It's Time to Sell Podcast: Strategies for 21st Century Selling

Today I’m talking with Stephen Christopher. Stephen is the founder of Seequs Digital Marketing, a web marketing firm designed to help business owners achieve results they never thought possible.

Before starting Seequs, Stephen ran several award-winning businesses, one of which was a mortgage company from 2004-2008. With the crash of the mortgage industry in 2008, he learned what it was like to go from profitable to $100,000 in debt literally overnight.

We talked a lot about social media and online marketing in this episode, as well how Stephen stimulates action and create more sales and action for his business.

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“When we niched down, business started to flow to us much more than us having to go out and get it.” http://bit.ly/2eGq1Ax

Show notes

[02:11] Stephen’s entrepreneurial journey

[03:51] $100,000 in debt in 72 hours

[04:28] Getting into digital marketing

[06:07] From Employee to Entrepreneur

[08:58] What drives you to sell?

[10:39] Creating a false sense of urgency

[13:40] From mortgage to marketing

[16:02] Getting referrals

[17:02] Building relationships with ideal clients

[18:38] Standing out from the competition

[19:35] Sales techniques

[21:00] How to take care of your clients/customers

[22:11] Personal branding and starting a podcast

[24:57] Repurposing your content

[27:38] Monetizing your content

[30:06] Preparing your audience for a sale

[31:21] Sequus Digital Marketing

[33:41] Find your niche

Mentions

Connect with Stephen on LinkedIn

Check out https://www.seequs.com/

Check out Stephen’s podcast at http://bizrevolution.com/podcast/

Join Stephen’s Facebook group here https://www.facebook.com/groups/BizRevolution/

Today my special guest is Joshua Latimer. Joshua is an entrepreneur and founder of several businesses – AutomateGrowSell.com, SendJim.com and the Quick Talk Podcast.

In this episode we talked about how Joshua got his Bachelor’s Degree in Pain, hard work versus productivity and the importance of setting up systems for your business.

If you need something to inspire you to take action or just keep going, this episode is for you.

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You have to sell your stuff to the person that needs your stuff, or everything’s broken.

Sales is a beautiful thing, and it’s what makes all of this stuff function.

There’s a difference between working really hard and being productive – they’re not the same thing.

Look, analyze, calibrate, tweak, pivot and improve your systems. Be intentional about all these moving parts.

None of this stuff has to be perfect, nor ever will it be perfect. Progress, not perfection

Show notes

[03:00] Joshua’s entrepreneurial journey

[05:48] The turning point

[08:59] At the end of the day, this is the only metric that matters

[10:18] If you build it, they will come – but you still have to sell your stuff.

[10:50] Don’t overlook the backend of the business (lead generation, customer retention, etc)

[12:00] Do what’s new, but don’t forget the old-fashioned way of doing business

[13:27] Joshua on getting his Bachelor’s Degree in Pain

[15:12] The importance of having a system

[17:38] The E-Myth

[19:16] Setting up systems

[23:07] Analysis paralysis

[24:31] Joshua’s vision

[26:15] Staying motivated

[26:52] We can change

[29:02] Battling self-limiting beliefs

[30:14] The Weeds vs The Mountain

[31:45] Outsourcing the How

[32:45] Letting go of control

[35:32] Be real and authentic

[37:02] Sales is a service – you are scratching an itch

[41:00] SendJim

Mentions

Connect with Joshua on Twitter @automatejosh, Facebook and LinkedIn

https://automatejosh.com

http://sendjim.io/

https://quicktalkpodcast.com/

The E Myth: Why Most Businesses Don't Work and What to Do About It by Michael E. Gerber

You 2: A High Velocity Formula for Multiplying Your Personal Effectiveness in Quantum Leaps by Price Pritchett

Have you noticed that you’re making more connections than in the old days, the days before there were tools like LinkedIn and Facebook? People must fundamentally believe that the value of our life experiences increases as they meet new people. I know that I do. Lately, though, I’ve been trying to shift as many of these connections as possible from the virtual world to the real world. I realize that taking that step may be hard if you and the other person live thousands of miles apart, but whenever possible we should get out from behind our desks and physically meet other people. The magic that comes from being together can shape new endeavors, partnerships, collaborations, referrals, and goodness in general.

My friend Sarah Elkins formed a vision of bringing together in one place and with one agenda a group of people who had met one another virtually. She thought of it as a conference, called the “No Longer Virtual Conference,” and took action toward achieving that goal. Her vision will become a reality on February 23rd in Atlanta, Georgia. I’m proud that she chose me to be one of the facilitators for the conference. People will be flying into Atlanta from all around the world to participate in this first-time event, which is limited to 50 attendees. Although Sarah has not singled it out as a theme for the conference, it’s my belief that the attendees will desire to grow their personal brands and attract clients on demand rather than slogging through their days. Collaboration is the foundation for making that happen. Here’s a short interview that Sarah and I did. Pay particular attention to the energy that she showed when I asked her about her vision for the opening of the conference. Can you feel it?

Would you like to be a part of this event and its magic? Reply to this email, and I’ll give you the full scoop.

I really believe in my heart that fundamentally, as an entrepreneur/consultant/coach, connecting is what we need to be doing. We need to go out and connect with people face-to-face, in-person or using technology, or by engaging people in online conversations.

When was the last time you connected with someone just for the sake of it? No pitching, no sales talk.

Whether it be online or offline, I invite you to try it. Connect more often and give value without asking for anything in return.

Show notes

[02:08] Emily Rose, The Breakup Coach

[02:40] Following your intuition

[04:00] Jim Palmer

[06:18] Joel Sweeney

[08:06] Creating meaningful connections

[09:48] Gaining confidence

[12:35] Commitment and consistency

[13:30] Courage, and a story

Mentions

Take the Leap and Follow Your Intuition with Emily Rose

Simplify Your Business and Invest in Relationships with Jim Palmer

How to be an Effective, Confident and Engaging Speaker with Joel Sweeney

Rich Dad, Poor Dad by Robert Kiyosaki

Dan Sullivan

Take this 60-second personality assessment!

On this episode we have Joel Sweeney. Joel a professional speaker, trainer, coach and author of The Speaker’s Tool Box – Perfecting the Craft of Speaking. It’s a very easy read, full of tactical advice on perfecting the craft of speaking, so I invite you to check that out.

Joel is a phenomenal expert in the area of communication.

As an entrepreneur, speaking is an important tool in the toolbox of being successful and getting the word out there about your product or service.

This is a very focused episode where we talked about ways to perfect the craft of speaking and how you, as an entrepreneur or business professional, can use it to grow your business.

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If you have some anxiety about speaking, rest assured, you are not alone. @sweeneyjoel http://bit.ly/2e8vP7I

If your audience becomes disengaged, eye contact can pull them back in #ItsTimeToSell http://bit.ly/2e8vP7I

The more attention you place to it, the better you get at it. @sweeneyjoel http://bit.ly/2e8vP7I

Posture is important – what’s the perception you’re trying to create? @sweeneyjoel http://bit.ly/2e8vP7I

Show notes

[03:35] Getting over the anxiety of speaking

[05:58] Public speaking as a craft

[08:30] Speaking the same message to different audiences

[09:33] Causes of anxiety

[10:06] 5 Key Elements

[10:40] Balanced eye contact

[12:05] Listening with your eyes

[13:51] Paying attention to your audience will help you deliver your message better

[14:28] Vocal variety

[18:20] Facial expressions

[19:38] Gestures and body language

[23:50] The “real” problem

[24:58] Creating the perception of confidence

[26:47] Joel’s “Why”

[31:30] The all-powerful Pause

Mentions

Check out Joel’s website at http://joelsweeney.com/

The Speaker’s Tool Box – Perfecting the Craft of Speaking by Joel Sweeney

Connect with Joel on LinkedIn, Facebook and Twitter @sweeneyjoel

On this week’s episode we have Jim Palmer.

Jim is a business coach, entrepreneur, author, speaker, and marketing coach. He is the founder of the Dream Business Academy and Dream Business Coaching and Mastermind Program.

Jim is also the founder and CEO of several businesses including No Hassle Newsletters, No Hassle Social Media, Success Advantage Publishing, and Concierge Print and Mail on Demand. Jim is the host of Newsletter Guru TV, the hit weekly Web TV show watched by thousands of entrepreneurs and small business owners and he is also the host of Stick Like Glue Radio, a weekly podcast based on Jim’s unique brand of smart marketing and business building strategies.

Jim and I talked a lot about the best mindset to have when it comes to selling, nurturing relationships using newsletters and simplifying your business.

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You want to be known as a welcome guest; not an annoying pest. http://bit.ly/2dD1C1h @getjimpalmer

More profits come from stronger relationships with your customers. http://bit.ly/2dD1C1h @getjimpalmer

The only thing more powerful than speaking is being an author who is speaking. http://bit.ly/2dD1C1h @getjimpalmer

You do not have a business if you don’t have revenue, and revenue only comes from effective selling. http://bit.ly/2dD1C1h @getjimpalmer

Show notes

[02:21] Authenticity

[03:35] Humility doesn’t always get the job done

[06:22] Jim’s story

[12:10] Snail mail newsletters

[12:53] Keeping in touch with prospects and former clients

[14:10] Other marketing techniques

[16:04] Jim’s background in sales

[19:37] This is how you should approach sales

[20:00] What are you using your newsletters for?

[26:06] Staying consistent

[30:04] How talking about money from the get go will save you and your prospect time and energy

[32:08] What to do when a potential client isn’t a good fit

[33:00] Jim’s books

[34:48] Write your book

[35:40] Simplifying your business

Mentions

Connect with Jim on Twitter @getjimpalmer, Facebook and LinkedIn

Visit Jim’s website at http://www.dreambizcoaching.com/

Stop Waiting for It to Get Easier: Create Your Dream Business Now! by Jim Palmer

DECIDE - The Ultimate Success Trigger by Jim Palmer

Head over to http://www.decideforsuccessbook.com/ to grab your free copy of DECIDE – The Ultimate Success Trigger

For the month of October we’ll be talking about productivity and how to get the most out of your business.

On this episode we have Emily Rose, the Breakup Coach. Emily is a best-selling author and self-actualization and relationship coach for business professionals and entrepreneurs.

She shared some unique insights on taking the entrepreneurial leap of faith, content marketing and productivity.

I learned a lot from this episode, and I hope you do too.

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“Make sure you’re moving towards something, not away from something else.”

“You may not know where your end goal is…but every little step toward that freedom is gonna show you what the next step is.”

“One size does not fit all. There’s no one structure or one answer or one formula that works for everybody.”

Show notes

[02:50] What Emily is all about

[04:03] The defining moment

[07:43] Do weird things

[11:39] Understanding before taking the leap

[13:16] The importance of your WHY

[16:42] Being a self-actualization and relationship coach

[20:20] Attracting clients and growing your audience

[21:34] Be it and do it

[24:05] Emily’s content marketing advice

[27:53] Emily’s take on productivity

[32:53] What we need more of

[33:37] Experimenting with your intuition

Mentions

Connect with Emily on Twitter @emilyrosecoach, Facebook and LinkedIn

Visit Emily’s website at http://emilyrosecoaching.com/

Break Your Bad Love Habits by Emily Rose

Start with Why by Simon Sinek

In the last three episodes, I had great chats with three entrepreneurs - Kaye Putnam, Jessica Rhodes and Dov Gordon.

Kaye is a psychology-driven brand strategist who's best at building brands and customer experiences that are rich in personality and brand values.

Jessica is the Founder and CEO of Interview Connections - the premier source of booking outstanding podcast guests.

Dov specializes in helping consultants, coaches and other experts create a steady, consistent predictable flow of ideal clients.

We had a theme going for September and it was all about consistency and maintaining the right mindset when it comes to attracting clients.

Do you practice consistency in your business? How do you approach marketing? What sales and marketing tools do you use?

These are some of the many questions they've answered on the show, and they will make you change the way you do your business.

If you have any thoughts or questions regarding the episode(s) don't hesitate to reach out or comment below.

On this episode we have Dov Gordon.

Dov specializes in helping consultants, coaches and other experts create a steady, consistent, predictable flow of ideal clients.

This is a phenomenal episode with Dov where he gives some really practical advice as to how to maintain consistency, vision and momentum in your business.

There’s a ton of valuable knowledge shared throughout our chat and I hope you enjoy it.

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You don’t have to know everything…you just have to be able to identify the feat things that really matter.

“I don’t know enough” – but that’s not true.

You don’t need more information.

All we can do is create an experience…so that you can learn it for yourself.

Clients are drawn to confidence. Coming from a place of fear will not allow you to grow

Show notes

[04:59] How Dov started his business

[07:36] Building a simple, repeatable, marketing and selling process

[09:16] Finding your genius

[19:30] Staying in the mindset of consistency

[22:39] Becoming really good with what you’re good at

[23:37] Focus

[25:51] Mastering your craft, marketing and sales

[36:40] Coaching with Dov Gordon

[39:30] Sales is leadership

[40:31] Building your confidence

Mentions

Connect with Dov through email, Twitter @dovgordon and LinkedIn

Check out Dov’s website at http://dovgordon.net/

http://dovgordon.net/sprint

http://dovgordon.net/benoticed

This month, we are deep-diving into what it takes as an entrepreneur to maintain a consistent mindset that enables you to be successful and attract new clients to your business.

Today my guest is Jessica Rhodes, Founder and CEO of Interview Connections - the premier source for booking outstanding podcast guests.

I thoroughly enjoyed this episode and I hope you do, too. 

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The reality is, growing a business is hard work.

Always be marketing.

Show notes

[02:42] Benefits of podcasting

[03:52] How Jessica started her podcasting business

[06:45] From freelancer to entrepreneur

[07:59] All about podcasting

[14:01] My #1 asset

[17:15] Maintaining the right mindset

[20:18] Routines and consistency

[21:10] Delegating and managing a team – Jessica’s “key to success”

[22:31] How VAs can make your business better

[25:55] Long-term vision

[31:59] Why you should guest on a podcast

[38:38] Podcasting best practices

Mentions

Connect with Jessica on Twitter @jessrhodesbiz, Facebook and LinkedIn

http://www.jessicarhodes.biz/

http://www.interviewconnections.com/

Dan Kennedy

Jim Palmer