you are listening to grow a thriving practice podcast
this is episode 91 sales it's all in your mindset
my name is Jillian Faldmo
and I am the business and life coach
for sound and energy medicine practitioners
who want to turn their practices into aligned careers
that point toward freedom
flexibility
and fulfillment
this is grow a thriving practice podcast
hey there you
thanks for tuning into today's episode on
sales and marketing mindset
I hope you're having a wonderful week
and for those of you in the United States
I hope you had a great 4th of July weekend
um we were able to go camping on the 4th of July
and got chewed up by mosquitoes
but nevertheless
it was a good time
um what else is new
and my world
uh the girls
uh my stepdaughters just got orthodontics
one got braces and the other one got spacer a spacer
and so we've been kind of navigating that
and finally
after about a week
they're both in a little less pain
so that's always good
I wanna thank those of you who signed up for the turn
your Social Media Followers into Paying Clients webinar
we had this webinar couple weeks ago
and it was fantastic
if you missed it
I plan to host another one just like it in September
so definitely stay tuned
I thought I'd include a little bit of information
that was in that webinar in today's episode
just to give you a little taste
if you did miss it
and if you didn't missed it
a little review and reminder
and maybe some more inspiration to
go out there and get it
we're gonna talk about today
the importance of understanding the psychology of sales
and how it can impact your success
okay so let's get into today's content on sales mindset
understanding your sales mindset
as well as your potential clients mindset
is key to actually increasing your sales
if you're not getting the amount of clients you like
you likely have a sales mindset problem
it could be a strategy problem
but it is very
very likely that it's a mindset problem
why because if you're not in an abundant mindset
around how you can help and the value of what you do
then you're not likely to put it out there
and if you are putting it out there
even with a poor mindset
sales mindset
it's coming through your
in your messaging as maybe kind of salesy or graspy
now I know none of us wanna come from that place
at all right
and that's what actually scares most practitioners and
entrepreneurs about just the word sales
they think sales is salesy
sales is creepy
sales is sleazy
but it doesn't have to be that way I promise
how do I know
because I've been doing it for the past 7 years
and I've been doing it from a place of integrity
and alignment
and that's created
so much fun for me
when you practice sales from that place
it doesn't fail
salesy or creepy or graspy
now I will say
I'm not a perfect human
and therefore
not a perfect entrepreneur
or perfect salesperson
and there have been times in my business
where I've slipped into the poor
sales mindset
and I'll tell you
it doesn't feel good
it feels horrible
and what I've Learned through the years
is that when I get into that space
I need to take a break from marketing and sales
to find my way
to more abundance
okay so before I get into
what exactly is a poor sales mindset
versus an abundant mindset
cause you're probably wondering
let's just talk about what sales is
exactly and to me
it's simple
sales is helping someone to make a decision
if you think about it
we are constantly selling
and being sold to
not just with products and services
but in everyday situations
when's the last time you even sold yourself
on something
maybe it was which outfit to wear today
or what to eat for dinner
or whether to go to that movie or not
I like to give the example
also of my stepdaughter
selling my husband and I
on letting them stay up a little later
or having them skip their shower
so selling in your business
is helping someone to make the decision
to work with you or not
and here's the thing
most of the people you encounter
whether it's on social media
or someone you meet
at a networking event
or even in the grocery store
they're undecided
it's actually
very rare to have a first encounter with someone
to tell them what you do
and how you can help
and then they decide immediately
to start working with you
and maybe you've had a few of those
maybe you haven't
but they are very rare
the majority of the people out there
they have some doubt
not even in you
or the modality you offer
but in themselves
they're not sure it will work for them
or they're confused about how it could help them
and that's where
marketing comes in
because the better you get at marketing
which is giving a bite size taste of what you do
the less you have to sell
because you've already made it very clear
and have shared enough
about how it can help others
that your potential clients start to think hmm
maybe this could help me too
now when I ask my clients
and even those of you
who are on last
last week's webinar
what your thoughts are
when it comes to selling
one of them was
I'm not good at it
and while that might be true
it's really not a helpful thought to focus on
I hear this kind of mindset
in one of my stepdaughter sometimes
she started reading at a very early age
and everyone always told her
how smart she was
and what a good reader she was
and she began to develop this
awesome mindset of
I can do anything
but where this becomes a detriment to her
is when she tries something new
and she's not immediately good at it
she gets very discouraged
because she realizes that she's not good at it yet
and actually
she is getting better with this
I started inviting her to
the gym with me
to lift weights
and she's totally embraced
the beginner's mind
and doesn't
expect herself to be good at it yet
and she's having a great time
so I invite you to
embrace that same beginner's mind with sales
sales is a skill
something we have to learn and practice over time
and like with most skills
many of us aren't going to pick it up right away
so come with the idea of sales thinking
I'm learning how to do this
I'm learning how to be good at this
I love what Eileen Mccusick taught me
when I was learning how to tune for the first time
and even how to teach for the first time
she says anytime you try something new
you have to be willing to look like a fool
for 15 minutes
now I don't think that this means that
you're gonna hit it out of the park after 15 minutes
what I've always interpreted this to mean is that
if you're willing to look like a fool
and to get it wrong
and risk the embarrassment and rejection
for 15 minutes
then you can absolutely get through the rest
and I've always found this to be true
sometimes the scariest thing is our own emotions
and in 15 minutes
you can show yourself
what you're capable of experiencing
whatever those emotions are
that are arising
okay so let's get into
what a poor sales mindset might look like
these are the thoughts
I'm not good at this
this is too hard
no one wants this
I need the money
and I don't have time
now one of these
I need the money
might look like it can
you know it's like
oh yeah well
I do it's ours
but if we're focusing on that thought
of I need the money
just notice how you feel
right you might feel some sense of pressure
right and when you're marketing and selling
from a sense of pressure
that's what comes off
right you can feel that
um through you know
the vibes and the ether
even if things are just
your marketing and sales
is just in text
people can pick up on that
so sometimes
these thoughts are just running in the background
and we aren't even completely conscious of them
and it can have a negative impact on our messaging
and therefore
potential clients
perception of our offer
so how do you become conscious of what you're thinking
about you your offer
and your potential clients
you do what I call a brain dump
and you just free write everything that comes to mind
not what you want to be thinking
but what's actually floating around in your brain
get it all out on paper
and examine it
okay so I invite you to do this
especially if you're thinking about
or you know
when I mention sales or when I mention marketing
if you get that kind of like feeling
you likely have a poor sales mindset
and so do that brain dumb
see what you're thinking
what you're thinking is generating that feeling of ugh
okay examine it
understand it
question it
and then we wanna redirect
now you know you
the thoughts are poor
when you check in with how you feel
okay so if it feels bad
consider that process of examining
understanding
and questioning
and then redirect them to thoughts like
I've got this
I would do this for free
people want this
I know I can help
I love what I do
check in with how you feel now
when you think
I've got this
I would do this for free
people want this
I know I can help
I love what I do
notice the change in the emotional state
these are abundant thoughts
this is an abundant mindset
the thoughts that generate the feeling of empowered
of confidence
and of being in service
and this kind of energy
is what comes through in your messaging as well
think about it
when you are feeling empowered
it's very easy for whoever you're communicating with
to pick up on that
and they might even catch a glimpse of that themselves
and that's ultimately what we want right
we want to be infectious
and with confidence
with empowerment
we want our clients to experience those emotions
as well we want our clients to feel abundant
but if we're stuck in that scare city or lack
it's going to be hard to
get them to that abundant place
now one of the ways
to work on these abundant sales thoughts
is for you to be sold on your offer
hey so if you had any kind of thoughts of like yeah
those are nice thoughts
I wanna think
I've got this
I wanna think I would do this for free
I wanna think that people would want this
but it just doesn't feel true
that's a clear indication that you're not sold yet
you're not sold on yourself
you're not sold on your service
you're not sold on the value of what you do
and if you're not sold
then selling it to others will be very difficult
and not feel like it's coming from a genuine place
you'll probably feel like you're selling some sort of
snake oil or something right
that's not where you wanna be coming from
you wanna be coming from that clear
confidence and conviction that this can help
so here are some questions for you to reflect on
do you value what you offer
and would you pay what you are asking
and if the answer to those questions are 100% yes
then you're sold
get out there and go share it with others
if the answer is yeah
but no or no
then that's a place to do some work
I was working with the client the other day
who wasn't sold on her offer
so we did some coaching around it
she wasn't quite sold on the effects of her offer
because she hadn't experienced them herself yet
and she hadn't had any recipients
voice those transformational results
but eventually
she got to the place where she could list the benefits
of having her spend an hour of undivided
attention with someone
and she was able to see what she provided
at the very least
promoted relaxation
so just like this client
if you're on the fence
about being sold on what you offer
I encourage you to write down
all of the parts of the service that you're offering
the time that you spend with your clients
the energy you give them
what the tools do
and then write down the value of each of those things
how does your client benefit from each of those things
this is a very powerful exercise
I know it sounds simple
but do not underestimate it
it becomes very clear
on the value that you have to offer
okay now we're gonna talk about
the mindset of the potential buyers out there so
this is one of the things that I covered in the webinar
we in in our selling
in our businesses
we want to help people make a decision
and I talked about this briefly
in the beginning of this episode um
but there are three different types of potential buyers
there are and when I talk about potential buyers I'm
like the people that are even following you on Facebook
or Instagram
the people on your email list
the people that you encounter
there's three different types of people
there's the fast decision makers
there's the slow decision makers
and then there are
the people who are just not interested okay
so I asked in the webinar
who do you think we want to spend
the most time thinking about
and there were a mix of answers
some people said
the fast decision makers
some people said
the slow decision makers
I think that everybody was in
agreement that we don't wanna be paying
any attention to the people who are not interested
okay the correct answer
is the slow decision makers
we want to focus on the people who
they're kind of a maybe
like they're undecided
they might have some doubts
they might have some uncertainty
but they're the ones that need
the guidance to make a confident decision now
why don't we wanna focus on the fast decision makers
because they're rare right
the fast decision makers
are the people who learn about you
and they're like okay
yep I'm sold
very very rare
the majority of the people are the slow decision makers
okay sometimes
and what I've seen in my practice
is it takes someone about a year from planting the seed
to actually beginning to work with you
and I think that this is really important
for you to hear
because I see it time and time again
not just in this industry
but in other you know
entrepreneur
endeavors as well
is you know
someone will launch their business there
they get the word out
and then after about three months
they're disappointed that it doesn't have
the traction that they wanted to have
that is simply not enough time
you have to give it at least
at least a year
if not to I've seen
some businesses
actually I um
I there's a lady here in town um
who does grocery delivery
and she's been
putting the word out there for about two years
and just this year
she is too busy
she can't even keep up
with all of the demand
so give it at least a year
but even better
two years from planting the seed
to continue to market
and show people how you can help
if you give it that much time
you will see some traction
you will see some gain okay
now let's talk about the
the skeptics right
the reason why we don't wanna focus on the skeptics
or you know
I guess I didn't call them skeptics before
but the people who aren't interested
they have tons of doubt
they have resistance
we get into a convincing
kind of a conversation with them
and that can come off in marketing too
especially for focusing on the people who don't want it
in our marketing
I've seen this before
our messaging can come off as convincing
and kind of not really coming from a great place
so I'd say just place them aside
not everybody is gonna work with you
and that's okay
because you can't work with everybody
it's just not possible
as a human being
you cannot work with everyone
so I want you to focus on the people who are interested
in what you have to offer
but they're just not sure yet
and that's okay
they might have some questions
they might have some doubts
they might have some
um uncertainty
totally fine
that's where it come
that's where your marketing comes in
what can I show someone today
what can I give them
a little taste of what I can do for them
maybe it's even just activating that fork
maybe it's a simple breathing technique
maybe it's even something that
you've Learned when working with someone else
and that could be like
an inspirational message for whoever needs to hear it
all right um
I was working with another um um
client the other day who
um actually
he's not a client
um but I was helping him
in a free consultation and um
he was kind of in this mindset of like
I wanna help everyone
and the homework that I gave him was
I want you to focus on one person
there is one person that absolutely needs your help
and they are looking for you
they want what you have to offer
you just need to show them that you're there
right and I said
why don't you get back to me
you know when that person comes your way
it took like 3 days
I'm not even joking
which is so incredible
I'm so happy for him
um but all he needed to do was focus on the next person
who needed his help
and he did and he put something out there
and got that one person on his schedule
and they're a great match
and that's what I hope for you
that's what I'm gonna leave you with today
thinking about that one person
how you can help that one person and really
truly believe that they are out there
that they need your help
that you can help them
um and put something out there just for them
and see what happens
all right my friend
I will see you in the next episode
are you a sound and energy medicine practitioner
who wants to grow your business
but don't know where to start
maybe you're feeling confused
overwhelmed
maybe you're feeling self doubt
well I've got the perfect resource for you
and it's free
head on over to jillianfaldmo.com to get the harness
your emotional awareness to grow your business roadmap
it's a roadmap that's designed just for you
to turn those emotions
like confusion
fear whatever it is that's stopping
you from growing your business
into emotions that will actually fuel the action
to grow your business
you've got this
head over to jillianfaldmo.com to claim it now
