I am gonna teach

you some things today.

We talk We talk a lot on this

podcast, and I personally

am a very practical learner,

and one of the things that

we have been trialing in

our community is something

called a BD Sprint.

More on that later.

First I wanna

tell you a story.

I had a lady come to me and

she said, Emma, I've got

a issue with my marketing.

And I asked her a number

of questions and the issue

wasn't with her marketing.

The issue was with leads, the

issue was with sales, and what

I see is that women confuse.

Marketing with sales.

So marketing is all the

content, all the pieces that

point towards a conversation.

Sales is the conversation.

Sales is having a relationship

with someone and saying,

would you like to play?

It actually doesn't have to

be icky, and everyone thinks

it's icky and it's not.

It is literally just,

I have this thing.

I think it would help you.

That is it.

Now, when I break it

down for people like

that, they go, oh, that's

actually not hard to do.

And I'm like, yes, it's

not hard to do, but

we still don't do it.

We still don't carve out

time to actually do it.

So.

Last year I created something

called the BD Sprint.

Now, BD stands for

business development.

It is just something that I, I

don't have much creativity and

I want the titles of my things

to make sense to people.

So a sprint means

go quite fast.

And business development

bd, pretty simple.

But what we did was we ran

it live, uh, three or four

times last year and another

couple of times this year.

The last time we

ran it live, we had.

80, a hundred women,

and they're all pointed

in the same direction.

They're all doing

exactly the same thing

on exactly the same day.

They're all cheering each

other on, and I would jump

in at the back end of the

day and talk about what

they had achieved that day.

We start with a plan.

We always start with a plan.

You need to start there.

After the 10 days, we had

sold collectively about

$530,000 worth of services.

In a market where

people were saying,

"It's hard to sell."

Do you know what?

It's actually

not hard to sell.

You just need to

make the offers.

You need to talk to people.

You need to either pick up

the phone or you need to DM or

you need to do text messages,

whatever your thing is.

It is not hard to

sell if you're doing

it every single day.

And it's about consistency and

we do it for 10 days straight.

And then I had a brain

fart in my head and I went,

what about if I put this on

demand so that people can

do it whenever they want,

however they want in the

comfort of their pajamas?

Wouldn't that be amazing?

And so we've put it on demand

so you can do it live with us.

The next one, I

dunno when that is.

It's on the website, but then

we have a demand version.

So you've got two versions.

One, you show up

live to one you do.

That is self-paced.

Now, I've also heard things

like, oh, courses don't

work unless there's a

community wrapped around it.

Totally agree.

But I also know we've

sold this thing now a

number of times, and the

dms that I am getting, or

the private messages I'm

getting are this thing

works, which makes me so

happy.

So every day for 10

days, I drop a tip.

You have a plan, and we

work on that together.

What I thought we'd do here.

Is drop a couple of tips

so that you can get kind

of a sense and a feel

for what that feels like

and get on with it.

Think of it as a free little

piece of our BD sprint that

I'm prepared to give you.

Now, hands up if you have

time in your diary to

do business development.

Excellent if you do,

but everyone that I

speak to does not.

They like, it drops to

the priority of our list.

They think they're doing.

Business development.

When they're writing content,

they are not, and so they

don't actually carve out time.

Now, for nine years, I

have been doing business

development for an hour a day.

I don't know how many

hours that is, but that's

a lot of freaking hours.

So I feel like I'm a bit of

an expert in this, but it's

also carved into my diary.

In green, it says

relationships because that's

what business development is.

It's relationships.

And so it's carved into

my diary so that every

single day I keep that

non-negotiable appointment

with myself and I get it done.

If you don't have it

in your diary, step

one, pull your diary.

Put it into your

diary an hour a day.

Now you might be

thinking, what am I

gonna do for the hour?

Great question.

There are so many things

that you could do, but let's

keep things really simple

and let's think about what

we would do in real life if

we weren't doing a sprint,

which is quite fast paced.

You need a plan.

I don't sit down on the

Tuesday for an hour and go,

what am I going to do with

my business development?

Mm-hmm.

I actually already

have a plan sorted.

So normally there are three

plans that I build for people.

In the business development

sprint, which you can

download, and so it's a

focus on either LinkedIn or

it's a focus on a holistic

plan, or it's a focus

on a personalized plan.

The personalized plan

is picking up the phone.

I know no one wants to

do that, but that is the

biggest bang for Buck.

If you are prepared to

pick up the phone and have

conversations with people.

Sales happen.

I'm just saying,

so before day one.

I want you to think

about what's your plan?

Will you focus on LinkedIn?

Will you focus on Instagram?

Will you focus on a bit

more of a personalized plan?

Will you focus on,

picking up the phone?

They're kind of a couple of

things that you might wanna

think about, and then get

your plan and document it.

Who actually am I gonna call?

I'm gonna call Sarah.

I'm gonna call John.

I'm gonna call Alan.

I'm gonna call.

whoever it is, you need

to know who exactly

you're gonna call.

So that's the first thing.

When I first started

in business almost nine

years ago, I literally

pounded the pavement.

I've told this story

before, if you heard

on on the podcast.

I'm sorry.

I had one offer.

I mean, I'm a good coach.

Let me just start there.

I'm a really good coach.

I have been coaching for.

A long time, 15, 20 years.

I've been coaching for

a long time, so I'm

a really good coach.

But I had one offer.

My one offer was working

with me for three

months for $5,000.

That was it, just three

months, five grand.

And I, my offer was for

women in leadership,

women in organizations.

And so I had, when I started.

Zero idea about how hard this

might be, or zero expectation

about how easy it might be.

So I basically pulled out

my LinkedIn and went, who

do I need to connect with?

Who do I need to tell that

I've gone out on my own?

And now I'm Emma McQueen,

P-T-Y-L-T-D, and I

pounded the pavement.

Three months.

I pounded the pavement,

literally Melbourne every

single day on the train,

four to five coffees a day.

That's committed.

Stupid, but committed, right?

So if you are like me

and you're thinking,

where do I even start?

Open your LinkedIn.

Find out who you connect with.

Go meet them.

Tell them what you're doing.

Ask them what they're doing.

Be curious.

All the things from that

we sold and sold and sold.

And we sold about a quarter

of a million dollars worth

of revenue in those 12 weeks.

Now you might go,

whoa, that's amazing.

No.

Whoa.

That was stupid.

Should have stopped maybe at

the halfway mark because I had

to deliver that work, right?

That meant like, I don't

know, 48 clients or something

ridiculous in that first,

in those first six months.

Ouch, ouch, ouch.

Not sustainable.

That is not what

I want you to do.

But if you did half of that,

I'd be very happy for you.

So I don't expect you to

go and do that because.

That's really not for the

fainthearted, I promise you.

So instead, we'll start

off a little bit gentler.

I tell you that story

because I know this works.

it's just a numbers game

and I know it works.

And I know people want

human connection and

people want relationships.

So what we really wanna do

is we really wanna, day one,

we wanna look at our current

clients and we wanna take

a little stock take of who.

Are our current clients and

how can we serve them more?

Because it's much harder to go

and find a new client than to

service one you already have.

So all I want you to do, just

to get your sales and uh,

muscle moving is reach out.

Reach out to all your current

clients, day one and say

Thanks for your business.

How's it going?

Check in.

It could be a phone call.

It could be a text message.

This bit is not scary.

This is just the warmup

stage, but we wanna focus

on our current clients.

We also wanna focus on the

clients that maybe we haven't

heard from in a little while.

maybe they weren't ready when

we were having conversations

with them, like go back

over the people in your

diary that you've had calls

with and maybe there's

some follow up as well.

We know the fortune is in

the follow-up, so if you are

following up and you can.

Help your clients in any

way, your current clients,

potential clients, older

clients, all the things.

Let's say you're a web

designer and you have had

a client who you designed a

website for two years ago.

It's time for a ju up.

It's okay to R them and go,

Hey, how's your website going?

Do you need it?

Does it, is your

up, that's okay.

That's business development.

It's not that hard, is it?

You might be someone who

writes copy for someone

and you've noticed that

their copy is looking a

little bit like luster.

It's okay to say, Hey,

notice that maybe you might

need a, let me help you.

That is business

development as well.

The amount of people who

are already doing business

development and don't even

know they're doing business

development astounds me and

the amount of people who are

having lovely conversations

and never offering a

service also astounds me.

You have to make an

offer at the end.

And sometimes this

is really hard.

I was talking to a

client who's overseas

and she said, I'm just

not closing the sales.

And I'm like, okay.

I said, well, you can send me

the recording 'cause I really

wanna see that, but are you

being explicit in your offer?

And she's like,

what do you mean?

And I said, well.

Which offers do you have?

So she told me she

had four offers.

I'm like, okay, we're

confusing people.

So first of all,

just offer one thing.

Your job on a sales call

is to actually say to them,

Here's what

I've heard.

Here's what I can offer.

Here's what I think suits you.

Do you know, she did that

the next day and she sold it.

Yeah, it works.

Amazing.

Amazing.

So day one, we

wanna have a plan.

We wanna have an hour in

the diary and we wanna

contact our current clients

and just say, thanks.

You're amazing.

And keep the

relationship going.

It is that simple.

That is day one.

All right.

Day 2 Day two, I want you

to think about the journey

you take your clients on.

We are so busy as business

owners working in the

business, doing the delivery

of the business that we never

stop to like look up and go.

Really what journey

am I taking them on?

We don't have our

CEO time to go, Hmm.

How do I go from cold

outreach through to warm lead

through to sign up Today?

What I want you to think

about is your potential client

journey from cold to sold.

I just made that up, but

you know what I mean.

So you don't know them

and then they sign up.

What touch points can you put

in there to make sure that

they feel connected to you?

And so we wanna build

trust with people.

And we wanna do it in a

systemic way so that we don't

burn out and we don't have

to keep rethinking about it

or keep making the decision.

We really wanna go.

if you're watching on YouTube,

I've got a big circle and

we really wanna go, what

are the touch points that

we've got that will help our

clients get from cold to sold?

So it might actually be, that

you, help them with something.

So they might come into

your world, you might

have a call with them.

You might then go,

what do I do next?

You might offer them something

and they might say, no thanks,

or you might offer them

something and they might go

and need to think about it.

So what are the touch

points that take place

through your business?

I've got a whole map, which

is round and pretty and

pink, and it's basically,

here's what we do first.

Here's the call,

here's what we do next.

Here's what you do next.

Here's what we

need to do next.

And the research says

that people, there

needs to be like.

10 to 13 of those

before people buy.

And in today's economy,

people are reticent

to spend their money.

And so we need to just as

the CEOs of our business,

as the salespeople of our

business, we have to work

a little bit harder to get

them to know who we are,

trust who we are, and build

a relationship with them.

So I wanna let you in

on a little secret.

What do you think

we are doing now?

Now we are dropping

content for you at the

top of the funnel in

the hope that you get to

know, like, and trust us.

And then you drop into my

world, you get added to my

email list, you go through

the process, you might do

a call with me, you might

download something, you might

binge listen to our podcast,

you might do all the things.

Bang, you're in our world.

Yay.

Welcome.

It's fun over here.

So what you wanna do is you

wanna grab a piece of paper,

literally just grab a piece

of paper, draw a circle big

enough to fill an A four

sheet of paper, and then you

need to put in, I don't know,

10 points around the circle

and you need to go, right?

So when someone has a call

with me, then what happens?

Okay?

And so then I send an email,

and then what happens?

By the way, I'm just giving

you the little touch points,

and then what happens

after I send an email?

what value am I adding?

And so you go around

the entire circle with

all the things that

you can systematize.

I didn't say automate.

I said systematize.

And so that someone has a

really beautiful, consistent

experience with you and your

business and your brand.

Now you might be thinking,

Emma, that's gonna take ages.

No, it's not.

It's gonna take

you 20 minutes.

Grab a cup of tea, grab

a piece of paper, draw

a circle, start thinking

about what does my client

journey map look like.

and this is, this

is how I do it.

This is how I do it for

each thing that I'm selling.

So if I, if you have

different target audiences,

you might wanna have a

couple of different client

journey maps for that.

The touch points are so

important, so important.

Google did some, analyzing

of data points and they

concluded that in order

for a customer to make a

purchase, a. They must consume

seven hours of content.

That's seven hours of

this podcast, right?

interaction or engagement

with your brand.

They can be reading your

blog posts, they can be

looking through your website.

They can can be participating

in masterclasses or webinars

or watching your videos across

11 touch points, which means.

11 different instances

where your buyer comes into

contact with your brand.

That's a lot.

So we are just talking about

the sales element, but all

the marketing stuff has to

happen at the same time.

So if your potential

clients can't get to know

you, there's no chance

they're gonna buy from you.

So I want you to think

about that as well.

Today we're talking about bd,

but there are so many other

things that you need to do

to make sure that they're

coming into your funnel.

Yeah, for us, we have

our beautiful podcast.

We have socials on

Instagram, we have LinkedIn.

I write blogs, I

write articles.

All the things.

I do so many things, but

that's also after nine years.

So just pick one thing

and stick to that thing.

But for right now, you wanna

map the client journey.

You wanna show people how

you can take them from A

to Z in 10, 11 easy steps.

So let me get really

practical about the

client nurture sequence

that I'm talking about.

Let's pretend that you have

chosen the LinkedIn plan as

your plan of action while

you do the BD Sprint, right?

Number one, you connect

people on LinkedIn.

That's pretty easy.

Now, you can personalize

the invite or not

personalize the invite.

I've done both.

The numbers wash out the

same, interestingly enough,

so that's number one.

Number two, you might have

some conversations with

them in the direct messages.

That should be simple enough.

Number three, you might try

and get on a Zoom call or a

phone call with them after a

couple of messages in the dms.

This doesn't

happen after a day.

By the way.

This is your client nurture

sequence and you need to be

patient and you need to have

a way to make sure that you're

mapping this so that you

don't lose, Time and so that

you don't worry about, oh, I

haven't heard back from them.

It doesn't matter.

We just have to

connect with them.

And then you might have a

phone call or a Zoom call

and you might go, yeah,

we should work together,

and you might offer them

something or you might not.

If you offer them something,

I would hope that you do it

in a beautiful, clean way.

This is what I've got, this

is what might work, and

this is how much it costs.

Cost is very important

to talk about.

And then you might get off

that call and you might

send them a proposal.

Beautiful proposal on Canva

or whatever collateral you've

got, and you put a little

line at the very bottom that

says, if I haven't heard

from you in a week, I will

follow up because that's

our job to follow up and

it leaves you on the hook

and it makes them think,

oh, she's gonna follow up.

Awesome.

then You might have

something to invite them to.

So we run masterclasses

all the time here at M

McQue, so I might come

along to the masterclass.

You'll love it.

Whatever it is.

And then you might

add some more value.

You might do another

follow up You might also

shoot them a text message.

You might check in.

You might just have

heard something that

they said in the call.

Let's say they were talking

about one of their kids who

has anxiety, let's just say.

And you might see an

article about anxiety.

You might think of them and

instead of just thinking

of them and letting it

finish, you might actually

send them the article and

say, Hey, I thought of you.

That's it.

a client nurture sequence is

about having a system, but

also just being thoughtful.

Yeah, Now as we wrap up, what

I wanna say is this, I have

given you day one and two.

I'm gonna go through the steps

very quickly about what we

discussed so that you can go

right, check, check, check.

Okay, so number

one, have a plan.

Are you gonna

focus on LinkedIn?

Are you gonna

focus on Instagram?

Where are you gonna focus

on two book an hour in your

diary every single day that

you name "relationships".

Day one, we are looking

at current clients,

older clients, prospects,

all the things.

People that are sitting in

your diary that maybe haven't

heard from you in a while, and

we're sending them gratitude.

We're thanking them, we're

just checking in with them.

It's as easy as that.

And then day two, we wanna map

your nurture sequence because

you wanna know how you take

people from A through to z.

We've given you day one

and day two and the plan.

Of course, you can have

a look at all of this.

The BD Sprint on demand

is available and it's very

cost effective, and instead

of waiting for the next

tips, you could just grab

it, run yourself through

it, and get on with it.

And also then let

me know how you go.

I'm so keen.

I'm so keen for women to

not feel like sales is

icky and for them to do

it in an aligned way Now.

Little footnote

on human design.

I've got clients who love

human design, and if you

haven't heard of human

design, feel free to go

down that rabbit hole.

I'm not gonna discuss it here.

But what I do wanna say is

that some women say to me, I

can't do business development

because my human design is

A, or My human design is

B, or My human design is C.

so what I would say to you,

if you're sitting there

going, that's not me use.

Chat, JPT some AI tool to

say, here's my personality,

or here's my human design.

Show me some examples of how I

might do business development

in a way that's aligned to me.

Ladies, there is no excuse to

knob do bd, none whatsoever.

If you want your business

to grow, if you're serious

about results, if you want

revenue in your bank account,

it is a non-negotiable.

We cannot sit and wait for

things to drop in our lap.

So I hope you found this super

practical, super useful, and

uh, let me know how you go.