[00:00:00] Welcome back to Selling Your Expertise. It's Friday and I'm so excited about Friday. I wanna talk about the topic this week, 'cause I'm really pulling back the curtain on my favorite messaging framework to turn cold leads. Into warm conversations. It's simple, it's fast, and it works. And so the reason I keep bringing this up, I had one listener from Monday's episode Reach out.

You know, like you've talked about this before. I'm like, girl, I have talked about this thousands of times before in lots of different rooms, virtually and in person from stage to thousands. And also in my book and also on this podcast, it is a problem that is. Chronic, and that is why I keep bringing it up.

The reason that you're hearing this content here is because this is what I'm hearing when I speak to people in my community or I get responses on my email list. So it's, you're hearing something again, that might be your sign to just come into one of my programs and start to move forward with me because.

[00:01:00] I want you to see this work for you. If you're hearing about it and you're having any hesitation doing it, it's probably something else. It's probably something that is in the, you know, I called a grain of sand in the gears of progress, and so there's this strategy and then there's doing the strategy, right?

There's knowledge and then there's, there's taking on the actions that the knowledge has given you. I know I should not eat pizza past 7:30 PM any night of the week. But yet, sometimes I still do and then I hate myself the next day because my stomach hurts. Right? So I know this and I have done it, and I know the consequences, and yet I still do it.

And so why? Because I'm human and I do stupid things sometimes, and I do things to sabotage myself sometimes. I don't know why. I just do. And so I know I'm not the only one, right? I can know what to do. It doesn't mean I'm going to do it. And so this. This chronic problem of I [00:02:00] know someone, or I see someone and I want to connect with them, but I haven't talked to them in months or years, and I haven't connected with them in this way before.

All the communication has always been, maybe they were a coach of yours or maybe they were a colleague of yours at a former job that you had. And so the, the environment is totally new. You haven't talked to them in a while. You're not sure how to reenter the conversation. You don't wanna be salesy. I get it.

I get it. That's exactly what I do. I help people with those exact feelings, move through it with grace and kindness and clarity. So here's, let's break it down. Step one, compliment them. This is the easy part. You're good at this already. I already know you are. You could say something like, Hey, I saw your recent YouTube video.

How great. You're such like a natural communicator. Something like that. I mean, that's something I literally pulled outta my own dms and I, I meant it like I'm not [00:03:00] BSing anyone. I'm not just saying it to say it, but I am saying something nice on purpose. Right. Just like when I tell my family I love them, they know it, but I'm saying it on purpose 'cause I want them to hear it again.

It's important to hear it. And so step two, I said this on Monday, this might not be a word anymore, but un googleable. Ask an un Googleable question. Who here is listening? Remembers that when we would make up words. This was in like my, my like my high school years. I'm gonna make up this word. I'm gonna submit it to Webster's.

So a question like this, how did you land that guest spot? Right? I've been thinking about doing some outreach myself, and so something to that effect. Why does this work? Because it's sincere, because it's specific and it starts a conversation, not. A pitch. And that's what I want you to feel confident around, because here's what usually happens.

They respond, you chat, you build rapport, [00:04:00] and then naturally they ask you what you've been working on. That's your opening. That's the start of your bridge. So now you don't have to have a big offer ready, right? You can just start to have the conversation about what you've been working on. You don't have to have a perfect funnel.

In fact. It's irrelevant at this point 'cause you're just talking to one person. I cannot emphasize this enough. If you would be satisfied with one or two new client projects per month, consistently coming in on a regular basis that you can forecast your time and your revenue, then you don't need that stuff.

It's great. It's lovely. There's so many ways that it's fantastic, but if that's what. You are building, if that's the business of your dreams, you know, working 20 hours a week and 200 KA year, you don't need a lot of the things that a lot of the other online businesses have because that's not their [00:05:00] goal.

That's not the business they're trying to create. So you really have to think about and reflect on what type of business do I want to have. And when I first came into the online space, that was one of the biggest questions that my coach asked me. And I've always said, I just wanna make, you know, quarter mil, you know, half a mil.

It's all good. And that's what I've been doing. Ever since the beginning and the more automations I got and the bigger my email has got, and the bigger my audience got, sometimes I human lose track. I would lose sight of what was important and what actually worked when you're just having genuine conversations with people.

I too got caught up in the metaverse. I too got caught up in the data and I, yes. Believe me, I'm very data-driven, but I mean the volumes of data, I need more. I need more. I need more people. I need more of this. I need more [00:06:00] leads. And then I thankfully had another coach that brought me back down to Earth and help me see what I actually wanted.

Now again, if you do want a scalable multimillion dollar business, guess what also will help you vet all those bad ideas fast. This, this process. One of the best pieces of advice I ever got from one of my good friends who's a amazing ads manager, she says, you never wanna amplify what's not working and ads only amplify or scaling only amplifies what's not working.

And if, if you've got more things that aren't working than are, then you're probably in for a hurt locker. And I don't want that for you, so I just want you to feel that confidence. If you're listening to this right now and you're thinking, I just need, you know, one or two new client projects every month consistently, they pay me, well then you're in the right place.

If you look [00:07:00] at your clients and you think about for the course of a a 12 month period, how much each client is paying you on average, and if each client is paying you on average per year between five and $10,000, then that's. Really only like 20 clients, maybe 30 clients total per year that you need to connect with.

I say really honestly, 20, because a lot of them are in for longer term projects with you or bigger projects that you might just not have offered them because you didn't know if it was the right time. And that's another big part of the sales process is offering continued support. Again, why am I talking about this?

Because it is a problem that people come to me with. Consistently, and I don't want you to trip up on it again. You are building rapport, you are asking them questions, and then you're building a bridge because you're not necessarily trying to, you know, whip out an offer that's been, oh, it's on a phenomenal funnel.

Look at the branding, look at the name of this. That's [00:08:00] not what they care about when they buy it. They care that you listened to them and that you see them. And so here's your action step. I want you to send three messages using this format today, just three. Keep it human, keep it real, and I will see you next week.

Have a great weekend.