[00:00:00] Hey, hey. Welcome back to Selling Your Expertise. I'm Renee Hribar your friendly neighborhood sales coach, TEDx speaker, and author of Selling Your Expertise. I am here to make sales simple. Fun and something you actually look forward to. Ha. How's that gonna be possible, Renee? How? How? Well, I tell you, I have a quick story to share with you today.

Not about a client, but about something I've taught again and again that. Totally shifts how women approach selling their services. And it all comes down to three little letters. C, C, C and I don't mean Yes, yes, yes. In Espanol. I mean, these are the three Cs that have changed the way I sell and the way I teach it to thousands of women who sell their own expertise.

Every single day. So lemme give it to you straight here. If you're avoiding calls or conversations in general, or spending [00:01:00] hours creating content and automations instead of simply talking to people. This is for you. Here are the three C's. Number one, a connector. Sometimes the person you talk to isn't your next client, but they are connected to her.

They know someone who needs what you offer, and if you show up with intention and care, referrals are reciprocal and it's a natural next step. You don't even have to ask. Most of the time, the second C collaborator, sometimes this person, you talk to, this person, she becomes someone that can create something new with you, like co-hosting a workshop or an exchange of ideas, but you'll lift each other up.

It's not a loss, it's never a loss, and it's hugely ready for the long game. It's a long game win. The third C is a client. Now, yes, sometimes they are ready to hire you and [00:02:00] work with you in one or many capacities, but if you go into every single conversation as if it's only good enough, if it's a sales conversation, then you're thinking too short.

Sighted, right? You're too short. Think about it. Like every single person is at a different point in their buying cycle, so you could miss out on lots of opportunities if you don't open your mind and your heart, honestly, to spending time genuinely getting to know each other, and I mean past the bio, past the cute little title on LinkedIn past just.

Quote, unquote small talk. Right? Like past the, so what do you do? Okay, so you have courses, and you have workshops. Okay? And then you have this. Okay, but like how, that's fine. That is information A, it's also something you can search, but you don't. Before you get on a call, you don't even need a call to know that stuff.

Right. so what do you want [00:03:00] to talk to 'em about? If you, if let's say you invite someone to a coffee chat or you invite them to a discovery call, or they just book a call on your calendar for any capacity. What is the goal? It's to get to know them better, to hear them talk about whatever they're challenged by.

More importantly, what their goals are, what are they trying to accomplish? Because it's hard for us sometimes to identify our challenges. Don't you agree? It's hard for us to understand and see ourselves from the outside. And therefore you don't have to say, what are you struggling with? It's not even that great of a question.

What is a better question is what are you trying to accomplish? What is the 30,000 foot view of where you wanna see yourself in a month, in three months, in six months, in a year, a year from now? Where do you wanna see yourself? And again, depending on what you do, you're gonna ask. Under that context, where do you wanna see if you're a, you know, if you're a life and family therapist, where do you wanna see your marriage?

Where do you wanna see your family? If you're a business coach, where do you wanna see your [00:04:00] business? How much revenue do you wanna be making? What offers do you wanna have out there? How many people do I have on wanna have on your team? Right? If you're a funnel strategist, you can say, well, how many automations, Do you wish would be able to create your business for you and get people to, to the offers and onboard them for you and all the beautiful things that your business does probably manually right now. So all that to say, let me say this again. Every connection is valuable. Every person that you're gonna talk to, and if, again, if you've read my book or you've been listening to me for any length of time here, you know that I encourage you to pick five or no more than 10 people a week and get to know them.

They could be people that you met. In a Zoom room somewhere, some group program you were in. Maybe you were in a book club together. Maybe you were a guest on their podcast. Maybe they were a guest on yours. Maybe you sat next to them at a conference or a B and I meeting. Maybe you got their business card two [00:05:00] years ago and you've been meaning to call them as well as the other 50 cards that are in your desk drawer right now.

Yeah, I know. I got 'em too. And you just reach out. Relationships do not have a statute of limitations. Hey, I just opened my desk drawer and I realized your business card has been sitting in there for way too long. Today's the day I decided I'm gonna reach out how you been, right? Or again, I probably would ask a better question because I would look them up.

Before I reached out, the internet is a beautiful tool for research. Gosh, I remember having to go to the library to look at microfiche, and if you know what I'm talking about, girl, you better go to the doctor, get your vitamin D levels checked. Oh goodness. Right Point is this. Research is available at our fingertips, from our phone, from our laptop, from our computer.

We have it at our fingertips. And so getting to know someone well, getting to that point where we're able to ask really good questions [00:06:00] is easier than ever before. And so. Getting to know someone opens doors. I teach these three Cs so that you can hop on a call, reply to a DM, or share a post so that you're not so wrapped up in the pressure or perfectionism around doing it.

So if you're talking to five to 10 people a week, let's say just, just talking to them, being open to all the possibilities, asking them a question, inviting them to anchor content. Hello. You know that. I love it. If you don't know what it is, definitely make sure you check it out. You're simply asking people how are you doing?

Right? And you're connecting with them around what they're talking about. Remember, if you, if you read chapter one in the book, it's all about meeting people where they're at. The case I used was a real pub in a real bar and talking to the guys who were talking about golfing and got an invitation to brunch.

So if you're wondering what I'm talking about, it's because I use real life examples all the time, both here on [00:07:00] the podcast, in the book, in my courses with my. Clients, and I want you to feel confident. I want you, if you're listening to this right now and you haven't heard any of that stuff, you can still have this takeaway.

Everyone I speak to is one of the three C's, right? Who am I talking to? Are they a connector? Are they a collaborator? Are they a client? You might not know right away. I want you to give yourself time, and you don't have to talk to them on an official Zoom call or telephone call or appointment. You could just get to know them through their content, through your content, through wherever you met.

Make it easy on yourself, friends. You don't have to make it so hard. So having said that. When you lead with this mindset, sales becomes easier, more effective. And dare I say fun, you actually end up having lots of friends. A great example. I travel. I love to travel. Okay? If I'm not on a trip, I'm planning one.

Just so you know. If you ever wanna talk to me about travel, I'm all in. I've been all over and I've I don't have enough lifetimes, I don't [00:08:00] think. To see all the places I wanna see. So having said that, when I travel, I often will, either by accident or by by intention, meet up with people in my community, whether they're podcast listeners or whether they're emails list subscribers, or they're in one of my communities or one of my students.

I love that about what do I do? I love that we get to meet people and guess what? Not all of them have been clients, not all of them. were collaborators on some big project together with me. Some of 'em were people I just connected with somehow, somewhere some way, and I just. I wanted to keep talking to 'em and there's no reason.

And other than I like talking to them and I believe that everybody is a client connector or a collaborator, and the connectors sometimes are better than clients because even if they never become someone that works with you officially, they can bring a hundred new people your way any moment. If they understand what you do, the problems that [00:09:00] you solve, so that when they hear those problems, they can share you with their friends.

So here's your action step this week. Before any outreach, before any posts or any conversations, calls of any kind, pause and ask yourself, am I open to this person being a connector, a collaborator, or a client? And if the answer's yes, you're already selling in a better way. If this shifted how you think about sales even a little bit, I wanna hear about it.

I want you to get on my email list, hit reply to one of the emails I send you. I've got a great free mini sales course. That's a great entry point. If you've taken it before, take it again. There's lots of other little treats and little Easter eggs that I put in there, and that's where I share lots of tools and invitations to different things that are going on in this amazing world that we get to do business in [00:10:00] today. All right, I'll be back on Friday to walk you through what to do when it doesn't go as planned and the exact questions I ask myself to stay on track. See you then.