No BS Mastery Podcast

Back by popular demand, here's an episode that answers a question I get asked all the time.

Tune into this episode to hear:

• How to use a lead product to stop doing proposals and start getting paid
• How to create a lead product that is clear, actionable and valuable for your clients
• Why a lead product sets you apart as the expert even in a sea of free proposals
• Why signaling that your time is valuable from the outset means less client sticker shock and more free time to really develop your business

Resources:

• No BS Agencies Mastery
• The Price to Freedom Calculator™
• No BS Launchpad
• No BS Agency Owners Free Facebook Group
• Start reading the first chapter of my book
• Piasilva.com

If the idea of selling and asking people to buy from you makes you nervous, this one’s for you. 

My guest today is going to explain how storytelling takes the ick out of making sales, through what she calls “ethical persuasion.” No tricks, no gimmicks, no bait and switch. Just connecting with your clients over the issues they’re facing and how you can help.

Marsha Shandur believes that storytelling is the KEY to ethically persuasive communication. A Storytelling and Persuasive Communication Coach and Trainer, she has taught thousands of individuals and groups of executives, entrepreneurs and professionals across the world, and has received rave reviews from clients like Meta, Royal Bank of Canada, HelloFresh, and Shopify.

Before launching Yes Yes Marsha and her career as a Storytelling Coach, Marsha spent 15 years working as a Radio DJ, where she gained a powerful understanding of how to tell stories in a way that fosters connection, trust, engagement and loyalty. Her work has been featured in Forbes, BBC and Mashable. 

Tune into this episode to hear:

• How storytelling and ethical persuasion help you make sales and build solid relationships with your clients
• How to connect deeper and make people feel like they’re not alone. 
• How to find clients who are the right fit using more “human” language
• The difference between telling an effective story and chatting with your friends
• How to make prospective clients feel like you really heard and understood them

Learn more about Marsha Shandur:

• Yes Yes Marsha
• Instagram: @yesyesmarsha
• Connect with Marsha on LinkedIn

Resources:

• Get FREE resources from Marsha
• Brass Ring Daily
• Talking Shrimp
• The Moth
• This American Life
• True Stories (Told Live)
• Kendrick Shope
• Good Life Project
• The Power of Habit, Charles Duhigg
• No BS Agencies Mastery
• The Price to Freedom Calculator™
• No BS Launchpad
• No BS Agency Owners Free Facebook Group
• Start reading the first chapter of my book
• Piasilva.com

For our final episode of love month, I want to switch gears from talking about client love to a different kind of love: self-love.

Building a business is freaking hard. Why else would there be so much content geared towards making it easier?

As you’re growing a business, it’s so easy to feel like you’re never doing enough, you’re never doing it right. And that can take a toll on your self-esteem.

Today, I want to talk about how to show yourself some love, even when things aren’t perfect.

Tune into this episode to hear:

• Why constantly nitpicking and criticizing your work doesn’t help your business
• Why you have to accept that there will always be new challenges–and new failures
• Why unhooking your self-worth from your business is so important

Resources:

• No BS Agencies Mastery
• The Price to Freedom Calculator™
• No BS Launchpad
• No BS Agency Owners Free Facebook Group
• Start reading the first chapter of my book
• Piasilva.com

In honor of February, the month of love and Valentine’s Day, we’re talking about generating love and goodwill with your clients.

In the first episode of this series, I introduced the love bank, or as I call it, the trust bank — that is the bank of goodwill that you build with anyone that you’re in a relationship with, clients included. Last week, I talked about different ways you can make deposits into that bank to strengthen your relationship with your clients so that they love and trust you.

In this episode, I’m diving into the other side of that coin: withdrawals.

Let’s dig into what they are, especially the ones that aren’t so obvious, and why you need to avoid them whenever humanly possible.

Tune into this episode to hear:

• How communication can build your love bank up, or draw it down
• How boundaries can set you up for deposits or withdrawals
• The importance of making it super easy for potential clients to connect with you
• How to set your deadlines to ensure you don’t inadvertently make a withdrawal
• Simple things to strengthen your relationship with your clients

Resources:

• No BS Agencies Mastery
• The Price to Freedom Calculator™
• No BS Launchpad
• No BS Agency Owners Free Facebook Group
• Start reading the first chapter of my book
• Piasilva.com

Who doesn't want their client to love them and all the work that they do?

This month we are talking about client love.

Last week I explained the concept of the love bank and how it applies to how we build relationships with our clients so that they absolutely love and trust us. Because love and trust go hand in hand.

In this episode, I talk about what it looks like to make deposits and give you some ideas of the easiest ways to make deposits into your client's love bank so that they are overflowing with trust and your clients love working with you.

Tune into this episode to hear:

• How setting, communicating, and meeting specific expectations builds up your love bank
• The right time to deliver anything
• How to build trust during and after any client calls 
• Two ways to build authentic connection with your clients
• Why it’s important to create opportunities to build trust as early as possible

Resources:

• E. 112: Dan Gingiss on What Makes a Memorable Customer Experience (Which Does Not Mean Expensive)
• No BS Agencies Mastery
• The Price to Freedom Calculator™
• No BS Launchpad
• No BS Agency Owners Free Facebook Group
• Start reading the first chapter of my book
• Piasilva.com

 February is the month of red hearts and candy and chocolates and showering the people you love with affection.

On that note, I wanted to talk this month about something called the “love bank”. 

The love bank is a concept that actually came from a book on romantic relationships, but it can be applied to any of the relationships in your life, including with your clients.

Today I’m laying out what the love bank is, how it works, and how it applies to your relationships with your clients.

Tune into this episode to hear:

• What makes us deposits and withdrawals with our clients, and why these two aren’t equal
• How we make deposits and withdrawals with our clients
• How building up deposits in the love bank contributes to client trust

Resources:

• No BS Agencies Mastery
• The Price to Freedom Calculator™
• No BS Launchpad
• No BS Agency Owners Free Facebook Group
• Start reading the first chapter of my book
• Piasilva.com

I’m excited to introduce you to an incredible addition to the No BS Mastery community and a shining example of what’s possible for any small branding agency.

When she started with the program, Kelly had barely started with her agency. She’s made amazing leaps and bounds since then, and we’re going to dig into her journey today.

Kelly O’Connell is the Founder of the Kind & Funny Brand Shop, where she builds dope-ass brands and iconic marketing for small businesses ready to grow. Her superpower is combining empathy and design excellence to showcase the unique brilliance of her clients. Embracing the No BS approach has allowed her to transform her life and own her mission of making the world a better place through authenticity and kindness.

Tune into this episode to hear:

• Kelly’s journey from leaving her museum job through building a sustainable business in 18 months
• How Kelly made a niche out of the kind of people she wants to work with, not the industry they’re in
• How having developed confidence in the LP process and the creation of the brief helped Kelly land a big new client
• Why Kelly believes in really celebrating the wins along the way

Learn more about Kelly O’Connell:

• Kind and Funny
• Instagram: @bekindandfunny 

Resources:

• No BS Agencies Mastery
• The Price to Freedom Calculator™
• No BS Launchpad
• No BS Agency Owners Free Facebook Group
• Start reading the first chapter of my book
• Piasilva.com

Being seen and hired as an expert is the holy grail. It's how you get paid top dollar. It's how you work with clients in a way where the project is easy, where they trust you, where they go along with your work.

A client hires you to rebrand their business, to build them a website, and they let you take the lead. They listen to what you say. They say yes to the work you show them.

That’s the dream, right? But it's the opposite of what we've all experienced when we first started our businesses.

So what does it take to be seen as an expert, a trusted advisor, to really be seen as a professional so that clients really listen to you and take your direction?

Tune in to find out! 

Tune into this episode to hear:

• The importance of playing the long game of building social proof and your authority machine
• The role your process plays in helping clients see you as an expert
• How to develop trust by asking the right questions
• How to use the “fit call” to demonstrate expertise

Resources:

• No BS Agencies Mastery
• The Price to Freedom Calculator™
• No BS Launchpad
• No BS Agency Owners Free Facebook Group
• Start reading the first chapter of my book
• Piasilva.com

I see so much content out there telling people to charge more. "You're worth more! Charge what you're worth! Raise your prices!"

But what if your clients are unlikely to have the budget for a higher price? How can you charge more if you’re already having a hard time closing clients at your current prices?

What are you really supposed to do?

I get these questions all the time, and the answer isn’t as simple as you think.

Tune into this episode to hear:

• Why the advice to raise your prices isn’t for everyone, and can actually hurt your business
• What factors impact how much you can or should be charging
• What really matters when it comes to how much your clients will be willing to pay
• Key steps towards confidently and successfully raising your prices

Resources:

• No BS Agencies Mastery
• The Price to Freedom Calculator™
• No BS Launchpad
• No BS Agency Owners Free Facebook Group
• Start reading the first chapter of my book
• Piasilva.com

At any moment, we can change direction. But we don't often think about it because we’re busy or consumed by what we’re doing. 

January is a great time to consider what we're doing and where we're headed, and where we may need to make a change.

Today, I want to take a minute to reflect on what we’ve done, how far we’ve come, and where we want to go next. I’m going to share things I do every year to make sure that my years keep getting better and better.

So much possibility and opportunity is in front of us as we step into 2024. What are you going to do with it?

Tune into this episode to hear:

• The 2-day process that Steve and I follow every year to reflect and set goals for the year ahead
• The start, stop, keep exercise that helps us shape how we’re spending our time
• How we set freedom goals 
• How I set intentions for every aspect of my life, not just my business

Resources:

• Breaking the Habit of Being Yourself: How to Lose Your Mind and Create a New One, Joe Dispenza
• No BS Agencies Mastery
• The Price to Freedom Calculator™
• No BS Launchpad
• No BS Agency Owners Free Facebook Group
• Start reading the first chapter of my book
• Piasilva.com