Deals on Heels Podcast

How does selling work to high-level clients? And why is selling higher-priced offers not always more difficult than lower-priced offers? That’s what I’m sharing about in this episode!

Het bericht #71 – Selling to High-Level Clients verscheen eerst op Schop naar de Top - Lotje Euser.

Focus is not the same as prioritization, although these 2 get easily mixed up. In order to achieve your goals, focus is one of the secret ingredients to becoming successful. In this episode, I give you advice and tips about how to remain focused in your business and life.

Read the transcription below

You’re listening to the Deals on Heels Show with business mentor Lotje Euser episode number 70

Good morning, afternoon, evening – welcome to a new episode of the deels on heels podcast. My name is Lotje Euser and I’m super happy you’re listening today to this episode – the things I want touch base on today are a current topic in my business and I hope you will enjoy my insights and my story

In my last episode I was already sharing about my current journey and how I’m recalibrating to this new level in my business and life. And I feel like I’m more getting to this point that all the puzzle pieces fall into place, which is amazing! But to be honest: I’m still in this process and one of the things that’s a big topic to me right now is how to keep my focus on the right things to build my business.

So for those of you who don’t really know me that well: one of the things I help my coaching clients with is to achieve their goals in business and life. 

Those goals can be everything, from growing to 10k months to 30k months or experiencing more fun in their business, or setting up ways to create multiple income streams. But there’s one thing in particular I help them with and that’s focus.

And the importance of focus came back to me during the last couple of months because I was quite busy. I was really doing all of the things, micro minds, coaching, training, and challenges. And it’s very easy to get distracted by all the things that are happening in your life and are happening in the market, and are happening in business.

Because you can get easily pulled from one thing into the other thing and sometimes: everything seems as equally important right? Especially then it can become very hard to remain your focus. And to keep focused on the things that really matter.

That reaaaally matter. 

I’ve made an episode before, maybe a few years ago already, about time management and prioritizing. It was in Dutch, so If you’re Dutch and you’re struggling with time management then go look at my previous episodes. I think it was my second episode. Really one of the first episodes I created – this one is awesome if you’re strugglin with prioritization but today I want to talk about how to remain focused in your business.

So first I want to emphasize that prioritization is not the same as focus. And I notice that these two topics are so easily mixed up by others.

I see people using these terms in all different contexts, but let me make clear: prioritization and focus are not the same things.

Sometimes we feel our people need to prioritize, and we tend to believe that that will solve their time management issues while in fact they need more focus. 

Especially managers can mix these things up. They talk about prioritization while their team actually needs something completely different and that’s focus.

And I can speak from my own experience. When I worked for this IT company, I often felt overwhelmed by all the things that needed to be done. My manager told me: just prioritize, use Eisenhower’s matrix and all of that. But my main problem was: I could not focus on getting things done that were the most important.

And that was because I didn’t know how to focus, or how to build this system for myself that allowed me to work in a very focused way.

So what If the difference between prioritization and focus?

Prioritizing is all about choosing what needs to be done first and decide what’s most important, while focus is all about not distracting yourself, directing your attention and stick to it – no matter what happens.

And when we get really busy, and our schedules are filled to the top, then it can be super challenging to stay focused. Because maybe all kinds of things come between your what you want to accomplish. 

Especially in this world where we are always available to everyone – yeah focus is like one of the biggest challenges.

I see this happen with clients, they tend to get distracted easily and don’t keep their focus on the things that are the most important.

For example: they want to sell their 1-1 program, an opportunity arises, they get this new inspiration and they launch a small program instead. Totally forgetting about their goal to sell their biggest offer.

Or they want to stay consistent in their online presence, they feel not inspired at all and they can’t hold their commitment.

They want to write this website content, but then get distracted by a customer call. Or another email. You name it – and the focus is gone.

Or they want to give these masterclasses, then nobody signs up and then they feel as a failure and they give up.

Focus to me means that you choose to stay committed, no matter what happens. To stay true to your goal. And especially when things get tough, when you notice that it’s not all going as planned – yeah then it’s super challenging to keep focused on your initial goal.

But that doesn’t mean that for example, if you have this goal to get to one million this year in revenue – that you have to keep doing what you’re doing. That you need to stay focused on doing the activities – although they don’t seem to work.

That’s not what I mean.

To me that’s a waste of time, money and energy.

You can stay focused on achieving your goal, while trying out different tactics. As long as all the roads lead to that goal that you’ve set. 

So how can you stay focused, while also keep checking what’s working and what’s not working?

I think that writing down that goal and keep that in the center of your mind is one of the most important things.

I’ve wrote down my goal like super BIG on my vision board and on my phone. So everytime I see my phone or that board – I’m reminded to remain focused on that.

I’m also somebody who can get easily distracted by all the opportunities that arise. Or I think that I got this fantastic idea of a new product and it needs to happen right now, so my focus on my real goal disappears. 

And I think if you’re currently listening, you can relate to this as well right? We all get distracted – also in our personal lives. F.e. we want to live very healthy, and we’re focused on eating right and then our friend invites as to dinner and before you know it you’re distracted and forgetting all about your health goal.

So what really helps here is to make your goal you want to focus on, a part of your identity. And your business identity if you’re an entrepreneur. From now on: you’re the woman or man who achieves X goal within X time.

Or from now on you are that person who lives healthy. Or from now on you’re that person that no longer works more than 8 hours a day. Or from now on you’re this entrepreneur who sells on a daily basis. Or from now on you’re this parent who separates his or her personal life from her business life.

Or from now on you’re the CEO who’s not micro managing the things you’ve hired people for. So you decide: I’m the CEO who focuses on high-level view and strategy only. 

In this way you’re identifying your goal with who you are.

So it only feels natural from this point to only focus on making that happen, because there is no other way. It’s part of who you are now. There’s like no reason to get distracted – because this is who you are from now on.

But also important is to realize that this process of embodying who this person is and to keep focused, that it’s about trial and error.

We can never grow without making mistakes, and realizing that we have drifted away from our goals and that we should refocus again.

And that’s what I help my clients with the most. I remind them of what they want to achieve when they ask me: should I do this? Should I do that? 

I help them to keep focused on their initial plan and help them to take new actions that will lead them back to keep the focus in place.

Also when you’re working with OKR’s, I see a lot of companies that are doing all the things because they feel it’s all important – and lose their focus in that process.

But what is really important to focus on now? And how can you set up systems that will allow you to keep focused?

Often it’s these little things like: only checking your mailbox twice a day. Or putting your phone away. Or not scroll endlessly through social media. Or decide: this is what I want to get done today and make that your goal and reject all other things that are happening in the meantime.

Will it be difficult? For sure – our main distractions have become a habit in our lives. And creating new habits requires a lot of effort. Not only on a mental level but also on an energetic level. Because your subconcious wants to convince you to stay true to your old patterns.

So things really need to change here, in order to stay more focused.

And yes you will need to telll people “no” more often and that might give you this uncomfortable feeling in order to keep your focus in the right place. And yes it is difficult to keep focused on selling your biggest offers, when you feel like it’s not happening fast enough.

But once you’ve learned how to recognize what distracts you the most, what things make you go off the path you’re walking, and you learn to recognize this faster – the easier it will get to redirect yourself and to stay true to what you want to achieve.

So I really hope this episode will help you to stay more focused and please let me know what your main challenges are when it comes to focus and what you think of this episode. Don’t hesitate to send me a dm on LinkedIn or instagram.

And if you really want to work on achieving your goals this year with a clear and focused mind, then just send me a message and let’s have a chat about how I can help you with this. 

And for now I wish you an amazing week!

Het bericht #70 – How to remain focused? verscheen eerst op Schop naar de Top - Lotje Euser.

What does it mean to sell like a truly authentic person? And when is sales not authentic? In this episode, I discuss examples of what I think IS authentic and what is not. And why it is so important to sell from an authentic place.

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You’re listening to the Deals on Heels podcast with business mentor Lotje Euser episode numer 69.

Good morning! It has been a while hah, since I’ve created a podcast. I’ve been crazy busy during the last couple of weeks. And I needed time to recalibrate to the level where I’m at right now. And to be honest I am still in that process.

Maybe you recognize this from your own business and life, that when there have been so many changes, you need to reinvent yourself again and ask yourself: okay so, where am I now? How am I going to find a sense of safety in myself. And where do I want to go?

And lately I’ve been journalling a lot on these topics, to reconnect with myself, my mission and what I’m here for. Also I have this “fuck yeah” list and I looked at what’s on there and what I want to make happen this year. One of the things that is on that list is organizing a live event. And when I read that again I was like: hell yes let’s do this. So I’m very excited to make that happen this year

I also invested in getting more support, to build my business further. As you know, I always work with different mentors. Because you know, everybody has blind spots. And these can be those little devils, that hold you back on a subconscious level. And of course. we all got them. The question is: are you ready to look them in the eye? 

So I invested in a few masterminds, surrounding myself with more like-minded women. I got English tutoring, because I really wanted to uplevel my English and since all my content is in English now I just want to make speaking and writing in English feel more effortless. As effortless as Dutch feels to me.

I have somebody who’s helping me with video and reels editing. And I’ve also hired a copywriter. I create all my own copy for all the social media channels, I have biweekly copywriting training as well, but to make sure I can even post during busy times – I got myself support on copywriting too. And that felt so good!

So those are all good things in progress, I’m making all the steps to grow further and to become even more amazing at sales, growing my business, adopting new strategies – yeaah it all makes me feel really good and that tells me I’m moving in the right direction!

So what do I want to talk about today? I want to discuss how to be authentic in sales and what that means if you ask me. Since we’re all in sales – as entrepreneurs, as marketees, as C-level executives – we all need to sell something at a certain level. Whether it’s your new offer, your ideas, your investment plan, your projects – you need sales skills in order to do this!

And as you know I’m all about empowered sales, feminine sales as I call it and authenticity is key is that.

But what is authenticity? Because I also feel like it’s a buzz word, especially in the coaching industry, but also when it comes to leadership of course.

So here’s what chatgpt told me: 

Authenticity is a concept that refers to being genuine, true, and sincere in one’s thoughts, actions, and expressions. It involves being true to oneself and others, acting in alignment with one’s values and beliefs, and not pretending or putting on a false facade. Authenticity is often associated with honesty, transparency, and integrity.

Authenticity can manifest in various aspects of life, including personal relationships, work, creativity, and self-expression. When a person is authentic, they are comfortable with who they are, and they don’t feel the need to conform to societal expectations or pressures. Instead, they embrace their uniqueness and express themselves honestly, without fear of judgment or rejection.

Being authentic allows individuals to build trust with others, as people tend to appreciate and connect with those who are genuine. It fosters deeper and more meaningful relationships, as authenticity encourages open and honest communication. Moreover, being true to oneself can enhance self-esteem and overall well-being, as it reduces the internal conflict that arises from trying to be someone or something that one is not.

In summary, authenticity is about embracing one’s true self, being honest and sincere, and living in accordance with one’s values and beliefs. It is a valuable quality that promotes genuine connections, personal growth, and a sense of fulfillment.

And this totally matches with the way I explain sales to my clients, I tell my clients: sell in a way that matches who you are, and what you like and love to do. 

Show up like yourself. And stay true to your own values, while you show up and you sell your offer.

I give my clients permission to sell in a way that they love to sell, without pushing any tactics upon them. Or telling them: this is the way, and there is no other way.

Because there is. There are thousands of ways that you can sell yourself, your offer, your ideas, the project you want budget for in your company – and what I’ve been learning from my own decade of sales experience is that all these strategies can work, but not necessarily for everybody. Not necessarily for you.

And that’s the toughest part because we all want to figure out the how. Clients tell me: please show me the how. Well I can show you how it works for me, but that doesn’t mean it will also work for you.

So In this episode, I want to share with you my vision about what’s authenticity in sales and what is not. And let’s start with what’s not authentic, and what is.

There is this trend in the coaching industry but also in other industries where companies offer customized products, and they’re not willing to tell you how must it costs upfront. 

And I think this is complete BS. I think you can always give some kind of indication at what price point you offer your products or services, in order to make the customer aware of what they can expect from working with you.

If you tell your client  I will tell you in the sales calls, that feels to me like super disrespectful. Because if your prices are high-level and your customer doesn’t have the money, you are basically wasting each other’s time – and most important: you’re wasting your clients time.

It’s not part of authenticity to hide your prices in any way. So I always motivate my clients to be very open and honest about this. To me: there is no reason to hide them and this certainly doesn’t help you to serve your client in the best way.

Some people will tell me: yeah but they get wrong ideas if they see my price on my website, I’m scared that I will scare them off. They need to hear from me personally how much value I offer et cetera. Well that’s all BS. And that shows you have a marketing and messaging problem. And you’re willing to attract scared customers – which I think is a bad idea. Why not just filter them out up front? I don’t think you should persuade people to let them pay more than they’re comfortable with.

The second thing is: sending out cold dms. I think we all hate this right? We get overwhelmed by all the emails in our mailbox and why should we add another stream of unwanted dms to this? I get these cold messages all the time and I do not respond to them. Every message I read is a waste of my time. If I want to work with you, I will let you know myself. I’m powerful enough to take that action

The third thing that I want to discuss what I think is totally unauthentic is not laughing in photos to maintain a certain image, because you believes this creates authority. Wow. Do you know the “lawyerish” type of photos? Like on that Netflix series suits? Where all the people stand with their arms crossed, like the powerpose. 

Damn to me, you can be powerful when you’re laughing in your photos / or doing other things, looking another certain way. As long as you are yourself. That is what authenticity is. I show up on my photos exactly as I am, as I dress, as I walk, as I look. It’s just me. And it sells, because authenticity sells. People love to see realness. And I think this is super powerful if you can show up, exactly how you are.

Another thing that feels super unauthentic to me, is to letting people believe they’re losers if they can’t make the investment to work with you. Like daaamn. I’ve been here myself. I wanted to work with this coach, but she was a bit overpriced and it left me with the feeling like: if you don’t believe you will earn this investment back, well then you’re just a loser. It was horrible. I really felt super defeated. And I doubted my self. I was like: daang, if I don’t believe myself I can make this money, wtf am I doing? But later on I realized like: I wasn’t ready to carry that price. To carry that investment. And that was perfectly okay. I want my clients to feel like a full YESS when they decide to work with me. And let them decide upon themselves. That is powerful. And then it’s an authentic decision as well, because they make it. I’m just helping them to make an informed decision. But I’m nowhere persuading them.

And there’s this other thing like: investing should feel challenging. I call that BS as well. Yes, when you close a big deal, it feels challenging perhaps. And you’re super determined to deliver. So that’s good. And it motivates you to make it happen but investing should above anything else just FEEL GOOD!!

And the last one I want to discuss today: telling people your way, product, offer is the only way that works. That is BS. You don’t even know the other thousands of alternatives. When you say: my way is THE way, you put yourself on a pedestal. It’s not empowering at all. And it’s not authentic as well, because you’re not being completely honest. Sometimes when a client or customer is hesitating between my offer or someone else’s I just tell them: I don’t know the other offer – but I know this: if you work with me I’m in for 100% to make this happen with you. And if you feel the same way, then I feel this could be a really great match.

And sometimes, I hesitate. And I don’t know if I’m the best match. And in those cases I tell them that. And that’s where I think honesty and openness plays such a big role. And makes your more authentic if you can get very real and honest with your potential client or customer.

Wow – so I’m curious what kind of thoughts come up with you right now. If you recognize the things I have summed up here. Maybe you even get triggered a bit or you disagree with some things. All good of course, this is really how I feel about these topics. So feel free to share your thoughts with me about this episode through email/ or DM on LinkedIn or Instagram. I love to hear more about what your thoughts are on these topics.

And if you want to know more about working with me, scaling your sales the fun way, you can schedule a call through my website: www.lotjeeuser.com. And I have offers at every level, so don’t hesitate to get in touch to know more.

I want to thank you for listening t

On this episode I’m inviting Brand strategy & communication expert Lisette Molenaar to talk about Brand strategy, communication, entrepreneurship and sales! Lisette and I worked together in 2022 on her sales. I coached her on selling through emotion and taught her the concept of fast sales. In this episode she shares how and why she started as an entrepreneur and gives away a lot of secrets on how to make your brand strategy & communication outstanding!

Het bericht #68 – About the Art of Brand strategy & Sales with Lisette Molenaar verscheen eerst op Schop naar de Top - Lotje Euser.

Why is having a vision not only important for your company? But also for your sales? In this episode, I’m sharing how your vision helps create more sales and makes it easier to attract more customers.

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You’re listening to the Podcast Deals on Heels by business mentor Lotje Euser episode 67

Welcome to a new episode! 

My name is Lotje Euser and I’m a business mentor for entrepreneurs who want to fall in love with sales and create customers for live. I coach entrepreneurs on sales, mindset, leadership and strategy. I’m super passionate about sales and closed over 500 deals in my life. I’ve sold many different products, from clothing and beauty products to IT Software. 

So there’s basically nothing that I haven’t seen or done when it comes to sales and in this podcast I hope to inspire you and help you with giving you lots of insights around sales, leadership and growing your business!

Can I first share that I’m super excited that you’re listening to my podcast? Today I’m going to discuss a very important topic when it comes to growing your business and becoming really good at sales: it’s about embracing your vision to create more sales.

So first of all, if I would ask you: what’s your vision for your business? Do you have a direct answer? Can you just tell instantly?

Yes? No? Maybe you haven’t really thought about this?

In that case, you’re not an exception. 

Because a lot of entrepreneurs find it hard to share their vision, or even worse: they don’t really have a vision yet. Or they haven’t really given any thoughts to it.

So let me tell you why having a vision is super important, also for your sales:

Whatever market you operate in, I can tell you: you have competitors. They are everywhere and there even more of them than you probably think.

No business is really unique based on the things they’re selling. Although many of us think we’re super unique. I used to think that as well… and this is purely ego based of course. We all feel that we’re super unique and special. You deserve to feel like that.

But… business wise, you’re not unique. Your business is not unique. Your offer is not unique. There are more businesses out there, like yours. More offers like yours, more professionals like you.

And this is a problem, obviously. 

Because why should customers choose you over your competitors?

Why should they hire you? Why should they buy from you? Why should they give you their money?

I want to tell you that if I ask my own customers this when they’ve started working with me, none of them can provide me with a clear answer.

Like none of them. Strange right?

I’m still hoping for the day to come, that I get like this super strong pitch from a customer that blows me away. Telling me: every customer should buy from me because I’m going to change this bloody world for good!!

Omg, something like that…. Yes it would be so nice. 

Until that happens… I will help my own customers with developing their own vision. So when they’re at the end of our collaboration, their vision just blows everyone away.

Usually, new coaching clients would answer something like: because people like me? They trust me? They know me? With lots of question marks in their eyes and voice?

And yes, these things are important for marketing. To build up your know, like trust factors. But how do you do that?

How do you actually do that? How do you make people to know, like and trust you? And eventually, also buy from you?

This is where your vision plays a huge role. If you have a super strong vision, you become so much more attractive to potential customers.

Customers buy from you because of your vision. Every thought about that?

They don’t buy from you because you have a nice website, or good support, or handy freebees. No, they buy from you because they feel super attracted and elevated by your vision.

So what’s my vision you’re wondering? 

My vision is that when more women should get to the top, the world becomes a greater place. 

And In order to accomplish that sales should be the core of their businesses. Of course. Sales plays a huge role in this. What else, like George Clooney would say. You must be able to sell yourself to get to the top. Not only as an entrepreneur, also when you’re working for a company.

Sales is huge part of this all. That’s why I love sales and I want to change the world of sales. And how people and companies do sales.

I also have a big vision of how sales should be done of course. My vision is that feminine sales is the future of sales. For me, there’s just no other way. Feminine sales is the future. Executing feminine sales is the way entrepreneurs and companies should sell their offer.

Okay so. Back to how to embrace your vision.

The reason not many entrepreneurs are so clear about their vision is that they underestimate the positive influence of having one and expressing that one.

Because having one, is a first, but you need to express it. And I’m not talking about putting it somewhere on your website. No.

That’s just like: checking the checkbox: we have a vision. We put it on our website, go do your magic VISION!

Nope. your vision must seep through your entire company. With every activity you do, your vision must be centralized. You must live up to it. 

Every email you write, every piece of content you put out in the world – your vision must be embodied by your entire company including all activities, people & culture.

That means that if your vision is about a more sustainable world, it wouldn’t make any sense if all your employees drive like petrol-driven cars.

And when your vision is about excellence customer service, It wouldn’t make any sense if you treat customers like trash. Or not responding to them on time.

And if you’re a coach like me and your vision is about making brands great, and your own branding sucks, well … you see the mismatches here?

So your vision isn’t something you put on paper, but you must embrace it to the fullest.

Because a vision leads the way. It let’s you decide what products to develop. It let’s you decide how you want to show up. What tone of voice to use. How to do your branding. How to talk to your customers.

And this is what I kind of miss, looking at a lot of companies. They have a vision. But they don’t necessarily act upon it.

And also for a lot of people who work in the corporate world. They haven’t developed a strong vision for themselves. How they want to act, how they want to show up. How they want to communicate.

So if you’re ambitious and you want to climb the corporate ladder, then I would really advice you to develop your own vision. And be very clear about it. And act upon it.

So how does this help your sales?

When you embrace your vision to the fullest, people will notice. They will notice you talking about your vision. They will become excited. They will start to feel connected. Because above anything else, a vision should always contribute to something positive. A positive change or transformation. People love talking about positive change, have you noticed?

And when you start expressing your vision, people will start to feel enthousiastic about you, about your company and about your products.

They will understand why you do things the way you do things. They will respect your decisions, if those decisions align with your vision. Because they totally get what you’re up to.

I don’t say this is easy. Because as an entrepreneur, or manager or C-level professional – you will always have to make tough decisions. Decisions that might be hard to understand for others.

But if you return back to your vision, and you make decisions that are completely aligned with your vision – it’s so much easier for people to accept and respect your decisions.

And it’s so much easier for customers to decide whether or not to work with you. Whether or not to buy from you.

If your vision speaks very directly and clear to them: they are super empowered to make the right decisions in the buying process.

Sometimes it can feel a bit challenging. I’ve noticed this myself. Because I really want to help women get to the top. And in the beginning of my entrepreneurial journey, I felt like: if I really go out there and spread the word, talk about my vision… how will people react?

Will they like it?

Will they like me?

Will they buy from me?

And these are some really deep topics, that have a lot to do with the fear of not being liked of course. And maybe you feel the same way.

That people won’t like your vision, when you speak up. And you’re afraid of the consequences. How people will treat you, what they will say to you.

I felt the same way, talking about my vision. Because what would happen if I told the world I want to help women get to the top.

I had some male customers, would they still want to work with me? Wouldn’t I scare them away?

So here’s the funny thing: since I embraced my own vision on how sales should be done, I’ve never attracted more male clients than ever.

And I think it’s because I just own my opinion. I stand for what I think. And I’m not afraid to express it, no matter how people will react to it.

And that’s super attractive in general. Most people don’t really speak up. Or the ones that do speak up, receive a lot of negative comments. And we tend to avoid that.

We don’t want to feel excluded, we don’t want people to reject us. And maybe speaking about your vision, causes that anxiety within your body as well.

But will you let that stop you? No matter what you do: there will always be people who will disagree with you. Who will criticize you? Who will not understand?

It’s so funny to me: everybody wants to be successful, get super rich. Build these amazing businesses and brands. 

But they don’t want to face the other side of the coin: that you will receive also the negative side effects from it. You will receive backlash. We all do. I do too.

I’ve never had a month without somebody criticizing me. But I know it’s part of the job. Of my mission. And we shouldn’t underestimate the negative side, or act like it’s all butterflies and daisies. No, I’m not staying that. But you should always focus on the positive. What will this bring you?

How will it contribute to your success? 

How will your vision help your sales?

How will it help attractinc customers?

Focus on that.

Don’t focus or be afraid of the negative side effects. 

So I wa

How to consistently show up online on social media and make a habit of this? In this new episode, I will share with you my secret key to how I am able to show up consistently without it taking a lot of time or effort.

Read the transcription below

You’re listening to the Deals on Heels Podcast by business mentor Lotje Euser Episode number 66

Welcome to a new episode! I love that you’re listening today! My name is Lotje Euser, I’m a business mentor for entrepreneurs who want to fall in love with sales and create customers for life. I coach entrepreneurs on finding a way of doing sales that feels easy and effortless, and attract their ideal customers without using fear based marketing or any pursuasive tricks.

Today I’m going to talk about how to stay consistent in showing up online. This is one of the biggest challenges of entrepreneurs nowadays. Maybe you recognize it yourself: you know you as an entrepreneur need to show up online, but you just can’t seem to make a habbit of it.

I know consistency is a big topic for a lot of entrepreneurs. And no matter where you are in your business right now, consistency is super important. I’ve talked with a lot of people last year and coached a lot of people and consistency in general is a big challenge that keeps coming up during coaching calls.

Often people build up their motivation in the beginning and seem to have no problems with staying consistent, but what I see is that they’re able to hold this vibe only for a very limited period. I think we can all relate to this right?

I read this book it’s called Atomic Habits from James Clear. I absolutely loved it. It helped me to work out super regularly and in this episode, I will use some of his advice as well. So if you want to dive deeper into adopting new habits in your life, I would definitely recommend this book.

So why is consistency to hard? Why does it seem easy in the beginning, while remaining consistent actually is so much harder?

It’s like feeling motivated to lose a few pounds, and you sign up for your gym membership. In the first week, you use that motivation to go really often to thje gym. But after a few weeks, you start to notice that your motivation drops, the newness begins to wear off, and before you know it: you have come up with your first excuse not to go. So you tell yourself: well, I will go tomorrow. And then the next day arrives, and you’re still not going because you got distracted. And then tomorrow will be another tomorrow and before you know it: you’re not going at all anymore. And by not going, you’re not taking the action to become super fit, so the result you’re getting is not different from how it was before you started with your gym ambitions.

And this happens in business as well. People start with selling a program but have problems staying consistent in selling it. I feel this is because consistency is really underestimated and not really thought about enough. And this is why:

Often we see these people online, creating amazing results in their businesses and in their lives. And we tend to believe that the results people are getting are like happening in an instant. And I’m talking about results like getting a lot of new customers in, making thousands of euros, having sold-out programs – all these kind of things.

But these results don’t happen in an instant. They don’t happen overnight. It’s not possible to be instantly successful. But we are made to believe they do. Why? Because we only see some tiny bits of what is actually going on. We only see the good stuff. The content in front of us on our screens. We see the celebrations, and the results shared on social media. And we tend to forget that most of the work is actually done behind the scenes. Because most of the work is done, we don’t often get to see that part of the process. We only see somebody’s launching, posting about it on social media, and BOOM there you have it: sold-out programs and making lots of money.

But the real magic, the real things that contribute to these successes don’t happen in front of us. They’re happening behind the scenes. And that’s where the consistency is at. The consistency makes the magic happen.

And this relates to any area in our lives. Not only limited to creating business results but also when we’re trying to lose weight, when we want to adopt a healthy lifestyle, when we want to grow and develop ourselves and read books – the magic is really in the ability to stay consistent.

One time of going to the gym doesn’t make a difference, but when you learn how to go on a consistent basis like going every other day it does. 

One healthy meal doesn’t make a lot of a difference, but eating healthy throughout the year does.

So in this episode, I’m going to share my secrets with you on how to stay very consistent in showing up online – because if you want to build the business of your dreams and make lots of money, there is literally no other way to pursue this. So the advice I’m going to give you will be aimed at showing up online, but you can literally replace this goal with any other goal in your life.

So the first step to staying consistent is motivation. And finding that motivation in yourself, in your own identity. Why is it important to you to be consistent in showing up online? What results do you want to get from showing up online? And what do these results mean to you? Why do they matter? And what would happen if you don’t show up online on a consistent basis?

This is really important because if you’re why is a bit wobbly, there’s no way you will pull yourself through the difficult times to stay consistent online.

Often where people go wrong is that they choose the wrong motivation. They choose to find motivation in external things. Like “I want to stay consistent because I see someone else doing it and it seems to work for her”. Or “I want to stay consistent because my coach told me to.” Nope that’s not going to help you. This is looking for external reasons, and the risk is that when that external factor disappears, so will your motivations. So instead of doing this I want you to dive into yourself. And find the motivation within you.

My own motivation for staying consistent In showing up online? It’s that I see social media as an important part of growing my business. I see it as an important part of being an entrepreneur who keeps growing. It’s part of my identity. And this is what James Clear also describes in his book: real changes come from changing your identity, changing who you are.

When I wanted to work out more, I took on this new identity: I’m a woman who works out daily. My why was: that I wanted to fuel my energy, I wanted to feel more energised because I know I can create better results in business and life when I do.

So think for yourself: why is it important for you to show up online consistently?

Then the second step is to make a plan. Sounds so dull when I say this, but you need a plan. Motivation enough is not enough. Because there will come this time when you will not feel your motivation, when you don’t feel good, when you’re busy – and if you don’t have a plan to overcome this – you will not be able to stay consistent in showing up online.

So make a plan to stay consistent and that will help you to move through challenging times. So moving back to my work out goal I had, I wanted to be someone who works out frequently. That’s my motivation. Coming from my identity. I shifted my identity from: someone who doesn’t work out to someone who works out on a frequent basis. 

So what would my plan then be? I decided to choose a time frame during the day to get to the gym and work out. I choose the easiest timeframe, that would feel really good to me. For me, this is between 5-6 pm. This is perfect for me. And I blocked my agenda to make room to go work out every day during the week. So I would never be too busy to work out, and use this as an excuse not to go.

Do the same with how you will show up online. Make a plan. When will you show up? How often will you show up? How will you have time to create content? What if you don’t have time during the week for example? Can you schedule your content if you don’t have a lot of time in between? 

The plan is the key to really getting in action and giving yourself the best chance of making this goal of consistency a success.

And also think ahead: what will you do when you don’t have inspiration? Can you make jar filled with ideas you can use when you need to show up, but you don’t have any ideas on what to talk about? I keep personal notes on my phone which are filled with content ideas and things my ideal customers talk about, so I can always pull from those.

And the third is: decide for yourself: I’m going to make this work. The intention here is super important. Be very clear about: I’m going to do this. Not “I’m going to give it a try”. That leaves too much room for doubt and failure. I don’t believe myself when I say I’m going to give it a try. Doesn’t really sound convincing right? So I love to use affirmations here like: “I’m super committed to making this work,” “I’m doing this.” And “I’m an entrepreneur who shows up daily.” Which also connects to your identity.

And what also will help you is to remind yourself by setting little reminders in your agenda, or sticking post-its on your mirror, putting it on the background of your phone or laptop. I have this widget on my iPhone which contains texts about the most important things that help me to remind myself. I noticed seeing that every time I unlock my screen, works super well. It really imprints it into your subconscious.

The final thing I want to add is: don’t be too focused on short-term results. Don’t expect that consistency will help in an instant. Don’t expect that consistency will give you immediate results. Everything takes time. Don’t make consistency conditional like “I’m only going to stay consistent in showing up online if… it gives me more customers – or something like that. Nope. Consistency is your role, consistency Is part of your identity. Your identity is unconditional, so is your goal to stay consistent in showing up online. 

I will tell you: if you stay consistent you will create better results. It’s just like: if you go to the gym on a daily basis, you will get fitter. There’s like no room here for any doubt right? Don’t leave any room for your own doubts. 

Focus on the identity you’re taking on. Focus on being the person that shows up online on a frequent basis. Because from now on: you are her or him. You are that person. You take action as that person. And you will keep taking action as that person from now on. 

I hope you loved listening to this episode about showing up online and I hope it will help you to be very consistent in showing up. 

This topic is one of the things I help my own clients with in my 1-1 coaching program. Because I’ve seen how amazing consistency is for my own business, but also what it means for the results my own clients have created by showing up consistently. If they showed up super consistently, they were able to create consistent results. And that is just soooo beautiful to see. I currently have this coaching program 10k for 10k. In this program I

What is lead generation and how can you apply lead generation in order to attract more clients and create more sales? In this episode I share that lead generation does not automatically mean: you need to do ads. I’m sharing with you how I applied lead generation in my own business, what worked for me and what didn’t.

Listen here to the podcast on spotify:

Read the transcription below

You’re listening to the podcast Deals on Heels by business mentor Lotje Euser episode number 65

Welcome to this 65th episode. My name is Lotje Euser and I’m a business mentor who helps entrepreneurs to fall in love with sales and create customers for life. I’m super passionate about feminine sales. Feminine sales is a way of doing sales that matches your identity, and your talents and that feels great in your body. It’s a way of sales that respects other people’s spaces, and does not include pushy sales or spamming people just to get new clients. It involves a lot of feminine energy, but also balances the masculine energy. I believe sales should excite you to your core! Because that’s how you will become successful as a business owner. As a sales coach with a decade of experience, I’ve closed over 500 deals myself and I’ve sold all kinds of products: from fashion accessories to IT software. That what made me decide to become a business mentor, and I’m now helping other people and companies to become great at sales as well. 

Today I’m going to talk about a very important subject: lead generation. And I’m going to share about lead-generating strategies that can help you as an entrepreneur to create more leads in ways that actually feel like fun and don’t need any advertisement.

When people talk about lead generation they often immediately think about advertisements. Like they need to put in money in Facebook or linked in or google ads to do lead generation. But I know from my own experience that ads aren’t needed to do any lead generation. 

And if you don’t set up a solid business foundation first, you can actually waste a lot of time, money, and energy on ads. Because just because you throw money at advertising, doesn’t mean it will be successful for your business. 

So what I would recommend to you first is that you first focus on building a solid business foundation first.

That foundation would consist of the following subjects:

Get really clear on who you want to serve here. Who is your ideal client? Who would benefit the most from your expertise? Who are those people? What do they do in their lives? What challenges do they struggle with in their life or business?

Then get very clear on: how can you help those people? And what can you help them with? And what not? What is the result they can expect from working with you? 

And to then create a clear and powerful marketing message that speaks directly to your ideal clients.

And of course, you have to have a clear offer that will help your ideal client to solve their problems. Now I can really dive deeper into each of these subjects, but I feel like that would be better to discuss in separate episodes. Because today you’re here for more information on lead generation.

So what is lead generation?

Lead generation is a way you can attract potential buyers to you and buy from you. You create the opportunity to buy from you basically.

And lead generation is super essential to generate more sales and grow your business. Because welcome to my world: more sales equals more money. So if you want to grow your business, you will need to create more sales and lead generation is basically your BFF. 

I’ve done numerous of ways to generate more leads and in this episode I want to share my own lessons and tell you what worked and what didn’t.

So when I started this business a few years ago, I didn’t have an email list filled with potential clients. I had to built that from scratch. And I didn’t really have any expert positioning on that point so I used my way of doing lead generation to build my expert positioning and to attract more potential clients.

One of the ways that a lot of coaches and consultants use lead generation is through free stuff. Or free-bies. 

And I’m a big fan of free stuff because it allows you as the expert to give lots of value to your potential buyers in a very low-key way. People can get a hint of your expertise, and your vision through the free materials you provide.

But you need to be really diving into: “What would my ideal buyer love to get from me? What are they looking for and how can I grab their attention for my freebie?” 

One of the things I started with as a lead generation way was an e-book. It wasn’t really mind blown or super genius but nonetheless: it helped me to build my email list. 

I think the title was like: 5 marketing tips that will easily help you attract more buyers. Something like that. I was basically focussing on attracting entrepreneurs who wanted to know how to do marketing in a very easy way.

E-books don’t really sound like of-the-chart genius products, but they can do the trick and are really easy to create.

They don’t need to be very long or extensive, so it doesn’t take a lot of effort to create one. And they can trigger the curiosity of your potential buyers if you give your e-book an interesting and SEO proof title. 

In my first e-book I gave away 5 tips that were easy to implement and I used that e-book also to tell people a little bit more about who I was and how I could help them with their marketing challenges.

Now this was back in the days when I wasn’t really focussing on sales, I was more focused on marketing, but sales is my current niche as a business mentor.

Another way is to organize free webinars. And this is one of my favorite ways to collect new leads. Because you can interact with people, they really get to know you when you’re doing it live and you can answer questions if you want to.  But I must admit: I just love teaching and doing webinars. I never did the pre-recorded webinar thing, just because I love doing webinars and I’m always repurposing the content for other programs. That’s probably a topic for another episode, on how to build and repurpose assets for your sales.

A lot of companies also create playbooks or white papers on certain topics, and those can work great as well.

The most important thing is: your freebee must be super relevant to your ideal client. And you must market it in the right way, otherwise nobody will sign up for it.

So the next question is: how are you going to make people sign up for your freebees?

There are so many ways you can use here, but what I would advice you is to use all of your free channels to the fullest. Like post about it on social media, drop it in stories, do a live video. Post about it in groups. Make a reel. Send an email to earlier leads who might be interested as well. And invite people to leave their details in order to receive the freebee. You can use an automated form for that, but it’s not really needed. 

When I started this busness I didn’t really have a great form on my website, so I collected email addresses through social media. And I’m pointing out Email addresses as the most valuable input here, because you can sign people up for your newsletter and make the most of their attention.

And what a lot of entrepreneurs forget is that repetition is gold here. Even for your free stuff, you need to put in the effort to make people enthousiastic to sign up for it. Don’t expect people to act directly when you offer something for free. It takes a lot of repetition.

So what are other lead generation ideas?

Next to webinars or e-books & white papers, you can also use video to collect leads.

What I currently do on my website is encourage people to subscribe to receive a free video on how to attract ready-to-buy buyers. A year ago I also made posts about a free video and people had to drop their email in the DM or through stickers in order to receive the video.

This is also a great way to collect email addresses and leads. People love to watch short videos that provide them with a lot of value. 

Never be too concerned about sharing too much value in those videos. I know some of my clients were dealing with this. They use their podcast as a lead generation tool, which works also great! I use my own podcast as a lead generation tool as well. It wasn’t on purpose but I found out that my podcast generated leads for me, without me even being aware. Still some of my clients feel like they give away too much value. I don’t believe in that. 

I don’t agree that you could ever give too much value. I asked them: would you still feel like you are giving away too much value if right now 3 people would sign up for your program through your free stuff? The answer is: they did not. Then it would justify the amount of value for them. But in order to achieve that of course, you must go first. So go first and add lots of value.

But at the same time, I do think that giving lots of value alone is not enough. You must find the sweet spot to enable people to take further action, just like stepping into one of your programs.

And that’s where most lead generation fails: in the follow-up phase. Always follow up on leads generated by your free stuff. It’s not even a question. It’s something you MUST do.

Because leads don’t convert themselves. You must take action and make use of the attention your freebee generated.

So whether you’re creating a funnel that leads to one of your products, or that leads to a sales call – I don’t really mind how you set it up. But be very intentional about where that lead generation should lead your leads to.

You can’t create a funnel without a clear goal. So where does your lead generation way need to lead to? Decide for yourself. There is not any right or wrong here. Some of my clients let their lead generation lead to free calls. Some use it for their low-end programs. Some use it for their high-end programs. And some just do it to grow their email lists.

The clearer your goal is, the more successful your lead generation will be.

So I hope this episode will give a lot of inspiration about how to organize and use lead generation in your business. Let me know how this episode resonates with you, I love if you’d subscribe to my podcast and give a 5-star rating (only 5-star ratings is what I like, if you want to give 4 stars or lower, then never mind, and forget what I just said)

And don’t hesitate to dm me on Instagram or LinkedIn about your feelings or thoughts on lead generation. If you have any questions, feel free to dm me as well and I hope that next time you will listen again to a new episode!

I wish you a great day and hopefully till next time!

What is feminine sales? And how do I teach this to my clients who are entrepreneus? Some people might believe feminine sales is for women only. That’s definitely not true. In this episode I explain the essence of feminine sales and why it is so beneficial to your business.

Read the transcription below

Welcome to the podcast Deals on Heels by business mentor Lotje Euser, episode number 64

Welcome to my very first episode in English! WooThis is pretty exciting to me, if I’m being honest. But I think this decision to go do all of my episodes in English is perfect for me.

Because I already knew that a lot of my episodes attract a lot of people around the world because I use a lot of English terms in my podcasts. 

So people would click on the title, start the episode and then realise that I speak Dutch and they take off. So I was like: I need to change this. 

I want to increase my reach and make episodes available for everybody to listen to. And I already switched all my social media channels to English before, so it was only a matter of time to change the language of this podcast from Dutch to English as well.

So if you don’t know me yet: hello, I love that you’re listening. My name is Lotje Euser, I’m a business mentor for entrepreneurs and I live in the Netherlands.

My biggest passion is sales. OMG I can’t stop talking about it, I know a lot about it, I’ve have so much experience in this area, I have been selling things since… I was a little girl? The first thing I ever sold were postcards and stamps, I think at the age of 9? 

I had to go door knocking to sell them and I totally loved it. It was for charity as well I believe. And I had so much fun with it.

Later on I had all kinds of jobs that all involved selling. I sold clothes, beauty products, fashion accessories, franchise products, then a little bit later I sold financial products, insurances, IT software, trainings, consultancy. I was so passionate about the products I sold, I even sold stuff on dates – it’s just something that happens automatically to me – when I love something and I believe in the product. And now I sell coaching programs and trainings to entrepreneurs who want to fall in love with sales and become a Bestseller.

But… what you also need to know about me is that I teach feminine sales. You’re probably wondering: what the hack is feminine sales? Something for women possibly?

And feminine sales isn’t for women only or something. It has nothing to do with gender. 

People always think it does, but it absolutely doesn’t. Feminine sales is for everybody who wants to do sales in their own way. And ps: I have some male clients as well, who I help with sales.

Feminine sales means that you find a way of doing sales that matches with who you are. With your identity, and your core values. That feels like fun, that feels like you want to do it every day because you love it so much. And a form of sales that will give you the best possible results without draining your energy.

I know there are a lot of coaches teaching sales in a way that feels really exhausting. That’s definitely not how I roll. I’ve been in a burn-out myself, so I really stay aware of how my clients use their energy. To make sure they don’t burn out themselves.

And if you apply feminine sales correctly: it doesn’t drain your energy, it gives you actually a lot of energy. So you are able to sell on a consistent and frequent basis. 

So to be very clear with you: feminine sales has nothing to do with pushy sales, or fear based / yo bro marketing. 

Those are forms of trying to get sales in, that I don’t teach or believe in. I see sales as an empowered way to help people. Not to use people’s own fears against them. That doesn’t feel good to me and doesn’t fit to my core values as truthfulness and transparency.

Because I believe anyone can become great at sales. It’s definitely not some kind of special gift you have to have. 

It’s not a god’s given gift. It’s a skill I can help you develop.

And I didn’t know this when I just started this coaching business but this is what I realised when I became a coach that sales is a big obstacle for a lot of entrepreneurs. 

And I was like: WHYYY. Sales is amazing! Sales helps you to make money and to grow you business. Without sales no money??

So I quickly shifted my niche from marketing to sales – and yes I think it was one of my best moves ever.

While marketing still stays an important piece of the pie, the sales piece will always remain bigger.

So I really believe that sales should be definitely your core focus as an entrepreneur. And I’m not only about lead generation, and converting new clients –  but also selling to current clients and increase your client retention.

The problem a lot of entrepreneurs have with sales is that: they don’t like it. They feel icky about it. They feel resistance about it. Like they have to pretend they’re this sticky sales guy from a car dealer, you know?

A lot of entrepreneurs feel like the NEED to do sales. And when you feel you must do something, well… it makes the fun disappear and then you start sabotaging yourself in order not to sell. 

A lot of entrepreneurs rather just spend their time on other things in their businesses, because sales isn’t necessarily their expertise. They don’t know how or when or what to do with it.

And maybe you feel the same way. Maybe you avoid the sales in your business as well. What blocks your growth.

But…the truth is: you can’t do without sales. Because without sales… no money is coming in.

So it kinda feels like an obligation to most entrepreneurs and I want to change that. 

Especially for women. Because I know a lot of women find it hard to sell. While I really believe that women have a lot of natural skills that are super beneficial when you want to sell your products.

The way I teach feminine sales is by teaching you how to use your natural talents & gifts in the sales process & strategies. 

I use a lot of insights from Human Design to discover where your natural talents lie. I’m a human design expert as well, I’m pretty spiritual myself – and I believe that everything is energy. But I’m also pretty down to earth when it comes to putting in the work and challenging people. 

You can manifest your dreams without taking action right?

Further more: In my business I have one rule: if it’s no fun, I’m not doing it. 

And I know that if I can help the entrepreneurs that I help coach,  find a way of doing sales that feels not like an obligation but as pleasure and fun – that shifts the whole game for them. And then sales begins to feel effortless. When they see what results they get by really getting into the sales game, it’s just magic, And to see them can’t wait to sell again – which helps then to get t 6-figure years and beyond – yes that’s pretty amazing.

So I hope you have a better idea of what feminine sales is and how I help my clients to become Bestsellers. If you have any questions or ideas or topics for my podcast, feel free to DM me on Linkedin or Instagram, don’t forget to subscribe and hopefully till next time!

Het bericht Ep. 64 – How I teach feminine sales verscheen eerst op Schop naar de Top - Lotje Euser.

Hoe trek je high level klanten aan? Een vraag die ik vaak voorbij zie komen. In deze aflevering vertel ik je waarom het aantrekken van high level klanten makkelijker is dan je denkt en hoe je dit voor elkaar krijgt.

lees hieronder de transcriptie

Je luistert naar de podcast van schop naar de top door Lotje Euser, aflevering nummer 63.

Well helloooo – welkom in een nieuwe aflevering. Leuk dat je luistert, mijn naam is Lotje Euser. Ik ben op een missie om meer vrouwen naar de top te helpen en dat doe ik door middel van business coaching & mentorship. En vandaag ga ik het hebben over high level klanten aantrekken.

Ja…. High level klanten wat zijn dat eigenlijk? 

Ik weet niet of er een definitie van is, maar dit is mijn definitie: dit zijn klanten die bewust zijn van hun probleem of uitdaging en vervolgens ook op zoek zijn naar een oplossing.

Met andere woorden: dit zijn klanten die niet meer overtuigd moeten worden dat ze hulp nodig hebben, ze zoeken alleen nog de juiste persoon of partij om hen te helpen. Met andere woorden: ze willen sowieso investeren en zoeken alleen nog de juiste persoon.

Eigenlijk zijn dit de makkelijkste klanten. Maar toch hebben veel ondernemers het gevoel dat deze het lastigst te vinden zijn. Ik ben nu benieuwd of jij dat ook denkt… vind je dat high level klanten moeilijker te vinden zijn?

Ik namelijk niet. Het zijn juist een van de makkelijkste klanten om aan te trekken.

En waarom zijn het de makkelijkste klanten? Omdat ze de awareness fase al door hebben gemaakt. Ze zijn al aware van hun probleem. En je hoeft ze niet meer te overtuigen dat ze hulp nodig hebben. En dat scheelt je een heleboel tijd en energie.

Toen ik net begon met mijn business was ik continu bezig om mensen te overtuigen van de waarde van coaching. Hoe kwam dat? Ik gebruikte mijn omgeving als klankbord en input voor mijn content. En coaching werd in mijn omgeving nog niet echt als waardevol gezien. 

De meeste mensen in mijn familie en vriendenkring hadden toen nog geen coach, of snapten überhaupt niet waarom je een coach zou inschakelen of wat coaching inhield.

Ik weet nog dat een van mijn familieleden vroeg: “Maar… waar help jij mensen dan mee?” 

Dat is trouwens onderhand wel veranderd, een aantal hebben een coach ingeschakeld inmiddels maarrr… toentertijd, ik spreek nu over 2020 was dat echt absoluut niet zo in mijn omgeving.

Dus ik was constant bezig in mijn content over: 3 redenen waarom je een coach moet inhuren, of “zo helpt een coach jou verder” – ik maakte het mezelf heel erg moeilijk als ik zo terugkijk. Dat had ik toen absoluut niet door. Het leek me heel logisch om mensen eerst te moeten overtuigen.

Want dat is marketing toch? Mensen overtuigen om in actie te komen?

Ik kijk je niet vreemd aan als je dit denkt. 

En misschien herken jij dit ook wel in jouw omgeving zelfs. En heb jij ook het gevoel dat je nog continu mensen aan het overtuigen bent van de waarde van jouw diensten. En waarom mensen jou zouden moeten inhuren.

Maar toen merkte ik dat er ook hele andere mensen waren, mensen die sowieso al die waarde zagen en die veel sneller geneigd waren om een coach in te huren. En ik dacht echt: omg dit is geweldig – jullie hoef ik niet meer te overtuigen. Maar… hoe ga ik nou zorgen dat jullie dan voor mij als coach kiezen? Want er zijn geloof ik 100.000 coaches in Nederland momenteel?

Sommige mensen vinden daar wat van. Die vinden dat bijvoorbeeld teveel. Er was ooit zo’n uitzending van Arjen Lubach, die je vast wel herkent nu ik het zo noem. Daar werd coaching een beetje op de hak genomen, omdat het beroep coach bijvoorbeeld niet beschermd is. Nou daar ga ik vandaag niet verder over praten.

Zijn er dan teveel coaches? Nee – ik vind wel bijvoorbeeld dat er teveel onnodige ambtenaren zijn. En teveel mensen die leiden aan mentale klachten. 1,3 miljoen mensen leiden aan mentale of psychische klachten. Bizar toch.

Oké ik dwaal een beetje af.

Dus ik had door dat er ook mensen waren die ik niet meer hoefde te overtuigen van de waarde van coaching én dat zij ook nog eens veel sneller geneigd waren om een coach in te huren.

Op dat punt heb ik echt een omslag gemaakt in mijn marketing en ben ik mijn messaging gaan richten op deze mensen. Dat heeft echt voor mij een groot verschil gemaakt. Op alle vlakken. Niet alleen in mijn business, maar ook op mentaal en energetisch vlak. Want het kostte me veel minder moeite om deze mensen aan te trekken die bereid waren om te investeren.

En nu heb ik vast je aandacht. Hoe kun jij dat dan ook doen?

Als allereerst als jij high level klanten wil aantrekken moet je echt goed weten wie je wilt helpen, waarom en waarom juist die personen.

Daarna: zijn deze mensen wel high level klanten als in: zijn ze aware van hun eigen problemen, zijn ze opzoek naar een oplossing en…. zijn ze bereid te investeren in de oplossing?

Als dit 3x ja is  – dan heb je een high level klant te pakken.

Maar hoe ga jij die nu aantrekken. Door te stoppen met praten alsof deze klant nog overtuigd moet worden. Die klant is allang overtuigd dat diegene een oplossing wil – jouw enige taak is om de klant te laten weten door middel van je sales en marketing dat JIJ de juiste oplossing aanbiedt.

Dus hier komt een stukje differentiatie om de hoek kijken en veel ondernemers vinden dit lastig. Als ik hen dan vraag: waarom zouden mensen voor jou kiezen? Dan weten ze vaak geen antwoord te geven. Of zeggen ze “Ja dat moeten mensen voelen…”

Heel vaag. Daar kun je geen marketingsysteem op bouwen. Natuurlijk, mensen kopen op basis van emoties. Maar je kunt niet jezelf de markt inprijzen met: voel jij mij? 

Nee je moet jezelf positioneren als dé persoon om mee te werken OMDAT… nou vul zelf maar in. En omdat je aanbod natuurlijk als geen ander is en de beste oplossing in de markt voor die high level klant.

Als jij dit goed weet in te vullen dan is het écht niet moeilijk om die high level klanten aan te trekken.

En waar ik vandaag over praat dat is precies ook waar ik ondernemers mee help in mijn 1-1 coaching. High level klanten aantrekken die super leuk zijn om mee te werken, die klaar zijn om te investeren in jou en die je echt niet hoeft te overtuigen of aan hoeft te trekken.

Ik maakte vandaag een story in mijn instagram over de juiste vibes uitstralen in je sales. En als je continu in die “ik moet aan mensen trekken” vibe zit, ja dan word je eigenlijk onaantrekkelijker voor die high level klanten. 

Maar als je juist vanuit een steady “I got this vibe” opereert, dan maakt dat je aantrekkingskracht echt x 10.

Dus als jij nou denkt: dit wil ik ook wel. Ik wil meer high level klanten aantrekken en daar mijn programma of producten aan verkopen, dan moet je me even een berichtje sturen op IG. Ik ga dus echt niet aan je trekken of je overtuigen om met mij te werken. Dat mag je zelf bepalen. Maar dan weet je in ieder geval wel wat je van een samenwerking met mij kunt verwachten.

Nou ik hoop dat je wat hebt gehad aan deze aflevering, laat me gerust weten wat je ervan vond – ik vind het altijd super leuk om van jullie te horen. 

Oh en wat ik nog wilde meedelen: ik ben op een aantal kanalen al in het Engels overgegaan. En dat ga ik ook doen voor deze podcast. Wordt wel echt een verandering, maar dit past helemaal bij die koers die ik met mijn bedrijf wil gaan varen. Dus dan weet je vanaf de volgende aflevering dat ik lekker in het Engels ga praten. En de naam gaat ook veranderen naar gewoon Lotje Euser. Dus dan kun je me daar nog op vinden!

Alright, ik wens je een hele mooie dag toe en tot de volgende aflevering!

Het bericht Afl. 63 – Hoe trek je high level klanten aan verscheen eerst op Schop naar de Top - Lotje Euser.

Verkopen op een netwerk event, hoe doe je dat? Deze vraag kreeg ik van een van jullie en in deze aflevering vertel ik alles over mijn strategie. En die zal je wellicht verbazen.

Lees hieronder de transcriptie

Je luistert naar de podcast van Schop naar de top door Lotje Euser, Aflevering nummer 62

Woohooo – wat vinden jullie van mijn nieuwe podcast tune? Is ie niet fantastisch? Alle credits gaan naar Laurens Hoynck van Papendrecht, die dit nummer heeft gecomponeerd en geproduceerd en zangeres Sifra voor de mooie zang. Nou ik ben zoo trots en blij hiermee. Het verschil met mijn eerdere copy free tune, is echt enorm! Dit past precies bij de vibes van mijn business – ik ben helemaal through the roof.

Ik kreeg een vraag waarover ik vandaag wil praten, de vraag was: hoe kun je verkopen op netwerk events?

En dit vond ik een mooie vraag want ik weet dat een hoop van jullie ook naar netwerk borrels gaan en events om andere ondernemers te ontmoeten. En dat is ook heel belangrijk want zo vergroot je je circle. Zo leer je meer like minded mensen kennen en leren mensen jou kennen en wat je doet. Dat kan je vervolgens weer nieuwe opdrachten of klanten opleveren. Ik zie in coachingprogramma’s ook altijd dat deelnemers bij elkaar klant worden. Hoe mooi is dat? 

Veel coaches geven hun coaches ook de opdracht om tenminste 2 x per week te netwerken, naar events te gaan of mensen te ontmoeten. 

Sowieso is dit heel goed voor jezelf, we zijn nu eenmaal sociale wezens die opleven door contact te maken met anderen – ik keek afgelopen week die documentaire op Netflix Stutz heet ie. Echt een dikke aanrader. De docu gaat over de therapeut van Jona Hill, nou Jona is een acteur heeft gespeeld in The wolf of wallstreet en don’t look up. En Bekende acteur wel. En Phil Stutz is zijn therapeut, waar Jona kwam met mentale klachten zoals de depressie waar hij mee kampte, en nog steeds wel mee kampt. En Jona vond zijn therapeut zo geniaal en de lessen zo waardevol dat hij graag deze insights wilde delen met andere mensen in de wereld. Dus de docu gaat over zijn therapeut en hij voert continu gesprekken met zijn therapeut waarin Stutz over zichzelf deelt, Jona over zichzelf praat en ook over de tools die Stutz gebruikt om zijn cliënten te helpen.

Nou hoe kwam ik hierbij? Een van die tools ging over de 3 niveaus van levenskracht vergroten. De eerste laag ging over de relatie met je fysieke lichaam, het tweede level ging over de relaties met anderen en het derde level over de relatie met jezelf. En Stutz gaf dus aan dat je relaties als de handvaten kunt zien waaraan je terug in het leven wordt getrokken. En dat als mensen depressie klachten krijgen, ze geneigd zijn om zich af te zonderen. Terwijl je juist die relaties als handvaten nodig hebt om je eigen berg te beklimmen.

Nou en in sales is dat niet anders. Je moet continu relaties blijven opbouwen, onderhouden en versterken om aan sales te kunnen doen. Sales begint nu eenmaal met een connectie maken. En daar zijn netwerk events perfect geschikt voor.

Maar zoals Stutz ook zegt: jij moet het initiatief nemen. Als je verwacht dat andere mensen dat doen, dan heb je het niet begrepen.

Als je naar een netwerk event gaat en je verwacht dat anderen op jou af komen, ja dan kun je lang wachten. 

En interessant vond ik ook dat: Stutz zegt ook in de docu van: zelfs al ga je lunchen met iemand die je matig interessant vind, toch heeft het een positief effect op hoe je.

Dus ook in netwerkvents moet jij het initiatief nemen en op mensen aflopen of gewoon je aansluiten bij een groepje. Tegenwoordig worden er veel speed date momenten ook gecreëerd waardoor het allemaal wat soepeler verloopt en minder awkward voelt.

Maargoed, even terug naar de vraag: hoe kun je verkopen op events?

Zoals jullie weten, sta ik helemaal achter mijn concept van Feminine sales. Dat betekent dat elke sale begint vanuit connectie bouwen met je audience. Zonder die connectie kun je niet verkopen. En dat je niet vanuit pushy energy mensen gaat stalken met je aanbiedingen. Dat je niet ongevraagd mensen persoonlijk gaat benaderen met: ik heb dit aanbod wil je dit kopen? Want dat voelt super penetrerend. Is heel masculien. Maar mijn oplossing is dat je mensen naar jou laat toekomen, door je positionering, door je messaging, door de manier waarop je over je aanbod praat.

Dus als je intentie is voor zo’n event puur om te verkopen, heb je het doel niet begrepen. Want je doel zou moeten zijn: om connecties te maken met andere mensen. Dat is je doel.

Dit is namelijk het probleem als je er een salesdoel van maakt: je legt heel veel druk op jezelf, waardoor je minder authentiek kan overkomen. En je kunt jezelf teleurstellen als het niet lukt, waardoor je je minder gemotiveerd voelt en de kans klein is dat je het nogmaals gaat proberen. Maar dit is eigenlijk nog het minste probleem. Het grootste probleem is: En mensen voelen het echt, zodra je tegen iemand begint te praten met als doel of verborgen agenda: ik wil aan jou verkopen. Het voelt letterlijk niet oprecht.

Betekent niet dat het niet gebeurt. Ik was afgelopen week op een event en ik zag een ondernemer die aan multi level marketing doet, wat veelal gebaseerd is op zo’n piramidespel weet je wel? En die dus actief aan het acquireren was. En ik heb daar respect voor. We hustlen allemaal. Je weet nooit in wat voor situatie iemand zit. En zeker als je inkomsten afhangen van de mensen die jij aansluit bij jouw overkoepelende organisatie als partner, ja dan moet je gewoon acquireren. Dus respect daarvoor, zeker.

Maar het is alleen niet de manier waar ik blij van word, of energie van krijg. Voor mij voelt het niet oprecht als ik klanten probeer te ronselen voor mijn business.

En dit herken jij misschien ook wel.

Dus wat kun je dan doen? Neem als primaire doel: ik wil nieuwe mensen leren kennen. En neem als secundaire doel, en dit wordt vaak onderschat: ik wil mijn doelgroep beter leren kennen. 

Want de kans is groot dat er wel zeker een potentiële klant voor jou tussen loopt, die precies op zoek is naar jouw hulp.

Maar veel ondernemers nemen niet écht de tijd om hun doelgroep te leren kennen. Waardoor ze vastlopen in hun messaging. Want ze weten eigenlijk niet precies wat hun ideale klant denkt of tegenaanloopt. Dus ze gaan aannames doen. Wat absoluut niet werkt en je heel onzeker kan maken.

Het is net zoals een sollicitatie doen bij een bedrijf dat je helemaal niet kent, – ja wat wil je dan in je sollicitatiebrief zetten? Je moet je sollicitatie persoonlijk gericht aan dat bedrijf maken. Best handig als je dan tenminste weet wat hun visie en missie is, en wat voor services ze verlenen. 

Dus ik adviseer mijn klanten ALTIJD om interviews te houden. Al is het maar dat jij weet hoe jij kunt praten tegen jouw ideale klant. Maar ook dat je hun struggles kunt gebruiken als input voor jouw content.

Alright. Terug naar verkopen via netwerken. Dus je verandert het doel naar: ik wil nieuwe mensen leren kennen. En het leuk is: als jij mensen wilt leren kennen en je bent oprecht geïnteresseerd, dan zijn mensen ook oprecht geïnteresseerd in jou. Wat je uitstraalt krijg je terug.

En dan is het aan jou om super enthousiast te vertellen over je bedrijf, over wat je doet, welke klanten je bedient en waarmee. En als je DIT goed weet te doen, kun je er zeker van zijn dat jouw ideale klant hierop AANgaat. Als je hier moeite mee hebt moet je trouwens een van mijn afleveringen luisteren over je sales pitch. Daarin leg ik uit wat je moet vertellen.

En als je ideale klant hierop aangaat dan is de kans groot dat ze je een berichtje later stuurt, of vraagt of jullie emailadressen kunnen uitwisselen of contacten op Linkedin.  Maar ik vind dat jouw ideale klant daarvoor de eerste stap mag zetten. Want als jij je sales pitch doet en daarna zegt: dus kan ik jou hier ook mee helpen? Ja dan verpest je eigenlijk de safe space die net gecreëerd is. 

Het voelt gewoon niet prettig. Net zoals je bij een autodealer komt, laten we zeggen Audi, je eigenlijk eerst wilt rondkijken en die salespersoon dan in de tweede minuut tege je zegt: hé wil je deze Audi X7 kopen?

WTF dude, laat me eerst even rondkijken.

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Oké dus jij laat anderen naar jou komen, in plaats van dat je je oplossing gaat opdringen aan iemand anders. Wat je wél kunt doen is dat als je voelt van: hier zit nog wel wat bij deze persoon. Of diegene is heel geïnteresseerd, Is dat je voorstelt om nog een keertje koffie te drinken bijvoorbeeld, om de connectie verder te versterken. Of nog even een bericht nastuurt op Linkedin, dat je het zo leuk vond om die persoon te spreken. Is allemaal oké – maar ga niet direct je aanbod opdringen.

Want nu komt waarin ik heilig geloof: als jij jouw boodschap vervolgens door middel van attraction marketing weet te verspreiden, dit goed aanpakt en je ideale klant je connectie is geworden, en rondloopt met het probleem waar jij DE oplossing voor hebt, dan kán het niet anders dan dat je van diegene een bericht gaat krijgen. Dan kan het niet anders dat je die persoon gaat aantrekken.

En op het moment dat diegene uitreikt, ja dan kun je over sales beginnen.

Dit is een van de principes van feminine sales. Je gaat mensen niet najagen, of spammen op Linkedin, je laat ze op jou afkomen.

Oké nou ik heb weer een hele hoop verteld, ga die documentaire kijken over Stutz op Netflix en ja ga gewoon naar netwerkbijeenkomsten want het is gewoon echt heel erg leuk en goed voor het uitbreiden van je connecties en het geeft je ook vaak weer zo’n opleving. Dus doe het gewoon en laat je salesdoelen even los. Wees authentiek, leg pro-actief connecties en laat mensen op jou afkomen om iets bij je te kopen.

Fijn weekend!

Het bericht Afl. 62 – Verkopen op een netwerkevent verscheen eerst op Schop naar de Top - Lotje Euser.