"People just aren't buying right now.

I don't live under a rock.

There are interest rate rises, a

housing crisis, and good old social

media, which just doesn't work.

Does not help us with this.

I'm not saying that that's not true.

What I am saying is there might be some

nuancing that we can do around this one.

One of my clients spent a

lot of money recently Did she

have to work a bit harder?

Yes.

Did she have to do it a

little bit differently?

Yes.

Did she still make sales?

Hell yes.

So she turned a launch

into a 50, 000 launch.

People are still spending money.

Sales are still happening.

I reckon there's three things

that I think business owners need

to do to continue with selling

over the next little while.

get creative, zhuzh it up,

and get in the driver's seat.

Now I've talked you

through those three things.

So get creative about

what you're offering.

Don't roll out the same thing

that everyone else rolls out.

Put some more thought into it about

what it is that makes you different

or you unique that truly adds value.

People, More than ever

are looking for value.

What I mean by zhuzhing it up is

I need you to do a little audit.

Maybe you pause right now

and you do this audit.

How are you coming across?

Are you presenting yourself in a way

that makes people want to work with you?

have you done an attitude check?

I know that sounds ridiculous, but

there's so much negativity out there

at the moment and that's bound to seep

in to what we're hearing, what we're

thinking, what we're saying to others.

Are you a drag to be around?

There are some people whose energy

is just a lower vibe and sometimes

they can be a drag to be around.

Is that you?

Are you bringing the right energy?

I had someone in my, uh, one

of my masterclasses tell me the

other day, I mean, you've brought

great energy, but I work at that.

I don't just rock up on

zoom and go, here I am.

I make sure that I put myself in

the head space that I need to be in.

I make sure my energy is good.

I make sure that I'm intentional

about what I'm doing and how I'm

showing up for that audience.

So you should up, you might need to use

it up and then get in the driver's seat.

When we were a passenger in a car,

we just grabbed the seatbelt, Click

it in and we don't worry about much.

We sit back and we allow

the driver to do the work.

Guess what?

We are the driver.

Now we have to do the driving.

That means being active with

your business and getting on

with doing the right things as

much as we would love them to.

Leads do not land in our lap.

Maybe they land in your lap or maybe

in a past life, in a past time,

they had landed in your lap, but

they're starting to slow down now.

The amount of times I hear

people say, especially women,

I've done all the backend stuff.

I've done all the collateral,

but there's nothing happening.

My website's not working.

My socials aren't working.

Is your BD working?

Are you actually doing any BD?

Business development, right?

So they spend hours on socials.

I know it.

We can drop down rabbit holes.

And that's the, that's

the thing about socials.

We have to limit our social activity.

They fix their website.

They tweak their website.

they pretty up their collaterals,

but what they really need to start

doing is working out how they're

going to get people on the list.

Do they have a list?

Do they have a welcome series

that would, when you add people

to the list where they would say,

Hey, it's nice to have you here.

If they don't have a list, you've got

to start there because then you need

to share your offers to that list.

Your list is your VIPs.

if you lose Instagram

or you lose Facebook.

You still got your list and not enough

people are working on their list.

Then you got to work at a valuable

freebie for your community, a freebie

that helps people get on your list.

So for me, it's a quiz for you.

It might be a checklist or it might

be something of value And we need to

look at your entire sales process.

Do you even have a process?

It's a great question.

Actually, if you pause for a minute

and say, do I have a sales process?

Whether it's written down or

not, I suspect you might have

some kind of sales process.

If you don't have a sales process, it

would be really good to get one of those

and you can map it out super easily.

what happens when people

come into your world?

Do you have a process

that you then follow?

It's not enough to have the process.

We've got to follow the process.

If you don't get one.

And today I thought I'd give you a

little sneak peek behind the curtain.

I want to tell you about one of my

offers, which is Revenue Raiser, but

not for the sake of Revenue Raiser.

So I can show you how I get

people to come into my world

and invite them into my world.

First of all, I want

you to picture a funnel.

Got it.

Great.

for Revenue Raiser which is a group

coaching program for six months for

women wanting to stop working with

hourly rates and start making more money

and hit that 10, 000 a month, right?

That's the actual program.

Forget the program.

I want to talk to you about the process.

So number one, We build our list.

We put an offer out there,

freebie, a quiz, whatever it is,

and we build our list and we get

people to come into our list.

Then they get a welcome series from

us and then they get a weekly email.

Two, we offer cool stuff to our list.

You got to love your list.

Your VIPs.

If you've got people on your

list and you're not using

your list, what are you doing?

Don't waste time.

Use the list.

We have just finished running a

couple of competitions for our list,

for our People who are so loyal and

read our email every single week.

We want to just to give

some love back and we ran a

competition and it was awesome.

Number three, from the list, we

would invite them to a masterclass.

Our masterclass is called

Create Europe for Masterclass.

It's a one hour masterclass.

I know that there are a stack

of women who are unhappily

charging an hourly rate.

And I think that limits our

ability to provide more service

and also to increase our revenue.

So the masterclass is designed to have

you thinking outside of the hourly rate

and in that one hour You come with an

idea, we flesh it out, and hopefully you

leave with a little offer that you have

that you can put out to market, right?

Four, at the end of the masterclass,

I offer them an opportunity to have

a clarity call with me, which is a

30 minute call, which is absolutely

free to help them either get unstuck

or talk about Revenue Raiser, or

Or I make an offer for them to join

the next round of Revenue Raiser.

Sometimes they do both.

Number five, I send a follow up email

with the recording on it and a little

bonus, because I love it when people

come to our masterclasses live.

I don't know about you, want But,

uh, we have a lot of people register

and then about half turn up and the

other half just want the recording.

And I'm totally fine with that, but

I like to reward those who are at the

live masterclasses with a little bonus.

Of course, I'm not going to tell

you the bonus just in case you come

to one of our masterclasses, but

you've got to love on your community.

And then number six, I follow them up

individually to see where they're at.

How do they like the masterclass?

Would they like a clarity call?

Would they like to join RevenueRaiser?

I offer.

The services that we have and

the programs that we have.

That's just one offer that we have.

Does that sound like

a lot of steps to you?

Are you sitting there going, Oh dear,

she could do that more efficiently.

You bet you I could, I could

automate the whole thing, right?

I could do the video, not do it

live, not rock up live, not do the

follow up, automate the whole thing.

But right now I'm just not

sure that's what people need.

You get my point, right?

People need to know that you care and

that you do what you say you will,

and that you follow through, and that

you demonstrate it time and again.

Are you doing all of those things?

I'm wondering if we can rephrase,

people just aren't buying right now.

Could we rephrase that?

Could we give that a little polish

up and a new, a new sentence?

Can we say, people just aren't

buying as easily as they once were.

Or, I need to put a few more steps

into my sales process to help

people feel more comfortable.

people are still buying.

They may not be buying as quickly.

They may not be buying after one

conversation, but you can bet your bottom

dollar that people are still buying.

Oh, and by the way, I have a lot

of clients who say, when is it

okay to not follow up anymore?

You would have heard me say this before.

It's never okay.

People aren't ghosting you.

That's the story we give it.

People need you to follow up.

You're the person who has the offer

that's put the offer in front of them.

You're the person that

needs to follow up.

You follow up until you get a no.

People are just busy.

That's it.

People are busy and that is it.

I will put a caveat to that.

I have noticed some women in business,

and it's mainly women, I have to admit,

it's mainly women who reach out, will

have a clarity call, and then no matter

how much follow up you do, they do ghost.

I find that really unprofessional.

I think if you have had a conversation

with someone and you don't

want their services, tell them.

It's not that hard.

So if you are one of those women

who makes the call, has the clarity

call, and just doesn't want to work

with the person, just tell them.

It's not aligned.

It's not right for me.

Thank you so much.

Because then that person

can move on with their life.

And if you're on the other side of

that, Make sure you're following up.

Make sure you're not just doing

boring follow ups like, Hey,

just checking in every email.

Maybe you need to text them.

Maybe you need to send them a voicemail.

Maybe you need to

contact them another way.

Don't be boring and make

sure that you follow up.

From this episode,

what do you need to do?

What do you need to do?

Do you need to go and do an audit

about how you're showing up?

Do you need to check in with yourself

and see what your energy's like?

Do you need to ask some people to see

what they think your energy is like?

That would be super interesting.

Is it that you get feedback

on your energy and therefore,

you know, it's good.

Do you need to think a bit

further about your sales process?

Do you need to sit down,

grab an A4 sheet of paper?

and write down your sales

process, draw your sales process.

Do you need to do a diagram

for your sales process?

And then you tweak it as you go.

What's the one thing that you need

to do from listening to this episode?

P.

S.

Thank you for having me in your ears.

I love jumping into your ears

every single week, and I hope

that you're enjoying these.

And if you've got any feedback

for us on what you'd like to

hear on the podcast, hit me up.

I would love to hear.

Bye.