Renee Hribar [00:00:00]:

Okay, if you need three people on calls in the next seven days for your done for you work and your current plan is post more, try harder. Maybe I'll start a newsletter. Okay, no, here's the real talk. You don't have a lead problem. You have a proximity problem. Because you're sitting on people who are one message away from being a client, a collaborator, a connector, and instead, you're trying to get strangers to marry you on the first date. Bold strategy. Yeah, typically doesn't work out well for people.

Renee Hribar [00:00:35]:

So today I'm giving you a plan that works. Whether you do ads management, website builds, bookkeeping, automation builds fractional roles like coo, CMO ops, project management, implementation of any kind, or if your tagline is I fix messes for smart people who are busy, this skill, this is going to help you book those three calls in seven days. It can be that simple. Let's go. I just want to also welcome you back to Selling youg Expertise podcast. I'm Renee Rehbar, sales coach for service providers and consultants who are sick and tired of being undervalued and disrespected. I help you package up, sell, and deliver your expertise that goes way beyond just replacing your income. Whether you've read my book and then found this podcast or you've seen one of my talks like the one I did for TedX, I'm glad you are here.

Renee Hribar [00:01:28]:

Now, let's continue on with this episode, shall we? Okay. Fact is, buyers right now are overwhelmed. Their inbox is a landfill. Their DMs are pure chaos. Their brain is like 37 tabs open and one is playing music. Right. I mean, that definitely happens to me regularly. And I'm telling you, it is not fun.

Renee Hribar [00:01:53]:

And that's what your buyers are going through. So if your plan is cold outreach to strangers who don't know me, sure. I mean, you might get lucky if you can do enough. I mean, if you can play the volume game, great. But that's not a system. That's like scratch off tickets, especially if you're doing it organically. So what works now? And honestly, historically, especially now and again, I've sold through every single bubble, boom and bust in the last three decades, sold all kinds of things from things that are six figures down to $5. The reality, warm relevance will rock their world.

Renee Hribar [00:02:36]:

So people who already have some thread to you. So if you're thinking, Renee, I don't have any warm people. You do. You just refuse to count them because they're not raising their hand, yelling, please take my Money. Your warm list is past co workers. Oh, Renee, don't make me go on their LinkedIn. You can do it. And when you do, you're going to be like, why didn't I do this sooner? Past clients, referrals you never followed up with.

Renee Hribar [00:03:09]:

How does she know I know? People you've liked, but never continued the conversation with. Like, you've. You've connected. You took pictures. You. You know, you had met at a conference. You had lunch for three days straight. Best friends at the conference, like summer camp.

Renee Hribar [00:03:26]:

And then you just ghosted them. And then it felt weird after. So those people will make it not feel so weird. Networking groups. How many of those have you paid for? Or just done the free stuff? There's so many leads just in there. Or what about communities you're in? I don't care what platform it is. If it's Facebook, communities, or school you're in communities, courses you've taken, programs you've taken, they still have the community around it. If you're in there, a WhatsApp group, even that counts.

Renee Hribar [00:03:58]:

What about vendors you've worked with? Your email list? I don't care if there's five people on there, they count. What about this? The people who say, we should catch up sometime, and then you're like, yeah. And then you never do anything about it. Okay, I do that. I'm sorry. And it's a horrible. The horrible thing. I mean it.

Renee Hribar [00:04:17]:

I really do. And then it gets lost in my world. So, please, if you're in that boat, follow up with me. I'm asking you to. So the reality is, is warm does not mean best friends. Warm means your name won't feel random. Right. They're going to have some sort of flicker of recognition because they met you somehow, somewhere, some way.

Renee Hribar [00:04:39]:

I've said this many times. I'm just reinforcing it here. And when I wrote this podcast out, when I sketched out the outline, I mean, I was laughing with myself. Because at the end of the day, if we can't have fun doing this, what's the point, right? Like my tagline from my. From the moment I came into the online space has been, sales can be simple and fun. The journey, not just the money. Like, we're not in it just for the money. Yes, we.

Renee Hribar [00:05:04]:

You know, our mortgage needs to get paid. We have things, we want things, we're growing things. And money is absolutely a part of that equation. But we also want to feel good about it. We want to have fun doing it, and we want to know that we're doing doing good in the world. So everything I'm telling you how to do is to help you accomplish that end game. So you ready to dive into this framework? Because I have a framework for you for three calls in seven days. I know that I can't hear you, but I'm going to pretend that I'm hearing you say, heck yeah, Renee.

Renee Hribar [00:05:35]:

Let's do this. All right, here we go. You're running three lanes at the same time. Lane one is direct invites to warm people. Lane two is a tiny little reason to reach out, and lane three is one proof of expertise post. So I've added all three in there because I love the fact and I really believe this is a non negotiable. I love the fact that the women I get to work with on a regular basis, whether they're private clients or in one of my programs, is that we have a commitment to publish, connect, and close every single week. Our focus is toward that end because we know when we close a deal, we're actually helping somebody.

Renee Hribar [00:06:14]:

Whatever money they end up paying us for, the results they're going to get are forever and are going to be able to benefit them forever. So it's very exciting to me. So three lanes. Not 47, new strategies, not a rebrand, not a new website, and not crying into canva. Ooh, been there. Three lanes. That's it. So lane one is direct invites.

Renee Hribar [00:06:41]:

This is where most of you go sideways or hide under the desk. I'm sorry, the audio is going out. What? I'm going through a tunnel. You heard me. You send a message like this. Hey, hope you're well. Would love to connect sometime if you're open to it. And then you're shocked when it turns into nothing because you didn't invite them to anything.

Renee Hribar [00:07:08]:

You tossed a social grenade and walked away. The easiest way to book calls is to just be an adult about it. And I'm going to give you a exactly what to say and you're going to laugh when you hear it. Here's the rule. You offer two specific times and you end with a question. Because when works for you should be reserved for your pen pals. Okay, here's the exact invite. Right? Here's your script.

Renee Hribar [00:07:35]:

Get ready. Those of you might feel like sometimes it feels familiar when I give you these scripts. That's good. It should feel familiar. I don't like creating new things for no reason at all when the thing that's working is still working. All right, ready? Here's your script. Hey, Jane, I've been Inspired by all the recent changes in buyer psychology, especially in the age of AI. So I'm opening up three free sessions next week where I guide you through how to pull five hot leads out of your existing network in 20 minutes.

Renee Hribar [00:08:08]:

And I'll even give you exactly what to say to them before the call ends. I've got Tuesday at 11 or Thursday at 2. You want one of those before I announce it publicly? I literally just read to you something I sent out this week. Literally. Well, it's Monday, so. This week? This week, today. I do this a lot, by the way. Like I DM people regularly, people that I'm interested in, people that I've met somewhere I'm not extra, extra extrovert.

Renee Hribar [00:08:34]:

So I'm out there talking to people and I just don't want to lose touch. And I just know that there's somebody that wants to hear more. And this was a free call that I invited them to. So notice what's not in there. Not my life story, not my credentials, not my trauma, not my pricing menu, and not a 12 paragraph apology for existing. It's respectful, it's clear. And if they can't do either time, then they will suggest another time. If they don't suggest another time, and maybe they don't answer you, then maybe they're just not that into you.

Renee Hribar [00:09:16]:

And that's okay. It's a great movie by the way. You should go watch it again. You do not chase people because you're not a Roomba with an invoice. I do love my Roomba, by the way. Okay, so here's a quick story. I'm going to call this the scheduling ping pong client. So I have a client, super smart, very capable.

Renee Hribar [00:09:36]:

She kept doing the how's your schedule Dance. Seven messages later, I was like, please just send me the screenshot of what you've already talked about because they still hadn't booked. And I was like, there's gotta be something in there. Well, it's because she just like, what about this time? What about that time? Now in her defense, I do say, hey, listen, every touch point is a good thing. Like keep the touch points going. Every touch point matters. Do as many as you can. But I didn't necessarily mean 7 just to get a call booked.

Renee Hribar [00:10:10]:

So that's when we switched her to the two times and one question. And the booking rate went through the roof. Because the real friction wasn't that people weren't interested, it was the effort that it was taking them. I also encouraged her not to send a link her scheduling link. She has a scheduling link. But I invited, I asked her not to do it because I wanted her to communicate with them personally and push the two times together because it then allows it to be an easy yes. And we're going to get into why that is as well. It definitely bakes in natural deadlines, natural urgency without having to be like, book now or forever hold your peace.

Renee Hribar [00:10:53]:

Okay, so you're not going to become the scheduling ping pong client. You're also not going to leave your scheduling link. But because you're gonna do it personally and it's gonna be awesome. So there's your story. Now you learned. Now let's go into lane two. The tiny little reason to reach out. The tiny little engine that could.

Renee Hribar [00:11:13]:

So you know, you need a reason to contact someone that doesn't feel like, hi, hello, do you have money? Because as awesome as that would be if they would answer that, it's not really a good question. So you're like, renee, I'm following the rules. Okay, so we create a tiny specific front door. So not a full audit, not a 12 page report, not a giant free project that makes you resent your business, but an implementation focused structure. For example, step one is, hey, a free 20 minute specific review of something like I was offering up above. Or you know, it's like one insight, one next step easy. It, it tracks, it moves the needle, it gets you connected. Step two is going into paid.

Renee Hribar [00:12:03]:

Right? Typically this is a 60 minute strategy blueprint mapping session of, you know, those are the types of words that we use to describe the initial paid offer. These are offers that we typically just included in our proposals. However, we get screwed because we typically do not get the full picture. And then we get into the project and we're like, oh man, I totally, totally screwed this one. And then we feel bad and so we just do it anyway and we just stick to the price we gave them, even though it should have been three times as much. So this avoids that. And it also gives them an easy first yes to pay you with. And a paying customer acts differently than somebody who's never paid you before.

Renee Hribar [00:12:46]:

And so do you, honestly. So this is the first paid yes. Then it moves into the done for you or the fractional role or you know, consulting, it moves on from there. So here are some examples for you across different services, right? So whether you do websites, bookkeeping, automation builds fractional ops, project management, implementation, ads management, here's some examples, right? So you know that I like to give the free 20 minute call. It sometimes it goes over, sometimes it's less. But 20ish minutes, everybody can be like, yeah, I can do 20 minutes. It's definitely a thing in Detroit. Here everything is 20 minutes minutes away.

Renee Hribar [00:13:22]:

If you ask somebody how to go from my house to their house, that's 20 minutes. Okay, it's really 40, but we're gonna just call it 20. So everybody has this kind of understanding and this universal consciousness, like ah, 20 minutes, 20 minutes, 20 minutes, no problem. So we try to keep it to 20 minutes, but it is gonna be valuable. So if you're a website builder, for example, you could offer a 20 minute homepage review. If you're a bookkeeper, you could do a 20 minute cash flow cleanup check. Not a whole cleanup, just a check cash flow key cleanup check. Oh, that's a tongue twister.

Renee Hribar [00:13:58]:

If you do automation builds, you can do like a 20 minute Zapier click funnels, airtable review, whatever they use, right? So if they're using make or zapier click funnels funnel gorgeous, go high level, whatever. Pick a, pick a platform. If they're using airtable or ClickUp or Asana, you just ask them beforehand what they're using and there's a lot of ways to know and then you just say, I'm going to do that as a review. I love automation builds, by the way. Automation builders. If you do fractional ops project management, you could say, hey, I'm going to do a 20 minute ops bottleneck scan or a 20 minute project chaos triage. I mean, I love it. So if you do ads management or similar type work, you know, whether it's Google or meta ads, you're like, I'm doing a 20 minute funnel readiness review or a 20 minute conversion check.

Renee Hribar [00:14:48]:

So the point is it's short, it's specific and it gets them talking to you. So here is your reason to reach out script. It's just like the one above, but this one is generalized. It's more of a template. So it's like, hey, person's name, Quick question. I'm opening three short 20 minute specific call spots next week. It's for whatever businesses that are launching but however they self identify. I've got two spots open Tuesday at 11 or Thursday at 2.

Renee Hribar [00:15:21]:

Do either of those times work for you? For to grab one before I announce it publicly. I typically say that to bake in the sense that I'm reaching out. We are familiar. I have this thing, it's specific. They should feel like, oh wow, this is perfect timing. And then take you up on it so that one message can book three calls faster than 10 Instagram posts. I just want to share that with you. This one Message can book three calls faster than 10 anywhere posts.

Renee Hribar [00:15:54]:

You hear me on this? Do I have to treat myself again? Because, yes, you can post it publicly as well, but the magic is in the direct invite, right? It's like, oh, she's talking to me. Because that's the first question any buyer has any time is, are you talking to me? What? You're talking to me? And so by sending them a private message, there's no question that you are, in fact, talking to them. But again, I cannot stress enough. These are not cold pitches. I. You. We already have some connection to these people. Right? Again, I reviewed all the different scenarios, and I just want to say, it's such an easy way to connect.

Renee Hribar [00:16:38]:

It's so much easier than an editorial calendar. So here's another quick story. I had a client say, renee, nobody in my world needs what I do right now. Nobody in my world needs me. And I was like, okay, then why do you keep getting asked for, you know, your recommendations on things? And why do people keep telling you that they're overwhelmed? And then why do. What does every business owner, you know, complain about their admin chaos? So this person does project management. People don't raise their hand for your exact service. Can you hear me on that? People don't raise their hand for your exact service.

Renee Hribar [00:17:17]:

They raise their hand for their pain. Your job is to translate what they're saying their pain is into a call, which opens the door for you to get the full picture, for you to offer a solution. Do you got that? They're not gonna be like, hmm, you know what I've been looking for? I've been looking for exactly what you wrote on that website page. Most people are like, well, I don't know if this is for me. So they don't speak in the same language that they don't speak in solutions. They speak in pain. You know, my elbow hurts, and I go like this. Well, you get 10 doctors and 10 different specialties to look at that elbow, they're all going to have 10 different ideas on how they should fix it.

Renee Hribar [00:17:56]:

It's the art of practicing medicine, right? And so you're a doctor in your field, in essence, right? You've got your 10,000 hours of expertise. You've. You've got it down. If someone has a problem, I bet you have a way to solve it, and I bet it would be different than my solution. That's what makes Life. So great. So here's lane number three. If you're going to do any posts, and again, you don't have to, but if you do, do one proof post.

Renee Hribar [00:18:24]:

So this is for all of you who are like, I don't have time to create content. Good. We're not creating content, we're capturing what you already do. So I have my clients, this all the. And a lot of them will not share this publicly, but they share it with me privately. And then of course I have my little AI helpers generate some really good content for them to do this for them. But the fastest and easiest way genuinely is you just open up your computer, work on something that you're probably already working on, some deliverable that you've got that's already in the hopper and record your screen for like three minutes and just explain what you're doing. And again, hiding, of course, you know, all private client information.

Renee Hribar [00:19:09]:

We always keep that secret. But it's like it could be a screenshot even it could be with redacted information. It's. You just need an example. We need people to say, oh, that's. I see, I understand now. Right. And so like you could post it and your CTA could be CTA's call to action.

Renee Hribar [00:19:30]:

By the way, I realize sometimes some listeners are like, you throw out these acronyms and what does it even mean? I'm like, oh, I'm sorry. So a simple call to action. Want me to look at yours? Comment check. And I'll DM you. And I'll DM you, right? Want me to look at yours? I wrote that. I just laughed my ass off. Okay, so that's it. Not a 14 slide carousel, not a mini documentary, just proof that you have seen it before and you know what to do.

Renee Hribar [00:19:58]:

So when they see your screen that you're showing or whether it's a screenshot or a video, you don't even have to be in it. They're going to go, I have a problem that looks just like that. So you could be decluttering asana. You could be creating a dashboard and pulling in the different tech. You could be looking at a Google business profile. It doesn't have to be high brow, it doesn't have to be the highest and best thing that you even do. Doesn't have to be complex. It could be what you think is low hanging fruit or oh, that's so easy.

Renee Hribar [00:20:25]:

Everybody knows. They don't know. They don't know. And if they do know, they still don't want to do it. They don't want to fix it themselves. They want you to do that or they don't know the minutiae and they need you to guide them. And so the best sales asset is not your editorial calendar. It is not how many posts you can pump out in a hundred days.

Renee Hribar [00:20:47]:

It's you being yourself, which is competent. And I know that you probably think that people that are competent are like available all the time. They're not. There's a lot of very incompetent people out there. What do they say about common sense? It's not very common. Right. Common knowledge of the work that you know so well, that you do every day for your existing clients and your former clients, which is why you are getting so many referrals or you have over your career. It's not that common.

Renee Hribar [00:21:20]:

So here's your seven day implementation plan. Do this exactly day one through three. Put three call slots on your calendar. So you're going to name them. You're going to put placeholder, 20 minutes, specific review time. You're going to put in all the details like your zoom link or your Google Meet link and you're going to put in the description. And honestly, just that alone, when I have clients do that, they're like, I realized, I realized that I don't have as much time as I thought and I don't want that many calls. I'm like, exactly.

Renee Hribar [00:21:53]:

That's why you got to be pickier with who you talk to. And you don't want to go slamming the interwebs with cold pitches because you really don't want 10 freaking calls a week. You know what I'm saying? Like three or four a month, I'm good. But they got to be the right ones. So this is what gets you there. So put three call slots on your calendar. Put placeholders on it. It also means that that's what's going to happen.

Renee Hribar [00:22:15]:

You're not doing anything else. And then you know, if whatever day you're listening to this and you actually do this, just make it like seven to ten days out from that day. So if it's a Monday, then you would put those three slots for like the following Thursday, for example. Right. Okay, so then you're gonna go through, you know, day three through four, send a handful of invites using the three sentence invite I shared with you above the one I just sent out. Not to a hundred people, just, you know, not a hundred. Like four to past clients or collaborators. Like warm, you know, four or five to like business owners you already know, or four or five to connectors, people who know everyone and use the two times right? This time or this time and end with a question.

Renee Hribar [00:23:08]:

If you don't end with a question, it's very hard to respond. All right, so the rest of the time, days five through seven, you're gonna work on and post a proof clip. So I'm encouraging you to do like a little three to five minute screen share video. You don't even have to be on the screen. Like I said, one insight. A call to action in the capt. That's it. And to go bonus round on this.

Renee Hribar [00:23:30]:

Just show the people that you are connecting with those handful of invites, not 100. The love. Show them the love. So for those of you who have read my book, you know that I call this a love list, right? Because it used to be called a prospect list, but it sounded so stalkery. So love list. Love them up. So the people that you know, you, you intend or that you're sending these DMs to look them up, find their posts, read them, make a meaningful comment. I mean, you know, it's crazy what they say, right? Wow.

Renee Hribar [00:24:05]:

Read the. Look em up. Read it. What kind of time you think I have? Well, it's only a handful of people and you want context. And wouldn't you want someone who was about to invite you to something to actually read your posts or your website or take a, a minute or two to take some initiative? Right. Whenever I share this strategy like love them up. I always think of that there's a scene that Jennifer Lopez has. She's like what color are my eyes? She closes her eyes and if he doesn't know the color of her eyes, she says like I think she does on dates in this rom com movie that I've watched and can't remember the name of.

Renee Hribar [00:24:47]:

But it's like it's such a good tell because they're not really paying attention. If they don't even know the color of your eyes and they've been sitting across from you for 30 minutes, they are not paying attention. So if you are going to reach out to somebody even with this strategy and you're not willing to go find their posts and read one or two of them and then comment meaningfully, then maybe you don't really care. You know what I mean? Like what do you really. I hear this too often. Well, I don't have time for that. Well, I want the right clients. I want them to be qualified.

Renee Hribar [00:25:16]:

Okay, well then put in the work. Right? It's like I want a good marriage or I Want a good relationship? Well, you got to put the work in. And, and so it's just, it goes for everything in our life, including this. There is no get rich quick scheme. There is no silver freaking bullet. And anybody who's selling you that is full of you know what. So the reality is is when you do this, you actually get another tool in your toolbox that you can use to connect with them genuinely. So let's say you do find their posts or their website or their emails and you read them or their podcast and you listen to it and then you make a meaningful comment or leave a review or hit reply.

Renee Hribar [00:25:52]:

And that's public, right? But they might not always see that. So then you share that post or podcast or content of any kind of theirs. You share their content back to them in the same DM thread as your invite and ask a follow up question and make sure it's something that you couldn't have looked up. So what inspired you to do that or tell me about this? Looks like a story is behind this or did you talk about the backstory story here anywhere? Like I think backstory and inspiration to or you know, where did you get the idea from is a really great thing that people don't usually share. They like to share and it'll get them talking to you. And at the worst case you have a new friend that a better friend, you've deepened to the relationship at the absolute worst, that's your seven day plan. Between now and when this podcast drops again next week, that's it. If you do that, you get three calls booked.

Renee Hribar [00:26:50]:

One was the last week you had three fresh calls booked with people that you knew exactly how to handle the call and exactly where it was going to go. So if you want me to help you wordsmith this, you know your invites and your front door offer, your post captions, all those, all the good things. Well then you're going to want to hang out with me more. And the only place to check me out, if you listen to this podcast, it's not the only place, but it's the place I'm giving only you. It's askmecoach.com that's a s k m e c o a c h dot com. When you get there, you're going to get the freshest, newest, coolest stuff that's happening right now in my business. The offers I have, the programs, the all the cool stuff, the free stuff, the paid stuff, all of it, the things that are available right now are on that page. All right, go book your three calls.

Renee Hribar [00:27:42]:

Can't wait to see you next week.