Welcome to episode #224 of Explode Your Expert Biz Show, brought to you by http://gtex.org.uk/,
I am your host, Simone Vincenzi, The Experts Strategist, and this is the podcast for experts who want to become the ultimate authority in their niche while making an impact in the world.
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Hello ladies and gentlemen and welcome to another episode of Explode your Expert Biz Show. If you’re watching the replay now, and put hashtag replay so I can see you’re watching live. If you’re listening on the podcast, thank you very much for listening on the show or watching on YouTube. Thank you very much for watching there.
Now today we are talking about selling. We are talking about what is the number one thing that you need to have in place if you want to have more clients, and make more money and sell more. And let me tell you, this is not what you might think. Because in fact, this is not a sales strategy.
Thank you very much, Angela, Regina, Deborah for joining. And ask also yourself questions here as well.
But let me start with a quick story before I get into the meat of what I’m going to talk about today on this show. I remember when I started my business, when I started GTeX, there was a lot to do. And I suddenly found myself pulled into 5000 different directions because I needed to create the events. I needed to create products. And we needed to create services. We needed to get the clients. We need to market ourself.
And when you are running a business, that’s all that you’re doing. You’re pulled a lot of times in a thousand different directions and even when you have a team, that doesn’t change unless you become better at managing yourself. And I remember that I spent six months like working like crazy, every single hour of the day, No day off. Literally, an average of about 15 to 16 hour day for six months and I said, I’m just putting everything I’ve got in this six months and something is gonna shift. Something is gonna change. I’m gonna have the clients that I want. And I didn’t.
I worked my ass off. I got sick multiple times over that six months because I was working too much, and I was not sleeping anywhere near enough. And then at the end of the six months, I looked at my bank account, and guess how many clients I had? Two, two clients and in six months. And they were not here really high paying clients. There was like 500 pound here, 500 pound there. But not much more. And really look at myself and I said, I did, I put all I had in this six months, and nothing has happened.
I mean, busy doing a lot of stuff but the bank account, exactly the same. And so, I just I said, what is the missing part? What is the missing part? And what I was realising and analysing what happened, I realised that actually the missing part was the that I didn’t focus enough on selling. I didn’t focus enough for selling.
I did everything else, everything else that I could but selling, it was only taking maybe a couple of hours or one hour or a couple of hours a week of all the other things I was doing because I thought that the other things were more important and I was avoiding selling like the plague. I didn’t want to get rejected. I didn’t even know how to sell, and it was this very uncomfortable thing that I didn’t want to have sales conversation therefore, I pushed this away and I just allocated a minimum of time.
But then I remember taking a course, a seminar and there was the speaker in that case was Patrick Powers. And he said, there are two things that you need to have as a business owner at the beginning. All the rest, it can wait. But this two most important thing are marketing and selling.
Well I was marketing myself like crazy, I was putting blogs out there. I was doing my starting doing some YouTube videos. So I was splitting myself out there. But selling, man that wasn’t happening. That wasn’t happening at all and guess why, no sales, no money. That’s the equation, right? No sales, no money. More sales, yes money. And, I had to take a hard look at myself and then make a commitment to myself and to my business that I was going to sell as much as I could and spending the majority of my time now that I’ve already developed the skills and I’ve already developed the programmes, the majority of my time selling what I have created. Selling the sessions that I could offer.
Selling the programmes that I created. Because this is the thing, if you don’t make selling a priority, and this is what I realise, if I didn’t make selling a priority, I couldn’t expect anything to change. I couldn’t expect clients to come in. I couldn’t expect more money to come. And this is what I really want you to get from this show today, that sales must be the number one priority in your business. Because in the moment you stop selling, it means that there is the moment where the money stop coming in.
Now money for a business is like the oxygen for the human body. What happens if you don’t get enough oxygen. What happen if you stop breathing? You die. What happen if the money stops flowing into the business? The business dies. And what happens in the, you know, we going to the, into this entrepreneurial world because not because we want to sell, I mean very few people, they say I love selling so much. I’m gonna set out my own business. We have an idea. We fall in love with the idea. We fall in love with our clients, with the impact that we can make.
With the possibility of the lifestyle that we can have for ourself and our family. With the possibility of giving more to the charity and the causes that we love. That’s why we go into business in the first place. Some people to create a legacy as well. Not because to say, oh I just want to spend a lot of time selling my stuff. But this is what is gonna allow you to have everything else.
The moment you make selling a priority, and you commit yourself daily to do sales activities, to contacting people, to having sales goals, to speak in front of people and making offers, to create webinars and seminars and making offers from webinars and seminar, whatever works for you. There are, a hundred thousand ways of selling.
Don’t have to use them all. You’ve gotta find the way that works for you. But as long as you commit to few different ways, and then you keep going at it every single day. That’s where its gonna be the moment where your business will actually do, whew, will grow exponentially. And this is at cost and focus, it’s not something that you can do once or twice for a couple of months and then stop doing it. Because the reason also the trap of I have made it. The I have made it trap.
I fell into this trap many times. And every time it came back as a slap my face, reminding me actually what was the biggest priority. In fact, what I did a couple of times, I was seeing a lot of clients coming in and lots of money coming in, make six figure days and I was like wow made six figure in one day. This is awesome. We are sorted. And then what happens, started getting complacent. And I said, well now we have money in the account. We have clients are coming in. Things are gonna get easier. I don’t need to focus on selling as much. Bang!
Then few months later, because I haven’t put a sales activities right now, few months later then the business was suffering. And this is the outer part that you need to realise. The reason why so important to focus on selling like you’re focusing on breathing oxygen and eating to sustain yourself is because if you don’t do the right thing now, if you don’t sell now, your business, your life, your whatever your doing is going to suffer two, three, four, five, six months from now.
And it’s going to take some time then to pick things up again and to build that momentum again. ‘Cause what happens now you put in the sales activities and so you start generating the sales conversations, the clients and right now, but the majority of the sales conversation that you’re going to have right now, they will convert maybe, two, three, four, five months from now, which means that if you stop, five, six months down the line, then nothing is gonna happen and then it’s going to take another four, five months to rebuild this.
So now suddenly, you have we can be, this is the worst case scenario but, it can be a one year gap of having no clients or very little clients just because you got complacent and that’s a trap, that I’ve made a trap which I fell few times. I’m not gonna fall for it again. No I got my lessons. So now how can we make selling a priority.
This is the big question for today. How can we make selling a priority like we, it is a priority for us eating, or breathing or taking care of ourself. In particular if you don’t like selling. Because if you like selling, then it is a more enjoyable process. It’s a more enjoyable task. But if you don’t like selling, it’s very likely going to be the numbering one thing we say let me keep busy with everything else. I don’t want this stuff anymore. I don’t like to do this stuff. But how can we make it a priority.
Well, there are few things that you can do. First of all is to have, to have a schedule in your calendar so, something that I do, I have every day a time schedule in my calendar where it’s just focused on sales activities. Some days I can do more, some days I can do less.
You know life as an entrepreneur is very flexible but at least, at least an hour a day, that’s the minimum amount of time I’m spending creating and generating sales conversation. Sometimes it can go for full day that I’m dedicated to selling. Depending of how you are, you can schedule some time in your calendar.
If you prefer to block a half a day, and you say, you know what, this is the half a day blocking my calendar, and I’m going to do maybe three half day slots of selling, just selling for my business and these are my days. Some people work well in this way.
Other people, they just need to have the consistent daily practise and they will reduce the time for that because of course, you have all the other things that you need to run in your businesses, unless you already have a sales team, which that makes thing a bit a big difference. So that’s number one thing.
So allocate and schedule time for selling in your calendar and you will see the results that will create. Second is also to remind yourself before you start the day about your reason why. And, this is more psychological process. You can work it with the, we can work with some incredible people around that but to link selling with the goals or the aspirations of the dreams that you have. Because a lot of time what happens, psychologically, we link running the business or maybe creating a product or serving our clients with the bigger aspiration that we have, with internal motivation that we have.
But the moment we link selling with that bigger goal, suddenly there is a pull. Right so you’re not pushing or forcing yourself anymore to sell but there’s a pull, something that actually gives you the energy to sell and say inside you that makes you want to sell. Because now you know that selling is a link to that bigger goal. And that’s one of the biggest thing that you can do. I did a lot of NLP exercises on that. Fortunately my business partner, Ben, is an NLP trainer, and he’s an NLP practitioner and master practitioner. And at the beginning when we started working together, we did he helped me out. Did a lot of NLP exercises of me.
And we’d meet, helping me really fall in love and getting this drive inside me, of this passion for selling. And now he’s there. Now I cannot do anything else but selling. I mean if you know me, I love selling right now. But I didn’t started in this way so, this inner work helped me massively because now I know that the more I sell, the more I can serve.
The more I sell, the more opportunities there are. The more I sell, the more I can help and support my family. The more I sell, the more my business grows. The more I sell, the more clients, my clients are happy because I can serve them more. I have more resources even for them. So that’s all the links I have for selling. And then the last thing you can do is actually one of the most powerful thing which is external accountability.
Now if you’re looking at sales teams and you ever work maybe in a sales role. There are other reason why the majority of the sales position and sales roles, they require you to come to the office instead of working remotely. There are sales who works that remotely but the reasons there’s been a lot of studies stating that the sales people that work in a team, they tend to perform better than someone who is working by themself. Why is that?
Selling is tough. Selling is the toughest thing you can do in your business because you know there is a lot of rejection associated to it. You receive a lot of no’s.
There is a literally in a day, there is an up and down, a rollercoaster of emotion which is so difficult, makes it very difficult to keep that discipline and that consistency to just keep doing the things that you need to do up until you get the yes that you’re looking for. But when you’re in an environment when everyone else is doing the same thing, what happens we tend to like say merge with our environment. We tend to adopt the environment that we are in.
And therefore, if you are spending more time, and creating the accountability group where everyone else is selling, or if you don’t have a sales team, which means you’re selling with your sales team, but at least having an accountability group, all the people are selling that are with you, that’s something actually that we do in GTeX, that we create sales days where our clients come in and they sell altogether. Why because there is a buzz that is generated. There is a buzz that is created.
You know there is a know, there is a happening of someone giving you a pat on the back and saying don’t worry, everything is gonna be alright. Get to the next call. And then you see the other people that are picking up the phone, sending messages, closing deals, so there is this energy that builds up and this energy becomes suddenly infectious and then, you get more motivated and you can you can get to the yes much faster and the moment you get from the first yes then, come the second and the third, and the fourth because now the moment is built, the energy is built, the excitement is built. You don’t even care anymore if someone is saying no, you’re just okay, next. Who is the next person I can talk to but it takes sometimes a while to get there, and I found even myself the more I am surrounded about other people that are selling, and if I’m surround in that environment instead of just being on my own, I perform way better.
That’s the same for the majority of people as well. So these are my three things that you can do to make selling to make selling a priority. So schedule it in your calendar. Then make sure you can do some inner work, link in selling with the bigger goal and the bigger mission that you have and then get external accountability.
Now we are going to talk for the entire month for the next month about selling. So I’m going to give you a lot of sales strategies. I’m going to give a lot of sales techniques. So keep watching those Facebook lives. Keep listening to the podcast. Keep watching my YouTube videos so that you can, you don’t miss any other critical crucial sales training to help you create more revenues in your business. Also we are going to launch soon and I’m going to tell you when it’s gonna happen. Our sales of mastery mentoring programme, we had incredible results last year. And then I’m gonna tell you a bit more about that people making five figures clients. People generating six figures in sales in about six or eight months.
So stay tuned because I’m going to tell you a bit more about that in the next few days. Guys, thank you very much for joining. Thank you for listening to the show. Thank you for watching live. Thank you for maybe you’re watching the recording. Thank you for watching the recording.
Big hi to Robert, Andrew, Monica. Thank you very much for joining guys. Now it’s time for me to go. Have a fantastic day and remember that together, we grow exponentially. Ciao!