Renee Hribar [00:00:00]:

Welcome back to Selling youg Expertise. I'm Renee Rebar, and today's episode is about what happens next after someone says yes to your no brainer offer. This is where the magic happens. All right, let's go back to Laura. You'll remember her from Monday. If you didn't hear Monday's episode, you definitely want to go back and check it out. Because here's the deal. After Laura's clients completed her $197 strategy session, she didn't immediately go into a pitch.

Renee Hribar [00:00:30]:

Instead, she scheduled a 20 minute follow up call where she just checked in and she asked these three questions. Question number one, what progress have you made since our session? Right. Because during the session she laid out a plan. But a plan is only as good as what you do, right? Knowledge is not power. Knowledge implemented is. Is power. So she knew, she understood that. A lot of people say, all I need is the information.

Renee Hribar [00:01:00]:

I just need the right thing to do, tell me what to do. But what she knows to be true is that it's not the full picture. There's more to the story. And so again, this is what she does for a living. She supports people in doing the right thing. Right, Doing the right work. And so when she asked the question, what progress have you made since our session? Most of the time she hears, oh, Laura, I didn't get to it. I tried, or this happened or that happened.

Renee Hribar [00:01:29]:

And of course she can inquire about that. She's very empathetic and loving. But at the end of the day, the reality is, is that if they have the right plan and they still want the thing they said they wanted, then the missing piece might be looking for support from Laura. Right. So her first question was, what progress have you made since our session? The second question was based on our work together initially, I've identified a few areas that with the right support, could get you to your goals even faster. Do you want to see what I've come up with? So regardless of what they said, whether they were saying, yes, I got everything done. It was a perfect checklist. I'm a.

Renee Hribar [00:02:11]:

Okay. She can still bring up, well, based on what we saw or what I saw in our initial work together. Again, initially, initially, it's not full transformation. She didn't do a full, full assessment or full evaluation. She sold a simple no brainer offer, which again, if you have to go back to Monday, listen, in no brainer offers, I can't say enough good things about them. They are typically, if you were to just get somebody to come in and do full transformation for, you know, a hundred thousand dollars. Well, what would that first meeting look like? Regardless of where you're headed, that is typically where you start with your no brainer offer. That's what you do on your no brainer offers.

Renee Hribar [00:02:54]:

You look under the hood, get the plan in place, and then you give them the plan. They have the plan, they think they can do the plan, and then we come to this call. So for question number one, what progress have you made since our session? Question number two, based on our work together initially, I've identified a few areas that with the right support, could get you to your goals even faster. Do you want to see what I've come up with? At that point, she might share three things or five things that she's seen that she knows they need help with and of course they know it too. And then her third question that she can ask, you know, if they're qualified, like if they're nodding, if they're, if their, you know, body language is right, if they're looking at her, if they're giving her their attention. I mean, if they're not shutting down, then she can ask this with confidence. It's, do you want to hear what it might look like for me to support you in those areas? But if they're getting def and their barriers are coming up, then we always want to protect the relationship first. And again, I can't say this enough.

Renee Hribar [00:04:01]:

This is you talking to another human, right? So read the room, see their body language, look in their eyes. How are they sitting? Do they look comfortable? And these are all emotional and physical cues that you can see, even in a zoom call. So if you do see their barriers start to raise, their body language start to shift and shut down, then you don't have to go to question number three. You could simply show them some empathy, encourage them, say, listen, you have the plan, let's do this, let's give it another week and we'll check in again. So you retain the most important part of the relationship for ongoing continued success. You've gone this far, you've invested so much time and energy already, they've only paid for a strategy session. But if they're, if their body language and their energy and their eyes and their attention start to go in another direction, there might be something else under the surface that you're not aware of. So I just want to confirm that you do not need to make an offer just because you got on the call.

Renee Hribar [00:05:13]:

Read the room. So you could always say, listen, let's check in another week or let's check it in 30 days, or is there something else that's happening that maybe can help me understand the full picture here? Or is there more going on than what we've already talked about? That would be a sub question. And these are all things that I reviewed with Laura as we prepared for her call. That's something that I do with my clients. I don't just let them try to figure it out. Same thing with what I'm sure you do with your clients. You are there for them, you're going to practice with them. And that is one of the things my clients, they love about me is I actually sit down with them and we practice together.

Renee Hribar [00:05:49]:

Whether that's over voxer or whether that's on a zoom call ourselves, that practice helps them get it right. And for those of you who are listening, whoever taken a Toastmasters class, or if you've taken public speaking classes or you've been on stage or plays, you know that tone and cadence and body language say so much more than just the words. So these check in calls, for example, with Laura, they are powerful. They're short and they're powerful. They are not just to make an offer, they to evaluate if they are ready for the next level of support from you. And honestly, I want to just encourage you to say at this time, right, it's not a no, never, it's a yes or maybe later. Because the most important role that you want to maintain with your clients is that of trusted advisor. So all of this is to help you get to know them better, not give a proposal that's totally out of scope and underpriced, where you end up resenting them and hating yourself.

Renee Hribar [00:06:51]:

This is so that you can get give great proposals, give great continued support when it's the right time, without being pushy or salesy and without honestly hearing no, because you're going to avoid the objection in the first place because you're not going to make an offer unless they answer correctly. So when I say if they're qualified, it means they're giving you the right signals. And again, this is something that I practice with my clients. Sometimes they don't read those signals because they haven't been in sales or they didn't sell the for themselves before. And often when they're selling for themselves, their, their lens starts to get a little foggy, which is also why we practice. So I'm giving you all this information. You're listening to the podcast, you're getting it. I have the book.

Renee Hribar [00:07:35]:

I have the book. On audible, I've got the ebook, I've got the program. But even then I still have private clients get private sessions just to practice this very juncture. And I can tell you that once they get this right, there is no stopping them. They go on and they hit the revenue goals over and over and over again consistently. So I want the same for you. So just really want to reinforce you that these check in calls are short and powerful and they're not just to make an offer, they are to evaluate if they are ready to hear more. Because in reality you're just getting to know them and even if you knew each other for years, but it's just socially like I've worked with lots of friends and family members.

Renee Hribar [00:08:16]:

In fact, people that I'm blood related to have known me since I was 2. I've still taken them through this exact process because I don't know them in this way. Because during Thanksgiving dinner we're not doing a business evaluation assessment, you know what I mean? We're just talking about turkey and Aunt Susie over there. So remember, it's very contextual. This is going to get you the right information at the right place point so that when you make offers it's going to hit home so that we don't have to overturn objections because that's just not how we're built as women. So being the fact that you've just getting to know them in this way, there might be and often definitely are hundreds of factors impacting what their next best step actually is. So with Laura, we didn't have to make a pitch deck. She just spoke with them and then as she spoke with them, she filled out out a little Google Doc template that I have for offers.

Renee Hribar [00:09:16]:

I teach this. It's leveraging my RH3 closing framework where as she's talking and they're listening and then she's asking and then she's listening, she's just filling out this framework on her computer and saying, listen, I'm listening to you. I'm just filling something, I'm filling out the paperwork here. I'm filling something out, I'm taking notes so that again, she doesn't have to stare at them well or try to figure out where to look on a zoom call. So she's asking these questions, she's listening, she's filling out this Google Doc offer template that I teach with the RH3 closing method. And by the time they were ready to say yes, I do want to hear more about what it might look like to work with you. All she had to do was explain the next step, schedule their onboarding call and drop the link to the Google Doc where they went over it together and they paid in full. So it all happens right there on the call.

Renee Hribar [00:10:10]:

And if we do it in this way, it's very relaxing. It's not high pressure, there is no stare down, there is no harsh or line in the sand. It is very natural and comfortable. But there is a very clear process. And so each person that Laura ended up speaking with that had the no brainer offer initially, they saw for themselves that they wanted more support. She didn't have to convince them based on the questions that she asked. And because Laura asked these questions instead of pitching right off the bat, she was able to make a natural feel good offer for longer term support. And again, Laura is a coach.

Renee Hribar [00:10:51]:

But this works just as well, if not even better, honestly, for service providers. All of the ads managers, web designers, funnel builders, bookkeepers, dashboard builders, ghostwriters, email marketing strategists, I'm just listing them off of my head here. I've worked with all of them. All say they didn't feel salesy, they made clear offers that got accepted, and when they made a no brainer offer first, they were able to get bigger offers accepted with confidence and the clients understood their value. So they didn't even bat an eyelash at the price. Many of them tell me that they make different offers after a no brainer offer than they would have made if they had gone straight to the full offer up front. Better offers, offers that feel more aligned, offers that are often higher priced than they would have initially made as well. So I just can't say enough.

Renee Hribar [00:11:50]:

I mean, can you see why I love no brainer offers so much? Like I am jumping up and down here. So here's the lesson. You don't have to know your full customer journey in advance. You just need to start the relationship, listen and respond. I cannot say this enough. You don't need to know your full customer journey in advance. Because the reality is once you sell that no brainer offer and you deliver it, you have been under the hood. Now, as I would say, you've seen things in your lens, with your vernacular, in ways that they couldn't explain because they don't know what you know, they don't do what you do, they're not an expert in what you know.

Renee Hribar [00:12:31]:

So I just can't say it enough. With the no brainer offer first as the first sale, it's easy to say yes to, it's easy to deliver and it's a qualifying tool for all the other phases of any kind of continued support that would come next, whether you're a done for you service provider, a coach, or a consultant. So here's your action step. Okay, ready? Write down three questions that you could ask on a follow up call to help someone who bought your no brainer offer self identify that they do need more support. That's your action step. Next week we'll talk more about how to price your offers without overthinking it. Until then, make the offer, ask the questions and trust the process. See you next week.