Money Making Mama Podcast

89. How To Get Back To Biz Live Event-Sales Session

September 07, 2022 Nellie
Money Making Mama Podcast
89. How To Get Back To Biz Live Event-Sales Session
Show Notes Transcript

On this episode of the Wake Up & Be Wealthy show, Nellie is talking about How to Get Back To Biz - LIVE EVENT: SALES SESSION.

We will touch on:

  • Setting and achieving business goals with a focus on productivity and time management.
  • Sales strategies and goal setting.
  • Breaking down a 90-day goal into smaller, manageable steps.
  • Prioritizing sales strategies for a successful 90-day launch.
  • Growing a business through mindset work and sales strategies. 



We hope you've enjoyed this episode, because you totally deserve it. We are hear cheering you on and hope to have you back tomorrow for another fresh and juicy episode! Don't forget to subscribe, follow and leave a five-star review wherever you are listening. Make it a great day!!

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Good morning mama. It is time to wake up and be wealthy. It is time for you to become rich a week it is time for more ease, flow and fun for you. It is time to build a life and business, you are madly in love with it, it's time to unlock the wealth codes needed to build your business with your dedicated host, me, Nellie Corriveau Nellie Corriveau. I am the CEO and founder of the wealthy mama movement. And I want to officially welcome you to the wake up and be wealthy show. I am the master at sales and social media with over 17 years of experience, building brands in multiple industries, resulting in millions of dollars night as mentored countless women from starting their businesses all the way up to multi millionaires. I am here to be your go to mama to help you build an iconic brand that you are proud of to create a massive passion and impact in the world. Without further ado, let's unlock today's episode. Enjoy. Yay. All right, we are back and ready to go for our last session, which is all about sales. But I really do believe that mindset and systems are absolutely a prerequisite a non negotiable to help your sales. So we've been talking sales the whole time, in all different ways. So excited to have you back for our last session. So when it comes to sales, we are specifically going to talk about the next 90 days. So you can absolutely rinse and repeat the system that we're going to talk about every 90 days that you want to make more money. So this is cool. And I hope that this really supports you. So that way you can crush it any 90 day period. But why 90 days, so I like 90 days because a month goes so freaking fast. And typically when we're making monthly goals we like go big. But then we forget that like life is happening. And then sometimes we end feeling like defeated. So I love a 90 day run. Because it's enough time to like really sink your teeth into a big goal to problem solve. If you get thrown curveballs, which probably is going to happen whether it's life curveballs or business curveballs or both, we've got some time to course correct. And you don't have to kill yourself to do it. So I love 90 days for all of those reasons and so many more. And it's perfect for when the back to bizbash is because like I mentioned at the beginning, September, October and November, I really want you to think about is the last quarter. So that way you can take December off, I don't think you're going to be mad about taking December off I at least I wouldn't be. So with that being said I want you to think about the next 90 days. What is one very big sales goal you would love to accomplish in the next 90 days. So we're already on the second of the month. So the clock is already ticking. I don't mean that to freak you out, but like Time is of the essence. So making this decision is critical so we can actually accomplish it. So if you could accomplish one big sales goal in the next 90 days, what would that sales goal be? If it's a certain amount of sales? If it's a certain amount, like of actual money coming in certain amount of enrollments? What is the actual sales goal? Maybe it's a rake advancement, a certain amount of orders. You get to decide what makes sense for your business. But drop it in the chat. I'm curious what that would be. Alright, three Medicare supplements so I can earn my trip to Ireland. Yes. I love it already pack your bags get ready to go. Alright, who else? What does that third that 90 day rather big sales goal. Okay. All right. Red Jacket consultant with which is 3k a month. I love that. That's awesome. Okay, who else big sales goal for 90 days. Five reoccurring clients BUMP BUMP BUMP Berger. I love it. Okay, so, the cool part before we talk any strategy is you get to sell yourself ironically, you get to Sell yourself on this idea. Okay? The belief, right? What like if you've ever heard like the proof is in the pudding, you've got to be so sold on your idea before you do any sales strategies. Because if you're not sold on it, the minute somebody tells you no, or the minute it gets tough, you're going to run away. Right? So we've got to stack the evidence of why this is important to you. So Elena already alluded to going to Ireland, right? So when she does the 30, supplements, she'll get the Ireland trip that is important to her. Okay, so I want you to stack the evidence of why this sales goal is critical for you. Okay, I am focused on inner circle enrollments, before baby comes. So I can just serve and support the crap out of amazing humans for the next year. And I'm not stressed trying to like go all over the place, finding the humans, I'd rather condense the container, find amazing humans that really want to work together and have support over the next year. So that way, as I'm raising a baby, I don't have to do both sides of my business, right? So it's, it honestly feels so critical to me. Because it's emotional, right? Like, I know, I'm going to be a new mom of two, there's going to be a lot thrown at me, I'm going to be you know, doing lots of lots of different things. So when it comes to my business, that is critical. So that way, I can be able to be mom and be coach, but not have to like be exhausted doing both right? So I've already decided that that is my 90 Day goal. Okay? And babies come on, babies want to come. So there's like no procrastinating here. All right, five new clients signed up. I love it. 24 people signed up. Love it. So good, exciting, okay, so we need to stack the evidence, sell yourself on why this is important. This is going to, like flip a switch in your brain that this isn't just a want to. This is like a get to write, like, you're going to be so upset if you're not on the trip to Eiler Ireland, right? Like, you're already there, your bags already packed. This is happening, right? So tell me in the chat, like, you've got to sell me sell yourself on why this is important. Because when we can have that emotional backing to your big sales goal, it is going to light you up. Maybe you want to leave your day job, maybe you want to pay off a certain amount of debt. Maybe you want to prove to yourself that you can actually do it, that you can keep your promise to yourself for 90 days and do something really big and scary, right? So there can be multiple reasons. But we've got to emotionally stack the evidence before we even talk any sales strategies, because it's going to be your armor for the next 90 days. And it's going to motivate you and so many ways that no one else can write. Alright, so Rachel said to fire I love it to fire my eight to five job and help other women prove that they can. Okay, love it. So reaching that goal, you will be able to leave your job. Yes. So by end of year, you could leave your job question mark. That's exciting. Yay. Okay, that is really emotionally Supercharged. That's huge. Okay, who else? Stack the evidence. Sell me on your idea. Sell me on your idea. Sell me on right, why this is important to you. Okay. The why is so so important before we even talk the how so many people leap from to the how and they're like, Okay, I need this strategy. I knew that strategy, but it's like, oh, we need the emotion behind it. Because we are women, we are emotional creatures, right? We are emotional buyers. So we also equally get to be emotional sellers. And it's a really, really good thing. Because you're going to have so much more passion. And on the hard days, you're going to push through and you're gonna be like, Okay, I can do this. Leave the day job, leave the day job, okay, I can do this. I can do this, right? So it can just be so powerful for you. Remember, all roads lead back to the mindset, okay? It's beginning to be branding myself and move forward with different offers. I love that. So really making it official, provide for my family time, freedom, leave a legacy, my own growth, create employment and retirement plan. Those are huge. I love all of those. Those are juicy. Okay, good. So, anytime you're going for a big sales goal, or really any goal that's really big and stretchy. I want you to stack the evidence, get fired up again about it, get emotional, make it personal. When people say business is not personal and This way I disagree. It gets to be personal to you. And also about the other people, it gets to be a both. And so with that being said, if we change nothing else, okay? We have the emotions. But if we change nothing else about your day to day life, your activities, your sales strategies, your marketing strategies, we change nothing else. Can we get there with what we're doing right now? Yes or no? Can we get there with what you're currently doing? And your day to day life? Yes or No? If you said no, what gets to change? If you said no, what gets to change? This is equally so powerful. Because if it's a yes, then perfect. Maybe we just need to add more gasoline on what you're doing more focus on what you're doing. If it's a no equally powerful because what what has gotten us here won't get us there. And you're that's what you're telling me. So then we've got to really hone in on like, Okay, what do I need to do? So I can actually make it a reality and stack the odds for success in my favor. Okay. And you're a very smart woman. So you can tell me, what do we need? All right, we need marketing. We need support within my life. Mindset structure. Yes, I can just slower if I don't focus hard. Okay, awesome. Good. Okay, so the I've done many 90 day, excuse me. I've done many 90 Day runs in my business. So I have learned a thing or two. Here's something that I've learned recently. 90 days is still a long time, right? And Parkinson's Law says however long we give ourselves is how long it'll take, right? So if we've got a big goal, and we've got 90 days, that's still a lot of time to keep procrastinating. So what I have done recently, in my 90 Day runs, is to create many launches. So the cool part about this is the the end result stays the same, the 90 day timeline stays the same. But then I create these little mini launches a week at a time of what is the micro goal that's going to help me get to the big goal, but it's only in this week. Okay? And what's the strategy within this week to help get me to that micro goal? Okay, so this can be so helpful, because if you're a procrastinator, we have a smaller window to procrastinate, right? If you've got a small micro goal within that five to seven business, or five to seven days, right, depending on how many days you work your business, then we can really focus on like, okay, let's say our goal was to close three enrollments this week. So at the beginning of the week, you could say, Okay, here's my three strategies that I'm going to get people on sales calls, I'm going to do Facebook Live, and I'm going to send emails, right. So everything's supporting you with getting to those three enrollments, we could equally have bonuses, that could entice people that could encourage people to buy in that window because the bonuses go away, or maybe the price goes up. So you can think about how we can create urgency for your buyer within that week. Right. So let's say we got on six sales calls. And you know, your average conversion rate for calls is 50%. We're setting you up for success because we get on six sales calls and our goals three enrollments, then we're going to hit that three enrollment mark, more likely than not, right. Here's the also the cool part. Let's say we do those things and we get two enrollments. Well, two is better than zero, right? And so within that many launch, then we go to the next week, right? And you sit down, okay, this requires so much focus. This is why I want you to be so emotionally connected to your goals because when someone is connected so emotionally to their goals, they move mountains and mountains, they figure things out that are unspeakable. Okay. So then the following week, we reevaluate right. Okay, I now need four enrollments and not three because I got two last week and not three, right? So the one carries over. So every single week we're progressing, and we're getting results right? Results are always sales, right? You as I say saleswoman, your main job is to plant seeds, okay? It is not to convince people, it is not to chase people, it is not to beg people, it is to plant seeds. And what I mean by that is to get in front of the right people at the right time, you can't always control the right time for them. But you can control the right time for you. Right? So let's say the people that you were exposed to in week one, they may buy in week five or six, right? So every single day, my goal when I am doing sales, specific activities is to plant more seeds. I literally say it to myself, plant more seeds, plant more seeds, plant more seeds. I have had some of my amazing dream clients have been in my ecosystem for years before they say yes. Okay. So the longer you are consistent, and doing these types of sales activities, right, and tracking your results to make sure we're doing things that are effective, and you're planting the seeds, it's going to pick up speed, because you've done it for so long. Okay? So if we've been inconsistent, it's going to be difficult, because we need to build trust with people, right? But the more consistent you are, and say, Okay, this strategy really works. This one didn't, I'm gonna go ahead and like, table that one for a little bit and hone in on the one that is working. So I want you to be so excited about the end goal, but very, very flexible on how we actually get there. Okay, so the many launches are almost like little experiments, right? So let's say you, you did really well in the first mini launch, then we want to make sure we absolutely keep implementing those strategies. But in the second little mini launch, you may test a an additional strategy, right. So we're like this mad scientist, right? testing different strategies to see what's working, what's not working. Now, it I don't want you to confuse that, oh, something didn't work. So it sucks, and I'm going to trash it, it may need some tweaking and modifying to work for your business, your audience, your offer, etc. So sometimes things need tweaked most of the times things need tweaks. But we are on a 90 day sprint. So time is of the essence. So the faster we can get to know what is working and do more of it, the better, right? So this is fantastic because it shrinks the amount of time. So it's going to motivate the crap out of you. And we're going to really get some results really quickly. And then be able to learn from it and keep rinsing and repeating, rinsing and repeating. So by the end of the 90 days, again, remember that level three energy that we talked about, we want to know that we did everything possible, in that 90 days, to increase the odds for success to help get there. Okay. It is all about the journey. Again, the planting of the seeds. The second time you do another 90 day run, it's gonna feel easier, because we've planted so many seeds in the first 90 day run, okay. And you can say 90 Day launch, 90 day run like you can interchange what this means to you, you can do 60 days. So this is flexible. But it's a cool way to think about like, here's a period of time, here's my big goal. Now I'm going to create micro goals, so I don't feel overwhelmed, and be able to test and tweak and modify, knowing that I'm tracking my results. In order to get there. It's really hard to measure what we don't track as Tony Robbins says, right? So we really want to be tracking our numbers tracking our data, tracking what's working, okay. So for example, like I said earlier, it's so much easier to set a really big goal, right? And so much harder to actually follow through on that goal. Most people have an execution issue, meaning they are really good at talking a big game, but they find it so challenging to walk the walk, run the run, right? So when we can know that when we can master the consistency of showing up, right? And consistency doesn't mean you have to be perfect. But consistency means you're showing up more than you're not showing up. Right. You're tweaking and modifying and you're moving forward. We're failing forward to get our results. It can make this all work for you that the coolest part I've learned about sales is it really comes down to a numbers game. If you need 10 enrollments, and we only talked to 10 people, no one on this planet no matter how good of a salesperson you are has 100% close rate. Okay, so we really, really want to make sure we're actually setting you up for success and having enough people to talk to. Okay. So in order to hit your goal, some of you guys said it. And some of you guys focused on a money goal, how many people do we want to land to be able to join our programs, right? Or our offer or our products within the 90 days? Okay, so if you didn't say that, go ahead and break that down into like, actual units sold people, etc. So some someone said, 24, someone said, 530. But if you said more of a money goal we need, we need the people goal. Okay. And then I want you to break that down and to divide it by 12 weeks. Okay, that's essentially 90 days. Okay. So divided by 12 weeks, how many enrollments you would need per week to stay on track, okay, and then drop that in the chat, that number is going to feel way less scary, then the big number, right, even three or 24, still feels big, right? So Brooks said, Five reoccurring clients will over a 90 day period, we can get less than, like, we can get about two a month, right? And hit that goal within 90 days. It's just exciting, right? So this is going to feel way less scary to your brain, which is going to make you feel more safe. And when things feel safe, right? When things feel doable, we do them. Okay. So breaking that down. Okay, so we have emotional attachment to our goal check. We have the big 90 Day goal check. We've got the small micro goal check. So you're already well on your way more than most people are right? People are like, oh, yeah, I want to rake advance Oh, yeah, I want like, you know, this trip or I want to get reoccurring clients, but they're not breaking it down into very specific goals. Okay, so you're already well, past most people, which is huge. Okay, so now it comes into what is the critical sales number in your business. So this has been a game changer for me. So there's lots of different strategies that you can have into play in your business, whether it's, you're going to networking events, right, you're on sales calls, you're going door to door, you're doing cold calling, you're running ads, you're seeing sending mass emails, like there are an abundant amount of ways to get in front of your ideal person, to the point where sometimes it feels a little overwhelming. So since again, time is of the essence with your 90 day run, and even more importantly, a micro goal of micro launch. Rather, we want to not feel overwhelmed. Okay. So historically in your business, what sales activity has yielded you the most results, okay? For me, it's sales calls, when I can have that personal connection with somebody, okay? And be able to talk through things with them, whether it be a complimentary coaching call, or truly like a hey, let's talk about this program call. It doesn't matter. But being on the call with somebody creates the transformation answers all their questions, builds the trust, and I'm able to get them what they need, in order to figure out should I buy or should I not right? So it speeds up the process. And here's the cool part. We are adding people to do sales calls for us. So it doesn't have to just be me, which is equally exciting. I'm duplicating the system. So other people can do it for me. So I'm I want you to decide for you. Is it networking events, every time you go to a networking event, you leave with a lead, and then you meet up with them, and then they buy from you right? Is it referrals, okay? Where every time you ask for a referral, you get one you meet with that person. And let's say every one to three times you do that type of system, you land a new client, right? So we're looking at past historical data of your business of what yields the most results. If you don't know say, I don't know, okay, we got to figure this out. And maybe your first 90 day run is a giant experiment to figure out what this critical number is, because this will change the game for you in 2023. When we can get so crystal clear on what that critical number is for your business, then everything else supports that critical number. Okay. You can have ads running to your warm traffic on hate book a call with my team, right? You can have, at the end of every Mass Email book a call with my team, you could have cover photos that say book a call with my team, you can then send text messages that say book a call with my team, right? Anytime people are in the DMS, you can be like, You know what, let's go ahead and get on a call and chat about this. Right? Because, you know, historically, data has proven to you that when you get people on a call, they close. Okay. And so when we can put more energy into that specific sales strategy, it's going to yield the most results for you. Okay. So if you are not sure, like I mentioned, we're going to have to test no one is a fortune teller and can literally tell you, but you can start to think through okay, what would feel good? Do you want to do sales calls? Do you want to go to networking events, what makes sense for your industry, what makes sense for your business? So you can use some educated guessing here to start testing, and to start seeing what converts for you and your business? And then we go all in with that one. Okay. So this is huge, because this is going to play a huge, important piece in every mini launch, you'll most likely do additional strategies, because you should always diversify your strategies. But the main thing stays the main thing, and everything helps support that one, which is exciting. Okay. So drop what it is in the chat, because this is going to help us plan out the next 90 days. It's also going to help you make decisions over the next 90 days. So for example, I have times booked out for sales calls, we just on boarded our sales team and train them, excuse me, so they're prepared and ready for calls. We have their availability ready, right? So it's helping make decisions in my business to prioritize the most important thing. Okay, we can't get all the things done, right. A lot of you guys shared how overwhelmed you are. From a system standpoint, we can't get all the things done, but we can get the most important things done. So we absolutely want to make sure that we follow what that most important thing is, Okay, keep the main thing, the main thing. Okay. All right. Um, so critical number is huge. So that way, we have what we need to do within the mini launches, okay? Now, I don't want you to be a lone wolf. When it comes to your sales sprint, okay, the more energy the more support that you have around you, and then a 90 day launch is huge. So we want self care, okay. Self care isn't always the fluffy fun stuff. It can be. But self care also is like, the not so sexy stuff like therapy, journaling, meditating, right? I'm going head and working out, right. So those things can really help your self care. And then of course, like, if you want to go get lashes, if you want to go get your nails done, right? Those are the fun things. But we want to make sure we're really taking care of you on a massive level and pouring into you. So I want you to book out all of your self care for the next 90 days, I'm sharing my exact framework with you that I do every 90 day run. So we've already gone through, we've gone through our emotional reasons why this goal is important. Okay, we've set out what the end result goal is, we've then divided it out of like, okay, what are for each mini launch, which is each week within the 90 day period? What sales quota, do I get to hit? And then we have identified what is that sales that number one sales activity, AKA your critical number. That is the most important activity that yields the most results from a sales perspective. Okay, sales calls DNS, email marketing, networking events, etc, etc. And that becomes the main focus within each mini launch. Okay, so we can actually track your data, right? So, like I shared, mine has sales calls, if I don't take sales calls during that week, and I get zero results. I can't be mad at myself, right? It'd be like, Oh my gosh, no one wants to buy from me, I suck. I should just cancel this 90 day run. No, I'm honest with myself and saying, Hey, I let life get in the way other tasks get in the way. I didn't keep my credit, critical number, the most important thing so now I get to do better. And then next week, this is why I love this mini launch strategy, because you have time to course correct. Okay. So what we don't want is every single week we acknowledge what's not working and then we don't do anything about it right? And then you can't you legit, you cannot be mad at yourself at the end of the 90 days, right? Where you're like, Oh, I'm burning my business down. Well, to me that says we've got some mindset work to do, right? Something is a blocking a block for you. So maybe we go on a 90 day mindset run, okay? And we really need to like, pour into your mindset, we've booked out all of the self care. Okay, so we've got self care, okay. And then the last piece is making sure every single day, we have work time for your sales activities. On average, the best salespeople spend about three hours a day, doing sales activities, and that's like, the days that they're working their business, okay? So on average, three hours a day on sales now that can increase or decrease. I don't think it's always about the amount of hours that you're spending. I think it's about what you're doing in that amount of time. But I just wanted to give you like a rule of thumb, that can be really, really powerful. But we want to book out time I call this CEO time, I like to do mine in the morning, because every day is going to be different. I can't guarantee what's going to be happening. clients need me, right? My team needs me. Maybe I'm like halfway through the day, like, I'm pregnant right now. So they're, I'm just tired. And I'm like, I can't keep going, I need to take a nap. Right? So I love blocking out that morning chunk. And that's my CEO time. That's my sales time. Now I'm doing things throughout the day. But I don't like to bank on that. I like to have that time in the morning where I'm like meditating, journaling, strategizing, actually implementing strategies, I'm like checking in, where are we at with our goal, right, what's working, what's not working. So it's not all always the doing. It's also the thinking piece that we too often don't take time to do. Okay, so those are like big chunks of the framework to help you really yield massive, massive results. Now, if you've never done a 90 day run before, like a big launch, the first one is gonna feel monumental, like, this is crazy big, right? And I'm not used to this, right. So really just own that, like, I'm, I'm using this as like a case study for yourself, right? Like, take the pressure off of yourself in a bad way of like, don't stress out, have fun play with it, right? Every launch that I've done, whether it's a 90 day launch, a week long launch, a 60 day launch, whatever amount of time it's been. But selling in my business has gotten easier. The more I implement, right, you get you become stronger, better and faster, the more you do something, this goes for anything in life, right? The first time you do anything, you kind of suck at it, right? Like, let's just own it, we get to, we get to, we get to suck at it, okay, and then it's gonna get better, right? You're gonna gain more confidence, you're going to be planting more seeds, right? You're getting more consistent, you're building habits, like they're legit is no losing and a launch, because you're gonna grow so much. I love saying to myself and my clients, you're guaranteed to grow. At the end of the day. Yes, money is important. Money is amazing. We, we want more of it, we deserve more of it, it will come it's not always in our timing, but it will come and it will be amazing. But the growth, the guaranteed growth is worth so much more than any other currency. The growth is huge. I'm a whole different human than I was as that girl crying, leaving the salary decision, right? A whole different human. I had no idea what I was going to sell what I was going to do, how it was going to happen, right? The twists and turns that it would take who I've become who I'd be now, right? But I knew that I wanted more. I knew I deserved more, I desired more. So the more emotionally connected we can be and decide. I may not know all the steps, but I'm willing to fail forward. I'm willing to have fun. I'm willing to grow and you will get everything that you desire. Okay, so I hope that framework was super important to you. It's exactly what I'm doing right now. So I would never waste your time it works so well. I love it so much. It's so much fun. And you're gonna learn so much and yeah, you just might make a little bit more moolah or a lot. You may just go to Ireland, you may just leave your job. We don't know until we try. We miss 100% of the shots that we don't take. So I would love to chat with you. As I told you. My critical number is calls so if you are like this was the best thing ever. I learned more in these last For hours than I have in a really long time, you loved the workshopping, you love the hot seats, you love the motivation, you're vibing with what I do, how I do it, all of those things, I would love to chat with you. I've got some calls on Sunday. And then the following week, I would love to chat with you figure out where you're at your business feel, figure out what makes sense for you, we've got a handful of ways we can support you. So just drop me in the chat if you would like to schedule your call. And I will follow up with you to make sure that we can get that scheduled for you. But at the end of the day, I want you to be wildly successful, you get to want this more than you don't want this. And you get to sell yourself on becoming your wealthiest self, knowing that you're going to grow until you become her. And it's going to be the most epic journey ever. I love being immersed in this world. I feel so alive, serving and supporting others and growing myself and connecting with other people. The journey is the juiciest part of it all. So it was an honor to be able to support you over the last four hours with so many breaks built into that. But I look forward to the day that potentially we can work together on a deeper level because that's the beautiful part it we put out a lot of free resources and trainings, which is fabulous. I love to do it. It's a way to give back. But equally, when you join our programs, it just means I can support you more. So I look forward to the day that hopefully you will join one of our programs so I can support you more and get to know you more. So have a fabulous rest of your day. I love you go out on your 90 day run it can officially start next Monday. And it's going to be epic. All right, make it a great weekend is your head spinning? I hope you took so many notes and you feel so inspired. Time truly flies when you're learning about becoming wealthy a app. I hope you loved today's episode. That does it for us on the show. Don't forget every weekday we unlock a another juicy money making episodes. So be sure to subscribe or follow where you're listening to this. And also don't forget if you haven't already to leave us a five star review on your podcast platform so we can take over the world together and share a takeaway on social media and tag me at the wealthy mama. We love doing spontaneous prize prize giveaways. So don't forget to tag us with a takeaway so we can reward you as being one of our biggest fans and listeners. Until next time, don't forget you are worthy of being wealthy and from everyone at the wealthy mama movement. We love you make it a great day.