It’s all online where I'll be facilitating breakout sessions and small group connection sessions. You’ll get access to networking sessions where you can meet other amazing entrepreneurs, where you can meet people who want to connect you with potential customers, where you can meet people who want to connect you with the vendors that you're looking for, people that want to do JV affiliates and where you can meet amazing people who could become not just business connections, but lifelong friends. The first step to get into the CEO Club, is to apply. You can go to ceoclub.vip/apply. And do me a favor, in the section that asks you who referred you, since you listened to my podcast and you heard it here, choose my name. Then, when you get there, if you’re an entrepreneur, that’s a perfect place for you where you can significantly help your business grow. The Bottomline No matter what you choose, whether you choose to apply to the CEO Club, or you choose to find a networking group in your community, I just hope that you'll give networking a chance in some way. And networking beyond the way that you're likely doing networking right now in your online groups because intentional networking, where you surround yourself with the right people who can both buy and refer your services, who can recommend you to other people, who can become your best salesforce on the planet, can literally change your life and your business. It changed mine.
One Question Can Change Your Life
12:46Why did you originally decide to become an entrepreneur? If you’re like me and most of the other entrepreneurs I know, you took the leap for a bunch of different reasons that all had one common denominator: freedom. Location freedom. Financial freedom. Time freedom. Let me ask you this: Does it feel like you’ve achieved it yet? If not, why do you think that is? This week’s episode on the Breakthrough Babe Podcast may just be one of the most important shows yet. I'm of the belief that this one question - if you're able to ask it of yourself, answer it honestly, and then use it to learn and grow from - could literally change your life. In fact, one sentence can change your life. Think about this: what have you read or heard - one line - that has impacted you forever? My husband and I were hosting a Book Writers Weekend this past week. During those weekends, my husband and I host three to five people that are by application only. It's very intimate, personal, fun, collaborative, and focused on the book that they're writing. During this past weekend, we had a realization: one sentence can change someone’s life. As a content creator, you have the ability to say one thing or write one thing, that can have a significant impact on someone else’s life. To take it a step further, one question you ask yourself can change your life. Assuming you ask a powerful question, answer it honestly, and use your answer to learn and grow from. The question for today's episode is: Are you building a life to support your business? Or, are you building your business to support your life? It’s a simple ‘yes or no’ question. But, what will you choose? If the answer is, “Well, Jen, you just called me out. I've built my life to support my business rather than the other way around,” then you have to answer these follow-up questions: Is that what you want? Do you want a business that runs your life? Do you want to feel guilty when you take time off? As an entrepreneur, you get into this game of entrepreneurship to create time freedom, location freedom, money freedom. But what I see happen so often is entrepreneurs strive to create a business that brings in enough money and in order to bring in enough money, you feel like you need to work harder. It feels like you need to work more. You need to work all the time. And then it becomes the hustle of the year. You need to ask yourself, what do you want your tombstone to say? Do you want your tombstone to say, “great hustler, worked her ass off, yep, 150 hours a week!”? So proud she was working all the time. No, no one does. What kind of “dash” are you creating? I used to do seminars for a company that purchased 90% of the mom and pop funeral homes across the country and one of the big concepts was ‘the dash’. You and I are creating our own dash every single day. You know the dash. Born in 1983 dash whenever. You get to create the dash - and write your story of what happens during that time. What do you want your dash to look like? Because if you're creating a business that only runs if you're running, that's not really a business, that's a crappy business. I hate to say it, but that's a bad business and it's a bad position to be in. It’s time to build a business that supports the life that you want to live, to design a business that supports your lifestyle rather than putting yourself last or putting yourself on your to-do list and then saying, “Well, that's (I’m) not so important today. I will do that thing that's going to feel good for me later after I get all this work done.” Defining Your Non-Negotiables You may be thinking, “Jen just called me out. This episode feels triggering because I'm living this in my day-to-day - my business is running my life...” Don't worry, I'm going to help you solve that. The first step is to create a list of non-negotiables. I help my clients do this all the time, because they often come to me feeling totally burnt out, totally overwhelmed, totally stressed and working all the time. What they find is when they create a list of non-negotiables and then they hold them as non-negotiables, they end up performing even better in their business. It's this really wild thing where our brains tend to think the more you work, the more you’re going to make, the more you’re going to be able to help more people. And that's logical. It makes sense. You and I have been raised to think that, but the truth, is the more you neglect yourself and put yourself last, the more you continue to build a business built on sticks and straws, a business that will easily collapse whenever you hit that point of burnout. Make your list of non-negotiables. What are the things that matter most to you? What are the things that when you design the business of your dreams would be included? Not someday, not one day, but today. Huge distinction there. One of my non-negotiables, for example, is that I play tennis from eight to nine in the morning. Every morning, if I'm at the beach, I play tennis. And on Tuesdays we have a match. That match can run up to 4 hours. I'm not responding to emails during that time. I'm not on customer calls at that time. The world doesn't end. I'm taking off, playing tennis. Sometimes it's an away game and we go to lunch after the game! That's right. So sometimes half of my Tuesday, in terms of work, is shot. But I return to work refreshed, more creative and in a better place to serve my customers...literally. When you create a list of non-negotiables and you stick to them, you will fill your cup in a way that allows you to pour into your business, be more creative and achieve even greater things. I hope by asking you this question, you'll take some time to really think about what kind of business you are creating. One that runs your life or one that allows you to support your life and your dreams. And I hope this will inspire you to do something today for yourself. Fill up your cup, take care of yourself, invest in you because when you do that, it will have a great return.
One of the Most Overlooked Assets in a Small Business Owner's Portfolio
11:56Last week’s episode was about the stress that happens when you’re trying to make a proposal and how to avoid relying on that one piece of paper in order to make the sale. This week, in part two, I’m going to dig deeper into something that most service providers, entrepreneurs, coaches, and others who are making service-based sales don’t often think about: client retention and the impact it has on your income and profit. You may think that the only way to generate more income and increase your revenue and profit, is to get more clients in your business. But sometimes getting more clients is actually not the way to go because that's what leads to burnout, stress, and getting overwhelmed. Hello, spread thin entrepreneur! Strengthen Your Relationship With Existing Clients A better way to increase your sales is to build stronger relationships and get more profit share from the clients you already have. When you have multiple clients, you have to understand multiple different businesses but at some point, if you're a service provider, it's just not scalable. And if you're selling an online course, a membership, or you're selling high-ticket sales, then it's really a matter of having a great client list, going deeper with them and getting more wallet share. An Overlooked Asset in Your Portfolio? Client retention is often one of the most overlooked assets in a small business owner's portfolio. And by portfolio, I mean the portfolio of things that you, as a small business owner, are doing on a daily, weekly, or monthly basis. Most entrepreneurs have sales growth on their to-do list and you might even have measurable outcomes that have to do with sales, but it's not common to see entrepreneurs who associate client retention tasks with growing their profit . And I wonder, is it even something you think about? When you have a service-based business, (copywriting services, podcast agency services, social media services, etc)., retention is a really big part of that. Because even as you grow, if you lose too many clients, then it won't feel like growth at all. Retention must be on your list. The Difference between Customer Service and Client Retention While some entrepreneurs don’t think about retention at all, there are other business owners who stress about this all day long and equate client retention to customer service. But, the fact is, even the best customer service does not guarantee client retention. It’s really a matter of building customer loyalty. And that is not only based on the services you provide, but it’s based on you creating the ‘stickiness’ so that your clients aren’t just clients. Sure, they’re happy and they’ve been wow’d by your service. But you don't just want a happy client, you want a loyal client that will refer you to others over and over again. That’s how your business grows. Creating Customer Loyalty A lot of people think that in order to create happy and loyal customers you need to provide services 24/7/365. If your client is emailing you at 10 o'clock at night on Sunday, you may feel like you need to respond right away, even though you're busy trying to live your life. But, that's not necessarily going to make the difference. What will make a difference is when you start realizing that client retention leads to more business, more referrals, and more loyalty. When you look at it as a sales tool. So just like you sold them in the beginning, you need to continue to “sell them” on staying with you. As an entrepreneur, you should always be selling. But, it doesn't mean you need to be salesy. Salesy is never a good thing. Ask yourself: How close are you becoming with your clients? Are you developing a solid relationship? How much value are you offering? How much value do your clients perceive? You don’t have to get close on a personal level if you don’t want to, but getting personal and creating an actual real relationship helps. Because most people like to buy from people they like. So why not be liked by them? Why not have an actual relationship with them that makes business more fun? Plus, it’s way more fun to do business with people you like! Your Challenge What are you doing on a continuous basis to show your clients the value that you're delivering? For example, if you’re an ad agency, and you’re getting paid on a monthly retainer, then you need to show the results you're getting for them each month - what were your goals, did you meet them, what are you going to do to get there faster, better, stronger, etc. Instead of just being the busy bee worker in the background, stay in touch with your clients regularly to let them know the progress of the work you’re doing for them. Doing so will make everything clear about what has been done so far and what still needs to be done to hit the goals faster, effectively, and efficiently. Becoming a Trusted Advisor Leads to Client Retention Let the data tell the story. When I was working in software sales, I had an account manager on my team and the account manager would do account reviews with my clients. Then, I would show up to all account reviews after talking to the account manager in advance. During the meeting, we would look at the actual data to see how they were doing. Then, the account manager and I would strategize on what the next plan would look like, and what they need to do to move forward over the next three months, six months, next year. We were constantly reconfiguring it based on their data so that we could get them the best results in the fastest way. Now, you may be wearing all the hats where you are both the account manager and the salesperson, but you need to make sure you are seen as a trusted advisor. And the best way to do that is, to be honest. Therefore, you need to be looking at the actual data so that you can make informed decisions with regards to the next step that you and your customer need to take. And when you speak from the data, it's going to be so much easier. There are so many freelancers and service providers out there who are not even having these data-driven meetings. What kind of data-driven meeting do you need to start incorporating into your day so you can focus on client retention? While answering a text message late at night or on the weekend and going above and beyond is great, it does not secure client loyalty. It might add to overall satisfaction and it might help, but in order to improve client loyalty, present the results you’re getting for your clients, sell and resell your clients by showing them the progress and doing things that remind them why they hired you and how you're getting the job done. When done right, your clients won’t have any reason to talk to your competitors because you're constantly presenting them the data that they need to know and show them that together, you are achieving great results.
Are you Letting this Piece of Paper Kill your Sales?
16:21So, you’ve just hung up from yet another discovery call and now you know you’ve got a task you dread laid out before you… You’ve got to write the damn proposal. Be honest - how much of your work life do you spend on proposals? I see it all the time; that shit gets heavy. Between coming up with an impactful design, customizing a package you think will appeal to your client, and writing out your pitch, it’s easy to get stuck in the muck and lose valuable time on this aspect of your business. This week on the Breakthrough Babe Podcast, I’m going to share my perspective on proposals that’s not only going to make them 10x easier to put together, but will also make them more effective and less likely to get you ghosted. And NO - I won’t be recommending any particular design programs, or giving you a proposal template to copy. What I AM going to be doing is sharing what I see the grand majority of entrepreneurs getting wrong with their proposals, and how to change the role this document plays in your sales process to Close. More. Deals! Let’s get into it! Have you ever felt like you're spending so much time on proposals, that it’s killing your mojo AND your sales? You have these great discovery calls and then you have to make the proposal - wah wah. What should be exciting feels heavy because there’s so much to think about, customize and put together and then, after doing all that, you feel like you have to design it and make it look pretty and presentable, which feels exhausting just from the process of the whole thing. Damn those proposals! But here’s the reality: Creating the proposal is not the problem, it’s a symptom. And unfortunately, people try to fix the actual “proposal issue.” So they'll focus on finding new tools, like Dubsado or Honeybook. Those are great tools, but they’re not actually solving the sales problem. Because when you send the proposal off, you're still getting ghosted. You've done all the things to make it look amazing and customized, and you've spent so much time on it. However, how often do you not even hear back from the potential person who might buy from you? It's the worst feeling ever. What I have uncovered is that too many entrepreneurs are using proposals to sell their services. The sad fact is that your proposal does not sell your service at all, but you do. You sell your service. Your testimonials, reputation, and conversations with your prospects sell your service. Stop waiting on a piece of paper to do your sales work You might be thinking that a piece of paper or a brochure that you hand someone or email to someone will give you another chance to sell them. But, let me tell you that's not going to get you the sale. Here's the dealio. They need to be sold before they get the proposal. I only create proposals for people who are ready and willing to buy. It's less of a proposal and more of an agreement - they can see the terms, the scope of work, all the things they will get and the intended outcome. The proposal should just be a formality. Maybe, 5% of the time you don't know if they’ll move forward, but 95% of the time, if you've had an effective sales conversation with your prospect, then you’re ready to proceed with the next step. $25,000 High ticket sale in action I wanted to share a recent sales conversation. The potential customer and I had been corresponding by email. I gave them my number to give me a call to talk about it further, but I missed the call cause I was in a meeting when they called. It wasn’t until after nine pm that I realized they called, and luckily they were on the west coast where it was 3 hours earlier. I decided to call them - the more quickly you can respond to a customer that’s ready to buy, the better. At the end of the conversation, we reached an agreement and I said, “I'm going to send you an agreement and an invoice in order to secure this date. Then, we can move forward.” And boom! The sale was born. Notice one thing? No “proposal”. Turning sales proposals into agreements I didn't call it a proposal because I made the proposal verbally over the phone. Stop relying on a proposal to make your sale! Instead of proposals, why not just send the agreement? Have enough of these calls where you feel comfortable talking about all the things you can do for them, and obtain agreement before you get off the call. So you know exactly what the direction is going to be. Have the actual price conversation. Don’t be a chicken! You may be thinking, “I need the proposal to sell the price.” Why? Why would you wait to talk about price? Have you ever made a high ticket decision without actually knowing what it was going to cost you? Most of the time, when people make high ticket decisions, they need to know the price! In fact, I personally cannot think of a time where I haven't known the price whenever I make a high ticket decision. I don't want to judge my buyers, but I feel most of them want to know the price. So why keep it some sort of secret and then rely on a piece of paper to tell your story? You have a way better chance of telling (and selling) that story in a compelling way than a piece of paper. Plus, when they're on the call with you, they're the most interested and the most excited at that moment. So why not break it to them, whatever the price is, and overcome the objections right there and then? How you communicate results matter. Don’t tell them, Show them. My philosophy has always been that showing someone the results you can get them, is better than telling them. The best way to do this is to actually show them the results you've gotten for similar clients (make sure you have their permission to share). I'm not talking about a really well-prepared, well-rehearsed case study or a white paper. Those are nice, but they're almost salesy. When you go under the hood and show, not tell, what's going on in your clients' world, use testimonials and let your results speak for themselves. Show live samples if you can. It will feel so much more natural and organic and allow you to feel comfortable talking about price. It then makes it easy to set yourself up to say, “Those are the kind of results I've gotten for other people, and I'd love to be able to help you get similar results.” After that, you have an easier time justifying the fee because you're talking about it in a result-oriented way. The Bottomline When you begin to do all of these on your sales call, uncovering their needs, talking about how you can help them, talking about how you've helped others, discussing the price, then the proposal doesn't have to feel so overwhelming. It just becomes a shared document that you can look at and agree on the scope of work. Then, when you start having more full conversations with all the details they need to know to move forward to make the sale, overcome the objections, and talk about what might be holding them back from moving forward, you’re going to make so many more sales. However, you may still feel uncomfortable having the pricing conversation, but it might be hard to uncover that without talking about it with your potential client. So if you feel like something is still holding you back from having all the right processes on the sales call or even talking about the price, just send me a direct message on Instagram: [Instagram Account], and let's see if we're a good fit to work together. If we're not, no pressure, we can still keep in touch. But this is my absolute passion and obsession. I love helping people grow their businesses, and you can't grow your business if you don't make more sales. You need more sales to increase your earnings and make your business profitable. So if you feel like you're still using the proposal to make the sale for you, let's chat about it. Let’s help together for the success of your entrepreneurial career and your business. Tune in to Episode 67 of The Breakthrough Babe Podcast - it’s time to stop losing out on revenue! CONNECT WITH JEN: Instagram
When You Know What To Do, But Can’t Get Yourself To Do It
13:28In this episode, I'm going to talk about the K-D gap, which is something that has a great impact on your personal growth and business success. It’s the knowledge and doing gap that I can see many entrepreneurs are experiencing. It’s when you know about an exciting and brilliant idea, but you didn’t take the courage to apply it and take the necessary action to your business. By the way, let me ask you, is there something in your business right now that’s critical to your success, but you feel scared of getting into it? Then, you tried your best to learn everything from it, including all of the how-to’s knowledge, what it looks like, and what could be the possible results. However, due to your fear of uncertainty, you’re not actually doing it. Hence, if you’re experiencing all of these things today, then you now have a K-D gap. You’re currently experiencing a lack of connection between knowing and doing in your career while running your business. It has the same concept in our personal life. You all know that we should eat well every day. We should consume healthy fruits and vegetables, the right amount of protein, and other vitamins and minerals. Besides that, you may also be aware of the danger that smoking and heavy alcohol drinking bring to your health. However, with all of this knowledge, not all people are actually doing it, just like running a business. Even though you know what you should do, you’re aware of the necessary steps you need to take to help you reach success in your business. Yet, something is holding you back that makes you not do it. Hence, if you’re one of those who suffer from this entrepreneurial challenge, this episode is for you. How Much Do You Know About Your Business? To help you out get rid of the K-D gap, you have to answer these few questions. How much do you know about your business? How much have you actually studied to get better in your business? Did you do your research before you started it? Surely, you did your exploration and fact-finding activities before you finally decided to venture into the business you have right now. Hence, if you’re experiencing the K-D gap, it means that you’re hoarding your knowledge and skills. You didn’t put what you’ve learned into the application to make your business more profitable. It also means that you’re not actually taking the necessary action for the success of your business. Use Your Knowledge and Take the Necessary Action for Your Business One of the best ways to make you successful in your business is to apply everything you’ve learned along the way from the moment you decided to venture into business up until now that you’re actually running it to the market. So instead of keeping your knowledge yourself, get it and use it to make your business more profitable by reaching more potential customers or clients and increasing your sales and revenue in no time. Hence, please don’t hold it back. If you know something, then apply it to your business. If you’ve acquired a new skill, do it to contribute to the success of your entrepreneurial career. Get the Support You Need If you’re starting to apply your knowledge and take the necessary action to the success of your business, you’ll surely see affirmative results in no time. However, if you find it a little bit challenging, you can always get the support and help you need. In fact, you can also get in touch with online business experts, coaches, and other experienced and professional individuals who are endowed with knowledge in owning and operating a business. Moreover, it’s one of the reasons why I created the breakthrough sales coaching program because I’m willing to help those business owners and entrepreneurs with the application and taking action process. By the way, if you want the free masterclass on launching and want to automate and put your sales on autopilot, just go to www.jengitomer.com/automate. Hence, if you’re experiencing the K-D gap right now, I want to help you. I want to help you unblock whatever it is that’s blocking you from applying your knowledge and the necessary actions for your business. When You Know What To Do, But Can’t Get Yourself To Do It: The Bottomline The key is for you to look for answers to these few questions: How much knowledge have you acquired since you started your business? What have you done with that knowledge? How much action have you taken so far? Are you letting fear, doubt, and uncertainty get in the way of you taking action? If your answer is yes, then what are you going to do about it? Who are you going to seek to help you? How are you going to get out of your own way? That’s why the K-D gap is really a big deal for your career and business. Hence, one of the biggest elements I can see that accelerates entrepreneurial success is when you successfully close and bridge the gap between knowledge and doing. It’s because no one is coming along to push you into the entrepreneurial fire. You’re going to do it yourself. You can find help and assistance from more knowledgeable people around you, but it’s still up to you if you want to make a big difference in your business. Moreover, if you keep acquiring knowledge without taking the necessary action, where will you be in six months, nine months, or one year? Will you still have a business two years from now? Always remember that entrepreneurs are known to be action takers. Hence, if you consider yourself an entrepreneur, act one and do your part for the success of your career and your business. Tune in to Episode 66 of The Breakthrough Babe Podcast - it’s time to stop losing out on revenue! CONNECT WITH JEN: Instagram
This One Thing is Impacting your Profit (and Not for the Better!)
13:45Today's episode is all about making more sales in your business and what's holding you back or preventing you from making the sales that you need. Here's what I'm finding: there are a lot of “stressed wantrepreneurs” out there, or even “spread thin” entrepreneurs who are working their butts off, like really, really working so hard, but not making the money that they deserve. And I've been diagnosing what's actually going on. What is the root cause? What is the actual issue? What is preventing these awesome people who have so much to give from making the money they deserve? And one of the things, not the only thing, but one of the things I see happening is people are spending way too much time making the product, making the website, the logo, all the things and not actually testing what they have to offer, or testing the offer with the marketplace to see what the demand is, and then refining it. GETTING PAID BEFORE YOU PRODUCE.. CHECK THE DEMAND + GO WITH YOUR GUT Here’s a personal example: I finally started that networking group that’s been on my heart for forever. I went for it and here’s what I did and didn't do... I did not spend six months making a website or figuring out what it would look like. I decided on a Tuesday that I was going to start it. And that very same afternoon, I sent an email to my list saying, “Hey, if I were to start a networking group, would you be interested?” So many people responded, “Yes, send me the details.” That doesn't mean they all became buyers, but that means I knew within minutes that there was demand for this offer and that people wanted what I had to offer based on what I had told them. Within just a few minutes, I had about 70 responses saying, yes, send me info, send me info, send me in for now. Not everybody has followed my funnel and booked a call to see if they were a good fit. And of those who booked a call, not everyone was a good fit. However, I started the thing and got a sense that there was demand for this offer. Sidenote: if you're interested in it, just message me here on instagram, because it's freaking awesome. And if you're like, but wait, I have an online business. Why do I need a networking group? What does that look like? Networking with other people can be life-changing. And for me it has been life-changing, You’ll create connections that you may never have met. Get business advice from people who you might never have access to. And make relationships that lead to referrals. WHAT MOST PEOPLE DO WRONG So many entrepreneurs sit on their idea and overthink it for weeks, months, who knows how long. They wait until they have the most perfect name, logo, website, ALL.THE.THINGS. IN CONTRAST Think about a movie. Before the movie is ready, they start seeding the market. They start giving trailers to create demand and even to test demand. You get to do the same thing in your business. Just because you're a small business doesn't mean that you need to wait until your product or service is ready before you release the sneak peek, the beta version. MAKE THE OFFER Don't wait until everything's perfect. Don't wait until it's all together. If you have something really awesome to offer this world, to offer to your customers, Offer it. Offer it! Put it out there and then create the offer around the founding members. They'll be patient with you while you build it (if you position it correctly!) You don't have to have it all figured out before you begin to offer it. Because if you wait until it's all figured out, you're going to lose out on revenue. YOUR CHALLENGE: This challenge will have a great impact to your bottom line and a great impact on your customers. Ask yourself: What is the thing you've been holding back on offering? And in the next 30 days, what do you need to do to put it out there? What is the minimum viable product you need to create to do it? And how can you keep it simple? No more entrepreneurial squirrel brain! Tune in to Episode 65 of The Breakthrough Babe Podcast - it’s time to stop losing out on revenue! CONNECT WITH JEN: Instagram
Are You Letting a World of What Ifs Stall Your Growth?
19:54How to Step Out of Content Consumption Mode & Into Limitless Creativity If you’re feeling overwhelmed and anxious recently, just know you’re not alone. In this episode of the Breakthrough Babe Podcast, I’m discussing how much our external factors in our personal lives can affect our business and the ways we can move past them. But before we dive right in, let me introduce myself in case this is your first visit. I am your host, Jen Gitomer, creator of Breakthrough Babe and author of the best-selling book, Sales in a New York Minute. And it is time to make massive breakthroughs in YOUR life. With each episode, you are going to move past your fears of asking for the sale, learn to build deep connections that lead to meaningful business results, and master sales strategies that will help you grow and scale your business. Each week, I will be providing you with tips to avoid common mistakes in your business, teach hacks to help you grow and scale faster, and teach you to ALWAYS ask for the sale with confidence. It is time for you, the Breakthrough Babe, to create more sales, income, and connections in your business. Let’s get started! And today I’m sharing how we can all work through the daily distractions that keep us from focusing on what really matters. For all the details, listen to ALL of episode 64 of the Breakthrough Babe Podcast on your favorite streaming platform. Times are tough I’ve been talking with a lot of people lately who are experiencing a wide range of emotions throughout this past year as it relates to their business and their personal lives. Let’s face it, there is a lot that’s been going on in the world and all of our personal lives. And that will have an impact on ourselves and our businesses. I personally have had times where I’ve struggled with my own positivity and have let negative feelings impact my days more than they should. When there is so much going on, it's easy to focus on the negativity and start to neglect your self-care. Social media’s dark side Something that I think we all can relate to is the cycle of endless scrolling. If you’re someone who finds themselves down endless rabbit holes and feeling like you're neglecting yourself, that is a really bad habit to get into. There is so much negativity that you can get sucked into online, so taking breaks is crucial not only for your productivity in your business but for your mental health. When you’re focusing on external things that are happening in the world or in your life you aren’t going to be able to perform at the caliber you need to for your business. If you’re getting consumed in the world around you it may be time for a reality check so you can step up and anchor yourself back into your purpose and your business. Consumption can ruin creation When people focus on social media or things that are happening around them more than they focus on their business and their purpose, that's when they can stop feeling creative. When you're in content consumption mode you're so focused on other things that you’re unable to get into creation mode. If you’ve been playing small in your business and have been shut down from focusing on the things that are important, it's time to get back to your purpose. Now more than ever your clients need you and it's important that you’re showing up for them in a strong way. Mindset is key When you’re trying to run a successful business and live a fulfilling life you can’t have a negative mindset. If you approach your business and life with negativity that is what you will get back. One of the best things you can do for yourself is to stop focusing on diversions and distractions. As an entrepreneur or a personal brand, these distractions are going to stop you from showing up for your clients in the way you should be. I’m not saying you have to stop having feelings. However, you need to learn ways to address them so they don’t impact your business and your personal life. Your feelings show up way more in your business than you realize. They can be debilitating if they aren’t dealt with properly. As an entrepreneur you must address them head-on, ignoring them will only delay the inevitable. How to move past these feelings. No matter what is going on, you have so much control over how you let your experiences impact you. We all have way more strength inside of us than we realize, and that strength can push us through all of the distractions and difficulties we face. If you’re someone who is struggling right now, just know you’re not alone and it's not the end of the world. Use your business to make a positive impact on others and show up for the people you care about. How you show up in your business is how you’ll show up in your personal life, so make sure you’re doing your best to remain positive and focus on the good. The best advice I can give you is to find the things that ground you. Do things that bring you peace and that give you a mental break from the difficult stuff you’re facing. It’s important to have a routine that will help center you, whether that’s meditation, exercising, praying, reading, etc. Do whatever it takes to make sure you’re taking care of yourself. Just know you have the power to change your mindset, and that will change your life. How to Step Out of Content Consumption Mode & Into Limitless Creativity: The Bottomline If you’re someone who’s felt overwhelmed and out of control recently you’re not alone. This past year has been challenging for everyone. The external factors in our personal lives affect our business way more than we realize. This is why it’s so important that we deal with our feelings and don’t allow them to stunt our ability to function. It’s important to not only acknowledge our feelings but to also take the time to work through them so that we don’t continuously have the same struggles. So much of our success in our lives and our businesses are dependent on our mindsets. The ability to focus on the positive, no matter what's going on around you, is something that everyone has the power to do. Having a positive mindset will completely shift your business and your personal life for the better. Be sure to tune in to episode 64 of The Breakthrough Babe Podcast. And if you love this episode, don't forget to take a screenshot, share it on your Insta stories and tag me @jengitomer so that we can spread this important message to even more entrepreneurs and biz babes!
Step by Step Guide on How to Sell Without Selling
13:58In this episode of the Breakthrough Babe Podcast, I’m uncovering a secret that will help you get really great at selling no matter what it is you sell. Points we’ll discuss include: How to make sales daily The sales we make in our own life What you need to make a sale I’ll be sharing with you the ways we make sales in our everyday life and how you can use the same process for personal sales, in your business. For all the details, listen to ALL of episode 63 of the Breakthrough Babe Podcast on your fave streaming platform. If you have enjoyed this episode of the podcast, take a screenshot, head on over to Instagram, and share your IG stories and tag me, @jengitomer. CONNECT WITH JEN: Website Instagram Facebook
Apply These Lessons to Your Business and You’ll Make More Sales
12:09In this episode of the Breakthrough Babe Podcast, I’m sharing some top tips and strategies that you can apply to your business that will help you create more sales. Points we’ll discuss include: How a lemonade stand turned into a mini sales lesson. The main takeaways that you can apply to your own sales strategy Why confidence is key to making more sales I’ll be reflecting on a recent lemonade stand experience between my step daughter and her friend. Funny enough, this was filled with tons of sales strategy and lessons learned that you can also take away to implement in your own business. For all the details, listen to ALL of episode 62 of the Breakthrough Babe Podcast on your fave streaming platform. If you have enjoyed this episode of the podcast, take a screenshot, head on over to Instagram, and share your IG stories and tag me, @jengitomer. CONNECT WITH JEN: Website Instagram Facebook