The Kim Orlesky Show

“The best way to sell something is to be sought after yourself”- Codie Sanchez (Click to tweet)

 

How many businesses have you started? How many have you worked for? What kinds of products have you sold?

My guest this week, Codie Sanchez has done it all. She’s currently a speaker, writer, angel investor, and entrepreneur. Codie has also started several successful businesses and headed investment divisions. She’s talking with me about how she got into her projects, and what she’s learned from all of these experiences.

We’re getting into the importance of sales to companies and to improving the lives of people everywhere. We’re also talking about how to own your calendar so it doesn’t own you, what investors look for in a start-up, and how to get people to chase after you.

This is an amazing episode for all salespeople and entrepreneurs alike. Codie’s done it all and not afraid to give straight-talking advice!

 

“If you can fail hard, fast, and fail forward, you’re winning.”  (Click to tweet)

Bulletpoints

• Ask for what you want, and don’t be afraid to assume that you might get it.
• Investors look at the personality and character of founders before they invest. More important than just a strong business idea is the strength of the founder.
• Put together a business plan. Have something specific ready to share when you ask someone to invest  in you.
• Trust your gut. When you feel uncomfortable about a person off the bat, don’t disregard that feeling.
• Don’t talk yourself out of a deal. After you make your sell, be silent instead of continuing to talk without saying anything or without thinking.
• Get people to come to you, instead of you just coming after them to sell things all the time. Become an expert.
• Have a process to keep you efficient and organized. As you add in more business and employees you will need this system to keep you sane.
• Protect your time. If you don’t own your calendar, you won’t be in control of it and of your time.
• Find the balance between consuming and creating, between thinking and doing.
• Sales is the lifeblood of the organization. Without sales, the company can’t do anything.

 

 

 

Links

Website: www.codiesanchez.com/

Codie’s Blog, The Struggle Isn’t Real : www.codiesanchez.com/blog

Twitter: @Codie_Sanchez

Instagram: @CodieSanchez

 

 

 

“I wanted to create something that I needed and that I wanted to listen to.” - John Lee Dumas

(click to tweet)

 

How often have you had an idea that for a project you’re passionate about, but felt like you needed to improve your resume before you dug in? We’ve all been there, but this episode is about why you should start anyways!

John Lee Dumas is currently the founder and host of Entrepreneur On Fire, an amazing podcast and resource for the community of entrepreneurs. He’s talking about his journey to build EOFire and where it’s heading in the future. You’d never guess it now, but when he got started John didn’t think he was experienced enough yet either. He just saw a void and tried to fill it.

We’re digging into what it means to learn through experience, knowing your avatar and asking your customers what they need so you can better serve them. John’s also talking about how he tries to take risks every day so he can learn to fail forward.

I hope our conversation encourages you to get outside your comfort zone!

 

“I fail every single day and if I don’t, I consider that a failure. All the magic happens outside your comfort zone.” 

(click to tweet)

 

Bulletpoints

• Follow your passion even if you won’t be the best at it right away. Embrace the experience and be open to change as you grow.
• Look for successful people in your field and study how they’ve accomplished what they have. Emulate them and then pass your knowledge forward.
• Multiple streams of income will help build a wider following and stronger community as well as revenue.
• Ask your customers what challenges they’re having and look for ways to create solutions and support them in new ways.
• Look for ways to add legitimacy and validity to what you’re telling people. Kickstarter is a great way to prove your numbers and support.
• Know who you’re selling to and what your avatar is. Having a specific avatar doesn’t limit your work, it helps you to know what you’re capable of.
• The minute you launch your product, you’re no longer the ideal customer, you’re the host and the producer.
• Get outside your comfort zone. If you never get outside your comfort zone, you’re never going to create something new and exciting.
• Be sure that people are going to put their money where their mouth is before you put all your time into it. Don’t be shy about pre-selling products.

 

 

Links:

About John: www.eofire.com/

John’s Podcast: www.eofire.com/

John on Twitter: https://twitter.com/johnleedumas

Instagram: @EntrpreneurOnFire

Show Notes: KimOrlesky.com/12 “Successful people and smart people learn from their own experiences. Ultra-successful people and wise people learn from other people’s experiences.” (click to tweet)

There are so many things demanding our energy and attention. Between having a successful career and maintaining a healthy personal life, it often doesn’t feel like there is enough time to take care of yourself.

My guest this week is Mark Lack, speaker, life coach, and author of Shorten the Gap and we’re talking about investing in yourself. Mark says taking care of and challenging yourself is an investment that pays back exponentially.

He’s sharing what it means to go all in on yourself, and how he’s done this in his own life. We’re talking mentors, financial, emotional, and time commitments to your future, and gaining experience through learning. When you’re your best self, you do your best work.

What does it mean for you to go all-in on yourself? If you’re ready to invest in yourself, this episode is for you.

“The more you continue to invest in yourself, the more committed you are to your vision of becoming your best self.” (click to tweet) Bulletpoints

• Pay attention to what you’re valuing. Choose what you’re going to value and commit to those traits and skills.
• Don’t be afraid of admitting your mistakes. Telling people how you’ve learned from what you did wrong is a sign of strength and experience.
• Focus on aligning with your market and matching your message to what you want to be doing. Don’t try to market to everyone but know your demographics.
• Experience has nothing to do with age. Some new companies are working and expanding at faster and more sustainable rates than much older companies.
• Spend money learning from other people and growing yourself. It’s an investment that pays exponentially financially and in personal development.
• The more you commit, emotionally and financially and socially to what you believe in, the harder it is to change course and the more doors will open along your path.
• Tell other people what your plans and goals are. Knowing that other people know what you want will hold you accountable to it.
• Recognize why you’re not taking actions. Identify what limiting beliefs and fears are keeping you from taking that next step.
• Don’t just work on skills, work on your motivation and the other areas of your life. If you’re not healthy in the rest of your life, it will affect your work and energy level.
• Spend 90% of your time selling the destination, spend 10% selling the transportation. Focus on the end emotional state.

 

Links

Shorten the Gap

Books Referenced:

Pre-Suasion by Robert Cialdini

The Psychology of Influence by Robert Chaldini

To Sell is Human by Robert Pink

Show Notes: KimOrlesky.com/12

“In a startup there are only two fundamental tasks: somebody’s got to make the product, and somebody’s got to sell it” - Guy Kawasaki (Click to tweet)

 

What’s the difference between a successful start-up, and one that doesn’t quite make it? There are so many answers to this question, but today I’m sitting down with Guy Kawasaki, and he’s cutting through the noise to give some real, down-to-earth answers.

           We’re talking about Guy’s past work as a brand evangelist for big name companies like Apple and Mercedes Benz. He’s explaining what the difference is between sales and brand evangelism, as well as how crucial this evangelism is, no matter how small your company.

           Guy’s also talking with me about his new book, The Art of the Start 2.0. He’s addressing what new entrepreneurs need to focus on, and what common things distract them. Then, Guy’s sharing his secrets to giving memorable speeches and pitches, and how to give a presentation for the first time, every time.

        No matter how large or small your company is, you’ll learn something from Guy.

 

“Entrepreneurs build the products that they want to use in the hope that they’re not the only people in the world who want to use them” (Click to tweet)

 

Bulletpoints

• Evangelism means “good news” and is the purest form of sales. It’s trying to improve the lives of others without worrying about your own bottom line.
• In a small business, everyone who works for you is an evangelist, excited to talk about your product and show customers how it can help them.
• Focus on milestones, not just the exciting parts about getting your business started. Don’t get distracted by designing a logo or ordering merchandise, but focus on sales, shipping your product, etc.
• Know what assumptions you’re making. What assumptions are your predictions based on? Make sure that they’re realistic and you’re taking all the factors into account.  
• There are only two tasks for a startup: Someone’s got to make the product and someone’s got to sell it.  Nothing matters if you don’t have sales.
• Working hard increases your chances of being lucky. No good idea just sells itself, you have to be willing to hustle and multitask.
• You’re only as good as your last speech. People who hear you talk about your product are only listening today, they don’t care what you said yesterday.
• The best way to make a good pitch is to be pitching something good. The better the product, the higher chance you have of making a good sale.
• Research people you’re meeting with before you pitch. Find points of commonality so that you can start conversing with them and building a connection.
• Don’t just tell people that you have a great product. Everyone says they have a great product. Tell people the story of your product.

 

Links:

Guy’s Email: [email protected]

Website: http://guykawasaki.com/

Twitter: @GuyKawasaki

Canva: https://www.canva.com/

The Art of the Start

The Art of Social Media 

All Guy Kawasaki 

 

“I used to equate things as failing and not failing, But really, everything is growing” - Ash Kumra (click to tweet)

We all know what it feels like to be hungry for success, to have a great idea or product we’re so excited to sell. It’s what keeps us entrepreneurs going, what gives us the drive to power through all the challenges.

Ash Kumra is award winning entrepreneur and has had his work twice recognized by the White House for it’s impact. He is also a public speaker, talk show host, and the author "Confessions from an Entrepreneur.”

Ash’s talking with me about how he became an entrepreneur, and his new project, Youngry, a media company focused on inspiring and elevating young & hungry minded entrepreneurs to thrive.

We’re getting into how to be transparent, the three things all sales require, and the importance of not letting your failures get into your head. Ash says all sales requires the same mentality, so no matter what you’re trying to market, this episode is a must-listen!

 

“Anyone who’s good in sales doesn’t differentiate what they sell.”

(click to tweet)

 

Bulletpoints:

• Crowdfunding is just like traditional sales in that you have to show people the value of your product and get them to want to be a part of what you’re doing.
• Don’t beat yourself up when you make a mistake. Think of it as a learning experience and move forward, otherwise it will become a limiting belief.
• Surround yourself with like-minded people who can encourage your vision and challenge you in the right ways.
• Focus on the project, not the product. Don’t get trapped in the minutiae of what you’re trying to do, but keep a strong hold on your vision.
• Work on strong communications and strong content. The best content will keep people coming back to your site and raise shares.
• No one is a self-made millionaire. Collaborations and meeting the right people are crucial to building your business and network.
• Find ways to build your brand through events, socials, media partnerships, and building connections.
• Give a lot of value before you sell. People need to know who you are what you do before they’re going to be willing to buy from you.
• 3 Things You Need to Show Your Customers to Make a Sale:  

1. Your Company’s Vision
2. Benefits to the Customer of Purchasing
3. Social proof factor

 

Links

Join the Youngry Launch List 

Ash’s Email: [email protected]

Crowd Invest Summit, LA 

Ash Kumra's Twitter

“Whatever you do initially, your product and your service is easiest way to begin to build your business” Jeffrey Gitomer (click to tweet)

 

No matter what kind of entrepreneur you are, you’re in sales. We’re always trying to get more people interested in our product, always thinking about how grow our market in one way or another. More happy customers is what makes us successful.

I’m sitting down with the King of Sales, Jeffrey Gitomer. He’s the author of the best-selling Sales Bible and The Little Red Book of Selling, and he’s here sharing what you can do to be a better salesperson.

We’re talking about which social media sites Jeffrey uses the most, setting up in-person meetings, and when to start talking business. We’re also discussing how to show people that a connection with you is valuable, and what clients will look for on your social media. Clients want to know just as much about you as you do about them!

Get ready for a sales boot camp!

Bulletpoints

• People aren’t born into sales, it’s something that you have to learn, but anyone who wants to can be good at.
• Go to a meeting just trying to get to know the person, and ready to talk to them about non-sales topics. Don’t bring up business at the first meeting.
• LinkedIn is great not just for keeping track of connections, but as a way to reach out and build new connections. Use your profile to post and to build your network.
• Let people know that connecting with you is valuable. Tell them what you do and how that can benefit them in their own business.
• Meet up with people in person, either at a local gathering place or invite them to a cyber coffee date to create a visual face-to-face connection.
• Customers will look at your online profile and social media presence to try to get to know you before agreeing to meet with you. Make sure your online presence shows who you are.
• People can feel how much passion you have for your product and service.  If you’re not excited about what you’re selling, people can tell and they won’t be as interested.

 

“What are you doing of value? What are you just waiting to see who else does something with you?”  (click to tweet)

 

Links

Jeffrey Gitomer website

The Sales Bible

Little Red Book of Selling

Gitomer Learning Academy 

The Art Of Sales Conference Toronto

 “Whatever product or service you have, lead from the front with something that’s going to allow people to step into your world”  -Nathan Chan (click to tweet)

 

How long have you been an entrepreneur? Whether you’ve been at it for years or months or maybe only days, my guest this week has some great insights and advice.

Nathan Chan is the founder of Foundr Magazine, a digital magazine focused on entrepreneurs and business leaders in the world today. He’s telling me the story of how he got the idea for Foundr Magazine and then got it off the ground and into its current digital form.

We’re also getting into the benefits of having a celebrity or well-known figure support your company, and how to ask these people to get involved. It can be scary, but asking is the hardest part!

Nathan’s sharing his Instagram expertise on how to gain momentum and knowing which users prefer which social media platforms. He’s talking about how to see where you’re getting traction before you go all in.

We’ve got so much for you in this episode, I hope you enjoy it!

 

“The higher the ticket item, the more communication, the more trust and rapport that needs to have already been built” (click to tweet) Bulletpoints

• Pay attention to what your clients are saying they want. Foundr readers kept asking for a print version, so Nathan decided to try and launch a book.
• Look for recognizable figures to support your company to raise the credibility and authority of your brand.
• Lead with something free or promos that will allow people to see the value of your brand and what the benefits of your products are before they have to seriously invest.
• Find the gatekeeper. There’s always a go-to person who knows how to contact the person you need, either a publicity person, or an assistant or someone who knows how to get to who you need.
• Don’t be afraid to ask. Just try contacting people and letting them know what your ask is. Don’t expect to get what you want, but try asking. You never know what’s going to happen.
• Test ideas to see if they get traction. Try posting on different social media sites to see where your followers are and where they get excited.
• Pay attention to product distinctions. Do you have products that fall into different price margins and value categories?
• Make sure that your audience knows about all of your products. Just because people follow you online doesn’t mean that they know what all services and products you’re offering.

 

Show notes: KimOrlesky.com/7 “If I did things differently, would my life be different? Would I be able to make more sales working less?” - Jill Konrath (click to tweet)

How often do you feel like you just don’t have the time to get everything done? This happens to all of us, and then we get stressed out and overwhelmed.

Jill Konrath, leading expert in sales and author of four books on the subject, is here to share her expertise on what you can do to improve your sales, in less time. It’s all about preparing for conversations and coming with questions and showing your value.  

We’re also getting into what Jill learned in writing her newest book, “More Sales, Less Time” about how to focus your day before you get started, staying mindful, and letting yourself take breaks.  It’s not how much time you spend, but how much energy you bring to the task!

This is a great episode for anyone who sometimes feels like there’s not enough time in the day.

 

“Sales,to me, is about a conversation and not a pitch.”  (click to tweet)

 

Bulletpoints

• Mindfulness will help with your sales. Slowing yourself down allows you to clear your thoughts and then really engage with the task or person in front of you.
• Only about 10% of people are naturally “time management gurus,” able to perfectly manage themselves and not struggle with sleeping in, etc.
• Focus yourself. In the morning, think about the one thing you need to do today for everything else to follow through.  Do it first.
• When you need to take a break, get up from your desk or computer. Move around, talk to someone, go for a walk. You’ll be more productive.
• Sales requires many touches. Make a plan in advance for how and when you’re going to contact people so you don’t lose time and energy regrouping.
• When making pitches, always keep the business value that you can provide in the forefront.
• Prepare for your sales conversations in advance. Think about the conversation before you have it and decide what you’re going to be focused on.
• Come to meetings with questions for potential clients about what specifically their company is looking for and how you can fill their needs.

 

Links:

Jillkonrath.com

Books:

(NEW!) More Sales, Less Time

SNAP Selling

Selling To Big Companies

Agile Selling 

 

Show notes: KimOrlesky.com/7

Show Notes: KimOrlesky.com/6 “The first thing we did was ask lots of questions.” - Michael Houlihan (click to tweet)

How do you start a business? Having an idea doesn’t mean you know what to do next! In fact, getting started is often much, much harder than the initial concept.

Michael Houlihan and Bonnie Harvey, co-founders of Barefoot Wine, are here to talk about what they did to get started after purchasing their first vineyard. They’re full of advice on the importance of asking questions, getting to know the whole production process, and keeping the entrepreneurial spirit alive as your company expands.

We’re also getting into how to know when you’re ready to start selling a product, and what to do when mistakes happen.

Bonnie and Michael have written books and courses full of insights for fellow entrepreneurs.  I’m so pleased to have them here to talk with me. No matter how big or small your business is, you won’t want to miss out on these two experts!

“When you sell the product you think you’re done but no, that’s when your job really starts” (click to tweet) Bulletpoints

• Get as much information on your customers as possible. Barefoot researched who their target market was, in what context they would be purchasing wine, and for what purpose.
• Start out by asking lots of questions. Bonnie and Michael talked to everyone involved in the entire production process to figure out what people thought could be improved.
• You don’t need a lot of money to get good marketing. Barefoot didn’t have the budget to advertise on traditional venues like radio and internet, so they started supporting local charities.
• When companies get bigger and have more departments, it’s easy to lose track of the entrepreneurial spirit and what the end goal is: sales.  
• Be transparent with your employees. They’re working in the field and often have great ideas on how to address problems, and can see issues arising before management does.
• Work with everyone along the line to help them achieve their goals. If you’re not working with people along the distribution line, you’re never going to get the product to your end consumer.
• You’re in a constant state of improvement. Start working and accept that you will make mistakes, and then change and adjust when you do.
• Build relationships first. Before you even try to sell anything, establish a relationship with the client or the distributor or retailer.
• Start small in your business. Learn your lessons in a small area and get your mistakes out there before you expand and take your business on the road.

Links:

TheBarefootSpirit.com

Books:

The Barefoot Spirit: How Hardship, Hustle, and Heart Built America's #1 Wine Brand

The Entrepreneurial Culture: 23 Ways To Engage and Empower Your People

Online Courses

The Entrepreneur's Guided Principles for Success

Show Notes: KimOrlesky.com/6

Show Notes: KimOrlesky.com/5 “Once you've got (people’s attention), you want to engage them right away.” - Diane Currie Sam (click to tweet)

Everybody loves a good story! They’re exciting and relatable and teach us about what it means to be human. So why aren’t you telling your customers more stories?

I’m sitting down with Diane Currie Sam, communications strategist and CEO of Be A Better Story to talk about the importance of narratives to your marketing plan.

Diane’s explaining why people love stories so much, and what makes a story part of an effective pitch. She’s also giving tips on how and where to incorporate stories into your communications, and what kinds of stories to tell. We’re getting into the dos and don’ts of reaching your customers through narrative.

Diane is such an expert in her field, and has spent years studying and teaching on how to communicate through stories. You won’t want to miss what she has to say.

       

“People want to know who you are. They want to have a story, they want to get it, they want to add meaning to it.” - Diane Currie Sam (click to tweet)

• Stories are the currency of higher emotion, how we let people know who we really are, what kind of company you are.
• Start out your emails and blog posts with a funny little story to engage the reader, and afterwards get to the educational or informational data you want to get across.
• When pitching to investors, don’t just tell the story of the money, tell the story of the company itself. Why this idea, these people, right now?
• Keep it short and sweet. People don’t read long texts like they used to. Think about what the core of your story is, and simplify it down to that.
• Make sure your stories have a point that’s relevant to what you’re trying to get across to your customers.
• Test you stories like any other marketing piece. How did people react? Are you getting the response you want?
• Tailor your story and how you tell it to your audience members, size, and location. Think about who your recipients are and what would appeal to them.
• Practice your story and pitch in front of a real person, not just in your head. Get used to telling it and know how you want it to sound.
• Stories add actual value to what you’re selling. People are more likely to buy something they feel psychologically and emotionally connected to.

Elements of a Good Story

1.      Hook the audience’s attention
2.     Rise of energy/ building action
3.     A climax with a conclusion that leads into the point/pitch you want to make.

Links

Steve Job’s Commencement Speech at Stanford:

https://www.youtube.com/watch?v=VHWUCX6osgM

Beabetterstory.com

beabetterstory.com/meetwithdiane

Show Notes: KimOrlesky.com/5