Here are some super simple truths, critical DO’s and DON’Ts in order to catapult your results to the next level.
1. You can’t fake REAL.
Please don’t put on a personality. People are super perceptive– even more than they know. So while they won’t know why they aren’t moved to buy from you– a lack of sincerity will bungle sales.
2. You can’t sell what you don’t buy.
If you have a mindset challenge around sales and offering your services, you will find it hard to close business comfortably.
Or if you try to sell coaching or consulting but you won’t invest in it yourself…. ruh roh! My friend you’re in trouble. Be sure you’re in alignment in order to profit big.
Fom the stage at The Rise, it was easy to see Million-Dollar Leaders & Rock Star clients alike….like Adam and Bo Urbanski, Scott Robley & Infusionsoft, Rob Schultz, and Elizabeth Anderson…all sitting up, actively listening, taking notes, hitting the mic.
The cream rises to the top in EVERY situation.
Know this, energetically its hard to ask people to pay attention to you and be respectful, if you’re not willing to give that courtesy to others.
4. The close REALLY starts in your open
One of the top mistakes that happens when people go to close the room, is that its complete shift in energy that happens all of of a sudden at the end of their talk.
Its jarring for the audience and its uncomfortable.
HOT TIP ON CLOSING: get interaction at the beginning of your talk so that when you ask people to take action at the end…. its something that’s been happening all along.
5. Keep on teaching through your close
When you make your offer, keep your pace, tone, and energy the same as its been throughout your talk or workshop. And remember that you are still teaching, still inspiring, and still serving.
Remember you’re not selling swamp land in Florida! You’re encouraging people to change their lives, or have a better financial future, or great health– you’re giving them the amazing OPPORTUNITY to step into something they have always wanted.
That kind of energy, inspiration, and spirit of service will close a room.
6. Don’t get weird.
You can be weird like have purple in your hair and tell goofy stories about what happened when you walked into a WHITE OUT of a steam room and almost blindly walked right into a stranger’s lap.
but don’t GET WEIRD about making your offer.
Because if you’re uncomfortable, we’re uncomfortable.
So while feeling nervous is normal, you do want to be sure you KNOW that making your offer is a way of helping people.
You’re giving people a unique opportunity to change… and that is a gift!
Want to power up your results with speaking & making offers?
That’s just one topic we’re covering in this brand new training series based on The Rise Live Event.
There’s something you might not know about me….
I know you’re thinking, “Kristin, we already know you’re crazy, we’ve seen your videos!” but that’s not what I’m talking about.
At night, I often to listen to comedy podcasts.
Not “comedy podcasts” like they are telling jokes (though they are funny), but more like podcasts where comedians talk about being comedians…..
the business, the life, and how they created success.
A comedian’s life feels strangely similar to mine.
They are as funny as I aspire to be someday….
they learn how to improvise and say YES…
they take risks for their career
and have to step into the public spotlight in order to do what they love.
The risks they take… well, they are much like ours.
You’ve got to put yourself out there.
Step into the spotlight and move people.
And to be highly successful as a coach, consultant, author or speaker, there is a public element to it all….
a willingness to be seen and to risk success or failure publicly.
Its all a little nutty, and yet there is an AMAZING payoff. Nothing beats the feeling of joy that overcomes you when you inspire people, move them into action, and change lives.
But I digress….
One of the common threads on the comedy podcast I listen to is this idea that people who won’t go to any length to go for their dream, often are not successful.
i.e. “I’ll give this 6 months… and if I don’t make it, I’m leaving Hollywood and going back home”
Generally speaking, if you’re planning your escape, you can save yourself some time, and just say goodbye now.
And those who will live and die for their craft, who’ll do it for free.
The guys who (while trying to make it in their 20’s) in their SPARE TIME host FAKE talk shows in their living room to amuse themselves on a Friday night….
They end up being comdey superstars
(and former roommates) Conan O Brien and Jeff Garlin.
Yes that’s a true story.
LESSON ONE: GO ALL IN, BURN THE BACK UP PLAN, & DO WHAT YOU LOVE EVEN IF ITS FOR FREE IN YOUR LIVING ROOM
You’ll also notice that successful people hang out with other successful people. The number of famous people who were roommates with other famous people BEFORE they were famous will astound you.
Imagine if Conan’s roommate wasn’t Jeff Garlin, but some naysayer telling him to go out to the dance clubs on Friday night… and stop fooling himself with the idea that he’s going to be a talk show host?
LESSON TWO: SURROUND YOURSELF WITH PEOPLE WHO ARE ALL IN & “LIVING THE LIFESTYLE”
Now in many ways, I’m not the biggest risk taker you’re going to meet.
But I have learned trial and error what works and what it takes to get where I want to go.
And I know this…. if you love helping people enough, love your message enough, and want to make an impact enough, you’ll find a way.
Here at SpeakServeGrow we say OVER, UNDER, OR THROUGH! 🙂
But I didn’t used to be so bold in my business.
Before…. when I was still kind of broke, I used to refuse to travel at all.
Then I realized it was holding me back… I mean really there some things you NEED to do to be successful.
And I started traveling several times a year. I don’t spend my life on the road, but I let travel into the mix… and frankly it felt like a pretty big deal.
Some travel I do is for my own training (just like those of you coming to The Rise) and some is for visibility (like when I sponsor & speak at events).
Either way, it was a stretch for me at first to invest the time and money to leave home, and yet stretching and being willing to do what it takes…
And its one of the things that caused me to catapult my business into multiple six figures in 2 years. Direct link.
Investing in coaching.
Speaking to Groups.
Hosting Your Own Workshop or Event.
I could go on…
All of these things require you to go out…beyond what the average person will do.
LESSON #3: ORDINARY PEOPLE CAN ACCOMPLISH EXTRAORDINARY THINGS…. WHEN THEY DECIDE TO GET A LITTLE CRAZY
When you go there. When you go all in for your business, all in with your message, all in to get the training, support, and experiences you need to transform your life… and then others…
YOU WILL SEE THE PAYOFF.
It is all there waiting for you. The question is…. will you let your sanity take over? Keep you at home? Keep you limited? Keep you “safe”?
Or will you rise above the rest, and join the crazy ones?
Here’s To The Crazy Ones. The misfits. The rebels.
The trouble-makers. The round pegs in the square holes.
The ones who see things differently.
They’re not fond of rules, and they have no respect for the status-quo.
You can quote them, disagree with them, glorify, or vilify them.
About the only thing you can’t do is ignore them. Because they change things.
They push the human race forward. And while some may see them as the crazy ones, we see genius. Because the people who are crazy enough to think they can change the world – are the ones who DO!”
-Steve Jobs / Apple
Remember that there is no golden path to success. You’re going to trip. You’re going to fall. And then its time to RISE UP. Give yourself permission to be imperfect, and to make mistakes along the way.
And have the tenacity to stay focused not on the stumbles, but on where you’re headed.
Focus on the 20% that works… and look to duplicate or expand it, and you will get where you want to go.
Sending you love and encouragement today! YOU CAN DO IT!
Astronauts gets taller in space. Crazy, right?
If this is possible… what’s possible for you?
I remember not long ago, the thought of being able to generate $8K / month working 3 days a week, seemed like a pretty nutty idea.
Was it really possible to generate 6 figures, working from home a few days a week?
I figured it was “unrealistic”.
But I wanted it badly enough that I went for it anyway.
Then the $8K turned to $10K and the $20K and the $20 to $30K, and so the limits become a game… they aren’t real anymore.
I know they are only in my mind.
What’s your big BOLD UNREALISTIC DREAM?
What if we make it happen? What if there wasn’t anything holding you back?
I want to know….WHAT’s POSSIBLE FOR YOU?
I like to admit it when I make mistakes. And let’s face it, I’m an imperfect person. There are few things that were said to me early on in my career, that I REALLY thought were baloney– when I started my business, that I soon learned were true once I started rocking bigger revenue months, still working part time.
My first speaking mentor, Eric, use to say this to me and it would really irk me.
“GRRRRrrrrrrr. What’s THAT’s supposed to mean???” I’d think to myself.
“What are we all supposed to be scared all the time? How’s that going to help?
In the beginning a $3K month part-time was normal.
Now over $30K+ months are normal. Even $30K hours are possible!
And that leap required me to do things beyond my comfort zone.
He was right. (sigh)
A Few Ideas for Worthwhile Stretches That Might Feel Uncomfortable:
Find out what happens, when you keep inching the bar a little higher to the place where you’re pretty uncomfy, but still functional….
That place of STREEETCH is where the magic leaps forward happen!
I was SURE this was NOT true. Sooooooooo SURE!
I used to jump in the pity pot with people when they said they couldn’t afford a program. I used to feel sorry for them. Then inevitably I’d see them investing the amount of money they need to grow their business, in something else they didn’t need so much.
Hmm then I just felt sad for them. And I knew I had let them off the hook, and let them down.
Things People Magically Find Money For When They Say No To Your Program:
Realize that if you can help someone move out of a problem, and finally achieve something they’ve always wanted to, that its your job to challenge them to create the funds.
If they want it badly enough, they will find the money to invest.
So always hold space for people to step up
into a bigger version of themselves.
Not sure that’s true?
Start tracking the people who say no, and watch what the spend money on next. Maybe even watch yourself.
Will you buy a $50k car, but think longer about a $25k investment in your business that can actually bring money BACK to your bank account?
Would you say no to a $15K investment, but possibly find yourself saying yes to three $5K investments?
Oh boy this was another toughy!
A coach once said this to me, as I was considering their coaching program, and I claimed I couldn’t afford it.
(This was Kendall Summerhawk’s sweet husband by the way who said this to me, and I later told him this story when we met at an Ali Brown gathering in Arizona)
At the time, part of me knew what he was saying was likely true, and yet the fear it brought up for me caused me to bristle and think “yeah nice pitch to get me to buy your coaching”.
But as I grew, I’m came to know it as an unavoidable truth.
Sometimes you need to let go of something old that’s not working,
to make room for something new, that can take you where you want to go NEXT.
Here are some things you might want to add as you step into a bigger version of yourself:
My private clients often ask, “how did you grow so fast, part-time?” And the truth is that in addition to having a great strategy, I’ve brought a willing spirit.
So willing, I’ll even admit it when I get it wrong.
I hope that sharing this tips help you learn these important lessons faster…. so that you too can catapult your business into multiple six figures and beyond!
Your Turn! What are some important lessons you’ve learned? Let me know in the comments below and be sure to share with your social media friends too 🙂
Everyone gets stuck from time to time, it usually happens when we get stuck in our head, and forget that ACTION is the way out. And that’s where I come in!
I am here to help real people get rocking results!
Here are 4 key things you need to get clients in the first place:
Now how to do you go out and get those clients? Here are 5 fast ways to attract a rockin client in the next 7 days or less.
1. Use your “Opportunity Eyes”
In my past life, I was a media consultant for top-rated stations like NBC. And this tip is how I won awards for NEW BUSINESS SALES at every major station I worked at over the the years.
Look at people in your client list, or contact list with an eye for opportunity. Do you have an idea or way to help someone? Maybe you’ve been dreaming you could work with this person, or uplevel the way you work with them.
Reach out and suggest a quick chat, to discuss some of the hot ideas you’ve been cooking up for them.
WARNING: Do not approach people with unsolicited advice, or “accidental insults” about what you think they are doing wrong.
Approach your prospective client with a spirit of enthusiasm for their business and excitement about your idea and how it might add to what they are doing well already!
2. Send a Client Getting Email
The first time I did this, I got 2 new private clients immediately. Within 48 hours. So don’t mock it just because its simple. It works when done right.
3. Host a free teleclass
One of the best ways to get clients is show people that you’re great at what you do! Host a free teleclass or webinar and give value, create a connection between you and your clients and followers, and let prospective clients know what its like to work with you!
(WARNING: Be sure you have an offer within your class, even if its a free offer for a consultation or one-on-one coaching session to enroll them into a paid program)
4. Speak for free
Reach out to local organizations, networking groups, and associations, and give a rockin talk that gives great value, serves, and makes it clear to people how they can move forward with you. I’ve had several clients recently fill their programs off just ONE TALK and leave with referrals to more speaking gigs too!
So get out there and start rockin your talk & your biz!
5. Promote a $97 or less Program
Adding a low-priced (under $100) audio program can be a great lead magnet. Take your best 1-2 hours of audio training (or jump on instant teleseminar this week and create one!) and start promoting it in your newsletter, facebook and to prospective clients.
Its a great, low risk way for them to check you out, fall in love, andwant more! This easy to implement strategy alone generated over $14,000.00 for us in first quarter.
Ready for more customized help building your business?
Click here to fill out a quick questionnaire, and schedule an initial breakthrough session with Kristin and find out which of our programs is the right fit to help get you where you want to go.