Simple Sales Strategy! Make SALES The Easy Way.

Hey friends!

In today’s episode, we dig into making SALES simple.

Listen in as I strategize with Verona Angol on how she can simplify the marketing of her products and services. Find out how easy organic marketing can actually be when we remove our emotions from the process and show up to serve. You will learn how to authentically stand behind what you sell and provide your ‘stuff’ as an implementation solution that your listeners and community NEED.

I hope this transforms the way you look at sales! Enjoy.

FULL EPISODE TRANSCRIPTION:

(00:52):
So why don’t we kind of start with what would be your goal of this time today?

(00:58):
I think it’s kinda just kind of getting some direction for me and my business really. So can start putting into practice and then actually start seeing some results.

(01:11):
And so more so focused on the podcast direction or on your, I saw in your notes, you had some questions really on the product side.

(01:20):
Yes. So with the whole, so there’s one to one coaching, there’s different types of coaching, micros coaching, one to one coaching and then group coaching. It seems like there’s so many different things. But it’s just being confident in how to put that together and how to sell that because I hate sales absolutely. Hi, guys! Buy from me! If it’s just something that’s not being naturally an introvert is something that I don’t do very well, but I know I need to, I know I need to come across and say that to people, but how can I expect people to buy from me if they don’t actually know what I’m doing?

(01:48):
So let’s make sure that first part super clear. So what do you do? Give me your one liner. What do you do?

(01:59):
What I do, basically I’m passionate about working with motivated, the woman has to be motivated. She might not know what she has to do or how she’s going to do it. That’s fine. I’ll help her find that out, but motivated to want the change. And that’s in her nutrition and fitness.

(02:13):
And then specifically, what about nutrition and fitness needs to change for her?

(02:19):
So if the woman has tried diets, she’s tried to yo-yo diet, she’s lost 10 pounds and she’s regained 10 pounds and she’s given up and then she started again, basically she is the woman that I was six years ago. And so it’s about encouraging her to know and understand that she can grow.

(02:36):
It’s just finding those little steps and finding those little habits to build into a lifestyle. Then in your lifestyle, you may have days where you’re like I want ice cream, I want this, I want that. And that’s fine, but always learning to be flexible, but not happy in that diet mentality of I can’t have this because I’m on a diet. If that makes sense.

(02:53):
Yes, for sure. So when we look at your tagline or that one liner, what I think we want to see in there, you know, is something like I help motivated do you say mom or moms?

(03:11):
Moms.

(03:11):
I help motivated moms create habits and routines for ultimate health and flexible food freedom or something. Cause we want to tell her what about nutrition and fitness? Cause that’s too big. So how do you like that sentence?

(03:33):
Yep. I was reading it over yet. That sounds good.

(03:36):
OK, I help motivated moms create habits or routines, one of those words, but I love your thought process there, create routines for ultimate health and flexible food freedom. That sounds really good to me too, much more clear too, like who? Motivated moms. Do what? Have these routines that help her in her health and give her the flexibility to find food, freedom, which I think is what moms and women in general, we’re like, Oh, but when can I actually have the chocolate? Like when the chocolate?

(04:16):
So this would then become like your Instagram sentence. This would be your tagline. This is going to give her more clarity, is Verona for me. So then what about the title of your business? You have a title already that’s going to become the podcast title?

(04:37):
So I’ve done a lot, five or six episodes that I have to edit and publish but it’s Memoirs of faith food and fitness.

(04:44):
And that’s great. Just add our tagline to it so that it gives it more clarity. So if we have that, then I think we now have the first foundation of giving more clarity to who is your avatar? What is her name?

(05:00):
The first thing that flows into my mind is Sheniqua but I don’t think…

(05:10):
Sheniqua. I love it. Or Shan short fore Sheniqua. So let’s talk a little bit about her triggers for a second and then I’m going to help you sell. So because you already have, you have the programs right? You have macro coaching and you have nutrition coaching and you have one on one and you have the things to sell. The problem for you is how to sell, how to get Shan to buy? How to pitch it on your show?

(05:42):
That’s the bridge. So I can totally help you with all of that, but I need to understand Shan. So do you, so why can’t Shan? Why can’t she find freedom from the yo-yo, the diet yo-yo, the rat race? the why can’t she? There’s books. There’s Google searches. There’s all these free things. Why can’t she find success? Why can’t she find food freedom? Why is she struggling? Talk to me about some of these triggers that are happening for her.

(06:11):
It’s Shan definitely based on who I was six years ago, I think Shan is somebody who’s definitely low in self confidence to where is that in, can I do it? Or every time I start it, there’s no point in doing it because I start and then it doesn’t work for me or I don’t look like somebody else. So Shan is not at that place yet where she feels confident enough internally, but she’s focusing on the external.

(06:40):
So she’s going through that battle of what I see on the outside sorry, what’s on the inside affects what I see on the outside. For myself, I call it the illiteration fat fed up and frustrated, and that’s the narrative that I kept playing in my head. So that’s the same narrative that Shan is playing in her head.

(07:00):
Now, free courses, there’s nothing wrong with free courses and all of that stuff, but she’s not finding the right type of courses to speak to that narrative, to help her change and understand the negative narratives can change into something positive. And it’s about that passion has been always been there for me. So it’s about speaking to that part of Shan to help her begin to make those steps herself so she can make that into a lifestyle if that makes sense.

(07:22):
I think that that is in and of itself the difference, right? Because if you go to Google, if you go find all the free macro trackers and stuff, Rona, it’s like, that’s a tactical, that’s a do this thing and have a result. But you can’t do a thing and have a result if you are inundated with limiting beliefs and feeling like, no matter what you do, you’re not going to have success because you’ve never had success before.

(07:49):
There’s no accountability. There’s no one to hold your hand. There’s no one that believes in you enough for you to believe in yourself. Like that’s half the battle of weight loss, of health of, Hey, I ate the chocolate, but instead of giving up on myself tomorrow, I get back up tomorrow, right? Or I ate the whole box instead of the one.

(08:09):
So I think that’s where you need to really embody for a minute, the gift that you have for Shan. And I think when we feel like we can’t sell it’s because we’re not giving ourself permission to help change other people’s lives maybe because… Am I qualified? Can I really do it? Will she really see a result? But Rona if you did it? and it’s been six years, don’t you think it’s a disservice for you not to grab Shan and say, Hey, I have an answer for you.

(08:46):
I’ll do this with you. I’ll hold your hand. I will get you to believe in yourself enough to truly be free. If you’re going to love, you see in the mirror, you know, six months from now, but it’s going to be hard and it’s going to be long, but you’re not alone. Don’t you think if you didn’t say that to her, that’s a disservice?

(09:06):
That’s true.

(09:07):
You have to get a boost of confidence any time you’re about to share what you market. And here’s the mindset shift that has to happen for us when it comes to sales and marketing.. I’m not selling something to you guys. I’m not going, I need to make money today so I’m going to talk about my course. I need to make money today so I’m gonna talk about my coaching.

(09:27):
I believe if I don’t talk about my coaching, you’re still sitting there wondering if you’re good enough to sell. Someone else over here, wondering what am I made for? I can’t figure it out. I can’t get the clarity. I can’t launch this show but even though I feel like I want to. But then when I say, listen guys, guess what? I can coach with you, let’s do an hour. Let me help you.

(09:48):
There’s this flood of relief inside my podcast listeners and they go, there’s a way, Stef will help me. It’s not about the money. It’s about, they want to be transformed, Verona. She wants it. So now if you can get there in your mind and heart, like, okay, she wants it. She’s ready. That’s how you sell. That’s how you then get into her mindset. And you show up on your podcast.

(10:14):
And I’m just going to give you an example. And this is recorded if you want to just literally write it down and use my verbiage until you get confident, please do. So, Hey guys, in this episode of Memoirs of faith food and fitness, we’re talking about the number one thing keeping you from having success in this battle against food and yo-yo dieting, and all of the things. And I’m going to reveal that one thing to you in just a minute.

(10:44):
But before I do, I want to let you know that I have some programs for you. I have some programs that are going to help you truly transform your health, your mindset, your confidence from the inside out. I’m going to take you on a four week journey of really understanding the food that’s going to fuel your body. I’m going to hold your hand when you fall off the wagon and maybe you eat the box of chocolate instead of one. It’s okay.

(11:13):
Because I believe that food freedom is right around the corner. But in order for you to have success, you need accountability and you need somebody to be there with you walking with you who’s been there before you. That’s why I have one on one coaching. And I think, actually I know that I can help you on this journey.

(11:31):
So if you’ve been thinking about changing the narrative of your health forever, so you can be more energetic, be more present in your life, feel great and confident in your own skin and just stop battling with food, look no further. I want you to email me right now, go on over to blah.com. Sign up for one of my programs. We’ll talk about which one’s right for you. And let’s begin this transformation together. It’s your time.

(11:57):
Now that is a dynamic complete 360 shift. Wow. And I see that even though it’s coming from me, I see how clear that is. So it’s not wishy washy. It’s clear, it’s direct. I’m speaking to Shan, I’m speaking to my avatar and I’m clearly telling Shan, this is how I can help you. And that literally spoke to me. That’s just as I was listening to you

(12:24):
And you know why? Cause it was used six years ago. So picture yourself six years ago, like when I get into my, okay, I’m about to tell them about a solution. I don’t think if I’m about to sell them something. I think I have a solution. It’s my duty to share it. Let me picture Stefanie, seven years ago, like hot mess, Lola express over there and not knowing what the, Hey, she’s distracted by everything looking for every quick solution.

(12:49):
I gotta tough love her a little bit right now. Cause she needs this, but I need to also trigger her a little bit so that she knows she needs it. So picture Verona, you know, six years ago, sitting over there crying because you messed up again. You’re mad at yourself. Why can’t I do this? What is wrong with me? And no matter what program I invest in, I just can’t do it.

(13:11):
I’m a failure. Oh, I’m just gonna get on the scale again. And here I am five more pounds. And like you’re on this just rat race. So how would you talk to her? And yes, we love her, but sometimes we got to get fierce with people, especially when we’re telling her about something that will, we know it can change her life.

(13:30):
So get into that mindset and just practice. And here’s the beauty. When you sell something on your podcast, nobody’s looking at us, right? Like we can be fierce when we sell on a podcast, Verona, it’s a little different than like, Oh I’m on a Facebook live and I got to sell right now. It’s crazy. But on my podcast? Like go crazy. Don’t limit yourself.

(13:54):
If you feel it just flowing, go off. I mean, you can sell for three straight minutes because you have to believe what you’re saying for other people to believe what you’re saying.

(14:04):
That’s so true.

(14:04):
So, you know, like, so anyway, thoughts on that. Do you feel like you can get there, in the sales pitch?

(14:12):
Absolutely. On podcasts. Absolutely. If, because it’s like, I’m a different person. Like this lack confidence comes out in a whole nother level and let’s get in there on social media, but it takes a few more recordings on the social media than it does on a podcast and a podcast I’m in my own space, I’m in my own bubble and I can confidently and passionately speak about that.

(14:32):
Yeah. And it does, it takes practice and social media is a whole nother beast, but start in your show because that’s the best place to sell honestly cause people are coming there to learn from you anyway. And you know what, if you have this amazing pitch that you’re like, Oh my gosh, that was so good just copy that and reuse it every other episode, like just plug it in. It doesn’t always have to be new, a new pitch, but it can be one that you were like, wow, that was really good, I’m going to save that one and use it again.

(15:03):
The second piece of sales is social proof. So do we have women who’ve gone through your programs and had a result?

(15:12):
They are not physical social proof. It’s more testimonials, social proof. So that’s written up but in terms of body, some of them are afraid to show their body, but they’re happy to do a written testimony.

(15:28):
And that’s okay because what you can do here is somebody hears you, they hear that pitch I gave you. And they’re like, Ooh, that sounds really good. I’m going to think about that. Thinking about it as normal, the next podcast episode they come on and they hear you pitch this way. Hey friends, I’m so glad you’re back for another episode of Memoir of faith food and fitness.

(15:50):
Today we are talking about macros what they are, how you get started with them. Why I believe there’s a specific way that you can calculate your macros that are customized for you. I’m going to talk to you guys about that in a moment. But first I wanted to read you this quick review from Tracy. Tracy said, after working with Verona for four weeks in her macro coaching intensive, I was able to find food freedom. I love that I can plug in my chocolate and pizza once a week.

(16:20):
Yes, friends. I said pizza and still find results. Thank you. I am so grateful, Verona. I can’t even put it into words. Love, Tracy. So you’re reading the testimony. That’s another way of selling your programs because she can then go, Oh, I believed in this a week ago, but now I heard Tracey’s testimony. And now I believe in it a little bit more.

(16:44):
And now I hear this episode and it was so great. Oh my gosh. I already have transformation. Third week in, you’re getting that email. Hey, I’ve been listening to your show for a while now. I’ve heard all about your program. I wanted.

(16:58):
This is good.

(16:59):
It’s kind of that evolution. A belief, right? Like people spend money with you. They have to believe in us. So what does it take for us to spend money and to believe in someone? It takes change my life for free, which is what your podcast is going to do, number one. Speak directly to me, we already know Shan is dealing with limiting beliefs, the doubt, she’s focusing on the external, she’s frustrated, she’s giving up on herself, she’s dealing with an internal battle, she’s on a yoyo diet plan, she feels less than. We know her trigger words.

(17:31):
So we need to be using those words in your marketing and in your titles and make sure we’re addressing that. So that’s two. She thinks it’s for her. She’s like, this is literally for me. The third thing is we are telling her what she needs. Listen, you don’t need another free app. You don’t need another book of Amazon.

(17:54):
You need the mindset shift, the internal work. You need the accountability. You need the coach. That’s what you need. You’ve got to rewire the beliefs that you have in your head about food and the way that you’re living your life and what you’re eating, because you’re telling yourself a bunch of lies. So let me work with you. Let me be with you. So she needs to hear that from you to know you’re the coach.

(18:17):
And then, the fourth thing to bring her into trust, which means she’ll spend money with you is hearing other people tell her it works, which is what our testimonies will do. And then it’s rinse repeat over and over. Sometimes it takes people 7 -15 times before they’re ready to invest.

(18:36):
Wow.

(18:38):
So think of this though. Verona, like how long did you listen to me before you reached out?

(18:42):
I’ve been listening for a while. Every Saturday, all my shopping trips, every Saturday in the car without fail. If I forget my phone, I’ll go back into the house to make sure I’ve got it so I can listen to it. So, and I can’t write and drive but I’ve been retain the information and yeah, I’ve been listening for a while.

(19:04):
So there’s one point. And then when you hear me, what? You hear me pitch what I do. So you’re like, Oh, she does that. Okay. Got it. Thinking about it, then you hear it work for other people. Oh, thinking about it. And then finally something happens in your life or your heart or your mind and you finally reach out and it was probably 5 to 15 times that you heard it before you did it.

(19:30):
Completely.

(19:31):
So it proves it, right? Sales is the most obvious thing. Like this is how it works, period. And I’ve been in sales for eight years. So I’m like, I know that if you just do this and then, but you gotta really confidently speak what you do, like with a ton of excitement and urgency and kind of just put your Stef hat on, you know, and be like, okay, I’m about to do a little commercial here, Stef.

(19:56):
I’m going to channel my Stef for a second here and like get really excited for Shan about what I can offer her and how I can help her. You’ll have sales. No doubt.

(20:05):
This is good information. I’m scribbling away.

(20:10):
So what else? So we’ve talked about, you’ve got a little bit of a better tagline. We talked about Shan’s triggers. We’ve really gone deep into sales. How you can sell what you market, what else needs some attention right now? Do your programs feel good? Cause you have three offers. Do you feel good about having three offers?

(20:30):
This is where I’m confused as to what to do. So at the minute it’s four weeks of macros coaching. Then there’s a 12 week group coaching for macro. So we’re going in depth. And that will involve recalculations. Cause given after four to six weeks, it’s likely that it would have lost some weight and then recalculate in it for them to continue losing weight and then going through the whole teaching about macros, et cetera, in depth, as opposed to just four weeks, unless I get rid of the four weeks and just do 12 weeks as altogether.

(21:00):
And then there’s the fitness and nutrition coaching package as one.

(21:07):
So my question, I like this. I do like that you have the funnel that takes them through like here’s the intro, here’s the big program and here’s the master program. But my question is, can you make the four week the intro to macros a course or is it customized to each woman?

(21:26):
So when they asked me, so we’ll still be customized. So I will send them out the list that says your age, weight, and how to calculate your macros. And then I will send back the macros to them. And then within that four weeks, there is one, two sessions, where we’re having a live coaching session to see how things are going.

(21:45):
So that’s 1:1?

(21:45):
Yeah.

(21:46):
And how do you like that format? Do you enjoy that format or do you feel like it’s too much for what you’re charging?

(21:52):
I feel like it’s almost like the 12 week of coaching, but as four weeks I’m still doing for me, the way I put it together was still give you that service. So kind of getting a picture of what you would get if you were in a 12 week program. So it’s almost like duplicating if that makes sense. That’s what I feel like.

(22:15):
So I’m wondering if you should sell the, Hey, grab a customized macro plan from me. And it’s a one time service, like let’s say, and you know, you have to do the conversion, but $50, they send you the thing and you just do the macro plan and that’s it, like there’s no coaching, none of that.

(22:32):
But then what you do from there is say, Hey, join the 12 week, bring in this customized plan that we just did, have a community of people that were going to do it, it’s like potentially like a group coaching because that way it’ll have the accountability or it has the Facebook group, whatever, whether you want to do it, one on one, group is always my favorite because you have more people and it’s only one hour of coaching instead of one-on-one.

(22:58):
But I also recognize, you know, if your audience is smaller, it’s easier to get people one-on-one at first, but just longterm maybe that can become a group thing that you do. And the reason is, is because I do think if you’re duplicating, people are always going to opt for the one month first. Then you got to upsell them to the 12 week. And then the whole first month they’ve already learned.

(23:21):
So I think get rid of one or the other, right? So it’s either the one customized macro plan, which some people might want and not want to meet with you. Okay, come do the macro plan and join the free Facebook group and listen to the show or get the macro plan and the 12 weeks, and you get this whole thing, this accountability and the group and the coaching and all the things.

(23:41):
Now that sounds like a much better way of putting, leading them into the 12 weeks, which is ideally what I’d want to do. So I can focus on teaching more than one woman at the same time. And then you’ve got that community, that sense of accountability, that sense of community. And then I can structure it how I like it based on, I guess, how much the women are engaging that questions and all of that kind of stuff.

(24:04):
Exactly. And then my next question to you is what’s the 12 month, what’s the difference? Is it just the, like a check-in, like accountability continuation?

(24:12):
So the 12 months would be, that’s definitely one to one and that’s fitness and nutrition

(24:18):
Fitness too. Okay. Got it. I mean, and that’s still fine as well. I think you have to play with it too. Cause I have all these packages and I mainly just sell two things. Breakthrough calls and four months intensives. Well, that’s a lie. I guess I saw three things.

(24:32):
So maybe you’re fine with three things, you just have to start with things and then see like, do people love it? What do they not love? And then you can tweak your packages every six months or something. But I definitely think that first one is just repetitive. I would say scratch that, try it this new way for six months, sell the poop out of it because we truly believe in it. We know that she needs it. We’re going to fix the messaging of how we sell based on why she can’t have success.

(25:00):
Hey, you know, we know you’ve been struggling with this thing here’s why another app or book isn’t going to do it. It’s not going to cut it. Here’s what you need. And you just tell her what she needs. I have a customized macro plan that you can get right now.

(25:16):
And I also have a 90-day, 12-week program that you’re going to have me, and a community and we’re going to walk this walk together and it’s completely private. It is so exclusive. It is so much fun. Faith, fitness and food freedom is right around the corner from you, you know, it’s investing and believing yourself enough to let go of these limiting beliefs you have about yourself. I can do this with you.

(25:39):
It’s like this authentic share of your heart of why she needs it. And I know you’ll have to relisten to this. Like when did she say that one thing? I’m like, Oh man, I can riff some things, some sales, but if you asked me to type it, no way. But another thing you could even do Temi.com, Verona, you can do a transcription for 25 cents a minute and transcribe our whole conversation today.

(26:11):
Oh wow.

(26:12):
It’s really good. It’s super cheap too.

(26:14):
Okay. I’ll have a look at that one. This has been really helpful. I’ve got direction. I know who my Shan is, I know what to pitch and how to pitch it. I’m comfortable and confident to do it in my space. I can even do that now.

(26:32):
Yes. You sure can. And then a tweak of what you do, right? I help motivated moms create routines for ultimate health and flexible food freedom or create, let’s get rid of routines and say create plans. Cause what are you doing? You’re creating macro plans. I think that’s what you’re going to be doing.

(26:48):
So I help motivate a moms, create plans for ultimate health and flexible food freedom. That’s what you do. So make sure your podcast says that right there in the description, your Instagram says it right there and then start creating once a week that content directly for Shan and in every single episode, every single one, you’re mentioning what you offer. Awesome. I’m excited for you.

(27:15):
I’m excited too. I will definitely keep you updated.

(27:18):
Please do, I want to hear how this goes and remember 5 to 15 times. So don’t be afraid to really go ham on this every episode and then in six episodes from now, you should start bringing in a couple of sales.

(27:32):
Oh my gosh. Thank you so much. This has been so good.

(27:35):
Oh, you’re so welcome friend.