Hey Be You Branders ! In this new episode of the Be You Brand podcast we are talking about sales, in a different way !
We are discussing daily and weekly activities that lead to sales , when you are not selling , because people buy from those they know, like, and trust.
I share some ideas on how to bring and attract people to your business and improve your sales. I delve into the importance of selling without using traditional, direct sales methods. The focus is on building trust, credibility, and relationships with potential clients
Always while creating a strong personal brand, establishing authority, and fostering a sense of know, like, and trust, ultimately making the sales process smoother and more effective.
This episode emphasizes the value of consistently incorporating these strategies into daily and weekly content and income producing activities.
“The truth is that sales is the lifeline of your business. If you don’t make any sales, you can not stay in business. you cannot help your person if you don’t sell ”
- The importance of selling without explicitly asking for a sale constantly ( which make it feel “sales” )
- Recognizing that building trust through relationships is crucial for successful sales.
- The role of building a personal brand and authority in gaining trust through more creative ways of selling.
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Listen to the Podcast:
Ati Grinspun 0:00
Welcome my friends to the Be You Brand podcast. And today we have a super cool episode. And this is something that has been coming up a ton inside of the rebrand Academy and is sales. Now, I know that a lot of you kind of like shake when you hear the word sales. So what I’m specifically going to talk about today is about selling without selling. What does that mean, there is many ways to sell without actually asking for the sale. Now, we’re going to do another episode where we will talk specifically about sales and closing the sale. But this one is for you to understand that the sale actually starts way, way before actually the sale closes. So the things that I’m going to share with you today are important because the truth is that people buy from people they know they like and they trust, if you have been listening to the podcast for a minute now we have said that so many times I talk about it in all of my free workshops, you know, like content know, like and trust is absolutely key for people to actually buy from you. And that actually happens through a lot of things that actually feel no not sale, see and feel really, really good to share. So I’m going to share those with you today, a few ideas. And I would love for you to share if you’re doing any of these or you’re doing other ones that you feel like really bring and attract people to your to your business and your sales. We’re always here to grow. And I’m curious to see which ones of these you’re actually incorporating into your email marketing into your content and all of that. Okay, so let’s get started. Number one, let’s talk a little bit about the mindset around sales before we jump into this, and this is the thing many of you are here because you know that you can make a huge difference in the world, you have a passion, you love what you do. And the truth is that if you do not make any sales, you’re not going to continue to be able to be in business. And I see this happening over and over and over. I actually had these maybe at the beginning of my business to where I felt there was something there was a disconnection between me my passion, what I wanted to do, and the thought of selling, I was like, I didn’t sign up for the shed, especially on the first few years when I was doing photography. I was like, I just love photography, I love what I do. I just don’t love the selling part. But the truth is that sales is the life line of your business. If you don’t make any sales, one, you can not stay in business. And two, if you don’t make any sales, you cannot help your person. So whatever beliefs you have around sales, I want you to ask yourself, where is it coming from, you know that a lot of what we do inside of the Academy, a lot of what we do here in this podcast, we always go back to really finding the root cause or whatever it is that is slowing us down or holding us back. So I want you to think that all the junk, right that you think about sales is really standing in the way between you and the person that needs your help. So when you actually get gracious, and you talk about your offer, and you talk about what you sell, and we talk in like the last few episodes about how excited are you about your offer, and all of that is what’s in the middle between you and you making a difference to the people that you’re here to serve. So I wanted to put that we’re going to do more of these episodes, because I think that I see all of these coming up so much with my own clients with other people that I think it’s really, really important for you to understand, where is the thought, where is it coming from and what is the thought that maybe is keeping you small when it comes to sharing your offers and selling and all of that. But today, we are going to focus on everyday sales, integrating selling into your daily activities without being salesy. So basically, how do you sell without selling? So I’m going to use a few of these and a lot of these can be with deep into your content. They can be with Dean into your print materials if you actually have them. So most of the people listening to this podcast, you’re either a coach or a service provider. You’re a you’re a consultant. So a lot of you do business, specifically online. But if you also are business offline, this is great also for your printed marketing materials and stuff like that. Okay, let’s get started. So number one is client testimonials. So this is a no brainer. Like if you are already in business and you are working with clients already, you probably already have people that are raving about you people that actually are saying, oh my god, this is so amazing. It has been so great working with you. So I want you to get creative. So what does this mean? We all seen it. And I use them too. I want you to know this where we share or client testimonials or working with so and so was so great. She has taken great care of me she Cassie integrity, whatever it is, signature, call it a day and you put a graphic on your Instagram. Now, this is great. Let’s actually let’s go back. This is good. You are doing it you’re putting putting client testimonials on your social media, you’re sharing them. Now I ask you how can you get creative around this client testimonials? Remember, the reason why I’m gonna give you a lot of this is because every single one of these create know, like and trust, right? So when people see that you are working with other people, immediately they have trust that they are going to get the same result working with you. So I want you to get creative, how do you get creative, you can do a video, you can do an audiogram. If you don’t know what it is an audiogram is a piece of audio that goes over a picture. For example, you can have a picture with your client. And you can have an audiogram that goes on top, you can actually have a picture of you and your client, right and the testimonial read an infographic, you can actually do a video of your client saying oh my god, it was so amazing working with it. This is what I got out of it. Well, the reason why I’m telling you client testimonials is the key. But also how do you get creative is because you know that in order for people to pay attention, you have to stand out. And the way you stand out is to share all the things in creative ways. So I want you to take the thing that I am telling you to do that tip the tool, and I want you to make it yours a way that I have recently started sharing client testimonials has been sharing or client wins inside of the Beaugrand Academy. Another way to share client testimonials that I’ve done for a long time is actually when we are in launch mode. And we are doing or workshops or master classes and stuff like that. We bring our clients into our zoom, and we actually interview them. Now I want to give you a disclaimer for these, you should have on all your contracts, something that says hey, we may use your Client Testimonial on your social media, these and that that way. Another way of sharing client testimonials is for example, sharing the text that you are getting between you and your clients. If that is a thing that you guys do. For example, I don’t know I have a text from somebody saying, oh my god, I just crossed the $13,000 for the month. And I went and I share that on my social media. Now, of course, you want to ask for permission. Before you post it. Sometimes your clients may ask you to cross over their name, sometimes they don’t care, but you want to have agreement before you share. And the best way to do this without friction is to just have that sign when they start service with you. Okay, let’s move over to the next one. The next one is actually similar, but it’s not the same. Okay, so case studies. Now case studies are a little bit different than testimonials because cases studies tell the story for a client from beginning to end. What does that mean? We are doing and we are using storytelling to share where the client was when they actually started with you where they were when they first started. What happened in the middle and where are they after working with you? Now this is a little bit more in depth than just a client saying how amazing it was working with you because this allows your clients or your future clients to act surely see themselves in the story that you’re telling about this client a way for you to display this, there is a few ways to do this one could be actually an actual interview. Another one is taking that interview and creating a blog post of it. You can also take that and create apparel sell on Instagram, this can also be a podcast episode. So there is so many ways for you to share a case study and really asking the deep questions of where this person was, how was the process and where they’re at on the other side. Now, if you’re interviewing your clients at the end, and you’re getting a form or an off boarding, this is a great way to also ask for that testimonial that we talked about earlier, right? Because you can say, hey, if you have to tell somebody that is thinking about working with me, and they are on the fence, what would you tell them what has been your experience, so I want you to keep that in mind that they’re similar, but they’re not the same. Now, all of these that I’m sharing, they should be weaved deep into your content into your blogging into your podcasting, literally on a monthly basis. Now, you’re may not have case studies on a monthly basis, because you may not have clients, maybe graduating or finishing services every single week or every single month, but you want to take that poster child that got amazing results with you, and you want to interview them. And I’m going to give you another tip on this something that I have been doing is we will go through an interview, we will talk about it. And then I will chunk it down. And I will put it through chat GDP and ask Jack GDP to help me write a case study for this person, because you want these to be super in depth. And you want these to tell the whole story about what working with you looks like. So are you actually getting how these is building the know like and trust your personal brand and your authority. It’s amazing how this does that. Right? Okay, so the next one is actually a storytelling now, how case studies and storytelling are different is when you’re telling stories of things that are happening everyday in your business, ways that you have helped your clients, maybe ways that you’re supporting them during the week, right? Maybe the wins that I was sharing, which has recently started sharing, we do weekly wins inside of the B run Academy. So we want to make sure that the world knows that our people are winning and winning looks different for everybody, right? We
want to be celebrating small wins, big wins, money wins, confidence wins, personal branding wins. Visibility wins. So the thing is that telling the story, it’s always the best idea because this is how people remember things. Okay, now, you can also tell stories around the objections that usually your buyers have, or your clients when they first come in, what are their fears? What are some of the things that they’re trying to overcome? Maybe your clients never invested before? Maybe your clients are dealing with mindset with a lot of mindset crap, right? So you can tell stories, mini stories about all of the things. So your clients started seeing themselves into the stories. The next one? This is actually one that I absolutely love. It is social proof. Now, do you see how they are all a little bit similar but different, right? So this is the thing with social proof, some people will have a really hard time sometimes doing collaborations or doing things with peers. Now, this is where social proof comes in. This is the thing but social proof for example, it can be an A word that you’ve gotten maybe a title, maybe somebody’s talking about you. Maybe somebody quoted you on a magazine, maybe somebody quoted you in a podcast episode, whatever it is right now, this is the thing, social proof tells your people that you are the real deal. Now social proof is not just client testimonials. I know that a lot of people use social proof and client testimonials as the same thing. But this is why a lot of people like love having PR and that’s why we teach for example some of our people to do Haro to have some articles and be published because this is literally social proof. This is not only just disability, but this is social proof. Sometimes you will see on people’s websites as seen on right like fours or TB or anything like that, that is actually social proof and is so important that because in order for you to have authority, you also need to be recognized not only by clients, but also by your peers. So this is where social proof comes in. Now, this is one of the ones that takes the longest, maybe to get. But if you are networking, right, and people are featuring you, if you are pitching yourself to podcast, if you are appearing maybe on other people’s Instagram stories, or not stories, but Instagram collaborations going live with other people, these are all different ways of collaboration that can be used also as social proof. So I kind of want you to start thinking, right, we talked about client testimonials. We talked about case studies. So far, we talked about storytelling, and we talk about social proof. So I want you to start thinking, Okay, which one of these can I be doing on a weekly basis, on a daily basis, on a monthly basis, because then when you start putting so for example, I love having or client wins, share almost every week, right? Why? Because this is something that people aren’t getting used to see in your feed, this is something that we can share on the weekly is not necessarily a pillar for your brand. But it should be included in your content calendar, and you want to be able to see it right, if you have a 30 day calendar in front of you, you want to be able to repeat it through the month, okay. And you always want to be sharing new client testimonials, new cases, studies, social proof storytelling all the time. So the next one is a little bit different is a twist to some of the ones that I have share. And these are client spotlights. Well, depending on what your business is. A client spotlight allows you to show not only that you are working with clients, it’s also allowing you to show what types of clients you are working with. In my particular case, I also have the added value that because I have photography within my services, I can also use client spotlight to show part of the work that I do, because it’s the photos, right. But most of my clients that actually I do photos for they are also my coaching clients. So do you see how like when I do a client a spotlight, this also brings it to where they want to share because they have been a spotlight, right? And now I am it’s a way for me to share the kinds of clients that I work with, okay, the industries that I work with, who is my ideal client? So one thing that I always want you to think about is, who do you want to attract? That is what you want to show? What kind of clients do you want to work with?
That is what you want to show. So for example, if you want to speak more in 2024, maybe you need photos of us speaking, maybe a lot of the times we do a staging of this, right? When people are just starting out, we create the environment and the illusion that they are speaking, even if they haven’t spoken in public yet, right? Maybe you go and you give a class at a networking event and you bring a photographer or a videographer with you. So you can show that you’re speaking in front of people, right, you have to start somewhere. But client spotlights are a great way for you also to be shared by your clients. The next one that I absolutely love. This is actually a huge part of our business is referral programs. And I actually want to spend a minute here because I feel like everybody tells me Oh, yeah, we have one we’ll give people 10% When they send us a referral. This is very, very different than actually working by word of mouth. And the reason is because a referral program is something that it has a structure. You’re inviting people to it or every client signups for it or whatever you want to call it, but you’re constantly reminding your clients that this is an option for them. You’re constantly asking your clients to share. Now you do these in a way that also is not fucking annoying, but I’m going to actually share the way we do it. So about six weeks out From our launches, we reach out to all of our clients. And we tell them, hey, we have a referral program, and a lot of our clients have been in the referral program, each of the launches, and we let them know we are, we’re having a masterclass or we’re having a bootcamp or we’re having a class or a webinar, or whatever it is on X date, would you like to be a part of it, this is what’s in it for you when you participate. Now we do these every launch, and every launch or every webinar or every workshop that we are running, we’re asking also new people to join, right? Because not everybody is going to bring people not because they don’t want to, a lot of people don’t know how to invite. And this brings me to the second part of the referral program, which is inside the referral program. We literally provide people with, Hey, this is how you can invite this as a script, absolutely, you can change it, but we are literally teaching them how to create their own referral program. And I do tell this to people, because I think that it’s important that they understand that that is a huge skill. And that might be also standing between them and their sales, right? If they don’t have a referral program. Now, I mentioned word of mouth. And I kind of want to do a parenthesis here. Because when people tell me, Oh, my business is growing by word of mouth, I’m going to tell you this, that is great. We get word of mouth, too. However, you cannot control word of mouth, you cannot control when somebody sends you a referral, you cannot control for example, when somebody tells them Oh, yeah, here’s her number, call her. And that person doesn’t call you. For example, one of the things that we teach E to our referral partners is, hey, when somebody is interested, connect us on a three way text, or connect us on a three way message on Instagram or whatever is the case, right? We also give them graphics, for our events, wherever they are in the inviting for. And usually there is also Monetary Commission that they will get if somebody if this is a paid workshop, or webinar or whatever it is. And then if that person ends up also coming into our programs, we will do a commission for that to that, obviously, it’s higher. Now why this works. So well. Number one, because our clients see massive fucking results. So they want to invite their friends or their peers or you know, people in their circle. So that’s number one. Number two, we leave on the affiliate link era, right. So I do believe that when you’re growing your personal brand, and you are affiliated or promoting other people, also is social proof. Because the truth is that when somebody promotes me, that is telling the other person that this person believes in me because I would never sell anything that I don’t believe in, and you shouldn’t either. Okay, so these are super important referral programs that are structure that you can tell people when you suspect and that they are created for that person to win. So part of that is, for example, I’m actually going to break down you know that I love transparency. So I’m going to tell you this. So our personal branding bootcamp that we run a few times a year is actually $17. Or at least it’s $17. The recording of this podcast, December of 2023, okay, it’s $17. Now, or ambassadors, they keep the $17 If people registered through their link, now, if those people actually come into the rebrand Academy, they also get $150 Commission now, they get $150 for the first person, they get $150 for the second person, if they also came through that through them, but anybody that registers three or more they actually get $200 Now why do we do this is because we want to reward people that actually are out there talking about us that they are telling their peers that they love our programs that our workshops are amazing, and they are sharing their experience with us, okay, their spirit that they had with us. So I want you to kind of start thinking about this, because a lot of people do not have these and this has been a game changer in our business. Okay, so the next one is going to be open houses to either your programs or your products. So this is like literally an equivalent to the old friend for example. Now this is the thing though. You do not need to give anything for free but you can do an open house where people can and take a look at what it is working with you what does happen inside of our programs? What does it look like? What does it feel like? How
many people there is in there? So I want you to start thinking, how can you start weaving all of these within your content without your weekly activities. I want to also tell you this, obviously, we talk about networking, creating webinars and classes and all of that. And those are also ways of selling without being salesy. But the reason why I didn’t want to put them in there, because they’re not necessarily something that you can do on a daily or weekly basis. And these are the ones that I see people failing to do the most. And they’re easy, they’re so easy to put together. For you to really, we being a Client Testimonial every week, it shouldn’t be a big deal, you should have one of these, again, creatively, every single fucking week. Now, one of those can be a little graphic code, but the next one could be a video and the other one can be a photo and the other one could be something else. Right? It doesn’t need to be accepted the same. But how can you start weaving all this in? The same happens with the case studies, right? The social proof with the social proof, you can start saying Okay, where can I be submitting stuff. So I can be either awarded, or I can be nominated. Like a lot of this stuff you guys is used submitting either your work or yourself or asking for it. So let’s recap these. So we don’t forget any client testimonials, case studies, social proof storytelling, literally weekly for everything that happens in your business client spotlight, referral programs, this one is key. If you don’t have anything else in place, I would start with client testimonials and referral programs. And then the last one is and this this one, you need to get a little bit creative, depending on what your client your your product is. So your offer but it’s like open houses to your programs, or kind of how can you do try it once or something like that, without losing the value, right? That is your program. So each of these methods focuses literally on building relationships, and trust and value rather than just pushing the direct sale. Now I want you to understand this, there is a place and a time for you to ask for the sale directly. And you should be doing it. But all of these things are going to make either that sales call or that person to click on that link so much easier. Because you’re creating the journey for them to by the time they either get to your landing page or your sales call. You know one, they already know that they want to work with you. All they need is to close the details. Talk to you and they are done now and I say talk to you could even be your your landing page. Okay, your sales page. Not all of you are doing sales calls. But these should be weaved Dean every week into your content into your activities. And if you have any questions I would love to know and if you’re listening to this, and you have another idea for how to sell without selling, I would love to hear it from you. Okay, so by the time this airs, we are going to be very close to Christmas. So I would love for you too as a Christmas present for you to come to the podcast and leave us a testimonial. I would love for you to leave me a review. We are really close to Episode 20. This is episode 17. And nothing would make me happier if as a Christmas present. You go on iTunes, leave us a review. Give us a five star rating so more people can find this podcast and if you found it amazing and you start doing this, tell us take a screenshot put it on your stories and I will for sure we share it and showcase you on my stories. I hope that you go out my friend started using these so you can start like blowing up your personal brand, making more sales and being on your way to your best year yet. I love you. I’ll see you next week and bye.