[00:00:00] Welcome back to Selling Your Expertise. I'm Renee Rebar, and if you've ever thought I have no audience, or I'm starting from scratch, today's episode is your permission slip to begin right where you are on Monday. We talked about Jane and how her love list helped her land a dream client. And get featured on a podcast where with the right framing, she got three more clients.

Woo-hoo. Let's hear it for Jane. Right? But it's all about the framing. It's the variables that matter. It's situational. So here's something you might've missed. I sort of went over this a little fast. Jane didn't make an offer to Rebecca right away. She made a connection. First, she gave Rebecca a reason to smile When she [00:01:00] saw her name, she put her in a spotlight, which is a regular strategy that Jane and I had crafted to keep her love list warm and.

Bring those that she's most interested in. A little closer enough to offer a thank you call. And this one connection strategy opened the door to hundreds more. So here's the math. If you genuinely connect with just five people a week, and each one knows a hundred more people, which I say this all the time, every single person that you meet knows at least another 100 people that.

They could immediately today write this moment, tell about you. So that's another 500 possible clients, connectors and collaborators every single week, even if you're only genuinely connecting with five people a week. But I hear you, Renee. No one I know is gonna tell anybody about me. Okay. [00:02:00] So you can see how it could add up very quickly, right?

But let's just hypothetically say no one you ever meet, ever shares more about you to anyone else that they know. Let's just hypothetically say that even though I know that's not possible. I'm listening to you. I'm listening to you listeners. Yes I am. And I hear what you're saying. So let's just say you only genuinely connect with five people a week.

That's 20 people a month. That's 240 people a year. Think about it, how many clients can you handle in a year? And then I want you to think about the state of mind your ideal clients are in. They don't know exactly how to diagnose or describe what they need. They don't speak in your language, especially [00:03:00] when you're getting into your expertise.

this is a hypothetical situation. If you were a project-based service provider, let's say building funnels or building dashboards or automations, or optimizing the tech, you are most likely. Not speaking the exact same language when you speak about those things as your ideal clients. And think about it.

They don't necessarily know then how to identify you, even if you've identified them. This is where the love list and the Spotlight Connection strategy come together, like a peanut butter and jelly. So think about holding someone's attention long enough to get the full picture of where they're at. What they're actually stuck on, and then demonstrate to them exactly what untangling that could look like.

That could happen in a [00:04:00] week or a month or longer. You know, on this podcast, you're gonna hear lots of different strategies, and at the end of the day, when I work with my clients, it's about finding the right one for them in the moment that they're. In business right this week, this month, this quarter. So I want you to really think about this as an alternative, right?

You have identified some people that you wanna talk to. You are showing up where they are. You're loving them up, right? You've looked them up on all the different places. Spotify, YouTube, Pinterest, Amazon, of course, the regular places like the social media channels, LinkedIn, Facebook, et cetera. But. You are looking for a way to hold their attention.

You don't really have that genuine connection yet. Well, you could spotlight them. So imagine having a monthly spotlight and what this looks like is very simple. It's typically a post and you can go to my social media channels. I do this. I don't [00:05:00] just teach, I do. I teach the things that work, and so I also test them on myself and things change over time.

So imagine having a monthly spotlight where the people you've gotten to know or are getting to know Put together in one post where you feature them either on social media or email or both, wherever your business shows up. And I just wanna reinforce, you do not need a big following. I did this before.

I had a big email list and before I had anyone following me or connecting with me on social media, um, when I. Started this strategy. I had three people on my email list, me, myself, and I. Okay. And, and I had nobody knowing who I was on social media, but I understood how to keep people's attention from my decades of sales experience.

And I leveraged the tools that I have. So imagine having a monthly spotlight where you [00:06:00] bring people that you know, or that you are getting to know to a featured post or email or both, and you invite each of the people that are in the spotlight to something. So what could that something be? Hmm. Let me give you an example.

I love giving specific examples. Speaking in theories is only one way, but I really like getting into the details. That's why I love my consulting so much. Okay. Lemme give you the example. Let's say you're a funnel builder. I work with a lot of funnel builders and ads managers and tech and automations experts, and I just love how their brains work.

They work very differently than mine. I needed and still need those people on in my world. So. as a service provider, I need to have the, I hire them, is what I'm saying. So I understand their ideal client. 'cause I am their ideal client. So let's say you're a funnel builder and you know that the three most commonly needed [00:07:00] funnels are a calendar funnel, a freebie funnel, and an onboarding funnel.

What if you did a spotlight on a few people and invited them to a Zoom call afterwards where you shared what these funnels looked like when you build them, and where you most often see pieces missing. When your clients come to you, then you can open it up for questions, record it, and then send them each the replay and an invitation to a free consult to evaluate their funnels.

You see how that could all come together so easily. You are literally going into your newsfeed looking for people that you believe are your ideal client, showing up where they are, loving them up, and then spotlighting them because maybe you couldn't connect with them in one week. Maybe it took you a couple weeks and you wanna maintain their attention and you wanna continue to show up where they see your name and they smile.

So the worst that can [00:08:00] happen is. They smile, right? They're like, oh, she's a, she's so nice. She's so gracious. She's helping me share my business. Any entrepreneur who is out there knows the value and the benefit of someone sharing their business. So you're gonna share their business in a post about them and just saying, these are great people.

You should check them out. You're not necessarily saying that you've worked with them 'cause you haven't, you're not saying that you can vouch for them specifically because you necessarily can't, you know, they're a good person. It's keep it as simple as possible. Put up something very simple. I mean, again, this is, I can go into more details with you specifically if we end up working together, but these spotlights are so simple to do and they do exactly what you need, which is hold their attention and bring them closer so that you can.

Learn more about them. Then they can learn more about you so that you don't have to worry about what I call a language barrier, right? There is no Google translate in the same [00:09:00] language for what they're thinking they need and what you actually know they need, but by showing them, by demonstrating your brain.

You build that bridge. So it sounds like a great way to get someone out of your newsfeed and onto your calendar in a non-salesy way, right? Because you are simply helping them. You're not hurting them, you're educating them. And if you've been hanging out with me for any length, the time, you know that the four mile markers that everybody must cross before they can say yes to anything, our proximity, you got that reason to reach out.

It gives you that education. The biggest. Longest mile marker. And that is number three. And then finally indoctrination, where like they understand what you do, they understand their problem, they're self-aware, and if they ever get it done, they're only gonna be talking to you. So. Here's your action step.

Have you written one name yet? If not, pause the podcast. Go grab a pen and write it down on the same sheet of paper where your money goal lives. And then if you want to know [00:10:00] exactly what to say when you connect or how to do this spotlight with your love list. Go to ask me coach.com and take me up on my invitation.

That's A-S-K-M-E-C-O-A-C h.com. Next week we'll build your momentum with a look at anchor content and how to use your stories to attract exactly the right clients. Until then, you've got this. Talk to you soon.