Author to Authority

In this week's episode, Kim speaks with Jason Cutter, CEO of Cutter Consulting, for part two of their amazing discussion about the sales process and how to take your sales conversations to the next level. Jason shares his expertise on the five critical steps of successful sales: building rapport, showing empathy, gaining trust, inspiring hope, and creating urgency. Learn how to build genuine connections with your customers by asking great questions and listening actively. Discover how to create a sense of urgency and guarantee your customers' satisfaction.

In addition to their discussion on sales, Kim and Jason also share their experiences in writing and publishing books. They discuss their struggles picking out catchy titles and how they overcame their self-doubt to become successful authors of multiple books. They also encourage openness and abundance in sales and offer tips on how to build valuable relationships with your clients.

Don't forget to visit Jason's website, jasoncutter.com, where you can find links to his sales coaching and consulting services, as well as his podcast, "The Sales Experience." Tune in now and take your business one step closer to success. 

Kim has assisted more than 200 people in writing and publishing books that have proven to be effective marketing tools for their businesses. Many of these authors have reached best-seller status on Amazon and have leveraged their books to attract high-profile clients and secure speaking engagements. Fans of the podcast can find more resources and get in touch with Kim at www.rtipublishinghouse.com.

Don’t miss out! Tune in to the Author to Authority podcast and transform yourself from an order taker to a quota breaker in the world of sales. Don't forget to leave a rating or review on the website before signing off and look out for the next episode.

Jason CutterCEO, Mindset and Scalability ExpertCutter Consulting Group Jason Cutter, CEO of Cutter Consulting Group, is a mindset and scalability expert focused on developing Authentic Persuaders®. Even though his bachelor’s degree is in Marine Biology, he knows what it takes to be successful in sales and build profitable teams. His books, podcasts, training workshops and speaking are focused on helping sales professionals close more deals, make more money, and produce scalable results. 

Main Hub/Link: www.jasoncutter.com

Authentic Persuasion: https://authenticpersuasion.com/

LinkedIn: https://www.linkedin.com/in/jascut/

Timestamps

[00:00:02] Overcoming Sales Fear

[00:04:43] Overcoming Sales Stereotypes and the Fundamentals of Sales

[00:08:08] Balancing Rapport and Empathy in Sales

[00:10:50] Selling at Trade Shows

[00:14:01] Effective Sales Relationship Building

[00:17:11] Overcoming fear of change in sales

[00:20:18] The Importance of Journey-Based Conversations in Sales

[00:23:15] Discovering the Core Framework of a Book

[00:26:48] Sales Success with Authentic Persuasion

Transcript

A to A Ep 384 - A.mp3


Speaker0                                                                                        00:18

You are an entrepreneur, a professional, a speaker, or a coach.

And although you come a long way.

It's time for you to take it to the next level.

We've got you.

This is the Author to Authority Podcast


Speaker0                                                                                        00:48

We'll help you use authority and influencer marketing to build your business stronger and faster by publishing a book.

You'll hear from guests that are thought leaders in sales, marketing, networking, communication, social media, promotion, and business leadership.

Let's do it.

This is the author to authority podcast.

now your host, the extraordinary word Ninja, Kim Thompson-Pinder.


Speaker1                                                                                        01:52

Welcome to the author to authority podcast on your host Kim Thompson-Pinder.

And I'm so excited to announce that in August, we will be having the 400 episode of the author to authority podcast.

And in celebration of that, I have decided to do the top 25 episodes of the author to authority podcast for the whole summer.

And we will celebrate the 400th about mid August, so there'll be a couple of episodes after that.

And I chose these episodes because they were the ones that I just amount of value that we're going to help you as an entrepreneur, professional, a speaker, a coach, to move your business forward.


Speaker1                                                                                        02:29

These were value packed episodes that are just going to give you action steps that are just going to really propel you to the next level.

So I'd love for you to sit back, relax, and enjoy this top 25 episode.

Welcome to the author to authority podcast.

And today, we are doing part 2 of a wonderful series that I've been doing with Jason Cutter.

And Jason is the CEO of Cutter Consulting.


Speaker1                                                                                        02:43

And we had an amazing conversation on the last episode which ended with talking about assuming the sale.

So, Jason, welcome back to the show.


Speaker2                                                                                        02:47

Thanks, Kim.

I'm excited for seeing where part 2 goes.


Speaker1                                                                                        03:19

And, you know, in part 1, we we kinda talked about a lot of different things, including Jason's journey to becoming a sales consultant, including tagging GreatWhite sharks.

That was very interesting.

So if you missed part 1, you're going to want to go back and listen to that.

But in today's episode, we wanna focus in on some of the processes.

Because we we talked in general about sales and about entrepreneurs and how sometimes we're afraid you know, to take that next step.


Speaker1                                                                                        03:40

You know, we get we get the relationship part.

You know, we're learning how to sell and be authentic.

But there's that fear of taking it to the next step.

And so in this episode, we're gonna focus in on, you know, How do you what's the process of these conversations?

What does it look like?


Speaker1                                                                                        03:52

And then how do you get it to that sales point?

So, Jason, why don't you just take a quick moment again?

because if someone didn't hear the first episode, and just do a really quick introduction of yourself.


Speaker2                                                                                        04:27

Sure.

So I am a sales consultant, so I have my company.

I help sales teams and individuals with improving their selling effectiveness.

Generally, it's people who are selling over the phone, but to me, sales is sales.

So any salesperson selling anything, either to consumers or businesses, help with anything from scripts to to mindset, to coaching, to technology, And my book that's coming out selling with authentic persuasion is based on the fact that for me, I wasn't a natural born salesperson.


Speaker2                                                                                        04:53

So I my bachelor's degree in marine biology did not grow up in a I actually grew up in an anti sales household where my mom as a banker She saw the scams and she saw people who are ripped off by being in a bank and had to deal with all of those fraud claims all the time.

And so she saw salespeople, especially bad ones.

as evil and something to be weary of.

And so that's what I grew up in.

I didn't grow up in a sales household.


Speaker2                                                                                        05:05

And yet, here I am, and I think there's a lot of power in that, and that's what I help people embrace is not having to like you had to be naturally born or naturally gifted to be effective in sales.


Speaker1                                                                                        05:08

So how does your mom feel about you now?


Speaker2                                                                                        05:22

I mean so here's the thing.

Right?

So she does not like dishonest bad people who are manipulating and trying to get their own benefit.

She appreciates and loves good customer service.

She loves a good salesperson.


Speaker2                                                                                        05:45

Right?

So so, for example, when I was a kid, know, only child didn't have a choice, had to, you know, go with my parents wherever they went.

Every few years, we would go buy a car, and many times on a Sunday evening, I would spend 4 or 5 hours at a dealership in the lobby or in the waiting area watching TV while my mom is literally battling back and forth with some car salesperson.

Right?

Mhmm.


Speaker2                                                                                        05:55

Who's trying to get one over on her and she doesn't wanna get get taken advantage of, and so it's back and forth.

Right?

Even bringing in the manager.

Let me go talk to my manager.

Like, all of those tricks that they use.


Speaker2                                                                                        06:12

And so But my mom has bought cars from other people who, you know, they care.

They ask questions.

They give her a good deal.

It's a relationship, kind of what we talked about in one where it's a long term thing where, you know, they're doing the right thing for a customer and then hoping to get referrals.

My mom loves that.


Speaker2                                                                                        06:34

And in fact, When I started working in restaurants as a waiter, I would explain things to my mom, and then she saw things different from the inside of working in a restaurant.

even though she hadn't.

And so she, as a customer, became totally more empathetic, a much bigger tipper, much nicer to servers because I had gone through that.

And so she's open to it.

She likes people.


Speaker2                                                                                        06:39

She just doesn't like manipulative people with bad intent.

Mhmm.

Awesome.


Speaker1                                                                                        06:53

Awesome.

Okay.

So I know that you've come prepared to talk more about the processes of sales.

So I'm gonna let you loose again.

to share, and then we will talk about that.


Speaker1                                                                                        06:58

And then at the end, we're gonna talk about your new book coming out and your writing journey.


Speaker2                                                                                        07:30

Alright.

So the fundamental thing that I teach everyone, I think it applies.

Like, I I consider this the sales success fundamentals is, for me, every successful sales process Every successful persuasion kind of situation involves 5 parts.

And the key is they must be done in order and they must be done completely.

Those five parts are rapport, empathy, trust, hope, and urgency.


Speaker2                                                                                        07:44

And so the key is that order too.

And and it's funny because it doesn't spell anything good or sexy.

Like, refuse is the best I can come up with.

I came up with that 10 years ago.

And, you know, you always wanna have something catchy where it's like, oh, cool.


Speaker2                                                                                        07:53

This is my 5 step method, and it spells out this nope.

I I literally can't massage it.

I can't change the terms.

It's a mess, but it works.

So that's what I've got.


Speaker2                                                                                        08:18

I I've tried in it.

It just I I can't change it.

So the key is that, you know, we talked about this in part 1, building the rapport, you know, starting off in some way.

Now here's where the challenge like we also talked about last time which is some people spend too much time at rapport.

They end up with no sales and new Facebook friends and new new recipes they didn't know about new restaurants or new sports they're gonna check out, but no sales.


Speaker2                                                                                        08:40

And so you've gotta do the rapport stuff, but you can't live in the rapport stuff.

And rapport is also something you sprinkling throughout.

Right?

You know, kinda going back to what I talked about in the last one as well is using the medical profession and a doctor as an example.

We've all had experiences where we've gone to a doctor that has a terrible bedside manner because there's no rapport There seems to be no empathy.


Speaker2                                                                                        08:49

They're all business, and it's terrible.

They might be very effective, but it doesn't leave you with a good experience.

Yes.

They might be the world's best brain surgeon.

but you still don't like them.


Speaker2                                                                                        09:07

Right?

You're thankful, but you don't like them.

And you don't really wanna buy from them again.

Hopefully, you don't have to go to a brain surgeon again.

But, like, we've all had that, and so you wanna make sure you do the right amount of rapport, not too much and not too little, whatever it it is necessary for what you're selling and who the other person is and what's natural.


Speaker2                                                                                        09:14

Then the next part is empathy.

And you can't just tell people you care.

Hey, Kim.

I really care about you.

Would you like to buy?


Speaker2                                                                                        09:19

No.

Like, that doesn't work.

It also doesn't work to say, hey, Kim.

You can trust me.

I'm a good guy.


Speaker2                                                                                        09:20

No.

Because that's what


Speaker0                                                                                        09:20

-- --


Speaker1                                                                                        09:24

big smile on your face as the person goes, you slimy.


Speaker2                                                                                        09:33

Right.

You can't.

Like, people who say you can trust me, that's the indication that you can't trust them because if you could trust them, they wouldn't have to ask for it.

Right?


Speaker1                                                                                        09:35

And they wouldn't have to tell you either.


Speaker2                                                                                        09:51

And they wouldn't have to tell you it's coming, and they wouldn't tell you, I care about you.

Like, okay.

What's the catch?

Like, there's something weird about this.

And so what I found the best way to do it and, again, any kind of sale, you could be selling software to businesses or, you know, to individual individual selling them something.


Speaker2                                                                                        10:06

is that to do the empathy step is about asking questions and then understanding the other person.

I talked about this last time where it's about uncovering what What makes them tick?

What they want?

Why they want it?

What wakes them up at 2 o'clock in the morning?


Speaker2                                                                                        10:28

What are they hoping to accomplish relative to whatever it is that you're selling?

And so when you do that, it shows empathy because you're asking they're telling you, and it fundamentally satisfies the thing that most people know about, but they forget is that people don't know how much you care until they, you know, they they know they they don't care how much you know until they know how much you care.


Speaker1                                                                                        10:29

Yeah.


Speaker2                                                                                        10:47

Right?

Because a lot of salespeople start out of the gate with, hey.

How are you?

Let's build a little report.

Now let me give you my long monologue and read from my sure and read from how awesome I am and all of my stats and how great my company is and what kind of clients I've helped, and they go into all these things, and nobody cares.


Speaker2                                                                                        11:14

Your your prospects and your yeah.

But and and I go to a lot of trade shows, and I help my clients actually sell more effectively from trade shows, from you know, back when that was legal when you can actually go to shows and and talk to people and and meet people is that, you know, you walk up to a booth, and the first thing somebody does is they just instantly start giving this long monologue about what they do.

And then 3 minutes later, you realize, wait.

I don't want this nor is it a good fit, and you just they just wasted their time.

They just wasted your time.


Speaker2                                                                                        11:25

So for me, I usually don't even explain anything about what I do until I've asked questions and under understood if it makes sense to even go that route and then do it.

I've got


Speaker1                                                                                        11:33

a great example for you.

Yeah.

Put a great example for you.

So I was in a a cosmetic MLM company.

for a long time.


Speaker1                                                                                        11:49

It was a great way for me to earn money, you know, when my kids were were younger.

And I was at a a vendor show.

So similar to a trade show.

And I was just walking around because I needed to take a break.

He likes you sometimes you just have to get out of the booth.


Speaker1                                                                                        12:10

Right?

Like, And so I was just taking I was just meandering.

You know, I wasn't really looking to buy anything, but I like talking to the other vendors and see how their day is going.

So a lady stopped me, and she was from a competitor company, sold the same type of products.

And she went in she didn't ask me who I was, didn't talk to me.


Speaker1                                                                                        12:21

She know what?

She went into full scale, you know, sales mold.

mode.

And I said to her, I said, well, you know, I'm with this company.

Like, I told her which company I'm with, and she knew the name.


Speaker1                                                                                        12:46

Right?

And she's like, well, you can still buy a lipstick from me.

And I'm like, okay, let me ask you a question.

I said, let's say I bought your lipstick, and I put it on, and someone who knows that I sell for this particular company likes it And then I tell them it's from a competitor company.

I said, how does that make me look?


Speaker1                                                                                        12:52

She's like, oh, that would be amazing.

I would get more sales.

I thought, oh, lady.


Speaker2                                                                                        13:12

And and to me, when I hear that that triggers 2 things.

One is the epitome of or a great example of when somebody's doing it wrong sales wise, and it's all about them and not about you.

And then also one of the reasons why a lot of people don't like somebody who sells MLM type products


Speaker0                                                                                        13:12

--


Speaker2                                                                                        13:12

Mhmm.


Speaker0                                                                                        13:13

--


Speaker2                                                                                        13:18

and that kind of approach and attitude, which is everybody should be buying from me no matter what.


Speaker1                                                                                        13:31

Yeah.

And, you know, when I did shows, I did.

ton.

I mean, I was doing probably 40, 50 vendor shows a year, sometimes more.

You know, if someone if I got talking to someone and they were from a different company, I never tried to sell them anything.


Speaker1                                                                                        13:39

I just enjoyed the conversation.

You know, if it was really slow at my table, you know, because usually about mid in.

It always slows down.

So you go talk to people.

Right?


Speaker1                                                                                        14:08

And my I would just really enjoy the conversation, and we'd get into conversations about, you know, how do you sell?

How do you create relationships?

And it came out that it actually became very collaborative because some times, they sold maybe similar products, but there might be a product that they sell that my company doesn't.

So it actually became a collaborative process.

And sometimes we actually did end up buying from each other, but it was a friendship and a relationship.


Speaker2                                                                                        14:09

Right.


Speaker1                                                                                        14:24

And it was a referral thing because if someone asked me, you know, for that product that I knew that other lady sold because she treated me with spectrum relationship, I would say, Drew, you know what?

I don't sell it, but I know who does.


Speaker2                                                                                        14:52

Yeah.

Yeah.

And for me, the key with that, which is what I focus on and help people understand and It it divides that persuading people, the right people to move forward versus manipulating everybody to move forward is coming from a place of abundance and understanding that 8 billion people on the planet.

There's more than enough for everybody.

You don't need all of them to be successful, and so there's more than enough to go around.


Speaker2                                                                                        15:02

And when it's the right person for your product or service, then it should be a no brainer.

And if it's the wrong person, then wish them well.


Speaker1                                                                                        15:08

Exactly.

Alright.

I'll let you continue.

I know you have some more to share there.


Speaker2                                                                                        15:17

So no.

And and that's great.

And I I think that's important because that goes into this next part, which is, you know, we're we're asking questions.

We're uncovering.

By doing that, we're building empathy.


Speaker2                                                                                        15:30

One of the things I tell people all the time to do if you're in sales is talk less.

Most people talk a lot.

They do their monologues.

They're talking too much.

as my grandma used to say, you have two ears and one mouth.


Speaker2                                                                                        15:54

So listen twice as much as you talk.

Sales people, unless you're doing a demo, Unless you're doing, like, a here's how everything works.

Let me show you under the hood type of demo.

Your prospect, your prospective customer should be talking 2 thirds of the time, and you should be talking 1 third of the time.

Most salespeople are worried about that because they feel like it's their job to lecture and and and educate and you know, persuade.


Speaker2                                                                                        16:09

It's really not like you do it correctly.

The other person will persuade themselves, which is what you want.

You want them to buy from you.

You don't ever wanna have to sell them on why they should buy from you.

And to do that, the best way is ask lots of questions.


Speaker2                                                                                        16:26

When in doubt, if it feels like you're ask you're talking too much, ask more questions.

And so when you do that and they're talking about themselves, they feel like you care And then they feel like they can trust you without you having to say, you can trust me.

It's okay, Kim.

I care about you.

I will help you.


Speaker2                                                                                        16:49

Don't worry.

Right?

so you don't have to do those things or feel like you have to memorize certain, like, transitions or closing tactics.

And then once they trust you and you under you uncover what we talked about in the last episode, which is why do they want what you have, then the next part is the hope stage, right, which is okay.

Based on your situation, I have the solution.


Speaker2                                                                                        17:09

I have what you need.

I can get you there or I can help you buy or I can whatever it is that you're selling.

And with that, I have the solution for you And then the last part is the urgency, which is when is the time to do something?

It's always right now.

Now, of course, there's times where there's financial issues.


Speaker2                                                                                        17:39

There's logistical things.

Maybe it's not the best, but you should always be assuming that the time for someone to buy from you is right now And primarily, because like we talked about in the last episode, we all have this primal part of our brain that wants to keep us safe in our comfort zone and literally doing the same thing all day every day because outside of that is change, change equals death.

The problem is is your prospects are in that same mode.

And buying from you equals change.

Because -- Yes.


Speaker0                                                                                        17:39

--


Speaker2                                                                                        17:56

if it wasn't changed, they would have ordered it online or bought it the way they always do, and they wouldn't have needed a salesperson.

Right?

And it's funny when you think about it, people don't like change so much.

They don't like changing the brands they use even of consumer goods.

Right?


Speaker2                                                                                        18:07

Like, yo, they buy the same paper towel.

And then now the store's out of that paper towel, and I have to make another choice.

It's like, oh my gosh.

What's gonna happen?

Like, our brain is, like, freaking out, and some people really stress out and be like, oh my gosh.


Speaker2                                                                                        18:08

Is this gonna work?


Speaker1                                                                                        18:12

They ran out of Coke.

What am I gonna do without my Coke?


Speaker2                                                                                        18:15

They they yeah.

What do what what's what else is there?


Speaker1                                                                                        18:16

Like, I guess


Speaker2                                                                                        18:24

I could try something else.

Yeah.

I gotta drink Pepsi, but is it gonna be as good I heard people say they don't like it.

And what about this?

And am I gonna like it?


Speaker2                                                                                        18:35

And that sounds silly and ridiculous, but people have that same battle.

Right?

Mhmm.

It's usually a smaller scale.

I mean, you buy a new pack of gum that you've ever tried before and you don't like it, that was a dollar, and it's not at the end of the world.


Speaker2                                                                                        19:00

but that same part of our brain is going to freak out when you try to get them to buy, and your job as a sales professional is to help mitigate that change that that aversion to change and help them understand that it's safe and that you can do it.

That's where you've gotta do those stages.

And then the urgency part is They they gotta do it right now.

Right.

Again, with the right intentions from the right place that you care about them, you're gonna actually help them.


Speaker2                                                                                        19:14

Right?

But the time is now because if you don't, they put their head back in their sand in the sand.

Their their brain gets a hold of them and tells them coo.

We dodged a bullet by not buying today.

We coulda died, and so it's a good thing and make sure you know?


Speaker2                                                                                        19:33

And I I tell people this all the time.

I say your prospects will go into the prospect witness protection program where literally you will never hear from them again because their brain said, oh, we dodged a bullet.

They literally change your phone number to do not answer.

And, like, you'll just never hear from them again if you're not careful.

Yeah.


Speaker1                                                                                        19:50

Yeah.

Yeah.

And I I liked what you said about the listening.

And I'm sure you get this a lot, but People say to me, Kim, you're such an amazing communicator, like, I love talking to you.

And that's because I let them do about 95% of the talking.


Speaker2                                                                                        19:51

Mhmm.


Speaker1                                                                                        20:12

And like you said, you ask questions.

And when so and what I do is I ask a lot of questions But when I say something, I make sure it's strong and impactful.

And I give them something that is valuable.

And that's why they're like, oh, Kim, I love talking to you.

Yep.


Speaker1                                                                                        20:18

I love listening to you.

I don't say that.

That's the truth.

Right?


Speaker2                                                                                        20:38

And in my experience of you and the conversations we've had prior to this, is you do that and you do it in the proper order.

So there's a lot of people that come out of the gate and be like, I'm an authority.

I know my stuff.

So let me tell you how to do things, right, versus, like, what you do in particular, Kim, which is tell me about your journey.

How's it going with writing a book?


Speaker2                                                                                        20:49

What are you doing?

oh, hey.

Based on that, have you thought about this?

Are you working on this?

Have you like, you're then prescribing something specific with some advice or knowledge or a little nugget of information.


Speaker2                                                                                        20:59

And not with any intent to sell, but just like, hey.

Based on what you said, I've got some value I can give you.

And then, you know, if it made sense, you could move that forward.


Speaker1                                                                                        21:15

Exactly.

Exactly.

So let's start talking about your books.

So first of all, give us the title of book again because we we did it in part 1.

And then tell us a little bit, you know, what has been sort of the good, bad, and ugly of doing this book?


Speaker2                                                                                        21:36

Okay.

So the title is selling with authentic persuasion, and the subtitle is transformed from order taker to quarter breaker, which between those two things, just just scribes it all in everything from this episode and the last one.

I mean, that's that's those are the highlights of it, but just goes into more detail.

Now the journey I wanted to write a book.

I started writing a book in


Speaker0                                                                                        21:36

2009


Speaker2                                                                                        22:07

about a completely different topic, gave up, got in my head, know, the doubts, the fears, the worries.

Who who am I to write a book?

What do I even know that that shelf to that project?

And so that what didn't happen.

and then fast forward to a year let's say 2 years ago, then I got the idea that I wanted to write this book, write a sales book, I got some help with the process, got a framework to help me get out of my head and just kind of, like, the formula, wrote it wrote it really quick.


Speaker2                                                                                        22:19

part time while working.

I woke up early and 2 hours a day, I wrote the I wrote 60,000 words in 6 weeks.

Wow working.

No.

I just I just dumped out of my head.


Speaker2                                                                                        22:29

It's something I know.

I just dumped it out.

Got did some editing.

printed it out, you know, just roughly on my side, read through it, and was like, this is garbage.

I don't like it.


Speaker2                                                                                        22:42

This is crap.

And I know everyone says that because I know enough people to know that that's what people say.

And I read it, and I'm like, I don't even like it.

it's not that I doubted it was gonna be good.

That's a whole different voice in my head.


Speaker2                                                                                        22:50

But literally, I'm reading through.

I'm like, doesn't make sense?

Like, what's the point?

How do I even describe it.

I couldn't I couldn't describe the values anybody.


Speaker2                                                                                        23:08

And so I sat on it for about 6 months.

and then got reinvigorated to work on it about a year ago and wrote it from scratch a second time.

I copied and pasted some of it.

I probably used about 10, 15,000 words.

But then in another 6 weeks from scratch, part time wrote another


Speaker0                                                                                        23:08

56,000


Speaker2                                                                                        23:28

words.

In a more cohesive, like, here's a blueprint, here's a plan.

Yeah.

And what's crazy, I still had no title.

Going through editing, printing it up on my side, pen and paper, going through it, I had no title, and then I sat on it for another 3 months where it sat on my desk, no title, no idea of, like, what's but what's the point?


Speaker2                                                                                        24:00

And here I was again.

I was like, what's the point?

And then one morning out of the blue, it hit me authentic persuasion as the framework of what I've always done that I could never put my finger on as a salesperson and as a coach and consultant.

And as soon as that hit me, I'm literally buying the domains, like, sitting on the floor on my phone, buying the URLs, coming up with the titles of the book, putting it together, getting websites, you know, started to be built, and then it hit me.

And then I molded the book again, didn't delete it.


Speaker2                                                                                        24:10

I just, like, kinda reorganized it and and, you know, touched it up such that it fit that framework.

And then from that moment, it felt really easy, and it felt like the right thing.


Speaker1                                                                                        24:31

So here's some of the things I can pull out of your story.

Is the book writing process brings a lot of clarity?

See, the first time you did it, you didn't have as much clarity.

So you wrote what you knew.

But writing the first time and then going back and reviewing it, and then you let it sit for a while.


Speaker1                                                                                        25:02

So when you did it the second time, you had a ton more clarity.

But you didn't have the title because that last clarity piece was still being transformed in you.

And this is something that many authors go through.

Even when, you know, we're working with clients, It is a clarity process throughout the entire writing of the book.

And just so you know, it's it's not unusual, not to get to the end of the book and still have no idea what to call it.


Speaker1                                                                                        25:33

It it has happened many times.

Now not as so much so with the clients we work with because, you know, I've been through this process many times before.

So usually, I don't always hit the title.

But what I'm really good at is I give the I give the clients things to think about, you know, and some title suggestions and some words to play around with.

And as they think about that, a lot of times the clarity comes.


Speaker1                                                                                        25:57

Now sometimes we make the suggestion, it's the right one.

But a lot of times, it's us kinda starting the ball rolling.

and allowing the client to sit and think about it and process it and get that clarity.

And then they'll call us and they'll say, You know, I was thinking of 3 titles, a, b, and c, and I'm like, it's a.

You're like, how do you know?


Speaker1                                                                                        26:11

I just know.

The title is a.

And it's always the first one they tell me because they they come up with a couple couple other ones.

Like, the first one was the one that really resonate, but they think, oh, well, maybe I should I think it's no.

It was the first one.


Speaker2                                                                                        26:13

Yep.

And, you


Speaker1                                                                                        26:29

know, it's funny with your book, and and we had this conversation sort of in pre interview we did is really you could have switched the subtitle and the title.

Like, they're so interchangeable And, you know, for you, it's deciding which one goes on top.


Speaker2                                                                                        26:49

Mhmm.

Yeah.

And which, you know, which which is more representative of me and then just understanding, you know, kinda like we talked about before, there's people who see the world in more of an aggressive or, you know, kind of a a more forward thought, and they'll think, okay.

Transform from order taker to quota breaker.

Like, that's the 1.


Speaker2                                                                                        27:02

and then people who will be more attracted to selling with authentic persuasion.

So yeah.

So, like, that combination, like you told me before, like, having both of those is is great.

So and it feels right.

Mhmm.


Speaker1                                                                                        27:12

Well, thank you so much, Jason.

This has been really awesome.

How can people connect with you?

If they've listened to this and they're like, oh, I I've gotta hear more from this guy.


Speaker2                                                                                        27:37

Yeah.

So the best thing to do is go to my hub for all of my links.

So you can go to jasoncutter.com, jas0ncutter.com.

On there, I have like, just just a portal and a hub to my consulting website, the authentic persuasion website where you can find me on LinkedIn.

Also and I didn't mention this last time, but there's also a way to book a free sales power call with me.


Speaker2                                                                                        27:52

get on the phone.

Obviously, I love talking about sales.

And if it's something I can help somebody with or direction I can point them or if I have a program, you know, from my online program to my individual coaching and consulting.

I I will tell you.

Obviously, I I live by what I do.


Speaker2                                                                                        28:06

And if it's a good fit and I think it could benefit somebody.

I'll tell you.

If not, you know, I'll point you in the dress best direction.

But no matter what, I love talking about sales, you can also find my podcast.

So I have a podcast called the sales experience podcast, You can find it everywhere.


Speaker2                                                                                        28:09

But if you go to the Jason Cutter site, there's a link for it there too.


Speaker1                                                                                        28:22

Awesome.

Well, thank you so much for being on the show.

This has been Jason Cutter and Kim Thompson Tinder on the author to authority podcast.

Thank you so much for listening.

and we will see you on the very next episode.


Speaker1                                                                                        28:23

Bye now.


Speaker0                                                                                        28:59

You've been listening to the author to author podcast.

The extraordinary word Ninja, Kim Thompson-Pinder has helped over 200 entrepreneurs, professional, speakers, and coaches write and publish their books that have become incredible marketing tools for their business.

And many of those have gone on to come Amazon best selling authors, and have used their books to land high level clients and get on big stages.

We hope you've enjoyed the show.

May sure to like rate and review, and we'll be back soon.


Speaker0                                                                                        28:59

But in the meantime, hit the website at w w w.author2authority podcast.com.

See you next time.

In this special series of episodes leading up to the special 400th episode, Kim selects the top 25 episodes to be played throughout the summer. In this first of a two-parter with Jason, the CEO of Qatar Consulting Group and sales success architect, shares his unconventional journey that led him to become a sales consultant and how he helps small businesses create scalable inside sales teams using authentic persuasion. He emphasizes the importance of transforming from an order taker to a quota breaker, highlights the role of relationships and trust in sales and how human-to-human (H2H) relationships should be the focus. He also shares how assuming the sale comes from a place of empathy, caring and knowing what's best for the people you can help. 

Kim and Jason also discuss his upcoming book, Selling with Authentic Persuasion, Transform from Order Taker to Quota Breaker. Jason’s skills in negotiation and authentic persuasion acquired from his experience tagging sharks and pushing them away from the bait, required convincing them not to eat it. 

Along with tips on persuasion and understanding why people buy, the podcast covered the importance of changing the mindset towards sales. The podcast highlights the motivation behind the purchase and how it differs for each individual. The conversation also covers the transition from building rapport with a potential client to making a soft close. 

Kim has assisted more than 200 people in writing and publishing books that have proven to be effective marketing tools for their businesses. Many of these authors have reached best-seller status on Amazon and have leveraged their books to attract high-profile clients and secure speaking engagements. Fans of the podcast can find more resources and get in touch with Kim at www.rtipublishinghouse.com.

Don’t miss out! Tune in to the Author to Authority podcast and transform yourself from an order taker to a quota breaker in the world of sales. Don't forget to leave a rating or review on the website before signing off and look out for the next episode.

Jason CutterCEO, Mindset and Scalability ExpertCutter Consulting Group Jason Cutter, CEO of Cutter Consulting Group, is a mindset and scalability expert focused on developing Authentic Persuaders®. Even though his bachelor’s degree is in Marine Biology, he knows what it takes to be successful in sales and build profitable teams. His books, podcasts, training workshops and speaking are focused on helping sales professionals close more deals, make more money, and produce scalable results. 

Main Hub/Link: www.jasoncutter.com

Authentic Persuasion: https://authenticpersuasion.com/

LinkedIn: https://www.linkedin.com/in/jascut/

Timestamps

[00:00:02] Transforming Business with Authentic Persuasion

[00:04:40] Unplanned Career Paths and Shark Tagging

[00:08:01] From Shark Wrangling to Sales Consulting

[00:11:34] From Order Taker to Quota Breaker: The Power of Persuasion

[00:15:03] Overcoming fears to achieve success

[00:18:00] The Importance of Understanding Customer Needs

[00:21:47] Relationship-based sales strategies

[00:24:45] Rapport Building and Soft Trial Closes

[00:28:10] Assuming the Sale and Confidence in Selling

[00:32:01] Using Books as Marketing Tools

Transcript

A to A EP 383 - A.mp3


Speaker0                                                                                        00:18

You are an entrepreneur, a professional, a speaker, or a coach.

And although you come a long way.

It's time for you to take it to the next level.

We've got you.

This is the Author to Authority Podcast


Speaker0                                                                                        00:48

We'll help you use authority and influencer marketing to build your business stronger and faster by publishing a book.

You'll hear from guests that are thought leaders in sales, marketing, networking, communication, social media, promotion, and business leadership.

Let's do it.

This is the author to authority podcast.

now your host, the extraordinary word Ninja, Kim Thompson-Pinder


Speaker0                                                                                        00:50

Welcome


Speaker1                                                                                        01:23

to the Author to Authority podcast, I’m your host, Kim Thompson-Pinder.

And I'm so excited to announce that in August, We will be having the 400th episode of the author to authority podcast And in celebration of that, I have decided to do the top 25 episodes of the author to authority podcast for the whole summer.


Speaker2                                                                                        01:23

And we will celebrate the


Speaker1                                                                                        02:10

400th about mid August, so there'll be a couple of episodes after that.

And I chose these episodes because they were the ones that I just personally felt were the ones that gave tremendous amount of value that we're going to help you as an entrepreneur, professional, speaker, coach, to move your business forward.

These were value packed episodes that are just going to give you action steps that are just going to really propel you to the next level.

So I'd love for you to sit back, relax, and enjoy this top 25 episode.


Speaker2                                                                                        02:59

Welcome to the author to authority podcast And today, we have part 1 of a 2 part series that I am doing with Jason Cutter on Trans forming your business from being an order taker to a quota breaker?

And I am cited because Jason is the CEO of Qatar Consulting Group, and he sees himself as a sales success architect.

And he does anything from training, description to sales tech.

He helps small businesses create scalable inside sales teams.

And his newest program is called authentic persuasion with the goal of helping people to go from order taker to quote a breaker.


Speaker2                                                                                        03:01

So welcome to the show, Jason.


Speaker3                                                                                        03:13

Thanks for having me, Kim.

I'm super excited to talk about this topic.

and, you know, writing and business, and we're all of that, which some of it's good for me and some of it is not my strength.


Speaker2                                                                                        03:22

Yes.

because right now, you're in the final stages of your book.

And that must be an exciting time.


Speaker3                                                                                        03:32

It is.

The final stages is definitely exciting and everything coming together.

It's definitely been a journey in my head and through a process as well.


Speaker2                                                                                        03:43

And we're gonna talk about that writing journey in the second episode that we're going to do together.

But let's start.

What is the name of your book gonna be?


Speaker3                                                                                        03:47

Selling with authentic persuasion, transform from order taker to quotabreaker.


Speaker2                                                                                        03:56

I love it.

Alright, Jason.

So why don't you take some time, introduce yourself, and share a bit of your story with us?


Speaker3                                                                                        04:25

Yes.

So as you had mentioned in the intro, I am a consultant.

I focus on sales success for individuals, for sales teams, mostly companies that have inside sales like telephone sales where they're hoping to help somebody move forward with some purchase decision over the phone.

consultative type sales where there's, you know, a clear fit for the right people, and, you know, there's not a good fit for the wrong people.

And so that's what I focus on.


Speaker3                                                                                        04:46

I do everything from mindset to training to sales, to scripting, to, like you said, the technology piece and and marketing.

And I've been in sales for a long time.

Like, a lot of people I fell into sales.

I wouldn't say accidentally, because, you know, I made the decision.

It wasn't like I I tripped one day and fell into an office and started on the phone in sales.


Speaker3                                                                                        05:23

But it it was literally not my plan and not something I wanted to do when I grew up like most people.

And, you know, the funny part and where I really love helping people now in consulting as well as what I've done in my success in sales, comes from the fact that for me, my path is a windy mess.

I've like, I have been all over the map as far as my career and life.

And I feel like a lot of that comes into the authenticity of helping people and being real with people I mean, my bachelor's degree is in marine biology.

I spent years tagging sharks.


Speaker3                                                                                        05:44

I worked at Microsoft doing tech support for a couple of years.

I mean, I grew up as a shy, awkward, only child, late bloomer to 2 very analytical parents, yet here I am as a sales consultant.

which on one side doesn't make any sense.

And on the other side, it lends itself really well to this authentic persuasion kind of method that I teach people.


Speaker2                                                                                        05:50

Well, you know, if you can negotiate sharks, I guess you can negotiate people.


Speaker3                                                                                        06:09

Well and it's funny because you can't really negotiate with sharks.

You know, especially once they get to a certain size, when they're bigger than you, you you can't really negotiate.

But funny side story.

One of the things that I did was tagging GreatWhite Sharks, and this is near Santa Cruz, California.

And my job because I was the young guy on the boat, Right?


Speaker3                                                                                        06:34

I'm nineteen, twenty, twenty one years old.

My job was to take the long pole and push the eighteen foot GreatWhite shark away from the bait that was hanging on the side of the boat.

And so I had to convince the shark to to not eat the piece of, you know, fish or seal that was there.

And, yeah, sometimes, I I did a good job.

Sometimes, I didn't.


Speaker2                                                                                        06:39

Now were you ever in the water with the sharks?


Speaker3                                                                                        06:55

Not with great whites.

No.

that was definitely from a boat and illegal in California to be in a cage.

So that was just from the boat.

With smaller sharks, you know, up to 3, 4, 5 feet, definitely in the water, in the estuary, in the slue.


Speaker3                                                                                        06:58

So, yeah, spend a lot of time in the water with smaller shorts.


Speaker2                                                                                        07:02

So how do you tag a shark if you're not in the water with them?


Speaker3                                                                                        07:24

A long pole with a sharp tip.

That's how you do it.

Okay.

And the other thing that we used to do with blue sharks is you wouldn't be in the water with them.

They'd be swimming around, and you would sometimes we would just literally reach over the side of the boat and grab them with our hands and pull them into the boat by hand and then hold them down and tag them and weigh them and measure


Speaker2                                                                                        07:26

So, obviously, those are the smaller sharks.


Speaker3                                                                                        07:32

Yeah.

Up to, like, 4 feet or so.

Just reaching over and and grabbing a shark.

you know, why not?


Speaker2                                                                                        07:48

You know, it's funny.

I I've actually watched animal shows where I've seen that done, but you you don't you know, usually on these shows, it's such a serious thing to get this shark into the boat.

Right?

And you're like, oh, yeah.

We just grabbed them and threw them in.


Speaker2                                                                                        07:48

Right?


Speaker3                                                                                        08:00

Yeah.

I mean, if it's Again, and then people listening to this and people when I tell the story, they they think it, like, just ridiculous because you couldn't imagine it.

But, yeah, I mean, it's only a three or four foot you know, sharks.

So why not?

Just just grab it.


Speaker2                                                                                        08:11

Yeah.

And I mean, the truth is once they're out of the water, it's not that they can't hurt you, but they're a lot less help they're more helpless when they're out of the water.


Speaker3                                                                                        08:19

Yeah.

You just gotta have the the person who's holding the head pay very close a attention to what they're doing.

That's pretty much it.


Speaker2                                                                                        08:23

That was the rule.

Did you ever get injured at all?


Speaker3                                                                                        08:37

No.

Not really.

Not by any sharks.

I it's funny because I I thought for the longest time, what would have been cool is some kinda non life threatening shark scar, like, being bitten and having, like, this cool thing on my leg that I could point to.

But, no, that never happened.


Speaker3                                                                                        09:01

You know, some some fishing related, equipment related stuff, but never never shark related.

Other than the fact that their skin is like sandpaper, if you've ever felt it, it's like sandpaper and they say it's true.

So when you're holding one, like like a log at your chest and it starts rolling and twitching, then, you know, it burns.

But other than that, no.

And, of course, all of this is totally related to my sales consulting.


Speaker2                                                                                        09:09

Well, I don't know.

I I think sometimes sales does feel like shark wrangling.

So


Speaker0                                                                                        09:11

100%.


Speaker3                                                                                        09:14

Dealing with actual sharks in the water is way easier.


Speaker2                                                                                        09:17

Yeah.

They're


Speaker3                                                                                        09:22

very predictable.

They go one direction.

They have one thing in mind, and that's very easy to predict and mitigate.


Speaker2                                                                                        09:29

Cool.

So so what really got you into sales, though?

What kind of


Speaker0                                                                                        09:29

--


Speaker3                                                                                        09:47

You know, for me, it was I Microsoft ended contracts ended.

They moved all the jobs to China and India for the first time in outsourcing, which now people take for granted and assume has just always been that way.

And I needed a job.

Family friend said, hey.

There's a guy who's growing his mortgage business.


Speaker3                                                                                        09:58

You should do that.

It was the height of or getting to be the height of the real estate boom at the time, 2002, 2003.

And so I went into it.

It seemed like it wasn't selling.

It wasn't sales.


Speaker3                                                                                        10:16

It didn't require a lot of convincing.

I didn't get any training, and I made lots of mistakes that cost me lots of money because I was still doing it wrong and learned a lot of lessons that I still use to today and myself and for others in that process, which just started me on this journey of of selling and sales.


Speaker2                                                                                        10:21

Mhmm.

Now when did you decide to start your own consulting group?


Speaker3                                                                                        10:26

So mentally, I decided to do that around


Speaker0                                                                                        10:28

20,142,015.


Speaker3                                                                                        10:55

It didn't actually take shape until the end of 2018, but Another sidebar, I was working as a government contractor overseas as a civilian, a lot of time on my hands, and I realized everything that I had done sales and business, like, would be the perfect use as a consultant because I've done it internally.

Now I could do it externally.

So that's great.

So I started the process of getting my MBA, which I earned in


Speaker0                                                                                        10:56

2017.


Speaker3                                                                                        11:28

And before I could actually go into consulting, somebody I knew had made me an offer to come work for him.

And so I essentially worked as a consultant, not with that title, but with that kind of approach internally and was, like, the one who fixed departments, started departments, started offices, you know, built out systems and processes.

internally as an employee did that for 3 years.

And then when that ended, I was like, okay.

Now is the time for me to go officially into this and do this for other people on, you know, contract basis.


Speaker2                                                                                        11:42

Mhmm.

Mhmm.

That is really cool.

I like your story.

And and, you know, what it shows me is the fact that sometimes we don't know what we're gonna kinda fall into.


Speaker2                                                                                        12:03

you know, I I never thought that I would be a publisher.

It was not something in my game plan for my life.

And yet, you know, certain circumstances happened.

And, you know, I I started doing free freelance writing, realized how much I loved it in people wanted additional services.

And then within a year, I've got a publishing company.


Speaker3                                                                                        12:04

That's awesome.


Speaker2                                                                                        12:26

You know?

So, like, I think the point is is is that as an entrepreneur, even though if you've never done this before, you know, it wasn't in your game plan.

But you don't have to have had the past to be able to be an entrepreneur now.

And many of the lessons that you've learned along the way in different areas actually help you as an entrepreneur.


Speaker3                                                                                        13:13

Yeah.

So for me, the toughest part was the mental for the longest time I beat myself up in my own head about my windy path and how I didn't follow the standard model of what you're supposed to do go to college.

You get a degree, get a career you know, have a career, start a family, do all those things, and I didn't.

And then I realized later on, like, those experiences actually made me who I was and the ability to do what I do with a wide range of different people and conversations and persuading, and all of that was actually very valuable, plus being self aware enough to know what my strengths are and what I'm really good at.

and what I can really do to benefit other people and what that value actually is and leaning more on that.


Speaker2                                                                                        13:33

Well, let's kinda get into our main topic for today, and that's transform from an order taker to a quota breaker.

And I know you've got some things prepared.

So I'm gonna let you loose for a bit to share what you've got prepared, and then we're gonna talk about it.


Speaker3                                                                                        14:11

So I think the biggest thing is that, you know, in that formula, which is authentic persuasion, there's 2 important pieces.

And, you know, like you just mentioned, what I see a lot in the world of people who are supposed to be selling, right, whether you're in a cubicle on a phone and you're supposed to be, you know, closing deals, or you're a coach or a consultant, and there's a sales aspect prior to you getting to do what you really wanna do, which is that coaching or that consulting.

There's a sales piece.

So I'm not just talking to you know, who you think, okay.

They're in a call center or they're on a on a car lots trying to sell a car.


Speaker3                                                                                        14:46

There's I mean, I say it's all time.

Everything in life is sales.

And so it's very important, but there's a lot of people who operate like an order taker.

They're giving information.

They're hoping someone buy buys from them, and they don't wanna persuade because they see that as manipulation, and they're afraid that, you know, to be successful in sales takes being that person you see in the movies, that's just ripping people off, manipulating lying, you know, using sales tactics, using these closing lines, trapping people, using NLP, and doing all of these things that people don't wanna do because they have, like, when it's done to them, so they choose


Speaker2                                                                                        14:46

to


Speaker3                                                                                        15:09

do nothing.

So what I teach and help people understand is the power in authentic persuasion, which the first part, you know, on the practical side, is knowing who you are being self aware.

Like I I mentioned a few minutes ago, understanding your strengths?

Like, what is it that you really are good at?

For me, I'm really good at solving problems, taking things apart, understanding how it works.


Speaker3                                                                                        15:22

I'm terrible at putting things back together.

So if I take apart the remote for the TV, it will we'll just buy a sec.

I'll know how it works.

but we'll need to buy another one because I won't know how to put it back together.

It's also why I don't work on my own car because I can take it apart.


Speaker3                                                                                        15:39

I just can't put it back together.

So but I I wanna know how it works, and then I wanna solve problems, and I wanna make things better.

When I was younger, I didn't really think I liked people because I was a late bloomer.

People were strange to me and and not nice growing up.

And so I focused it on on certain things.


Speaker3                                                                                        15:44

That's why the sharks Right?

That's problem solving and understanding, and then I shift it to people.

So what are your


Speaker2                                                                                        15:45

And they don't talk back.


Speaker3                                                                                        15:53

They they don't talk back.

It's very nice.

Right?

Like, it's way better than when I worked in a restaurant.

waiting tables and people to talk back or want, you know, certain things.


Speaker3                                                                                        16:04

So, you know, it's it's it was always easier.

And, like, I learned what my strengths are and what my weaknesses are.

Mhmm.

And then also the other thing from a practical side is that we all have fears.

Yes.


Speaker3                                                                                        16:08

The thing is there's a part of all of our brains that is still stuck


Speaker0                                                                                        16:09

1000


Speaker3                                                                                        16:38

and 1000 years ago on the Savannah, on the plains, in a cave, fighting for survival, worried about eating the wrong berry, worried about animals that might jump out and kill us at any moment, and our brain still thinks that.

So it holds people back.

Like, if you call somebody and they don't buy from you, that means nothing, and it's not going to kill you.

But our ego is so afraid of that because an attack at our ego is the same thing.

They Might has well had shot us, and we're now bleeding to death.


Speaker3                                                                                        16:58

That's our our brain doesn't know the difference.

Right?

And so a lot of people who are in sales, they're a trade of moving conversations forward because their ego is keeping them in their comfort zone.

And so that's one of the things too is understand where the fear is stopping you, understand where that is keeping you from what you want and then working on that.

Right?


Speaker3                                                                                        17:11

Some people, like I talked to somebody yesterday, no fear public speaking, no fear of asking for sales, definitely is never gonna bungee jump.

Right?

So people have different fear levels in different areas in their life.

And so it's okay.


Speaker2                                                                                        17:12

Yeah.

That's probably me.

You have


Speaker3                                                                                        17:15

no fear.

That's right.

And that's me too.

Right?

Like


Speaker0                                                                                        17:16

--


Speaker2                                                                                        17:17

Put me on the stage.


Speaker3                                                                                        17:17

I I am


Speaker0                                                                                        17:17

--


Speaker2                                                                                        17:18

Let me sell.

No.


Speaker3                                                                                        17:19

Exactly.

I


Speaker2                                                                                        17:20

am not bungee jumping.


Speaker3                                                                                        17:33

No.

Bunchy jumping, skydiving.

None of that makes sense to me.

I'm I'm exactly the same way.

And so it's really about where are you confident in your in other areas, and where can you apply that in what you do for the sales side.


Speaker3                                                                                        17:48

So that's that's something.

And the other the other part on the authentic piece is really about understanding why you wanna be successful in whatever you're doing.

Mhmm.

So if you have some sales aspect, why?

I mean, the first thing I have everyone do that I work with create a vision board.


Speaker3                                                                                        18:00

Might sound silly.

Might sound like a weird art project.

Create a vision board of what you want and why so that when somebody says no, you know why you wanna pick up the phone and ask somebody else again


Speaker0                                                                                        18:00

--


Speaker2                                                                                        18:00

Yes.


Speaker0                                                                                        18:00

--


Speaker3                                                                                        18:12

to try to buy from you and what it's all for.

Right?

What's important to you at this moment in your life, buying a house, buying a car, going on vacation, having savings doesn't matter.

Right?

It's individual.


Speaker3                                                                                        18:14

So that's the authentic piece.


Speaker2                                                                                        18:44

Well, you know, when you were when you're talking about taking things apart and not able to put them back together, You know, my dad was a pretty smart man and, you know, very good with computers, incredible with compete people, you know, had good professional acumen.

Like, he was just this really great person, but he wasn't really good at fixing things.

He he could he had enough knowledge to be dangerous.


Speaker3                                                                                        18:46

Yeah.


Speaker2                                                                                        19:07

And it was funny because there was quite a few times because my husband's like the ultimate computer guru electronic person, And his nickname is MacGyver because he can just fix just about anything.

And sometimes with the role of duct tape and a paper clip.

Like, he's just that type of person.

Right?

And I can remember my dad would call.


Speaker2                                                                                        19:22

And my dad didn't call very often, but every once in a while, he call and, you know, get chatting and need to say, hey, dear.

How are you doing?

And we chat and invariably, the conversation we go.

My dear is is Ross around by any chance.

And I already knew what had happened.


Speaker2                                                                                        19:40

His dad had tried to fix something, and it didn't go well.

So You know, him and my husband would talk.

And then the next time we went up to visit, Ross would bring all of his tools, and him and my dad would fix whatever it is my dad had tried to fix and couldn't.


Speaker3                                                                                        20:15

That's awesome.

Well and and I think what's interesting is is If we look at that too, you said your dad knew knew enough to be dangerous, which I think people everyone knows someone like that or we have an area in our life like that.

I see a lot of people who are in sales that are kind of that same way or should be selling where they think they know enough to be dangerous, but they're not a effective.

Right?

Like, they're more of a a hazard to themselves and others because they're missing the pieces of, you know, and the knowledge and the wisdom and the skills to put that thing back together, right, to make that sale happen.


Speaker3                                                                                        20:18

But they think they know it.

Right?

They think they know sales.

Hey.

I know sales.


Speaker3                                                                                        20:22

I know coaching.

I know consulting.

Like, I'm really good.

Like but do you know sales?


Speaker2                                                                                        21:00

Yeah.

And, you know, I think as an entrepreneur, you know, kinda touched on that in the beginning to for many entrepreneurs, and I especially see this more in professionals and, like you said, coaches and and consultants, sales becomes the s word.

It's like the necessary evil that they have to do to get to what they really want.

And I think I think that perception that mindset really needs to change.

Because you can't really grow a business without some sort of sales system.


Speaker2                                                                                        21:09

And for me, I the sales part of my business is actually the beginning of a new relationship.


Speaker3                                                                                        21:11

It is.


Speaker2                                                                                        21:20

You know, that's when I I get to start to know people is through that sales process.

And, you know, unlike everybody else, I don't get a


Speaker0                                                                                        21:20

100%


Speaker2                                                                                        21:28

yeses.

You know?

I get yeses.

I get nose and I get the you know what?

It's not the right time.


Speaker2                                                                                        21:45

Those are the three things I get.

And so but the relationship that's what I focus in on is the relationship because that's, to me, the valuable part.

And I find when you focus in on that, it makes the selling part a lot easier.


Speaker3                                                                                        21:57

And I think the key is is to focus on relationships because it's all personal.

Right?

Like, there's there's terms now floating around.

You people might be familiar with this.

Like, b b to b.


Speaker3                                                                                        22:08

Right?

So there's business to somebody who's selling software or something to a company.

Then there's b to c or d to c, which is direct to consumer, business to, you know, consumer.

Right?

I'm selling something to an individual.


Speaker3                                                                                        22:27

And then there's people who are now pushing more of the h to h, which is human to human.

Like, no matter what it is, even if you're the marketing director at a company, or you're somebody struggling with writing a book, then it's still a human.

It's me as a human dealing with you as a human.

How can I help you?

How can we build a relationship?


Speaker3                                                                                        22:46

How can I care about you?

And there's a large part of the sales world and people who are in sales who think that's soft and maybe that's weak, and that's not what sales is about.

Sales is about closing deals and moving on.

Right?

And, you know, derogatory term, like, bro culture, which is just, like, all about what you see.


Speaker3                                                                                        22:54

It's the the wolf of Wall Street.

It's the boiler room type of sales attitude.

But that's not what people want.

I mean, it works to a certain extent.

people can pull it off, but that's not what they want.


Speaker3                                                                                        23:08

They want the relationship.

They wanna know you care about them.

And then this is the part where people struggle and fail on the sales side is they're they wanna start building a relationship.

They care.

They lots of rapport, lots of empathy.


Speaker3                                                                                        23:21

maybe even some questions, but then they're not moving it forward towards the relationship.

And and a good example I use all the time because most people can relate.

is courtship and dating.

Right?

So imagine you wanna go out with somebody.


Speaker3                                                                                        23:27

You go out on one date.

At the end of the day, you're like, okay.

That was fun.

If you ever wanna do this again, just let me know.

Right?


Speaker3                                                                                        23:32

And then you just walk away.

And then that's it.

And that's what that's what people do in sales.

Right?

They don't say,


Speaker2                                                                                        23:34

this is good.

I like that.


Speaker3                                                                                        23:40

I think this is a really good fit.

I would like to see where this goes.

What are you doing on Friday?

Right?

Like


Speaker0                                                                                        23:40

--


Speaker3                                                                                        23:58

Yeah.

-- like moving it forward in the conversation towards the relationship.

Right?

Like, if you're dating a relationship, theoretically, some aspect act aspect of that is Is this a long term fit?

Could this be someone I'm gonna view with long term and or marriage and or kids wherever you wanna go with it?


Speaker3                                                                                        24:15

And not just, hey.

We just had coffee once in the you know, let you just let me know.

And same thing with sales.

Like, a lot of what you're talking about and what I help you with is that is literally the start of the the relationship, even if you're selling software to a company.

Once the sale closes, now the work begins.


Speaker3                                                                                        24:25

Same thing with consultants and coaches.

So you've gotta take it forward.

You gotta keep moving forward if it's a good fit with the intention of, like, long term.


Speaker2                                                                                        24:56

Yeah.

And and, you know, it was funny.

Like, I I told you, got a new client this morning.

Well, her and I get on the phone, And, you know, within and this doesn't always happen, but it was one of those days where within 5 minutes, we realized she's one year older than me.

So we realized that at the same age we got engaged, at the same age we got married, at the same month like, we got married in the same month 1 year apart.


Speaker2                                                                                        25:17

We got we had our first children the same month 1 year apart.

Like, it was just it was, like, hilarious.

We spent the whole first twenty minutes of the phone call laughing because there was just so much similarities.

And I think that's that's something that's key.

You know, I work with a lot of very diverse people.


Speaker2                                                                                        25:40

But there's always commonalities that you can draw from.

But one thing that you really we're talking about and let's focus in on that for a few minutes.

Is how do you how do you you know, you're having this amazing cough station.

You're developing that relationship.

You know, you're, you know, you're feeling really good about this potential client.


Speaker2                                                                                        25:55

How do you transition that into, let's say, a soft close?

because not everybody's ready for a full close.

But, like, what are some of the ways that you can do, like, what they call, like, a softer trial close to see see interest level?


Speaker3                                                                                        26:33

I mean, for me, it's making that transition from the rapport, the empathy, the get to getting to know you to building trust.

And the way to do the empathy and trust step is asking questions.

and digging deep and asking as many questions as you can to get as deep as they will let you with whatever information And the fundamental thing that you have to be able to answer if you want to be a selling professional, again, in a Cube or as a consultant, whatever that looks like, is you have to know why do they need what you have to sell if it's a good fit.

Now, obviously, there's times where and it's not a good fit.

Right?


Speaker3                                                                                        26:38

No.

I can't help you.

You you need to go do something else.

Here's a recommendation.

Here's a referral.


Speaker3                                                                                        26:58

Best of luck with that.

Right?

And that's a whole different topic.

But if it's a good fit, you need to know why do they need what you have to offer for their reasons, not why you have the features, Not not what's in the brochure, not why you think you're so amazing, not what your Yelp reviews say about you.

Like, nobody cares about that stuff.


Speaker3                                                                                        27:10

in the beginning.

Exactly.

They care about themselves.

It's what's in it for me, and that's all that matters.

And so as a sales person or a person with some sales aspect, you've gotta understand why do they want it.


Speaker3                                                                                        27:44

And as soon as you uncover that, then it's game on in the conversation because now you're taking what they need and want, and then you're you've diagnosed what it is, and then you're now prescribing like a doctor, and you're telling them, okay.

Based on what you said and based on x, y, and z, Here's why this would be the best fit for you.

Okay.

And then kind of like that doctor analogy is you just assume, like, There's trial closers, soft closers, hard closers, all these things.

I just assume you have problem x.


Speaker3                                                                                        27:51

I have solution x.

okay.

The next step is let's go ahead and get you started.

Right?

Like, literally, I've told people that.


Speaker3                                                                                        28:02

Okay.

So based on this information, it sounds like the best thing to do is to work together.

and for you to sign up for this program.

I need to get some information from you.

Go ahead and grab your credit card while I get some some info from you.


Speaker3                                                                                        28:17

Like, we're just done.

I I don't even need to ask you if you'd like to do it because you've given me permission in this conversation to explore.

We've explored You've come to me with a broken leg.

I've diagnosed the broken leg.

Now we're gonna fix the broken leg.


Speaker3                                                                                        28:18

Any questions?


Speaker2                                                                                        28:25

That's it.

I really like that.


Speaker3                                                                                        28:52

You know?

And -- And the thing is is I can you I wouldn't say get away with it, but when you do it from a place of caring and empathy and knowing what's best for the people you can help and knowing what the outcome will be with you and what the outcome is is, like, without you and your help, then it comes from a different place power where it's like, I'm doing this for you because it's my duty and responsibility.

If we hang up the phone and you don't buy from me, I don't know what's gonna happen to you.


Speaker2                                                                                        29:25

Yep.

And, I mean, I know for some people, what you've just said probably is going to scare them to pieces because that's probably something so new and and revolutionary to them.

But I remember the first time that I don't use quite that wording.

I'm probably a little softer in my wording, but I remember the first time I really felt that kind of attitude that I could just assume the sale.

And it was scary.


Speaker2                                                                                        29:36

I didn't wanna do it because it kinda goes you know, it it it made me feel uncomfortable.

But I remember when I did it and the person said, Okay.

Yeah.

Here's my information.

Let's get started.


Speaker2                                                                                        29:47

And I went it's good thing they couldn't see my face.

It was over the phone because I'm like, Oh.

That worked.

Right.

Like, on the inside, oh, yes.


Speaker2                                                                                        29:49

Yes.

Yes.

Yes.

Yes.

Right?


Speaker2                                                                                        30:08

But it it does.

Like, you you have to know that what you provide is valuable and is valuable to that that person.

And here's the thing.

By assuming the sale, if the person's not really ready to go move forward, they are gonna tell you no.


Speaker3                                                                                        30:13

They will stop you.

Let let them stop you.

Don't stop yourself.


Speaker2                                                                                        30:25

Yeah.

Yeah.

because I think we get in our minds.

We assume they're not going to buy.

And so we have to change that mindset and assume they are going to buy.


Speaker3                                                                                        30:43

And this we assume like, this is what I see a lot, and this is where that order taker category comes in, is they assume that they the order taker type person assumes that the prospects not gonna wanna buy, doesn't understand why they would wanna buy, doesn't see the value, and then also either can't afford it or isn't willing to pay for it.


Speaker2                                                                                        30:59

Wow.

I think we've hit a really good point where we can kinda close off this section and then we'll we'll pick up the conversation because I know you still have some more stuff to share.

So how can people connect with you?

And we'll we'll continue this in part


Speaker0                                                                                        31:00

2.


Speaker3                                                                                        31:19

The simplest way that I have been doing recently is if you go to jasoncutter.com, jas0ncutter.com.

It's a hub for lots of different things.

So I have my consulting website.

I have the authentic persuasion website.

I'm very active on LinkedIn.


Speaker3                                                                                        31:29

But if you go to jasoncutter.com, like, all of it's there with a hub of buttons to find various resources, courses, programs that I have, and, you know, get in touch with me through that.


Speaker2                                                                                        31:50

Awesome.

Well, thanks so much.

This has been Jason Cutter and Kim Thompson Pender on the off or to authority podcast.

Thanks so much for listening.

Don't forget to tune in to the next episode where we are going to continue this conversation, and we will see you on the very next episode.


Speaker2                                                                                        31:51

Bye now.


Speaker0                                                                                        32:27

to the author to authority podcast.

The extraordinary word Ninja, Kim Thomson.

has helped over 200 entrepreneurs, professionals, speakers, and coaches write and publish their books that have become incredible marketing tools for their business, and many of those have gone on to become Amazon best selling authors and have used their books to land high level clients and get on big stages.

We hope you've enjoyed the show.

Make sure to like rate and review, and we'll be back soon.


Speaker0                                                                                        32:27

But in meantime, hit the website at www.author2authoritypodcast.com.

See you, next time.

Join the Author to Authority podcast, hosted by the incredible Kim Thompson-Pinder, as she kicks off their summer-long celebration of their 400th episode coming in August with the top 25 episodes of the show! This episode features the amazing business coach and consultant Claudine Pereira, who shares her expertise on selling in a crisis environment. Claudine has helped countless people grow their businesses and achieve their personal and professional goals through her inspiring and motivating approach. 

In this highly informative episode, Kim and Claudine discuss the challenges and fears that come with entrepreneurship, emphasizing that resilience is paramount. They also explore ways to adapt to the current situation and make long-term business decisions during times of uncertainty, including the importance of conducting an audit and thinking creatively to keep the sales funnel full. 

Claudine offers practical sales advice for small businesses during and after the pandemic, prioritizing customer experience, and building relationships. Additionally, she shares the importance of not cutting prices and focusing on value instead, adapting to the online platform, and taking necessary precautions to maintain a safe environment. 

Kim and her guest remind listeners that experts like Claudine are genuinely there to help and encourage them to connect with her on social media or the phone with any questions about their business. This episode is a must-listen for any entrepreneur, professional, speaker, or coach looking to move their business to the next level. Don't forget to like, rate, and review the show, and visit the website at www.authortoauthoritypodcast.com. Get ready to be inspired, motivated and take your business to the next level with the Author to Authority podcast!

An experienced professional business coach, and leadership development trainer, Claudine Pereira assists people with fundamental behavioral change. Her consistent and captivating approach stretches her clients to move beyond a limiting sense of self and achieve their desired personal and professional goals. An inspirational speaker, certified life coach, and internationally bestselling co-author of Live out Loud, Claudine is passionate about her work!
 
 Claudine works with small business owners and leaders, through coaching, training, and consulting she brings laser focus and strong structure, allowing them to stand out as confident, proud, and polished professionals.
 
 With over 25 years of coaching experience and through engaging one-on-one sessions, Claudine’s boundless energy, fire, and compassion catapult people's learning experiences into active self-improvement. She not only promotes self-discovery but instills lasting confidence.

For a free 1 hour deep dive discovery session into your business email Claudine at [email protected]

Time Stamps

[00:00:02] Using Authority and Influencer Marketing to Improve Business

[00:04:41] From Employee to Entrepreneur: A Journey of Grit

[00:08:16] Entrepreneurial Challenges and Resilience

[00:11:42] Investment and Sales Strategies amid Economic Uncertainty

[00:15:00] Adapting small businesses to uncertain times

[00:17:49] Client Outreach during Pandemic for Brick and Mortar Businesses

[00:21:12] Tips for Business Owners during Pandemic

[00:24:32] Financial Resilience During Crisis

[00:27:56] Selling during COVID-19 pandemic

[00:31:46] Selling in Challenging Times

[00:35:25] Empowering audience to learn from successful guest

[00:39:01] How to Use Books as Marketing Tools

 

Transcript


Speaker0                                                                                        00:18

You are an entrepreneur, a professional, a speaker, or a coach.

And although you come a long way.

It's time for you to take it to the next level.

We've got you.

This is the Author to Autority Podcast


Speaker0                                                                                        00:48

We'll help you use authority and influencer marketing to build your business stronger and faster by publishing a book.

You'll hear from guests that are thought leaders in sales, marketing, networking, communication, social media, promotion, and business leadership.

Let's do it.

This is the author to authority podcast.

now your host, the extraordinary word Ninja, Kim Thompson-Pinder


Speaker0                                                                                        00:49

Welcome


Speaker1                                                                                        02:02

to the Author to Authority podcast on your host, Kim ThompsonP-nder.

And I'm so excited to announce that in August, We will be having the 400th episode of the author to authority podcast And in celebration of that, I have decided to do the top 25 episodes of the author to authority podcast for the whole summer.

And we will celebrate the 400th about mid August, so there'll be a couple of episodes after that.

And I chose these episodes because they were the ones that I just personally felt were the ones that gave tremendous amount of value that we're going to help you as an entrepreneur, professional, speaker, coach, to move your business forward.

These were value packed episodes that are just going to give you action steps that are just going to really propel you to the next level.


Speaker1                                                                                        02:30

So I'd love for you to sit back, relax, and enjoy this top 25 episode.

Welcome to the author to authority podcast.

And today, I'm very happy and pleased to have on the podcast, Claudine Pereira.

And you know what?

I feel like she's like this kindred spirit.


Speaker1                                                                                        02:47

Yes.

And the first time we spoke together, our our conversation went on forever.

Usually, you know, the introductory ones are, like, about 15 minutes long.

And yet, I don't know.

I think we spoke for probably about an hour.


Speaker1                                                                                        03:05

Yes.

Just such a connection, and we really feel the same way about a lot of things.

So that's why I'm excited to have her on the show today.

And you know what?

We're gonna talk about a topic that's near and dear to every entrepreneur.


Speaker1                                                                                        03:20

And that's how to sell.

But, you know, with this current crisis that's going on, we're gonna shift it up a little bit today And we're going to talk about how do you sell in a crisis environment.


Speaker2                                                                                        03:22

Yes.


Speaker1                                                                                        03:47

Because there's so much fear going on.

And we wanted to dispel some of that fear.

Now Claudine is an experience, professional business coach and consultant.

She assists people with growing their business.

Her consistent and captivating approach stretches her clients to move beyond a limiting sense of self and achieve their desired personal and professional goals.


Speaker1                                                                                        03:54

She's also an inspirational speaker, a professional George Brown College in is that in Toronto?


Speaker2                                                                                        03:56

Yes.

That's in Toronto.

Yep.


Speaker1                                                                                        04:06

Toronto?

m c an international bestselling author Claudine's passionate about her work and believes that there is no limits.

So welcome to the show, Claudine.


Speaker2                                                                                        04:17

Thank you.

Thank you for that warm welcome, Kim.

Wow.

And it's true what you said when we did speak for the first time.

The time just ran on, and it was almost like we we felt like we'd known each other for many, many years.


Speaker2                                                                                        04:22

great start to our relationship.

So thank you for having me today.

This is wonderful.


Speaker1                                                                                        04:26

You're very welcome.

So, Claudine, tell us a little bit about yourself.


Speaker2                                                                                        04:55

So, originally, I'm from the UK, as you can hear by this funny British accent.

And, you know, grew up very poor in the UK, and came to Canada originally back in the seventies with my parents.

Went back to the UK to do all my studying.

And fast forward to now, returned to to Canada in February of 1995 in in the dead of winter.

No money in two suitcases went to go live with my father in the north end of Toronto, and it was dead dead of winter.


Speaker2                                                                                        05:22

There's snow everywhere, certainly not like the, you know, the winters that we get right at the moment.

So had no job, no money, and in the May of 95, I got fortunate enough, and I landed a job.

At the big green bank, where I stayed for the next 19 years.

And that's really where my my coaching journey began coaching very large teams country and coaching for strong sales results.

And, you know, I learned the good, bad, and the ugly, and all of that.


Speaker2                                                                                        05:23

And in


Speaker0                                                                                        05:23

2014,


Speaker2                                                                                        05:43

I was blessed enough to start my own business coaching and consulting company.

And we're going in 6 years strong, and it's it's a wonderful journey, and I'm so blessed to be able to serve the entrepreneurial community in helping them to to grow their business.

So that's a quick quick high level of of me.


Speaker1                                                                                        05:58

What was it like for you transitioning from In in many ways, you were an entrepreneur in your career, but what was it like for you transitioning from a career to just strictly being an entrepreneur?


Speaker2                                                                                        06:20

Honestly, Kim, it was it was hard.

It was hard.

And I hired a coach the minute I left the bank who sort of helped me work through some of that mindset stuff because you really go from being around lots and lots of people every single day to being home alone.

You don't have clients yet because you're in growth mode.

You're not getting a regular paycheck.


Speaker2                                                                                        06:25

So, you know, the mind really does play a lot of tricks on you -- Yes.


Speaker1                                                                                        06:25

It does.


Speaker0                                                                                        06:25

--


Speaker2                                                                                        06:48

which is I'm pretty strong, I would say.

It was it was a struggle.

It took me a good full four seasons of 1st year you know, to really work through all of that muck and transition into the entrepreneurial lifestyle.

And I never forget hearing Arlene Dickinson speak in those early days.

And she said, you know, you need to have an insight made of Teflon to be an entrepreneur.


Speaker2                                                                                        07:02

It's not for the faint hearted.

You need to have grit, and you need to have determination, or it just may not be the career for you.

Yes.

really did stick.

Unfortunately enough, you know, I saw myself through it, and and here I am still today.


Speaker1                                                                                        07:27

You know what?

You you were so correct.

They you know, you have these goals, these dreams, these aspirations to be this entrepreneur.

And, you know, you think it's gonna be this easy road and, you know, no bumps.

The road just goes straight up and And then the reality of being an entrepreneur hits, and it does.


Speaker1                                                                                        07:38

Like, it stretches you.

there there are some things in life that stretch you way beyond who you are.

I mean, the first is becoming a parent.

Like, that is like -- Oh,


Speaker2                                                                                        07:39

yeah.

Absolutely.


Speaker0                                                                                        07:39

--


Speaker1                                                                                        07:40

of growth for you.

Right?


Speaker2                                                                                        07:44

Yes.

Absolutely.

The first the first snack in the side of the cheek, parenting


Speaker1                                                                                        07:59

And, I mean, here's the thing, and you you you almost have to think of entrepreneurship as the same way.

You know, when you become a parent, there's no getting out of it.

You have to deal with it.

Right?

And you have to learn and grow and stretch.


Speaker1                                                                                        08:19

And it it's kind of the same as being an entrepreneur.

Now I'm not saying that anybody who gives up on being an entrepreneur or maybe take needs to take a break from entrepreneurship or maybe takes a job for a while while they're building their business, you know, doesn't mean you're not successful.

I'm not saying that, and I I hope nobody would ever feel that way.


Speaker2                                                                                        08:20

Absolutely.


Speaker1                                                                                        08:26

Mhmm.

But You know, entrepreneurship, you have to be in it for the long haul.


Speaker2                                                                                        08:27

That's right.


Speaker1                                                                                        08:51

And you have to be to grow and you have to be able to develop and you have to be able to change.

And like you said, you spent that 1st year with a mentor you know, exploring this whole new side of things that you had never experienced before.

You had a lot of entrepreneurial skills, talents, and abilities.

But, you know, you had that career.

You had that constant paycheck.


Speaker1                                                                                        09:00

You had the support of other people around you.

And and now you found yourself, you're an entrepreneur by yourself, and it's a totally different ballgame.


Speaker2                                                                                        09:13

Yeah.

Absolutely.

And, you know, it's funny because, you know, even I'm 6 years in, sometimes, you know, people say to me, You're so successful.

What's your secret?

And, you you know, you don't look like you're fearful.


Speaker2                                                                                        09:25

And I said, honestly, we we all get fair in it.

No matter successful you become?

And, yes, the business is very successful, but I still do get fearful.

I still have to work through through these things.

And, you know, I I never forget.


Speaker2                                                                                        09:44

I went to a seminar when I first started the business and the guy drew a bit of a pipe rope, and he says this is what entrepreneurship is like.

It was a guy walking on a tight rope with pitfalls and some straight lines and then pitfalls, and I'm, like, looking at that going, wow.

I was a real creature of habit used to my paycheck and benefit.

how am I going to adapt?

But you do.


Speaker2                                                                                        09:55

You do.

Because you just you just love it so much.

And here we are again in a time of uncertainty where now we need switch again.

We need to switch and become agile and and do another adjustment.


Speaker1                                                                                        10:03

Yes.

Yeah.

And and You know, every business has its good years and it's it's harder years.


Speaker2                                                                                        10:04

I know.

-- events.

Exactly.


Speaker1                                                                                        10:08

You know, 2019 was a harder year for me.


Speaker2                                                                                        10:09

Yeah.

Yes.


Speaker1                                                                                        10:39

I had to make decisions that I really did not want to make.

And But I'm so glad that I did.

You know, I I had to step back on some things that I had planned on doing, and I didn't do and really just focusing down onto the key elements of my business.

And it was actually a really good thing because I realized I had spreading myself out way too far away too fast, and I couldn't handle it all.


Speaker2                                                                                        10:58

Yes.

No.

Absolutely.

Be and, again, that's we all fall into that trap of too quickly, too soon.

But the one thing that I remind my clients of all the time when we all go through this journey of troubling times, And, you know, it hits us all at different various times in our in our business cycle is that this is not linear.


Speaker2                                                                                        11:14

you know, it is it's it is not linear.

It's not going to be the same all the time.

We're gonna have the highs, and we're gonna have the lows.

And somehow, we need to work on building that interior muscle that during when the tough times do hit, like, now we are not gonna fall apart and crumble even though it is dire straits and very bad.


Speaker1                                                                                        11:15

Yes.


Speaker2                                                                                        11:16

Yeah.


Speaker1                                                                                        11:30

Yes.

So we wanna take a look at sales in a crisis environment.

And I I think both you and I agree that One of the biggest things that you cannot fall into is fear.


Speaker2                                                                                        11:32

That's right.

That's right.


Speaker1                                                                                        11:46

You know, I I'm watching a lot of people right now, and not that this has anything to do with sales, but just as an example, is the stock market.

You know, you've got people freaking out because the stock market is dropping.


Speaker2                                                                                        11:46

Yes.


Speaker1                                                                                        11:48

It always does.


Speaker2                                                                                        11:48

Yes.


Speaker1                                                                                        11:59

You know, like, Not that I invest in stock market, but I have studied it a bit.

And the one thing I learned about any type of investment like that is you have to be in it for the long haul.


Speaker2                                                                                        12:00

That's right.


Speaker1                                                                                        12:05

You know, you can't panic when things drop because they're going to drop.


Speaker2                                                                                        12:21

Yeah.

I Absolutely.

So, again, there's no the the thing is with life even in general, even if you are in a corporate career, that there is no certainty about anything.

We always used to say the only certain things in life are what death and taxes.

And right.


Speaker2                                                                                        12:33

And it's true because really everything else is uncertain.

Now I used to look at my corporate job as this is a, you know, a solid job.

I had a great job.

I'd been there.

19 years as a badge of honor.


Speaker2                                                                                        12:49

When, really, it was no more stable than what I'm doing right now.

And in fact, I find myself in a position, and this is what I coached you, is that you are able to control your business much more than if you are working under somebody else's somebody else's umbrella.

That's for sure.

That's for sure.


Speaker1                                                                                        13:07

Yes.

So, Claudine, why don't you share with us a bit of your expertise in sales and what should entrepreneurs be doing right now in this environment to ensure that their businesses stay healthy financially?


Speaker2                                                                                        13:50

Sure.

And it was funny, you know, this morning, I I was having my tea thinking about today and knowing that we were going to talk about sales and kinda thinking about how we could put a little bit of a a pivot into it to, you know so it's not my typical sales sort of spiel about following up and having a know, following the pin coach sales chain.

And really thinking about what are some of the things right now that are, you know, key for all small businesses, no matter whether you're selling in person or selling online that we can do from a sales perspective.

And When I think about sales, it's not just about selling right this moment.

But I think at the end of the day, yes, there's still some transactions that may very well be taking place at this very moment in time.


Speaker2                                                                                        14:19

But at the moment, you know, we cannot expect the with the economy as it is and as you were just saying the stock market, for people to be pulling out their wallets and just spending cash, left, right, and center.

And one of the things I'm anticipating from a sales perspective is that Once we do come out the other end of it, I feel that, you know, just based on my own knowledge and what I've been reading, I'm no expert.

But I think we'll be feeling the after effects of it when we come out the other end.

Mhmm.

And that's maybe when there'll be some uncertainty.


Speaker2                                                                                        14:41

So One of the things I've been working on with my clients, and I encourage you to do so, is to come up with a bit of a contingency plan for your business.

So from a sales perspective, sales and revenue and and customer experience, I would roll them all together perhaps in 1.

because, really, sales is customer experience.

Sales is service.

And really think about what can you do now?


Speaker2                                                                                        15:12

What some of the activities that you can do now, the business building sales activities that you can provide your clients with now or provide yourself with for when we get back into the saddle a few months down the road, whether it be 2 or 3 or 4 months.

So you're, you know, you're keeping those fires burning.

And how can we prevent some of this from happening in the future?

So one of the things I want you to think about is you're sitting down to do this I call it an audit.

I feel that small businesses now are under the gun of audit.


Speaker2                                                                                        15:25

And if you come from a corporate environment, you'll understand what I mean by that.

It's like someone is coming in now and they're saying, okay.

Universe and, you know, corona.

Whoever they're coming in saying, right, you are being tested.

And let's see how good your business is.


Speaker2                                                                                        15:45

Let's see how bulletproof it is to see you through the times when the economy does come back.

So you know, I I think that, really, it's a good time for business.

And, you know, I was like, what will you mean?

It's a good time for business.

I think it's a really good time for small I think that this is the time now where you can make a difference in your industry.


Speaker2                                                                                        16:00

Mhmm.

You can make a difference with your clients and not asking for the sale right away, but you're just gonna be there.

Yes.

What are some of the solutions that you can think about and come up with now?

in your business to keep the momentum going.


Speaker2                                                                                        16:10

So if I said to you, okay.

You know, someone's coming to me and said, oh, my business is failing.

I'm losing clients.

it's not we we can sit and cry about it.

It is a a reality.


Speaker2                                                                                        16:37

But my question is, do you want to have a business in the next year?

So at this point, next year, is used to want to be in business.

And if so, we need to put a plan in place.

So some of the ideas and just to give you some tactical things that, you know, that I'm sharing with my clients that you can do to really get creative during these, you know, uncertain times and really flexing our we gotta be agile.

We gotta You know, as my my one of my good friends who runs our mastermind group says you gotta come up with parallel thinking.


Speaker2                                                                                        16:58

It's it's not a time for you know, every day every day and living fears who said take over, we class to come up with some creative things.

So think about it this way.

A couple of things.

Number 1, Depending on how you sell, if you're selling in person, let's say you're selling clothing, how can you take your business online right now?

What can you do to take your product or service online.


Speaker2                                                                                        17:20

And not to say that you're gonna push it, but let's say, for example, with me, I coach in person, how am I going to continue my practice?

And how could I explore various options to take my business online or encourage my clients to take their business online?

So what are some of the things you can do?

Let's say if you have a bricks and mortar store and people are not walking in.

Right?


Speaker2                                                                                        17:49

Instead of shutting the door and putting the clothes sign up, how can you move this to where where everyone's playing right now People are playing online.

People are playing in the online platform.

And, you know, whether we like it or not, this is the future at the moment.

And I I, you know, hearing recent talks on videos and an online presence, this is gonna be the future.

So this is a very good test for us now to take what we're doing and say, How can we move our business to an online platform so we don't completely shut the doors?


Speaker2                                                                                        18:08

Yes.

Secondly is instead of, you know, I, you know, I've considered doing a big email blast and communication to my clients, and then I decided not to because I didn't want to heighten this already instilled panic.

And I'm not saying we shouldn't be panicking, and this is very real.

People are getting sick.

But I'm not going to help by doing that.


Speaker2                                                                                        18:34

So think about if you do have clients, one on one clients, individual clients that you are servicing or have serviced this past year, How about reaching out to them on a 1 to 1 basis?

So instead of a cookie cutter, big blanket email, and like I said, there's nothing wrong with it if that suits your business, But to me, I think in these troubled times, we need this one on 1.

We we need people that are gonna pick up the phone and say, hey.

How are you doing?

How is your business?


Speaker2                                                                                        18:42

Are you okay?

And how can I help you?

You know?

And I spent a lot of time over the weekend doing that with some clients who will say, okay.

I've got this event.


Speaker2                                                                                        18:51

I've got stuff going on.

How are we going to continue?

And I say, right.

One door closes.

Let's see how we can go around the door and find another solution.


Speaker2                                                                                        19:07

Exactly.

Putting your creative hat on and helping your clients on a one on one basis will not only just give them that service they need right now and that little bit of hope, You are also planting that sales seed for when this crisis is over that they are always going to need you.


Speaker1                                                                                        19:08

Yes.


Speaker2                                                                                        19:30

But remember, service is sales.

Services is sales.

What other business building activities can you do to keep your current clients warm?

It might be appropriate that you send out some personalized videos.

It might be appropriate that you put together some, you know, concrete planning and ideas and suggestions for them to heads work better than than 1.


Speaker2                                                                                        20:00

Mhmm.

So you may say to me Claudine, like, what is you're not telling me how to sell.

But my my point is what you do now will pay off just like you know, I tell my clients.

What you do now will pay off in the next 90 days.

So if you do a little bit every single day, a little bit of business building activities, some sales teas, keeping in touch with your clients, this will help you to stay top of mind once the pandemonium dies down and we're starting to get back into into business.


Speaker1                                                                                        20:13

And I had a couple of thoughts there as you were talking.

I wanted to share as well.

You know, just because you have a brick and mortar business doesn't mean there aren't steps that you can take.

You know?

Like, here's the thing.


Speaker1                                                                                        20:27

If you show the customers that are coming in, that you're taking whatever precautions are appropriate for the type of business you have.

Right?

So -- Yeah.

Correct.

Mhmm.


Speaker1                                                                                        20:43

You know, like, are there things that you can do if you own a clothing store?

you know, people may be hesitant to try on close.

But if you can be showing your customers that, hey.

You know, I've got a steam machine.

The steam kills the viruses.


Speaker1                                                                                        21:05

Anytime someone tries on clothes, they're being steamed before they're put back on.

You know, have a hand sanitizer, have wipes, You know, make it very clear that you're wiping down different things in your story as an extra work for you.

Yes.

But if you can show people that you're taking the proper precautions okay?

Now maybe some countries not.


Speaker1                                                                                        21:11

Okay?

But most of the listeners are here in the can, the United States.

You know, if you show you're taking the proper precautions


Speaker0                                                                                        21:12

--


Speaker2                                                                                        21:12

Right.


Speaker0                                                                                        21:12

--


Speaker1                                                                                        21:14

people are still gonna come to your store.


Speaker2                                                                                        21:23

Yes.

Right?

Absolutely.

And, actually, I'm glad you talked about that because a prime example, Mondays is my business building day.

I'm at home.


Speaker2                                                                                        21:47

And I always take my break at lunchtime, and I head downtown Toronto to my bar class, my pure bar class.

And it's a class.

It's a small class, but I still went today because they really convinced me that they are doing the utmost things possible you know, to keep the place clean.

And, you know, we also have access to online classes if we need it.

And so I'm sold.


Speaker2                                                                                        21:58

I'm going to my classes normal.

to be honest with you, it's probably much cleaner than it was before all the disciplines.

So it's maybe this is a safer time to be out.

I don't know.

I know.


Speaker2                                                                                        22:11

I I know I'm trying to do different things.

Tell me that.

Yeah.

So I am taking it very seriously, but also to Trying to look on the light side of things.

Maybe there's a better time to be out.


Speaker2                                                                                        22:14

Everything is super clean.

People are cleaning everything, scrubbing fingernails,


Speaker0                                                                                        22:15

you


Speaker2                                                                                        22:16

know, and sanitizer.


Speaker1                                                                                        22:29

Yeah.

And and you can't run your business in fear.

Right?

No.

And You know, you can't go either way this tight right now either.


Speaker1                                                                                        22:38

So what I mean by that is you can't raise your prices and try to price gouge.

But nor do I think that you should be cutting prices either.


Speaker2                                                                                        22:38

Agree.


Speaker1                                                                                        22:53

You know, don't don't cut your prices to try and get sales in now.

Because what happens is is that, you know, you've now conditioned your clients that they can get lower prices from you?


Speaker2                                                                                        23:10

Yeah.

I I I completely completely aligned with what you're saying.

this is a lot of time to lower prices.

You can give more.

There's there's ways that you can give value with your time and other things that you can do, but you don't need to your prices.


Speaker2                                                                                        23:23

I mean, unless you feel really compelled, like, if you, you know, you're running an organization and you have to shut the doors and, you know, your practitioners might need to, you know, do things remotely, then, yeah, maybe give your clients a bit of a break.

It really depends on your business model.


Speaker1                                                                                        23:23

Yes.


Speaker2                                                                                        23:30

But in the case price for something, I think that we still we start to come out of the gate looking desperate if we start to stash prices


Speaker0                                                                                        23:31

--


Speaker2                                                                                        23:31

Mhmm.


Speaker0                                                                                        23:31

--


Speaker2                                                                                        24:06

during this time.

I I think it dilutes business, and I think it it's not gonna be any good for the for the economy.

Now, you know, you may say to me, Claudine, I've got clients dropping left, right, and center.

And to me, that's a bigger conversation of a a, we need to continuously keep our sales funnel full year round.

So having your list, your, you know, your generate list, your people that have worked with you in the past, keeping track and now might be a good time to revisit your list just to see who's on it, who's who's where, and when will you pick up the phone and call person number 1, person number 2, Maybe it will be in 2 months, maybe it will be in 3 months.


Speaker2                                                                                        24:24

It's just to revisit that funnel and see who's poking around in there.

Because, yes, we're gonna be we're all gonna be in to buy this and losing clients varying degrees.

But now it's a time to strengthen our funnel for the future.

And how can we and how can we do that for the time?

current circumstances.


Speaker2                                                                                        24:40

And then the second thing is a bigger picture, and I know this is not really sales.

But and look at your business.

We are all being audited.

And if someone's auditing up, this right now, and you don't have enough money to live on maybe for the next month.

Then that's another conversation to have with yourself to say, okay.


Speaker2                                                                                        25:00

May maybe yourself.

You know, if I'm bringing in a $1000 a month, I'm putting away 200 in an account somewhere for this type of crisis because chances are happen now, and it's gonna happen again with something else.

You know, we went through the bird flu, went through SARS.

And now this one has been a disaster.

And maybe the next one would be even worse.


Speaker2                                                                                        25:11

So what can we do to have a bit of a cushion behind us?

Be able to support ourselves even just for a little bit.

financially -- Yeah.

-- when troubled times do hit.


Speaker1                                                                                        25:37

Well and I think a couple of other just thoughts that occurred to me while you're talking was, first of all, Why are your clients leaving?

Right?

So are there things that you can do to keep those clients.

Or are you just accepting the fact because it's a crisis situation that there's nothing you can do these clients are going to leave?

Well, You know, maybe if you're having that conversation with your client about, you know, why are they leaving.


Speaker1                                                                                        25:52

Right?

And are there things that you can do to maybe reverse that so you don't lose as many clients, first of all, in the first place.

because maybe sometimes they're just reacting out of fear.

And if you can assure them


Speaker0                                                                                        25:52

--


Speaker1                                                                                        26:18

Mhmm.

-- right, here's the things.

people buy outcomes, and people still need those outcomes.

Yep.

So if you can show them that you can continue to supply them with that outcome and help calm their fears and and let them see that, you know, there's still results to be had, then maybe you won't lose as many clients to begin with.


Speaker2                                                                                        26:31

absolutely spot on spot on because that's giving that's giving value.

And, yes, some may bite, and some may still say, look.

I just can't afford it.

and, you know, take a backseat for the short term.

Mhmm.


Speaker2                                                                                        26:56

But you need again, this goes back to my you have to be creativity.

You have you have to have some creative in these times, but your creative hat on, you know, google some ideas, think about something that's outside of the box that, you know, how can you continue this client relationship?

Because, again, in a year's time, they're still gonna want to have a business.

And, yes, you might scale back on whatever it is you're doing it with them.

but you need to keep that momentum going.


Speaker2                                                                                        27:03

It's like the rocket ship is up there.

In the minute you start to do less and less and less, and guess what?

You're gonna come out as a responsible.

Yeah.

I really have no business.


Speaker2                                                                                        27:25

So I love this idea, and that is just really giving as much value as you can to your clients at this time which will solidify the sale when things do turn around.

Unless you are in an industry right now where, you know, your product is well needed, like, hand sanitizer, let's say.

Right?

So


Speaker0                                                                                        27:25

--


Speaker1                                                                                        27:27

Yeah.

But you know what's gonna happen?


Speaker2                                                                                        27:30

Oh, yeah.


Speaker1                                                                                        27:41

You know, they're getting a lot of sales now, but a couple of months down the road, they're not gonna be getting sales.

because what's happening is everybody is super stocking up.

Right?


Speaker2                                                                                        27:49

Yeah.

Exactly.

So them is a that's a great point and and how can they they're doing great right now.

But what's gonna happen in


Speaker0                                                                                        27:49

3


Speaker2                                                                                        28:06

or 4 months when people don't need their product anymore?

What are what what innovative you know, if I was sitting in a room with them, I'd be saying, okay.

What innovative idea can we come up with now that you can roll out in 4 months time when no one wants hand sanitiz anymore.

What is it that you can sell at that time?


Speaker1                                                                                        28:07

Yeah.


Speaker2                                                                                        28:39

So so, again, there's no, you know, ideal formula.

I feel this time, I think that, yes, going out with this again, trying to really deliberately sell is gonna be an absolute turn off.

And I highly don't think that it's the right time or appropriate to doing that at the moment because people really are feeling it.

But coming from a place of service building that relationship because building relationships ultimately will in the sale.

Maybe not right this second, maybe not next week, but in a month or 2 months or 3 months.


Speaker2                                                                                        28:50

You know, you just you just never know by keeping in touch whose life you're gonna touch.

And then when things are good again, they're gonna come back and want to purchase for you in your in your business.


Speaker1                                                                                        29:19

Yeah.

And I think an important point is is that, you know, yeah, I think, like, some of the ways we do things have to change a bit.

But by the same token, I still think that you can't be afraid to ask for the sale.

Because I think that there's still a lot of people who are not reacting in fear who are still moving forward in life.

So, you know, I think it's a combination of not giving into fear yourself, still asking for the sale.


Speaker1                                                                                        29:23

Again, I mean, sales should never be high pressured anyway.

So


Speaker0                                                                                        29:24

--


Speaker1                                                                                        30:04

No.

-- you know, I don't think things should change there.

And if you find that you're getting a lot of nose, then, you know, you are gonna need to step up your prospecting and step up and starting those starting those relationships.

And, I mean, if you can't meet face to face with people, like, you know, if one of your main ways of you know, getting sales is, you know, through conferences and and face to face networking, then learn a new skill.

Learn where people, you know, your clients, your customers hang out online, start hanging out out there.


Speaker1                                                                                        30:31

Start learning how to have those conversations online that lead to sales.

you know, it it can be done.

You know?

I have sold quite a bit using LinkedIn and just developing those ships, not spamming people, but having good conversations.

And, you know, from those conversations, you know, some of them lead to sales.


Speaker1                                                                                        31:17

So there are ways of learning how to sell in a different environment.

But another thought that I had, if you've been in business for any length of time, you have those really good client clients and customers.

You know, the ones that money's never an issue for them, who love you, who love what you do, consider, are there additional services that you could be offering them at this time?

You know, every business has those really good clients that the economy doesn't seem to affect.

And so, you know, if you were thinking of adding on an additional service, now is a great time to do that and approach those really good customers and just say, hey.


Speaker1                                                                                        31:27

You know what?

Some of my times freed up.

I was thinking about offering this.

You know, you're my good client customer.

I wanted to give you the opportunity to be the first one to have it.


Speaker1                                                                                        31:42

You know, how can how can you expand what you're offering to your current customers?

Because it is always easier to sell to an existing client than it is to try and get a new client.


Speaker2                                                                                        31:57

Yeah.

Absolutely.

Basically, you've already built the relationship.

And as you said, you know, if they're not fumbling and it's trying time and they're still you know, treating their business seriously and doing everything they can to move the needle forward.

Chances are they may still be in a position to buy from you.


Speaker2                                                                                        32:12

something, anything, an emergency session, an emergency something.

Mhmm.

And so, yes, some people to to your point, some people will still be buying, but you really just gotta treat each case very separately


Speaker0                                                                                        32:12

--


Speaker2                                                                                        32:22

Yes.

-- very separately.

and not with fear and and and, again, it's the whole fear 1.

There's a whole other podcast on the whole fear piece because it is frightening.

It is it is scary.


Speaker2                                                                                        32:29

So you know, what can you do to strengthen yourself against some of that fear that it's creeping into our lives every single day?


Speaker1                                                                                        32:35

And I think one of the biggest thing is to recognize that this too shall pass.


Speaker2                                                                                        32:37

Exactly.

Exactly.


Speaker1                                                                                        32:57

You know?

Like, if if you look at it I mean, even just like for Canadians when SARS hit Toronto, like, it was this big thing.

And, you know, up till about this year, we hadn't heard anything about SARS and I don't know how many years.

Right?

So -- Mhmm.


Speaker1                                                                                        33:06

You know, it it does pass, and life does go back to normal.

Now sometimes normal changes.


Speaker2                                                                                        33:07

Yes.

Yes.


Speaker1                                                                                        33:12

But it does level back out again.

And so, you know,


Speaker0                                                                                        33:13

3


Speaker1                                                                                        33:20

months from now, we will be in the middle of summer.

No.

Yes.

Starting summer.

Yep.


Speaker1                                                                                        33:40

Here in Canada.

And, you know, a lot of these, you know, viruses and stuff like that will be on hiatus until next fall again.

So, you know, like, there will be another upswing of of business.

And here's the thing.

You know, if you're on travel right now, I know you're being hit hard.


Speaker2                                                                                        33:41

Yes.


Speaker1                                                                                        33:42

Right?


Speaker2                                                                                        33:43

Yes.


Speaker1                                                                                        33:57

And here's the thing, though.

Once people can travel, Let me tell you, you better already be prepared because people are gonna be so sick and tired of staying at home.


Speaker2                                                                                        34:03

Nice.

Yep.

Exactly.

The flood gates were absolutely open.

People are not think about it this way.


Speaker2                                                                                        34:12

In the economy, people are not spending money.

We're not going out to eat.

yes, we've ordered a few groceries, but we're not doing anything.

We haven't we haven't taken our winter vacation.

Yep.


Speaker2                                                                                        34:30

So a lot of people went once the floodgates open are going to be ready to to travel.

Mhmm.

That's a fact.

So we better be ready.

Because, you know, it again, each industry has been has been hit differently, but this is your this is your staying power.


Speaker2                                                                                        34:38

This is really see how how bulletproof can you be?

You know, how much grit and determination can you have to really pull it through in these difficult times?


Speaker1                                                                                        34:39

Yes.


Speaker2                                                                                        34:49

Right?

And what can you do now from a sales perspective that you've ordinarily have not had time to do in the last of the while because you've been busy with the business?

Mhmm.

Right?

Take that take that time to do that.


Speaker2                                                                                        35:11

What what new do you need to build new material for a workshop that you can release in the fall?

Do you need to write a few new more chapters in your in your book?

That's what I'm taking some time to do is to try and finish my first draft of my workbook.

So, you know, what what are some of the things that you can do that you have ordinary lot had time to do in in this sort of sort of a bit of a downtime?


Speaker1                                                                                        35:17

Yes.

Well, Claudine, we're we're pretty well out of time.

I think we've gone a little overtime.


Speaker2                                                                                        35:20

Oh, good.

Well, I'm not surprised with us.


Speaker1                                                                                        35:33

So you know what I wanna do is I wanna have you back on again.

We'll have to book a time, and, you know, we'll we'll talk a little bit more about sales, but I also wanna talk about your book, your writing journey, and all that kind of stuff.


Speaker2                                                                                        35:34

So -- Wonderful.

Sure.


Speaker1                                                                                        35:37

In the meantime, how can people connect with you, Claudine?


Speaker2                                                                                        36:03

So I'm everywhere on social media under the pink coach.

So you can find me on Twitter, instagram, Facebook, and LinkedIn under the pink coach.

My website is www.thepinkcoach.com.

And you can also find me on Google page or just pick up the phone and call me.

If you need to have a chat about your business, if you're listening to this going, man, I just don't know.


Speaker2                                                                                        36:24

She said some things here that sounds alright, but I think she's she's smoking something.

I don't know about the sales.

Like, just call me or send me a note through my website or email me at info atthepinkcoach.com, and I will set up a time talk to you just to see if we can walk you through a few key points in your business.

I'll be more than happy to do that.

Please do reach out.


Speaker1                                                                                        36:40

That is so awesome.

So audience.

I've said this before.

I'm gonna say it again, and I'll probably say it another time.

These experts that I have on the show here, they truly care.


Speaker1                                                                                        36:54

They've come on to share their expertise freely and be able to help you.

And so when they offer to do a call with you, this is not get on the phone, and they're gonna try and sell you something called -- Oh.


Speaker0                                                                                        36:54

--


Speaker1                                                                                        37:17

this is a you know, they're here to help you.

Yes.

So please take advantage of these of these opportunities to connect with these people, learn from them, ask them questions, Believe it or not, the higher up somebody is okay.

And I'm not most.

k?


Speaker1                                                                                        37:26

There are some people who are just very selfish and greedy.

But most people you know, who are higher up on what we consider the success ladder


Speaker0                                                                                        37:26

--


Speaker1                                                                                        37:29

Mhmm.

-- love to share what they have learned with others.


Speaker2                                                                                        37:31

Yes.


Speaker1                                                                                        37:45

So take advantage of it.

Learn those things.

I went to a conference when I was first starting RTI Publishing.

And the speaker there and it was a free day.

Like, he taught all day for free.


Speaker1                                                                                        38:10

He said he taught a one section, which, first of all, like, totally blew my mind, and I was fighting it like crazy.

but it didn't take long for me to realize that it was the truth, and it revolutionized my business.

So you never know what one session can do to totally change who you are, how you run your business.


Speaker2                                                                                        38:19

Yeah.

Exactly.

Exactly.

And, you know, and to echo your sentiments, it's yes.

We're all talking about sales, and we need to sell to have a viable business.


Speaker2                                                                                        38:35

However, for me, 1st and foremost, it is about service.

If I can give you one thing in your business that can help you move your needle, During this next little while, I've done my job, and I do not need to be compensated for it.

Your success in your business will be compensation enough for me.

So please please do reach out.


Speaker1                                                                                        38:40

Awesome.

Well, thank you so much, Claudine, for being on the show.


Speaker2                                                                                        38:43

Thank you.

This is excellent.

Thank you for having me.


Speaker1                                                                                        38:53

So this has been Claudine Pereira and Kim Thompson Pender on the author to authority podcast.

and we will see you on the very next show.

Bye now.


Speaker0                                                                                        39:29

You've been listening to the author to authority podcast.

The extraordinary word ninja.

Kim Tops as a pinder has helped over 200 entrepreneurs, professionals, speakers, and coaches and published their books that have become incredible marketing tools for their business, and many of those have gone on to become Amazon bestsell authors, and have used their books to land high level clients and get on big stages.

We hope you've enjoyed the show.

Make sure to like rate and review, and we'll be back soon.


Speaker0                                                                                        39:29

But in the meantime, hit the website at www.

author to authority podcast.com.

See you next time.

 

 

 

 

Get ready for an exciting episode of the Author to Authority podcast. This week, Kim welcomes the brilliant Alexandria Agresta, with whom she shares a synergistic connection. In this episode, they reveal the secrets to aligning purpose and profit in your business, share personal stories of how they got lost in the online madness but found their purpose, discuss the importance of speaking to the right audience, provide tips for speaking success, and encourage entrepreneurs to take action to grow their business. So, what are you waiting for? Tune in to this incredible episode to make your business soar with the powerful words of Kim and Alexandria!

[00:00:02] Using Stages to Build Your Business

[00:04:27] Leveraging Speaking for Business & Impact

[00:07:52] Guest's Entrepreneurial Inspiration and Lessons

[00:11:08] Embracing Authenticity in Business

[00:14:34] Target Audience Identification for Effective Speaking

[00:17:57] Mastering Speaking Engagements with a One Sheet

[00:21:11] Taking Action for Success

[00:24:26] Embracing failure and growth on stage

[00:27:40] Finding Fulfillment through Hard Work

 


Speaker0                                                                                        00:18

You are an entrepreneur, a professional, a speaker, or a coach.

And although you come a long way.

It's time for you to take it to the next level.

We've got you.

This is the Author to Authority Podcast.


Speaker0                                                                                        00:48

We'll help you use authority and influencer marketing to build your business stronger and faster by publishing a book.

You'll hear from guests that are thought leaders in sales, marketing, networking, communication, social media, promotion, and business leadership.

Let's do it.

This is the author to authority podcast.

now your host, the extraordinary word Ninja, Kim Thompson-Pinder.


Speaker1                                                                                        02:02

Welcome to the authentic authority podcast on your host, Kim Thompson-Pinder.

And I'm so excited to announce that in August, We will be having the 400th episode of the author to authority podcast And in celebration of that, I have decided to do the top 25 episodes of the author to authority podcast for the whole summer.

And we will celebrate the 4th 100 about mid August, so there'll be a couple of episodes after that.

And I chose these episodes because they were the ones that I just personally felt were the ones that gave tremendous amount of value that we're going to help you as an entrepreneur, professional, speaker, coach, to move your business forward.

These were value packed episodes that are just going to give you action steps that are just going to really propel you to the next level.


Speaker1                                                                                        02:10

So I'd love for you to sit back, relax, and enjoy this top 25 episode.


Speaker2                                                                                        02:44

Welcome to author to authority.

And today, I am really excited to have on the show Alexandria Agresta.

And She's just someone I just met recently, but already, just sensing such an amazing synergy between the two of us And I think we both have the same heart to help people just really get out there and just become the best that they can be and let the world see how wonderful they are.

So welcome.


Speaker3                                                                                        03:02

Thank you, Kim.

That was that just gave me all the feels.

I couldn't agree more.

I think, yeah, we we we just met over the past couple weeks but I think the beautiful part about humans having a very of the word they said synergy.

Having a synergistic connection, it's it feels like oh my goodness.


Speaker3                                                                                        03:11

I've known this person forever.

I feel like I can talk to them.

I feel like I can connect with them, and I feel that that same way with you, and I'm so grateful we got to connect Thank you, Internet.


Speaker2                                                                                        03:49

So just before we get in today's show, I just wanna remind our listeners.

that if you're looking for a way to be able to speak to potential clients and do it powerfully and using amazing words, Then go check out my free book called Power Words, attract high paying clients and customers, and you can get it at www.powerwords.pro forward slash free book.

So, Alexandria, how did you get into teaching people about being on stages and using that to build their business.


Speaker3                                                                                        03:58

Yeah.

That's an awesome question.

So I wanna give a little bit of a backstory.

So it gives all the the people listening right now, some meaningful context.

So I started my company.


Speaker3                                                                                        04:22

It's called Purpose Pioneers.

almost 3 years ago now, and we are all about creating a world where people fully align what they do to make money with what they do to experience, meaning, and fulfillment.

So That Those seemingly contrasting things that has always driven me, like, we can do what we love.

and we can run our lives and our businesses and our careers in a way that's meaningful to us.

So it's -- Yes.


Speaker0                                                                                        04:22

--


Speaker3                                                                                        04:27

we call that sweet spot between purpose and profit.

So My business purpose is not.

You like that?


Speaker0                                                                                        04:28

--


Speaker2                                                                                        04:31

between purpose purpose and profits.

Yep.


Speaker3                                                                                        04:54

Yeah.

We we like, well, sayings and little monikers.

That's our thing.

So the work that we do is all around purpose and profit alignment So we actually got started leveraging the stage, use going to networking events, working with big corporate clients in person.

and it was amazing, but we came to this point of growth, and we wanted to grow, and we wanted to scale this movement.


Speaker3                                                                                        05:11

So we were told you gotta go online.

That's the only way to do that.

You have to go online, you have to create an online program, like all that stuff.

So we thought that was the answer.

So we went online, and and this is where me me going into teaching people how to use the stage, how this came to be.


Speaker3                                                                                        05:22

I got a little bit lost.

I got lost in the online madness.

I got so far away from where I started, which is in person human connection.

That's what I'm all about.

I love being in person.


Speaker3                                                                                        05:30

I love even this right here, this Zoom.

This is the closest thing that we can get to an in person connection in the online space.


Speaker2                                                                                        05:32

So -- Considering we're in 2 different countries.


Speaker3                                                                                        05:48

Exactly.

So I got lost in the sauce.

I I started losing my marbles behind the screen And this thing, purpose pioneers that once brought me so much joy, I was so fucked.

I was like, I'm not fulfilled anymore.

Like, I'm I'm really miserable, to be honest.


Speaker3                                                                                        06:04

And it wasn't my purpose, and it wasn't the way that I was helping people and transforming people.

I call it my how.

How I was running my business was completely misaligned.

lately misaligned.

And I recognize you know, I was speaking throughout, you know, my misalignment phase.


Speaker2                                                                                        06:05

Yes.


Speaker3                                                                                        06:18

But it wasn't my main thing.

So When I took a step back and I I I had enough I was like, oh my goodness.

Every time I speak, I brings me joy, it brings me fulfillment.

It's magical, and guess what?

I change lives and I get clients.


Speaker3                                                                                        06:39

So I I wanted to share the whole story because I went through this.

I went through my pain.

I went through my contrast.

to then come out on top and say, you know what?

I'm now using the stage 100% to to grow my business, to grow my impact, and I'm so connected to this and and the story that I've been through that I was just so inspired to help other people do the same.


Speaker3                                                                                        07:09

So now in in alignment with my purpose and profit alignment work.

I now have another branch for the company where I help thought leaders, experts, coaches, consultants, doesn't matter what industry you're in for all of you listening, the stage is the greatest place for you to be.

Just like Kim said, using the power of your words, using your energy, I believe that is the greatest way to grow any business.

So now that is a big part about what I do.

It's so meaningful to me, and it's just such impactful work.


Speaker2                                                                                        07:12

That is so cool.


Speaker3                                                                                        07:18

Yes.

I agree.

It's it's pretty cool, and I enjoy it so much.


Speaker2                                                                                        07:27

So what did you do before that?

Like, what really drove you to this to to becoming that entrepreneur and and just being so purposeful and helping others?


Speaker3                                                                                        07:36

Yeah.

Yeah.

Great question.

I come from a long line of entrepreneurs.

My grandpa, my uncles, my dad, even my mom.


Speaker3                                                                                        07:58

So both sides of my family, it I got really lucky.

I I think I have the entrepreneurial spirit, like, in my DNA.

So I feel very fortunate to be bored into two sides in a family that that's what I saw growing up.

And and I'm I'm so lucky that's what I saw.

I saw my dad running businesses that he loved growing, you know, impacting the world the way that he wanted.


Speaker3                                                                                        08:21

I saw my mom doing such she used to run like this really successful eBay store and It was awesome.

So I got the offline entrepreneurship, the online entrepreneurship, and I think I always knew I wanted to be an entrepreneur.

I think I only I know as little I would say, I wanna be a CEO and a motivational speaker.

He might have.

So I definitely tested this life


Speaker0                                                                                        08:22

100%.


Speaker3                                                                                        08:34

But, yeah, I think I always knew I wanted to lead change.

Mhmm.

And I I always knew I wanted have freedom, you know, if you do it right, entrepreneurship can bring you a lot of freedom.


Speaker2                                                                                        08:34

Yes.


Speaker3                                                                                        08:49

And once I got to college, I wanted to go to college.

And then when I got there, I was like, oh, no.

This isn't for me.

I don't wanna I don't wanna do this.

I did follow through, and I did get my degree because I I changed my college experience to fit me.


Speaker3                                                                                        09:00

Mhmm.

But quickly, and I was like, yeah.

No.

I wanna I don't just wanna get this degree and build a skill set and get a job.

Like, I want to be I wanna be in the arena.


Speaker3                                                                                        09:09

I wanna fall.

I wanna learn.

Like, I wanted to actually do something really meaningful to me.

And I don't know where that came from.

Maybe I was born with it.


Speaker3                                                                                        09:23

Maybe my my dad installed it.

But yeah, that that purpose and that impact was here, like, as long as I can remember.

So I dove in.

I just I started doing stuff, and it unfolded and unfolded, and here I am talking to you.


Speaker2                                                                                        09:36

Awesome.

Yeah.

So I always love to ask this question at some point during the podcast.

Yeah.

But what was your your biggest struggle so far in terms of being an entrepreneur?


Speaker2                                                                                        09:54

Because you know what?

Most of my listeners are entrepreneurs, professionals, coaches.

You know?

And and it I love asking people this question because Sometimes as entrepreneurs, we think that the problems that we're going through, the struggles we're going through, nobody else has gone to.

We're the exception.


Speaker2                                                                                        10:06

And you know, for me, on my entrepreneurial journey, when I heard what other people went through, I'm like, wow.

If they went through that, And this is where they are, then maybe what I'm going through, I can make it through.


Speaker3                                                                                        10:14

Yeah.

Absolutely.

Yeah.

We're we're not alone.

I think it just comes from we gotta speak our truth in some way, shape, or form.


Speaker3                                                                                        10:35

It's okay if you don't wanna be on a big stage in front of a lot of people, but Speak your truth in individual conversations.

Start a podcast.

Write a book like, share your story because there's absolutely at least one other human out there.

that is relates to it and has been there.

And then we start to form support groups and and communities, and and it's like, we don't have to do this alone.


Speaker3                                                                                        11:02

So, yeah, I I totally agree with you there.

I I mean, man, I've been through a lot.

I've been I have a a whole long list of struggles, but What what's coming up for me right now and what I'd like to share of where I'm currently at in my journey?

I think the greatest lesson that I've learned here is I have to run my business in a way that's meaningful to me.

And I have to stop listening to what everybody else is telling me to do.


Speaker3                                                                                        11:22

I know they have good intentions, and I know a lot of them are very successful, and they have a a lot of money, and and they've been doing this for a while.

But what works for other people may not work for you.

Right.

I say this because I got caught up and I I am about alignment.

Like, that is, like, a core of my keeping my business, and I got misaligned.


Speaker3                                                                                        11:23

So -- Yeah.


Speaker0                                                                                        11:23

--


Speaker3                                                                                        11:40

it can happen.

Like, you could preach alignment, and then somewhere along the the way, you're like, what the heck happened?

I'm totally misaligned.

So what I found is when I stopped comparing and when I stopped thinking I, quote unquote, had to do it the way someone else did it,


Speaker2                                                                                        11:41

Yes.


Speaker3                                                                                        11:54

All the resistance went away.

Mhmm.

So now, the opportunities that have been coming in my way, the clients that I've gotten over the past month or 2, it's been effortless.

It's been expansive.

It's been I'm like, wow.


Speaker3                                                                                        12:15

Business can really be this easy.

It all it only it really only came down to me living in alignment and doing things the way that I wanna do, it's it's the secret sauce.

So that's that's the biggest struggle that I went through this year.

And the answer is simple.

Like, do what feels true for me and to to reflect that back to you listening, do what's true for you.


Speaker3                                                                                        12:24

and don't even think about it.

Don't let your brain get in the way.

Don't look at everybody else.

Just do it and you'd be surprised at how aligned and expansive you feel.


Speaker2                                                                                        12:28

That is cool.

Thank you so much.


Speaker3                                                                                        12:29

I love that.

Yeah.


Speaker2                                                                                        12:35

So I know you've prepared some really great hints and tips for my listeners today.


Speaker3                                                                                        12:53

Yeah.

So I I mean, there's so many different things that I could share.

But I think the biggest thing is first understanding that this new year, this new decade that we're moving into in person human connection is gonna be your superpower in your business.


Speaker2                                                                                        12:53

Yes.


Speaker3                                                                                        13:09

That's where this starts.

I want everyone listening to understand the foundation of why speaking and speaking on stage even matters at all.

So the online world, it's incredible.

It brings us it brings us connection, but it also has brought us disconnection.


Speaker2                                                                                        13:10

Yes.


Speaker3                                                                                        13:28

So now we're moving into this time, this era where human connection has always mattered.

but it matters now more than ever before.

And if you are an entrepreneur, you have the most beautiful opportunity to capitalize.

And like I was saying, if you don't if you don't wanna speak on the stage in front of a bunch of people, that's okay.

We have the virtual stages.


Speaker3                                                                                        13:31

I mean, a book is a stage in itself.


Speaker2                                                                                        13:32

Yes.


Speaker3                                                                                        13:48

Right?

There's so many fun ways to look at the stage now because of the Internet, but it comes back to the first tip is you must put human connection at the core of your business strategy.

Like, no ifs or buts.

I don't wanna hear it.

You gotta do it.


Speaker3                                                                                        13:56

You gotta do it.

because what is business built on?

Relationships and trust.

Right.

Relationships and trust.


Speaker3                                                                                        14:10

We buy from people that we trust.

So That's my first tip.

And then leaning more into tangibly, like, using speaking on stage.

My second tip to everyone listening is you gotta get on the right stages.

with the right people in the room.


Speaker3                                                                                        14:23

And what I mean by yes.

So what I mean by that is it's not about quantity.

It's not about I wanna get on every stage ever.

I wanna speak in front of everyone because speaker burnout is a real thing.

You will get quick burnout.


Speaker3                                                                                        14:32

There's a lot of traveling involved.

There's a lot of talking to a lot of people.

So We don't want you getting burnt out because guess what?

Your gift is no longer gonna be shared with the world.


Speaker2                                                                                        14:33

Yes.

Exactly.


Speaker3                                                                                        14:56

It's about identifying what stages does your message and your energy fit best on, and are your ideal clients gonna be in the room?

Right?

We want the people that you wanna work with, right, because we're using speaking to grow the business.

We wanna make sure that they're gonna be in the room.

So now if you're on the right stage with the right people in the room, your message is gonna be received.


Speaker3                                                                                        15:16

And that's that's the number one thing we we wanna know.

Like, is our message gonna be received?

And then the next part of it is you're gonna have people coming up to you and asking you how they can hire you because you're saying the right things to the right people in the room.

And usually, you know, eight times out of 10, I'd say people go to conferences and events to change their life.


Speaker2                                                                                        15:17

Yes.


Speaker3                                                                                        15:35

You have all the ingredients.

all the ingredients to make the the the transaction and ignite the transformation.

It's in the room.

So I'd say those are my my mindset tip, my foundational tip, and then a more tangible tip to really make this a reality so it it starts clicking for all of you.

Mhmm.


Speaker2                                                                                        15:55

Yeah.

Like like last week, I was at an event where you get to share your story.

And I thought that it would it would be really good because I've one of the areas I've been working on in my speaking is really narrowing down my story to the key elements.

because I can go on for half an hour, but my story not actually get to the main point.

Right.


Speaker2                                                                                        16:16

So, you know, I've been on two stages where you share your story where you only had 10 to 11 minutes.

and so it had to really refine it down.

So I did this event, and it it really wasn't the right audience.

because every time I've told the story before in front of a group, there's certain points people always laugh.

Mhmm.


Speaker2                                                                                        16:41

Or, you know, like, when I say my mother died at 4, you can see everybody kinda go, oh, right?

Yeah.

And so, you know, this happened to be at, like, the it was at, like, a Irish pub, which had, like, a backroom with the stage.

So a lot of the people in there, I don't really think were, like, entrepreneurs in that.

And I was finding it hard because I wasn't getting the normal feedback I normally did.


Speaker2                                                                                        16:56

Like, not even the little giggles and laugh the normal places that people do.

Like, when I when I talk about the fact that, you know, my dad was captain, patience, and, you know, it's like, kick Alberta.

Well, that's what happens.

People like


Speaker3                                                                                        16:57

that.

Right?

Right.

Right.


Speaker1                                                                                        17:00

Or, you know, I would talk, you know, I


Speaker2                                                                                        17:20

share my story about you know, the time that a gullible girl captain patients asked gullible girl to run the dishwasher, and she realized there was no dishwashing powder, and so she put a half a bottle of liquid dishwashing soap in.

And you say, you laughed.

And -- Yeah.


Speaker0                                                                                        17:20

--


Speaker2                                                                                        17:26

this last like, that last Monday, nobody laughed.

And I almost didn't even know what to say.

Like,


Speaker3                                                                                        17:39

Yeah.

Well well, Kim, this is just it.

Not only will someone get speaker burnout, but what happens when the audience isn't responding?

We immediately go, What what's going on?

What did I say that was wrong?


Speaker3                                                                                        17:57

Like, right, we go into that self doubt mode, and that doesn't have to happen.

as speed.

We don't have to be in that that self doubt cloud as as a speed.

If we're to scan in front of the right audiences, it's it's gonna be incredible every time, like, in some way, shape, or form.

So, yeah, I I I've been there.


Speaker3                                                                                        18:08

I totally get where you're coming from, and we can avoid that by being very intentional with the stages that we're reaching out to.

And again, it's it's quality over quantity.


Speaker2                                                                                        18:29

So what would be some things if people haven't spoken before and they're looking on stages?

What are some things that people should prepare.

Because, like, if you're going to apply to be on the stage, then, obviously, I guess there's things that they ask you for.

So what what kind of things, you know, should a a potential speaker have in mind?


Speaker3                                                                                        18:38

Yeah.

Great question.

I actually just answered this question in my community.

So I'm totally I'm like, oh, just answer that.

Let's go.


Speaker3                                                                                        18:47

So Now this this response apply applies to when you're wanting to speak on an in person stage.

So with the virtual stage, it's it's a little more lenient.


Speaker2                                                                                        18:47

Yes.


Speaker3                                                                                        19:10

So within person stages, if you don't have a it's called a demo reel, which is like a video footage of you speaking on stage.

If you don't have that don't worry.

Don't get too hung up on it.

I've gotten so many speaking engagements prior to me having footage of me.

And the first video that I got was on my iPhone, and I I I sent back to people.


Speaker3                                                                                        19:23

So just wanna start there because I know a lot of people they come to me and they're, like, I don't have a demo reel.

I'm not gonna apply.

Don't worry about it.

We'll put that off to the side.

Now with that, what I do 100% recommend is a speaker one sheet is what it's called.


Speaker3                                                                                        19:35

So it's just a simple one pager.

I mean, you can create it on a Google Doc, or if any of you like Canva, I I love Canvas.

It's like a templated graphic design platform.

And it's free.

And it's free.


Speaker3                                                                                        19:41

Oh my god.

It's yeah.

It's amazing.

If you don't know what Canvas, just go check it out.

It's it's absolutely amazing.


Speaker3                                                                                        20:00

So on this speaker 1 sheet, of course, you want a picture of you, a very vibrant picture, one that captures your energy.

you want a little blurb about you, so, like, you know, a 1 to 2 sentence bio, and you want your talks and your topics laid out.

If you only have one signature talk, Guess what?

That's even better.

You don't need 3, 4, 5 talks to look better.


Speaker3                                                                                        20:19

Right?

To to make it seem like you you have all these things to talk about?

one top, one core message, one topic hits home beautiful.

So you wanna have a little bit about you, you wanna have a picture of you, you wanna have your talk, a little outline of it.

If you're able to fit, like, a little testimonial quote on there, if you're able to get that, that would be incredible.


Speaker3                                                                                        20:41

And then your contact information.

So super simple to the point.

But what this does, although it's such as a simple one pager, you go above it's it's above and beyond in the event organizers Yes.

Like with me when I've sent this out, I've gotten responses like wow, I'm really impressed with this one pager that you sent me.

In my mind, I'm like, really?


Speaker3                                                                                        21:05

It's so simple.

So, right, it's it's the little things that help you stand out to event organizers and go above and beyond.

So I I would really say that's the only thing that you need if you're just getting started because you don't wanna overwhelm yourself You'll get to the point where you have demo reels and speaker websites and all that stuff.

But starting out, just create a simple one pager, and I promise you Event organizers will be totally wowed.


Speaker2                                                                                        21:19

That is amazing.

Thank you so much.

because kinda what?

It's like so many things that, you know, you think you gotta have all these things in place to move forward.

Like, even as an entrepreneur, sometimes you think, oh, you gotta have this.


Speaker2                                                                                        21:34

You gotta have that and gotta have that.

You know what?

When I started ghostwriting now the only prerequisite was for me as I already was an author.

I didn't start ghost rating not having been established as an author.

So I was already doing it.


Speaker2                                                                                        21:49

But when I went to start ghost rating, I just did it to earn money so that we could buy a couple of new cars and pay for my son's wedding.

Like, I had no intention of the starting a publishing business.

I just was doing this on the side.

And you know what?

I started my business.


Speaker2                                                                                        21:58

I went on a freelancing site.

I just started getting jobs.

You know, I didn't have a website.

I didn't have this.

All I could say was, you know, I'm an author.


Speaker2                                                                                        22:00

I can prove I'm an author.

I've got some books on Amazon.


Speaker3                                                                                        22:02

Super simple.


Speaker2                                                                                        22:09

Yeah.

And, yeah, they got hired right away.

I didn't need all those other things.

Now I've developed all those other things over time.


Speaker3                                                                                        22:10

Right.


Speaker2                                                                                        22:20

So, you know, I think as a speaker and somebody said something to me and they said, you know what?

If you wanna get out there and speak, and be good at it, just do it.


Speaker3                                                                                        22:36

Oh, amen.

Just get like get your brain out of the way and just do it.

Yeah.

I I think I think we overcomplicate things sometimes, and I think it comes from a good place.

Like, with the entrepreneurs that I know, it's because we care.


Speaker3                                                                                        22:49

We care so much.

We want it to be perfect and amazing, but start simple.

Start simple.

take action and the beautiful thing of taking action, it will breathe the feeling that you wanna feel.

Yep.


Speaker3                                                                                        22:55

So people come to me.

They're like, I wanna feel confident I wanna feel this.

I wanna feel that.

I'm like, okay.

We'll do the thing.


Speaker3                                                                                        23:04

Oh, no.

I'm scared to.

Like, well, then you're never gonna feel the feelings that you wanna feel.

So we gotta the Mel Mel Robbins 5 second rule, if anyone knows that.

Count to 5.


Speaker3                                                                                        23:17

Turn your brain off.

Do it.

That is such a cool mindset hacked because our our mind is an incredible thing, but it is also a double edged sword.

It can get in the way and actually hold us back.

from doing the thing that we wanna do.


Speaker3                                                                                        23:23

So I I love that story.

I completely agree with you.

Start simple.

Magic will happen.


Speaker2                                                                                        23:31

Well, it's funny.

There's a Facebook post.

Like, I have quotes and Facebook posts that I just kinda keep and I repost them every once in a while.


Speaker3                                                                                        23:32

Yeah.

didn't say


Speaker2                                                                                        23:44

that.

There's one I love.

It's it's says it it's like a book cover, and it says, how to be amazing at anything?

and you opened up the book and it only has one word and it's practice.


Speaker3                                                                                        23:53

Ah, it's so good.

That author is witty.

I love that.

That's so good.


Speaker2                                                                                        24:03

And I mean, here's the thing.

I mean, I've been speaking well, okay.

I've been performing since I was little.

I've been, you know, speaking off and on for the last few years.

Not a lot.


Speaker2                                                                                        24:03

But


Speaker0                                                                                        24:03

--


Speaker3                                                                                        24:03

Yeah.


Speaker0                                                                                        24:03

--


Speaker2                                                                                        24:18

you know, I do speak on a semi regular basis.

And what I learned is is that You know what?

There's times I go on stage, and it's absolutely amazing.

Right.

And there's been times I've been on stage where I bought it up a bit.


Speaker2                                                                                        24:25

Right?

But you know what?

It didn't really matter.

Like, people still enjoyed it.

They didn't know I botched it up.


Speaker2                                                                                        24:40

And every time, you know, I went through that experience, it caused me to learn and grow.

Like, this experience last week, what I realized was was it wasn't how I was delivering it because I was delivering it the same way I always delivered it.


Speaker3                                                                                        24:41

Right.


Speaker2                                                                                        24:43

It just the audience wasn't receptive.


Speaker3                                                                                        24:44

Right.


Speaker2                                                                                        24:59

But I recognize what I did afterwards is I tried to make it funny by explaining it.

and I didn't need to do that because it it didn't actually work.

So, you know, the learning for me and that this is the thing.

When you go on stages, each stage you go on, learn something from the experience


Speaker0                                                                                        25:00

--


Speaker3                                                                                        25:00

Yes.


Speaker0                                                                                        25:00

--


Speaker2                                                                                        25:14

and and to grow.

So I learned next time, if I tell my story and I'm not getting the reactions I want, I'm just gonna continue tell my story and not stop.

because I stopped and tried to think of what could I say to actually make this funny.


Speaker3                                                                                        25:18

Right.

Yeah.

You just gotta keep going, keep flowing.


Speaker2                                                                                        25:19

Exactly.


Speaker3                                                                                        25:28

Yeah.

Yeah.

I love that.

I think, to me, the stage is a playground.

Like, it's a place we're on to try new things and and share new stories.


Speaker3                                                                                        25:38

And, yeah, it's not always gonna hit home, and it might not be received, but Here's what school doesn't mean that stage is can't be profitable for you.

Like -- That's right.


Speaker0                                                                                        25:38

--


Speaker3                                                                                        25:51

you can totally watch it up and Maybe you didn't think you did great, but the audience is like, that was amazing.

Right?

Remember, the audience doesn't know this talk and your story.

Even a percentage as much as you do.

So


Speaker0                                                                                        25:51

--


Speaker2                                                                                        25:51

Yes.


Speaker0                                                                                        25:51

--


Speaker3                                                                                        25:57

when you quote, unquote mess up, they don't know that.

So just don't point it up, and you'll be fine.

Just keep going.


Speaker2                                                                                        26:05

So do you have one more thing with that you would wanna share with our listeners for today?


Speaker3                                                                                        26:18

as it relates to using speaking to grow your business?

Yes.

I honestly thank you and I talked about it.

So I I was thinking about, like, what's what's one more thing I wanna share.

It's to start.


Speaker3                                                                                        26:32

Mhmm.

Right?

The longer that you push off your speaking gift and push it off to the 2nd year business.

If that's important to you and you love speaking and you love human connection, you're always gonna feel like there's a little piece of you missing.

Yeah.


Speaker3                                                                                        26:39

because I felt that.

Right?

Like speaking, I say this all the time.

Speaking is about building momentum and planting seeds.

Mhmm.


Speaker3                                                                                        26:48

And momentum it takes a little bit of time to build a powerful momentous force.

So why not get the momentum started now?


Speaker2                                                                                        26:49

Yes.

Start


Speaker3                                                                                        27:01

now build the momentum now.

Start planting seeds now, especially because we only have 2 months left at at the time of this recording.

It's a little it's early November.

We only have 2 months left of the year.

Yes.


Speaker3                                                                                        27:13

So start now, build the momentum now, go into 2020 strong, go into 2020, with your values of connection and speaking at the more of your business, I promise you.

You will be thanking me later.


Speaker2                                                                                        27:28

I remember one time I was at a business conference, and the the speaker was talking about momentum.

And they related it to a plane and how it takes 60 to 70% of the fuel in a plane to get it up into the


Speaker3                                                                                        27:30

air.

Wow.

That's a


Speaker2                                                                                        27:49

really cool part.

It made me think, like, you you have to just You just have to pay the price to get the momentum.

You just have to keep you know, like, you're not getting any results.

Like, you know, your energy, energy, energy, energy, Not a lot of results, not a lot of results, not a lot of results, a little bit more results, a little bit more results, and then you hit that tipping point.


Speaker3                                                                                        27:50

Yep.


Speaker2                                                                                        27:55

When it's like, nothing can go wrong.

But you have to pay the price of it.


Speaker3                                                                                        28:02

I love that.

What a beautiful analogy.

Yeah.

Like, you will get to the tipping point.

You will get to a point where you're so fulfilled.


Speaker3                                                                                        28:15

It's like you don't even know what to do with yourself.

You love the amount of money that you're making.

You're changing lives the way what you will get to that point.

But like Kim said, you gotta pay the price, you gotta do the work, and it's not always fun.

And sometimes it's really hard.


Speaker3                                                                                        28:18

but I will tell you this it is always worth it.

Always.


Speaker2                                                                                        28:22

Awesome.

So how can people get a hold of you?


Speaker3                                                                                        28:37

So I am super active on Facebook.

If you were active on yes.

That's how I came up with my dad.

So if you were active on Facebook too, please shoot me a friend request.

I will give Kim the link so you could just easily find it in the show notes.


Speaker3                                                                                        28:56

But shoot me a friend request.

Also, I do have a community for people entrepreneurs and and speakers who wanna use speaking as a way to grow their business.

So I will share that link with Kim as well if you feel inspired and you wanna part of our community, please please please join us.

And then, of course, I have my websites.

I'm on LinkedIn as well.


Speaker3                                                                                        29:01

Like, I'm very visible.

you can find me.

But Facebook is my main jam.


Speaker2                                                                                        29:04

So what's the name of of your group on Facebook?


Speaker3                                                                                        29:06

It's called the main stage.


Speaker2                                                                                        29:08

The main stage.

Awesome.


Speaker0                                                                                        29:08

--


Speaker3                                                                                        29:09

engaged.

Yep.


Speaker2                                                                                        29:12

Awesome.

Well, thank you so much, Alexandria.


Speaker3                                                                                        29:18

Yeah.

This was so awesome.

Thank you so much for for having me on.

This was totally jazzed right now by your conversations.


Speaker2                                                                                        29:35

And I think our audience will really appreciate it too because many of them are gonna wanna get on stages.

Absolutely.

This has been authored to authority.

Take you, Alexandria, and we look forward to seeing you on the next episode.

 

 

Looking for new ways to build your business? Join hosts Kim Thompson Pinder and Juanita Wootton Radko on the Author to Authority podcast. With guests who are thought leaders in sales, marketing, and social media, the show teaches listeners to use authority and influencer marketing to up their game. In this latest episode, the dynamic duo provides crucial tips for publishing on Amazon, sharing their personal experience with entrepreneurs, professionals, and coaches. They talk about the common mistakes aspiring writers make and offer advice on setting up a Kindle Direct Publishing account, tax forms, book formatting, and more. They also explore the KDP Select program, print on demand, and the ins and outs of pricing a book. It's a jam-packed, valuable discussion that aspiring authors and business owners can't afford to miss!

 

Highlights

·         Preparing for Book Launch on KDP·         Book cover sizing and ISBN importance·         Self-publishing an eBook on Amazon

 

 

If you have ever wondered about Authority/Influencer Marketing and want to know if it will work for you? Then check out Kim's book Author to Authority Volume 1 on Amazon.

The book will show you step by step what you need to do to gain the visibility you need to be seen as the go-to person in your niche, even if you are invisible right now.

https://www.amazon.com/Author-Authority-Marketing-Influencer-Business-ebook/dp/B09LK29K58/ 

Attention entrepreneurs, professionals, speakers, and coaches: Kim Thompson Pinder and Juanita Wootton Radko are here to help you use authority and influencer marketing to build your business faster and stronger through the power of publishing a book! In their "Author to Authority" podcast, they speak with thought leaders in sales, marketing, networking, and business leadership. In this episode, they share some of their best work from past episodes and even recommend some great books for marketers. Discover "Traffic Secrets" by Russell Brunson and "Sell Like Crazy" by Sabri Suby to gain insights on how to move a potential customer's pain point out of the way and focus on the pleasure, and learn about the importance of providing value to customers - it can result in a torrential downpour of buyers! Kim and Juanita's podcast is full of valuable information on building your business and taking control of your career. Check it out today! Highlights·         The Power of Reading in Business Success·         The Power of Giving Value·         Turning Books into Business Marketing Tools If you have ever wondered about Authority/Influencer Marketing and want to know if it will work for you? Then check out Kim's book Author to Authority Volume 1 on Amazon.The book will show you step by step what you need to do to gain the visibility you need to be seen as the go-to person in your niche, even if you are invisible right now.https://www.amazon.com/Author-Authority-Marketing-Influencer-Business-ebook/dp/B09LK29K58/ 

Join Kim Thompson Pinder and Juanita Wootton Radko on the Author to Authority Podcast as they discuss the power of writing and publishing a book for entrepreneurs, professionals, speakers, and coaches. In this episode, they highlight the importance of utilizing a book as a powerful marketing tool and providing examples of those who have used it to expand their businesses. The hosts offer free consultations to discuss book ideas with Kim, a publisher specializing in book marketing. Don't miss out on this opportunity to take your business to the next level through authority and influencer marketing. Listen now and don't forget to rate, review, and subscribe to the podcast! Highlights·         The Importance of Celebrating Completion and Book Launches·         Mailing Books as Effective Marketing Strategy·         The Power of Authorship in Marketing If you have ever wondered about Authority/Influencer Marketing and want to know if it will work for you? Then check out Kim's book Author to Authority Volume 1 on Amazon.The book will show you step by step what you need to do to gain the visibility you need to be seen as the go-to person in your niche, even if you are invisible right now.https://www.amazon.com/Author-Authority-Marketing-Influencer-Business-ebook/dp/B09LK29K58/ 

Looking to build your business faster by publishing a book? The Author to Authority podcast, hosted by Kim Thompson Pinder and Juanita Wootton Radko, offers insights from thought leaders in various fields. In this episode, they discuss sales conversations, highlighting the importance of asking questions to understand customers’ needs, and sharing knowledge to build trust. They also delve into the significance of body language in sales and the test close that can gauge a client's willingness to buy. Tune in for valuable tips on book publishing, marketing, and authority from these two amazing hosts. Don't miss out! Highlight·         Learn from thought leaders in sales, marketing, networking, communication, social media, promotion, and business leadership. ·         Gain insights into building your authority and influence through book publishing. ·         Get practical tips and strategies to help you grow your business faster and stronger.If you have ever wondered about Authority/Influencer Marketing and want to know if it will work for you? Then check out Kim's book Author to Authority Volume 1 on Amazon.

 

The book will show you step by step what you need to do to gain the visibility you need to be seen as the go-to person in your niche, even if you are invisible right now.

 

https://www.amazon.com/Author-Authority-Marketing-Influencer-Business-ebook/dp/B09LK29K58/

Are you an entrepreneur struggling to sell your products or services? Are you unsure of how to engage potential clients in effective sales conversations? Look no further than the "Author to Authority" podcast hosted by Kim Thompson Pinder and Juanita Wootton Radko. In this episode, the hosts delve into the importance of mastering the art of sales and share their personal experiences with selling. They also offer valuable tips and tricks, such as listening attentively to potential clients and asking the right questions to uncover their needs and dreams. Don't miss out on their insightful discussion about red flags to look out for when working with certain clients, as well as the ethical considerations when selling. With Kim's expertise in writing and publishing books for businesses and Juanita's impressive marketing skills, this podcast promises to be a valuable resource for entrepreneurs looking to take their businesses to the next level. Don't forget to like, rate, and review the podcast to help spread the word!

 

Highlights

·         Mastering Sales Conversations as an Entrepreneur·         Ethical Issues in Client Representation·         Effective Collaboration Practices

 

If you have ever wondered about Authority/Influencer Marketing and want to know if it will work for you? Then check out Kim's book Author to Authority Volume 1 on Amazon.

The book will show you step by step what you need to do to gain the visibility you need to be seen as the go-to person in your niche, even if you are invisible right now.

https://www.amazon.com/Author-Authority-Marketing-Influencer-Business-ebook/dp/B09LK29K58/

Looking to build a stronger business? Tune into the "Author 2 Authority" podcast hosted by Kim Thompson Pinder and Juanita Wootton-Radko. In this episode, the duo discuss ways to establish authority through active listening and maintaining eye contact. They also share tips on avoiding awkward pauses during conversations and developing a clear core marketing message. The hosts emphasize relatable examples and avoiding niche jargon to make technical concepts more accessible to all listeners. Tune in to hear their thoughts on using acronyms, body language, and interrupting in conversations. This podcast will provide you with the tools to build a stronger business and establish yourself as an influencer. Don't miss out on this valuable resource!Highlights·         Mastering Eye Contact & Developing Your Marketing Persona·         Simplifying Complex Concepts for Marketing Success·         Effective Communication Skills  If you have ever wondered about Authority/Influencer Marketing and want to know if it will work for you? Then check out Kim's book Author to Authority Volume 1 on Amazon.The book will show you step by step what you need to do to gain the visibility you need to be seen as the go-to person in your niche, even if you are invisible right now.https://www.amazon.com/Author-Authority-Marketing-Influencer-Business-ebook/dp/B09LK29K58/