EP. 040 When Does Marketing Become Sales? with Louise Mason

EP. 040 When Does Marketing Become Sales? with Louise Mason

Louise Mason joins Jess on Smart Leaders Sell today! Louise is Jess’ counterpart in the world because she specializes in marketing. Often people blur the lines between sales and marketing and get a little confused surrounding what falls under which category. The two ladies laugh about awful marketers they see online and how many people miss the point before going into Louise’s big sales question.

Her question is: When does marketing become sales?

Jess laughs about what salespeople would answer this question with and then breaks down exactly when the sales process starts, and what’s considered marketing to get the customer to that point. Using Facebook as her example platform, she describes the components of marketing she uses in order to get traffic in front of her so that she can begin a sales relationship with someone.

They discuss prequalification, and the role that marketing plays in bringing the best possible leads forward to the sales conversation. Jess also compares running a business to running a car and explains that it’s important to reverse engineer sales problems and not just assume that it’s an issue with marketing.

Jess continues to talk about the close relationship between sales and marketing, and how to use marketing to continuously improve the customer experience, and retain them long after they’ve purchased, or even turn them into a repeat buyer. Louise draws a mental image of Sales and Marketing embracing one another in a loving hug as they continue to congruently work together to accomplish great things within a business.

Quotes

“If you don’t have visibility, you will never have traffic. If you don’t have traffic, you will never sell”

“The minute the one to one relationship starts happening, that then becomes sales”

“A good marketer will bring you the best leads possible”

“It’s so important when you’re running a business to look at every part of the process”

Links

www.yourmarketingspecialist.co.uk/smarties

To sign up for Jessica’s book waiting list, visit here!

http://jessicalorimer.com/book-waitlist

and for even more Jess:

https://www.facebook.com/groups/FabulousFemaleEntrepreneurs/
https://jessicalorimer.com/supersize-your-sales
https://jessicalorimer.com/list-building-legend

Disclaimer: Some of these links are for products and services offered by the podcast creator

Ep. 039 Follow Ups!

Ep. 039 Follow Ups!

Welcome back to Smart Leaders Sell! On this episode, our lovely host, Jessica Lorimer kicks off by talking about her dread when it comes to hearing her own voice, her obsession over her podcast statistics on Monday afternoon, and not having a name for her groupies…er… listeners. She also talks about Follow-Ups, and why they are so important to sales success.

Jess flashes back to her dating days and recalls that even though she wasn’t really stood up, she was an expert at ghosting other people. She explains that although she thought people hit a certain level of maturity after a while where they can be honest and say “No, you’re not for me.” She’s realized that it simply isn’t true in the sales world, and ghosting is alive and running rampant.

She draws attention to the reason why you need to follow up: people tend to give you a yes and then disappear in order to give themselves some breathing room because they’re on the fence. They don’t want to disappoint or upset us, so they tell us what we want to hear in order to please us. She sheds some light on reasons why this happens, and how to ensure you get a follow-up call in order to make the sale.

It should come as no surprise that Jess has a 3 part system for following up, and she shares it with us right here in this episode. The first thing you need to do is ensure you’re using a platform you can control, and that shows you if and when people have received and read your messages. Otherwise, if you’re anything like Jess, you’ll become anxious 10 hours after you hit send. The first message you send has to be super casual in order to confirm that you’re still on for the agreed upon date and time. If you didn’t set a date and time on the initial discovery call for a follow up: It’s time to run the three-step process.

She describes the first message of the three steps and gives the parts that it should be comprised of, as well as the casual tone it should set in order to give the recipient the comfort they need to either make the purchase or agree to a follow-up. If they don’t respond, the second email needs to be professional, even if a little less casual. She describes the email and the tone it should set, before giving us the details on email 3. Email 3 is the last straw, the one that detaches you and the prospect from the sales process, and although it may seem harsh, it ensures the disappearing act won’t happen and gives you a final chance to either get the sale or say a proper “so long”.

Jess also speaks out about setting and upholding boundaries, why they exist, and what responses they may inspire in others. She stresses that as long as you’re being courteous, someone’s response to you is not your fault, and says a lot more about them than it does about you. If someone is still following you on social media and is still engaging with you: they still like you, but maybe your products or services just aren’t right for them at the present moment. If they have removed you from social media and refuse to reply or contact you: that’s on them. Not you.

Oh! Before I completely forget: Jess has offered us a chance to join the wait list for her upcoming book, which will pretty much solve all of our sales issues:

http://jessicalorimer.com/book-waitlist

Quotes

“How do you follow up with someone when they’ve committed to something?”

“The person has given you what you want to hear, which is ultimately a yes, and then walked away”

“The easiest way to follow up, and guarantee the follow-up, is to get the commitment for the follow-up call”

“If they don’t respond to email 2, we’re pretty sure they’re going to be a no”

“If we ghost on them, we allow this behavior to continue”

“your boundaries are your boundaries. They are not there to upset people”

“When somebody shows you who really they are: you have to believe them”

More Jess:

https://www.facebook.com/groups/FabulousFemaleEntrepreneurs/
https://jessicalorimer.com/supersize-your-sales
https://jessicalorimer.com/list-building-legend

Disclaimer: Some of these links are for products and services offered by the podcast creator

Ep. 038 Heart Centered Business with Karen Ramsay Smith

Ep. 038 Heart Centered Business with Karen Ramsay Smith

Jess welcomes Karen Ramsay Smith onto this episode of Smart Leaders Sell! Karen is what Jess would describe as “a little bit woo” and yet can bring into the world of practicality, and practical marketing in a way that makes sense, and works very well. Karen helps people tune into that inner voice that tells them what they actually want to do and accomplish within their business, that vision they wish to truly create, and then helps them gain the visibility to achieve it.

Karen and Jess talk about authenticity, and it’s fall from grace into being another buzz word. Karen also explains how simple it is to differentiate yourself from your competition by doing what comes most naturally to you: Being yourself. She then paints a vivid picture of a tall, awkward man proposing to Jess upon first glance at a coffee shop. Don’t worry. It’s relevant. Jess also goes on to talk about her dating profile as “The Next Bridget Jones”

How can somebody heart centered leverage their business up to the next level?

Jess talks about how heart centered or spiritual entrepreneurs have been manipulated by the system into thinking that they have to forget compassion in order to get paid. She explains that in order for something to feel good energetically, there needs to be an exchange. Whether that been financial, or a bartering of services, there needs to be a currency exchanged for the services provided in order for a transaction to feel good.

She talks about building trust with an audience, and how giving someone a bunch of free stuff doesn’t actually get them anywhere. It’s best to provide them with some simple free things, but then sell your bigger, more complicated programs because people who pay for things, actually complete them.

Karen asks about webinars, and how that would fit into her sales process. Jess talks about how everyone tries to do the same funnels, and how it drives her crazy, but then goes on to describe a sales process that would work very well for what Karen wants to achieve. She also talks about providing evidence in the form of testimonials from people who have had success with the product or program, in order to help people understand that it truly does work.

Quotes

“Over the course of our natural lives, we’re conditioned to be something else that we think we should be”

“Being pushy without a connection first doesn’t feel right”

“Heart centered entrepreneurs have always been manipulated by the system”

“In return or in exchange for the talent you have or the help that you are giving, you deserve to be rewarded as well”

“If they’re not committed to the process, if they’re not invested in the process, they’re not going to make use of it”

“Just because I can’t see it, doesn’t mean that gift or specialty doesn’t exist”

“Even Jesus asked for help”

“The money itself is kind of irrelevant, it’s the vision of what the money will bring to them”

Links

www.karenramsaysmith.wordpress.com

More Jess:

https://www.facebook.com/groups/FabulousFemaleEntrepreneurs/
https://jessicalorimer.com/supersize-your-sales
https://jessicalorimer.com/list-building-legend

Disclaimer: Some of these links are for products and services offered by the podcast creator

Ep. 037 Molly’s Game

Ep. 037 Molly’s Game

In this episode of Smart Leaders Sell, Jess talks about a date night she recently had! Don’t be alarmed, she didn’t go out on a date with a random guy, she took her boyfriend Sam! They decided to go to the cinema to check out Molly’s Game. She doesn’t give out any spoilers, but she does describe the plot, and who the main Character was based on. She explains that Molly was renowned for setting up high profile poker games, and getting in with celebrities and big names. Sje attended her first one, then developed the business, began hosting them, and eventually had a fall from grace and was investigated by the FBI. Her lifestyle and business were fascinating to say the least.

Jess started off and built her brand around high ticket sales, and hasn’t really talked about them much on the show up to this point, so she’s decided to revisit her roots and give us a little taste of what goes into high ticket selling, and why people do it. She talks about how she started selling higher ticket and then funneled down into group programs, membership sites and smaller sales once her audience grew she had capacity.

Jess breaks down the difference between value and worth, and why it’s crucial to know your value. She states that your worth will differ depending on who you talk to, and that it’s not about being super confident and deciding you’re worth a certain amount. Instead, it’s about looking at the value you add to your customer.

She shares the reasons why Molly was a hot commodity, and why her value was extraordinarily high. She describes what Molly did in order to make people want to pay her that kind of money to be involved with her over anyone else. Jess also talks about boundaries, and how important it was for Molly to set them, as well as how important it is for us to set them as well. Setting boundaries has a positive effect on your business, both for you and your clientele, and Jess is more than happy to break that down in detail, and provide evidence to back that up.

Jess also brings up the word integrity, and shares the reason why it’s not only her favorite word, but a necessary aspect of high ticket sales.She tells of a moment when Molly told a client that poker was not for them, and removed them from the game, even though she would sustain a loss as a result of it. Reputation is the most important thing you can have in online business, and Jess shares a few things that can help you protect yours, and remain in integrity.

Quotes

“In the online space a lot of people are preaching high ticket sales”

“Know your value, know your value, know your value.”

“It’s about actually looking at the value you’re adding to your customer.”

“There are some experiences in life you cannot buy”

“When we price something at a high level and it prices somebody out, we feel like we’re excluding them”

“What can I do that will make me indispensable to this process?”

“She provided this high quality experience, but that doesn’t mean she gave endlessly”

“When you set these boundaries, it makes people feel safe”

“Integrity is one of my favorite words”

“It’s not about the money, it’s about reputation.”

More Jess:

https://www.facebook.com/groups/FabulousFemaleEntrepreneurs/
https://jessicalorimer.com/supersize-your-sales
https://jessicalorimer.com/list-building-legend

Disclaimer: Some of these links are for products and services offered by the podcast creator

Membership Madness with Scott Doucet

Membership Madness with Scott Doucet

In this episode of Smart Leaders Sell, Jess brings back Podcast Producer Scott Doucet to talk about a membership sales blunder he’s made! Actually, in the spirit of full transparency, Jess scheduled 4 other guests to record this week and all of them got the same sickness and had to reschedule, so Scott has arrived as an afterthought, but luckily: he always has a sales problem in need of a solution!

Scott recently launched a membership community for podcasters and aspiring podcasters to get better at their craft, promotion and monetizing. He has offered his membership out for $1 for the first month, and one person has signed up.

His sales question: Why is no one signing up, and where do I go from here?

Jess starts off by congratulating the one person who has signed up and explains that it’s difficult to get people to sign up to membership sites because they have an aversion to signing up to anything low cost. She explains the psychology behind why that is and mentions that Scott has no problem selling higher ticket services.

Jess asks Scott where he feels he went wrong, and he explains that he didn’t really believe in the price, and felt it should have been a higher dollar value right from the start. She asks about a few different strategies that Scott normally uses and asks if he’s done them for this offer, and the answer is a strong No.

Jess shares her strategy for the benefit of not only Scott but those of us who are listening in with plans to launch our own membership sites. She shares that when she initially launched, her site was not complete. She describes her process and the cost she launched at, as well as offering the reason why. She also talks about why paying customers approached her and told her to charge more.

She tells Scott what happens when he devalues himself, and the ripple effect that has throughout his audience. He comes to the abrupt and painful realization that he’s training people into a behavior that doesn’t match the attitude that he actually wants them to have. Jess also explains the difference between Scott’s community versus the ones he used as an example for this offer.

Jess goes on to share that the best salespeople don’t necessarily have dominant personalities, but they do need to be told to buy. She goes on to tell Scott why confidence is necessary, and why his offer actually showed the exact opposite of confidence.

Quotes
“They assume that they’ll get what they pay for”

“I made the coupon code ROBBERY because that’s what it feels like”

“I wanted people to buy when it was incomplete so I could test it and tweak it”

“We have this mentality, especially in the online business space, where we think ‘Build it and they will come’ and that doesn’t actually work”

“I have a goal to make my community the richest podcast community in the world”

“I made it happen because I wanted it to happen that badly”

Links

www.Podcastbay.net

More Jess:

https://www.facebook.com/groups/FabulousFemaleEntrepreneurs/
https://jessicalorimer.com/supersize-your-sales
https://jessicalorimer.com/list-building-legend

Disclaimer: Some of these links are for products and services offered by the podcast creator

Episode 035: Customer Service

Episode 035: Customer Service

Jessica talks Customer Service on this episode of Smart Leaders Sell! Jess kicks things off by talking about great customer service and how it creates repeat business. Conversely, she also talks about how an inability to handle customer service requests will absolutely total your business.

She lets us in on 3 separate customer service scenarios: one was great, one was terrible, and one was her own customer service mistake! She goes full out in order to help us learn from her mistakes, but also to show us the value of handling our customers with care, and dealing with things in an appropriate manner.

She shares the first story about a mail-order food service she bought from, and how awesome it was until an email automation made her feel less valued after making the purchase. She explains what happened, why it made her feel that way, and what she then proceeded to do about it. Jess goes on to share the back and forth email correspondence she shared with an impossible customer service rep who valued being right more than they valued her business, and how it ultimately reflected on her opinion of that business. Jess tells us a process that would help to smooth over a situation like this one, in order to positively impact your customer relations and your business.

Jessica shares a second scenario that went quite a bit differently than the first in that it was actually a very pleasant experience. She breaks down the situation and tells us about a transcription service she hired that gave her a couple of files that were not up to standard. Upon leaving feedback, she was contacted by a great customer service rep (named Hugh) and was immediately offered a solution to her problem.

Finally, Jess talks about her own customer service blunder. While looking through applications to her membership community, she noticed one that had been inadvertently ignored for months! She describes how she went about dealing with the issue, and what she offered to the potentially angry customer in order to smooth over the situation.

Quotes

“One issue does not lose us a customer is we handle it in the right way”

“Sometimes the customer is very very wrong”

“As a customer, I didn’t feel heard. I didn’t feel valued”

“If you provide a bad customer service, you can expect to have 5 times as many people to be told about it than if you provide a good customer experience”

“It’s my company, therefore responsibility lies with me”

“Make sure your customers are always leaving with a good taste in their mouth”

More Jess:

https://www.facebook.com/groups/FabulousFemaleEntrepreneurs/
https://jessicalorimer.com/supersize-your-sales
https://jessicalorimer.com/list-building-legend

Disclaimer: Some of these links are for products and services offered by the podcast creator

Episode 034: Which Comes First, The Product Or The Sale? with Gemma Stow

Episode 034: Which Comes First, The Product Or The Sale? with Gemma Stow

Gemma Stow completely changed her business in 2017. She went through a lot in the process but finally ended up with what she calls The F Movement. The F Movement was inspired by an entire list of F words that Gemma truly enjoys, and her purpose is to help women create that belief in themselves that allows them to create massive change in their lives. She aims to abolish doubt and fear and build confidence and success within the lives of the women she works with.

Gemma’s Sales Question is: How much importance do you put on figuring out how you’re going to sell something before you’ve created it?

Jessica starts by talking about Launch, and how much work should be finished before actually considering the launch and sales process. She explains that the first time you run anything, it’s more like a test anyway! She describes what can be done pre-launch to help the success rate of selling the actual program, and the difference between launching an expensive program versus a less expensive one, and the level of work involved.

Jess talks about market research, and how it’s important to know exactly what’s going on in the heads of the people you want to sell to. She describes the two types of people she would approach and speak to in order to get the most relevant information before launching. She also shares the method she uses to set up criteria for the type of person she’s looking for in order to get clear about her target market.

Quotes

“Launching anything is a process”

“Build it and they will come is not necessarily the truest phrase in the book”

“Market research is key”

“Sometimes the best thing you can do is push yourself out of your comfort zone and keep going”

Links

www.gemmastow.com

More Jess:

https://www.facebook.com/groups/FabulousFemaleEntrepreneurs/
https://jessicalorimer.com/supersize-your-sales
https://jessicalorimer.com/list-building-legend

Disclaimer: Some of these links are for products and services offered by the podcast creator

Episode 033: New Year!

Episode 033: New Year!

Jessica welcomes 2018 with excitement and joy. After flashing back to 2017, it’s easy to see why. The consequences of the events of 2017 on both humanity and business were detrimental and left people in a bit of a quandary when it comes to business. But before she gets into the sales and planning, Jess wants to know: How were your holidays?

Jess has decided to dedicate this episode to planning ahead in order to be as successful as possible in the New Year, and not set yourself up to fail. She credits this episode to one of her favorite musicians: Eminem, and his new song with Beyonce: Walk on Water. She takes a moment to explain why she loves Eminem, and how he came to inspire this podcast episode, much to Sam’s dismay.

Jess dives head first into goal setting, and the crucial role that mindset plays in the actual realization and accomplishment of those goals. She also talks about self-criticism and how easy it can be to tear yourself apart by comparing yourself to others. She explains that she had to shift her mindset in order to earn the money she earns today and that it didn’t come easily, or overnight. She also refers to herself in the third person… a lot.

She talks about her midnight mass experience, and the heavy metal band that massacred classic Christmas songs. She believes they thought it was an improvement, when in actuality it was awful. Jess explains that whenever you improve something, it’s a good idea to ensure that it’s actually an improvement and adds value to people. She also explains that new customers may not necessarily be the main generation of revenue, and perhaps revamping something you already have in existence would go a lot further.

She talks about resolutions and how we tend to set them without following through. Jess talks about the fact that setting arbitrary goals because someone else wants to accomplish something is actually a very bad idea, and instead, you would be much better off taking inventory of your own life, and your own values and setting goals that will get you more of what you find valuable and important.

Finally, Jessica leaves off with thoughts about execution, and why setting a goal is actually pointless if you’re not going to follow through and complete the goal. She brings up a phenomenal quote by Yoda and then disagrees with our little green Jedi Master. She feels that there is definitely merit in trying things and shares a few ideas and insights on what you can do to ensure you have greater success in accomplishing your goals.

Quotes

“It’s all well and good to set the big goals… but actually, if you don’t have the mindset that’s gonna help you get there, it ain’t gonna happen”

“Who do I have to become in order to be the person who makes10K a month?”

“Next Level Jess was always striving to be a better business owner”

“When we are planning to bring something new into the mix, it has to actually add value”

“Don’t set goals just because other people say that’s what they’re doing”

“What did you not do last year that you feel you missed out on?”

Episode 032: Clearing Up Sales Confusion with Natasha Koo

Episode 032: Clearing Up Sales Confusion with Natasha Koo

Jessica is excited to welcome Natasha Koo onto the show! Natasha has been a member of Jess’ Smart Leaders Sales Society since the very beginning! Natasha runs an online community called The Feminine Space and the collective mission is to help women go through major transitions in their lives. She loves being able to help when women are looking for a change, but not sure what that change will look like.

Natasha listens to Jessica’s wisdom, recommendations, and advice in order to effectively sell. She also listens to her community in order to offer them the absolute best solutions in order to make a bigger impact within their lives. She has noticed that there is a division in her community. Some of the women are at a boiling point and need to change now, and are willing to hire her, others are at a point where they know they need to make a change, but are less willing to come forward and ask for help.

Natasha’s Question: How do I speak to my audience in a way that they know I am here for them?

Jess starts off by explaining that communities and businesses are always growing, and always adding new people. When that happens, it’s very important to go back to basics and get clear on who your ideal client is. She shares 2 things that someone could focus on in order to achieve the most success in communicating to the people you wish to work with, or who really need your services.

She goes on to talk about ideal clients, and instead of trying to find overlaps between them, to consistently market to each of them a little differently in order to effectively serve those respective groups. She explains that you can talk to each group individually, while still serving the greater good, and provides an example to Natasha using her business as the scenario.

Natasha admits that she’s been hesitant to say that she wants to work with paying clients and sell premium services, but that she wants to try to help everyone who needs her. Jess clears things up by giving Natasha tools to help her community self identify and figure out which category they fit into when it comes to services that Natasha offers.

Jess also answers Natasha’s questions surrounding telling people what they need to hear, versus telling people what they want to hear and navigating those waters. Jess shares that people are more likely to buy if you focus on the result and transformation you can help them achieve and that if you’re 100% confident you can get them those results and that transformation: you’re not selling them a pipe dream. She also explains that there are different skill sets within business, and that some of them are fun, and some of them aren’t, and that people tend to shrug off the boring stuff and struggle even though it’s the boring stuff that allows much more time for fun later.

Jess also talks about what she calls her “smile file” and how it helps her identify what she’s helped people within the past, the impact that it had and the results it achieved, as well as how she can further help clients in the future. She and Natasha discuss that it’s less about the journey when it comes to sales. The journey is unspoken. It’s the destination people want to hear about and be sold on.

Quotes

“Who actually is my ideal client?”

“You can absolutely have more than one ideal client”

“It’ hard to say ‘I want to sell premium services’”

“Sometimes we have to say what people want to hear in order to get them on the right track”

“That’s what your audience needs to see: the end goal”

“What is the pain they are really going through right now? What are they really struggling with?

Links:

Natasha

www.femininetribe.com

Jessica:

www.smartleaderssell.com