The Magic Needed to Navigate Sales Conversations that Attract Empowered Buyers

[00:00:00] After generating over a million dollars in sales and selling one of her businesses with a single email, your host, Kathryn Thompson, takes an unconventional approach to marketing and sales. So if you're ready to tap into a more powerful way to be seen, heard, and a sought-after entrepreneur in your industry, without having to spend endless hours marketing your business and chasing clients, you're in the right place. Be The Sought After Entrepreneur Podcast is here to help you ditch the cookie cutter one-size-fits-all approach to marketing and use your unique energy to effortlessly attract the most aligned clients. When you do this, you can spend less time marketing your business and more time doing your soul work and enjoying the richness of your life. Welcome to Be the Sought After Entrepreneur podcast, and here's your host, Kathryn Thompson.

Kathryn Thompson: Hey, hey, super stoked that you're tuning in this week's episode. I cannot wait to dive into today's topic [00:01:00] because I want to share with you something really cool that's happening in my business, but also a perspective shift that I know that I've made and have had to make around sales and the meanings that I often used to attach to why people didn't buy.

And I want to share this with you because I know. That it'll help you navigate when you have a conversation with somebody and they don't buy or you have a conversation with somebody and when you go to share their price, they sort of clam up or you have a conversation with someone and they're like, heck, yes, I want to do this and then you send them all the details and they kind of ghost you and I know in the past, I used to take a not sale really personally, I would make some meaning around it that what I had to offer wasn't good enough, or they just didn't see the value in what I was doing and what could I have done better to communicate the value to them?

What could I have [00:02:00] done better to make them see that they need what I have to offer? What more could I have done to convince them to buy the thing? Thank you. And what's really cool is the shift that I've made in my business. To have a really leaned back seat when it comes to sales, and that has taken my own inner work that has taken unpacking and unraveling why I even attached a non-sale to some type of.

worth issue with me that I wasn't, I wasn't doing enough. And I'm sharing this with you because I have lots of these conversations with clients in Spellbound. I have lots of these conversations with my fellow entrepreneurial friends. And it's something that I see in all of us in a lot of ways that we can easily take.

a ghosting or a not sell or whatnot, not sale as a something wrong with us. What could we have done [00:03:00] differently? And then we go into fix it mode. Like, I'm just going to try to fix the thing, right? I got to fix this messaging. I've got to add more to the communication. What could I have done better on the sales call?

How could I have done the sales call better? We go into this fix mode. And I used to do it all the time. And now, I sit back more in sales. If you've been on a sales call with me, you've probably seen and witnessed it. And what's really cool is, is that I'm in the midst of onboarding a beautiful community connector, who will be taking some of these calls for me.

And what I'm seeing in this, which I didn't even see in my own process, as I was auditing my own process, how leaned back I am in sales. I never used to be that way and I will tell you that, right? I used to sit at the end of my seat after a call and I'd be like, I sent out the email and they haven't responded yet.

Should I respond to them? Should I reach out? You know, there would be that like over active mind of mine trying to figure out [00:04:00] what can I do to get them to just buy now, you know? And I understand that because we want to support, we want it to work. We want to see the sales coming in our business. Yet, there's this energy of like, wanting it to happen so badly, and when it doesn't, there's, we take it personally.

We create that meaning around it, that there's something that we're not doing that's right. In reality, a lot of people just may not be ready to buy. Or something happened after they got off the call with you that distracted them away from buying in the first place or they need to sit with it and then they made the choice that maybe it wasn't the right thing.

Or maybe they didn't even really know what they wanted and they got on a call with you or they landed on your sales page or they had a conversation with you, the DMs, and then they get on the call or they have the conversation and they're in lack of clarity. [00:05:00] and limbo, and they're not quite certain whether this is the next best step for them.

There's so many reasons why people don't buy, but a big underlying one is, is the belief won in themselves? Like, will this work for me? Or is this the thing that I actually want in order to take the steps I need? achieve the things I want. They're an indecision. And oftentimes, it doesn't matter how much you communicate or how much you're selling the thing you're selling.

You're not going to convince them in that moment, because they need space and time to sort of think about it. Which is why in baked into my sales process is giving people space to decide and not collecting payment on the call. [00:06:00] Because when someone's sitting on a call with me, it's really Easy to get hyped up in the excitement of it.

And I've done it right. I've been on the call. I'm like, yeah, I want in on the thing you're selling me. And then you, you go and pay on the call and then you get off the call and you're like, what the hell did I just do? Is that what I wanted? Or did I make a decision from this heightened place of excitement and not a grounded place?

Which is why I that into my process. It's something that I don't even think I realized again, that I was doing because. I was just following my own gut intuition, but also selling in a way that I would naturally want to be sold to. And the cool thing is, is that I've got this beautiful person who's going to be supporting me and taking some of these calls.

And so we've audited my process, which is highly intuitive. And I never in a million years thought we could audit it and sort of unpack it and create it in a way that would make sense to anybody else. And so it's really beautiful to witness and to watch, but I'm [00:07:00] sharing this with you because I didn't even realize how much my perspective have had shifted when it came to sales and how detached I am from the outcome, so to speak, that how detached I am from trying to make somebody buy something.

And how grounded I am in my conviction that what I put out into the world I know is freaking phenomenal and I know the right people will buy at the right time. I have that faith and trust in that process. I never used to have that.

I overcompensated the sales part a lot, right? And that never felt good in my body, but I was doing it because I was like, I gotta make this work. And then if it doesn't work, then how do I overcompensate? What can I do to make somebody see the value? What can I do differently? What can I tweak? What can I change?[00:08:00] 

How can I communicate it better? And there's always things that we can do better and optimize and all the things. But when we're constantly coming from this place of I need to fix the thing because it's not enough, it's not good enough, I need to do more. We have to check that energy of where that actually is coming from.

And the really cool thing that I'm also witnessing is, is that I recently rolled out two low ticket offers on Halloween to my email list. I haven't really promoted anywhere else. By the time this drops, I probably will have, but I sent an email out and It's two beautiful offers, The Offer Architect and The Alchemy of Attraction, and they're beautiful, freaking amazing offers.

And I rolled them out to my email list, and it's something that y'all have been asking me to do for a long time. And I'm gonna share this perspective with you because it ties back into the whole buying cycle of things as well, right? I rolled these out on [00:09:00] Halloween, but y'all have been asking me to roll them out for well over a year now.

And I knew that I wanted to do it. I knew instinctively I wanted to do it, I just knew it wasn't the right timing. Wasn't the right timing in January, wasn't the right timing in March, wasn't the right timing in May, it wasn't in August when I had it mapped out at one point to do, it wasn't the right timing until Halloween and I, and I dropped them.

And it wasn't the right timing because my gut, my sacral wasn't ready to put them out into the world. For whatever reason, that pulse just was not there to do it. And I knew that if I tried to force it earlier than I did, that it would be a flop and a lot of resistance and it just would not be good. I just needed to trust the timing of it.

And I'm sharing this with you because That is the trust that we have to put in our [00:10:00] people that are in our world that they will buy when they're ready. That it won't matter how much you try to say, I want you to do this. This will be really good for you. This is what you need. Right? Similarly, I've had y'all asking me for these lower ticket offerings, and I wasn't ready to put them out there

because it wasn't the right time. And that's often what can happen with people that are sitting in our world that maybe we had a sales call with, maybe we DMed with, and they expressed interest in what we were doing, but they didn't purchase right then and there. We can have people that live in our world for many, many, many years who eventually then decide this is the right time for me.

I've been following you for three years and I'm ready now. It doesn't mean that what you're doing and how you're promoting it It does not mean that it's not good enough. There's usually about 3%, 10 percent [00:11:00] of people in your world that are ready at any given time to buy the thing that you're putting out there.

Those are the metrics and the numbers, something to sort of have there. It doesn't mean that that's like the Bible, right? That doesn't mean that we have to live and die by those numbers. But that's just a perspective to give you, right? That there's usually a small percentage of people who are ready. And the cool thing that I'm witnessing is, is that there's lots of women who are signing up for these beautiful offers that are so intentionally created, and so beautifully created.

That I've had sales calls with for Spellbound who decided that Spellbound wasn't the right fit for them at that time because Spellbound is a bigger ticket investment and not everybody's ready to come into that for a variety of reasons and I have to trust that they know when they're, they're ready to buy whatever the heck they want to buy.

That's the perspective shift. Right? When we try to manage other people, or we take it [00:12:00] personally when somebody doesn't buy our thing, we're trying to manage that situation. We're trying to control it. All we can do in any sales conversation, in any communication we have, all we can do is show up with integrity, with intention.

and put out what we want to put out into the world. And we have to trust that the people that want to buy what we have will buy. And that does not mean that everybody's going to buy. Doesn't mean when you click send in your, in your email, and people don't start buying straight away that that it's going to be a flop.

I sent my email out and I think it was 24 hours before sales started, before sales started to come in, maybe 12. It wasn't like I hit send and then all of a sudden hundreds of sales rolled through the door, right? I think these are the perspectives that, and the, [00:13:00] the understanding that we have to take into sales.

That it doesn't mean that it's instant, that everything that we put out is going to be instantly bought up in droves. And that if people don't buy straight away, it doesn't mean that they won't buy. You know, I can send an email out and have sales come through and then I can send an email out five days later and have more sales come through.

It just doesn't mean anything. And that's a perspective shift that I would love to invite y'all to just sit with for a moment. Where are you overcompensating in your sales and marketing? And by overcompensating, I mean trying really hard to convince somebody that they should buy your thing. And that can get disguised, right?

You might go, I'm not really trying to convince, I'm not here to convince people, I'm not here to prove, and I understand that, I understand that stance, but then how does it seep out in your energy and how does it seep out in your actions that [00:14:00] you might not even realize, right? So, how do you feel when some, when you have a conversation with somebody and they, walk away and they're like, yes, I want in.

And then they walk away and you never hear from them again. Do you get annoyed with that person? Do you get frustrated with that person? Do you get pissed off because they ghosted you? Cause that is overcompensating, but that's also being attached and that's also taking it personally. That's the energetic piece of it, right?

We can't control what other people do. And sure, we can get frustrated that someone said, yes, I want in and then walked away and then didn't sign up. But why?

Because it can happen often, right? I mean, again, people get busy, their life could get derailed in some way, shape, or form. They just might not be ready. They might have it on their list, like, I want to get back to [00:15:00] this person, and they just never do. I mean, these things happen all the time. And think about it in your own world, right?

Think about it as you being sold to. You would never wanna be sold to in a way, or maybe you would, I don't know, but you would probably never wanna be sold to in a way that. felt like the person was like trying to convince you to sign up and were doing everything they could and then messaging you and sending you emails and all the things.

And it came from that place of like desperation, like, Ooh, I need to get this person to sign up because it's going to fulfill some validation within me that I'm good enough. When in reality, you've got to have that conviction within yourself and in what you're offering that it won't matter when people say no to you.

Because you're not for everybody, right? And that's okay. And part of business and part of selling is that some people will buy [00:16:00] and others won't. Some will say yes, and some will say no. And we have to create that equilibrium within ourselves that we don't get pulled off center or start to question whether or not what we're doing is good enough.

Now, I will be really transparent and honest with you is that it's not a one or done thing either, right? As much as I've noticed my perspective shift, I'm a lot more grounded in sales. I'm a lot more leaned back in sales. I'm a lot more who I am now. Like I was when I was in my brick and mortar, right?

When people would walk into the store, I didn't really try to sell them on anything and it just, things just sold. And that was just my natural energy. I was just like, I really love the product. It's amazing. You want to buy it? Cool. You don't? That's cool. Or I would send people to other stores. You know, I'd oftentimes go, well, you don't really want to buy.

the full price retail equipment to brew at home. You can get that on Kijiji [00:17:00] for cheap. And people were like, what? But then they would come back and they would buy the kits from us because they trusted me that I wasn't just trying to sell them on shit. That I was like, Go find it on Kijiji for way less, which is why we never stocked a lot of equipment in our store to sell, because it was like, there's no point, you can buy all this stuff secondhand real cheap, and I would, I would guide people to do that, and it was so leaned back in the sales, and I remember, I'll never forget that.

This, our business was part of a franchise and I remember the franchise owners coming down and, and seeing the way that I navigated in the store and whatnot. And I remember, and this is like an old sales tactic, that for me is like the worst. And I get it, I understand it, but is something that is like just not my jam.

And that is do not let the person walk away without buying. Do not let the the person walk away without. Buying another kit. That was the message, right? [00:18:00] And that was the feedback I got. And I just remember it going in one ear out the other. 'cause I was like, there's no way that I'm ever gonna do that.

Like if somebody comes in and they're bottling and they want to buy another kit, cool. But I'm not gonna force them to buy another. Kit while they're in the store, but, and I'm also not gonna like try to throw all the tactics at them. Like, Ooh, you get $10 off, or blah, blah, blah or whatever. Buy another kit and I'll throw another one in for free.

Like all of that stuff is like not my jam. And so, and it worked and it worked for me and it worked for that business. And then again, you get into the online space and there's these tactics. It's like you can't get somebody. to walk away off a call without buying, because if you do, they'll never come back.

And I was recently just sharing this with my beautiful community connector. I just said to her like that, you know, that is actually polar opposite than how I sell. And 90 percent of the time that people come back, if they said yes, they're in, and they really want to do this and they're in, they 90 percent of the time [00:19:00] they will come back and they'll buy.

And I've been told over and over and over again that it's actually the opposite, that if they get off the call and they don't buy and put their credit card down, then there's a 90 percent chance they'll never come back. And I'm sharing this with you because... So often we're taught these sales tactics that we believe we need.

And I can feel it literally in my heart right now as I'm talking of how like uncomfortable it makes me feel to even think that I want to take a credit card on a call without giving somebody the space and time to walk away and think about it and actually just do it them fricking selves. Like that's how I would buy and that's how I want to buy.

Like let's just let me do this in my own time. in the comfort of my own home without you having to sit here and watch me do it. It just doesn't even make sense to me. And I'm sharing this because it feels like so heavy in my heart to just even to share those tactics. [00:20:00] Because they're so counterintuitive to how I function as a human.

And so counterintuitive to how I, one, wanna sell, but also be sold to. And it's so beautiful because I'll see, you know, people that have come into my world to sell to me, right? To be my mentor or whatnot. And I'll often hear them say, No rush. It's okay. Take your time. And anytime somebody says those words to me, I'm always like...

Like, I know I want to work with you because you're, you're telling me to do this on my own time, which again, is the same sort of energetic sales process that I want to offer people. And it's hard to shift out of that perspective when that perspective is attached to, like I said, this worthiness thing, or this validation thing, or this feeling of, um, you know, fulfillment because somebody purchased from you when in reality, [00:21:00] they are investing.

I always want people to invest from a place of like groundedness, right? I don't want them to invest from a place of them investing in me so that I'm going to somehow save their business or fix all the things that are going on, I never want that to be the transactional, uh, energy that's happening. And I often find that when we use these tactics, for me, permeate more of this, like, not enoughness, this needing for validation, this I'm going to do whatever I can to get that person to buy.

That type of energy, to me, only creates that type of energy in the relationship when you're coaching them. That, that energy does not go away because empowered buyers at the end of the day, they don't need you to sit there and handhold them to make the purchase. They don't [00:22:00] need to sit there on the call with you to watch you type in your

details So I wanted to share this perspective shift with you because if you are selling and we all are listening to this, if you're not sure you're selling in your business, right? If you're selling, I want you to just take up Hawes and take a look at where are you over compensating in the sales process? Where are you trying to control an outcome before you even are sitting in front of someone and having a conversation?

And that's a big one, right? I never, ever, ever go into my calls, ever go into my sales calls with any preconceived notion about the person at all. Ever. I, I was not that way. I used to make up [00:23:00] things in my brain and one thing I'll often hear is, is that, well I don't think they'll be able to afford it, or what if they can't afford it, and they said they couldn't really invest, or they don't have the money, so.

They probably won't be able to pay or this person's been in my world for a while and they've never bought from me. So they likely aren't going to buy. These are stories that we tell ourselves. When we go into sales calls or sales conversations, we can make up stories about the person before we ever even have a conversation with them.

And I've had many, many, many, many people tell me that they don't have the financial means, and then we'll have a conversation, and then they decide they want in. And not because I pressured or coerced them to do it. I think it's just sometimes it's like, that's a really easy thing to sort of say. I don't know if I quite have the finances for it.

And then you have a conversation, then they go away and think about it and then they want it. So again, is like looking at all of what you're doing when it comes to sales and going, where am I overcompensating? Where am I trying to [00:24:00] control an outcome and where is my perspective and my mindset creating a story?

in any way, shape, or form about anything about the person, about why they didn't buy, about, you know, how they're going to show up on the call, maybe even the energy on the call. Oftentimes you can be sitting there and having a conversation with somebody and maybe the energy feels off to you to some degree and then you make the story up of like, oh, they didn't want it or They're never going to come back, or they'll probably never buy again, or whatever it might be, we tell these stories to ourselves, and at the end of the day, we actually don't really know, because there's a lot of people that I've talked to again, that like, the the The story there is, is X, Y, and Z.

And then it's like, but did you actually talk to the person and what did they say? You know, what was the reason for not buying? And many, many, many, many people don't ever get to that point of asking somebody. [00:25:00] And I'm not saying you have to directly say, why didn't you buy my thing? But it was kind of like we had a conversation like just following up, you know, the, there is magic in the follow up and not magic in that, Ooh, you're gonna get all these people to convert.

It's magic. in the followup because you start to understand your people. You start to understand where they're at. And again, not from a manipulative place, but like, how can I best serve them in this moment? How can I best support them if they're not ready to invest in me today, tomorrow, or ever? These are the things that I want you to sort of navigate because these are the things that definitely impact sales, in my opinion, definitely, definitely, definitely impact sales in your business because Oftentimes our perspective, not often, our perspective will create the reality, how we perceive the world and how we perceive the people that we're wanting to serve and how we perceive what they are and aren't doing and how we perceive it [00:26:00] all will impact the way in which you navigate sales calls or sales conversations.

And it will impact the way in which you navigate your business. Because oftentimes if we put an offer out into the world, And it doesn't sell. It's like that offer sucks. I got to do something totally different or this isn't working. So I'm, I'm out or I'm not getting enough sales. So this must not be working right.

That perspective that it's never enough. It's not good enough or I'm not good enough or whatever the story is that you're telling yourself, that's the perspective that you are then carrying and everything else you do. And that's going to impact your thoughts, your behaviors, and your actions. And rarely, when you put an offer out into the world, rarely is it like this full on home run where you're just like, you open the door and a million people roll through it, right?

We've been taught that, you know, there's like thousands of [00:27:00] people that are buying my thing and it's flying off the shelf. Like, that's the, that's the messaging that we've had ingrained in us in the online space. I went from like zero to 100k months in 30 days. And it's like, It didn't happen. It didn't happen.

There was lots and lots and lots of like trial and error and failure behind the scenes. When I launched Spellbound, people often say to me, Kathryn, oh my god, selling The Invisible, like that's brilliant. That's amazing how you came up with that. That speaks right to me. You know how long that took me to come up with that?

That took many years of working with soulful coaches and practitioners to listen and hear and really fully understand where y'all are at when it comes to selling your offers. It took sitting in front of people and having conversations. It's not like I just woke up one day and boof, there it was and there was the idea.

It was like Years of having conversations and working with people and mastering what I do and, and [00:28:00] all of that. And I think sometimes we forget about that when we see people, we see the success they're creating. Like these low ticket offers that I rolled out, this was like well over a year. of people asking me for them, well over a year.

It wasn't like I just sat in my house and created these on a whim, hoping people bought them. And so I wasn't surprised when people started buying them, because it was exactly what they asked for. I had emails from people going, this is exactly what I needed. And I'm like, I know it is, because I've had hundreds of conversations and I've heard it.

And that's where I think again, we have this perspective that like, I created this offer. It's amazing. I'm sitting in my house. I'm going to launch it and it didn't work. And so I'm going to burn it all down and start from scratch. When in reality, that's just feedback that you're getting. One of the biggest things I [00:29:00] often, often tell my clients is like, we need feedback.

We need to create a feedback. feedback loop with your people. You can't create what you do in isolation. You can't create it in a silo and a lot of, again, the coaching, the mentoring, that's what's taught is like, do these exercises in your house. Do this mapping in your house. Like don't have conversations with people.

Come up with this innovative idea, which is awesome. But then put it out into the world and when it doesn't maybe sell the way you want it to it's like next, next, next. And I've used this I know on some podcasts, but it's kind of like I always think of like Apple, iPhone, right? I mean, how many iterations of that iPhone has come out?

I mean, cell phones in general, right? I mean, there's a bunch of different versions and they're constantly improving and evolving it. And that is basically what. Creating an offer and selling an [00:30:00] offer in involves it involves you putting it out there, creating that feedback loop, and then also not taking it personally when people don't buy it.

Not taking it personally or making some meaning around it that it's not good enough. And I know that that can be hard because I've been there, right? I pulled the plug on my first launch midway through because I wasn't hitting enough numbers. I waited eight months to then go and launch a thing. And I did it and I had four people sign up and it wasn't good enough.

So then I completely scrapped that idea. I, I held the program, but I scrapped the idea because it was only four people that went through it. And so it wasn't good enough. So I need to create something better. And I did that for about a year with my program, Messaging That Sells. Right? I did a few iterations of that program and it was never enough.

Right? I never got enough people in it. So it's obviously something [00:31:00] people don't want. These are the stories and the meanings that I would make around this. And none of it was true. None of it was true. And Spellbound came to me. Yes, it was an intuitive hit that dropped in, in terms of the structure and all of that.

But it was years in the making because it was years of the failure, years of following everybody else's process, years and fitting myself into a cookie cutter box, years of trying to fit this square peg me into some round hole, which I hear all the time from y'all, right? I feel like I'm a square peg in a round hole.

That's how I felt. But I was trying to jam myself into this round hole. And none of it worked in that it was it created a lot of resistance. in my business, but it also pulled me so far out of alignment. So it was working to guide me to where I am right now, right? So Spellbound, as it dropped in, in that dream [00:32:00] state, it was years in the making, years of failure.

Years of frustration, years of resistance and struggle and force and push and all of the stuff that I was experiencing years of, you know, maybe having misaligned clients or whatnot, and I wouldn't even say misaligned, but just clients that potentially couldn't. experience the value of what I was really wanting to offer.

But also I wasn't in alignment. I wasn't in alignment to what I was teaching and that I was teaching it in a way that wasn't in alignment to me. So go figure, right? No, there's no right or wrong. Like of course I'm going to attract people that probably can't benefit the best from what I'm teaching, but also aren't going to benefit the best because I am teaching something in a way that I, you know, wasn't in alignment with me.

So I'm sharing all of this perspective with you because again, I think it can be we, the way in which we look at things and the way in which we perceive things and the stories [00:33:00] we love to tell ourselves will ultimately impact your sales. But. in general, your business and in general, how you view your business and in general, how you run your business and whether that's sustainable and feels fulfilling and light and not heavy will, it all comes down to the stories that we create.

and the mental mindfuckery, as I call it, that happens. The what ifs. What if this happens, and what if, you know, how many emails do I need to send, and when do I need to send them, and you know, is it right to say this, or it's... wrong to say this, or I see this often with the offer articulation piece of it, um, which I break down all inside the offer architect, a big mindset piece around that, because there's this notion of right or wrong, and there is no right or wrong, and the more we try to fit ourselves into what we think is right, Even [00:34:00] though our instinct or intuition is pulling us in a different direction, the more unsustainable our business will be, but the harder sales will feel because we won't be convicted in what we're selling.

We won't be convicted at that like heart level of like, I know that what I'm doing is phenomenal and I'm going to put this out there into the world. knowing that what I do is brilliant. And if for whatever reason people don't buy or they need to go think about it or whatever, that's totally cool.

They'll come around if they want to, but it's not up to me to convince or coerce them to do it or use any type of manipulation to get them to buy or get them to think that their objection or the reason they're not buying right now isn't right. I can't, I don't want them to honor that. I always want people always, always, always to honor their intuition.

Always first and foremost. I just had a [00:35:00] conversation with a woman about this. I was like, I never, ever, ever want someone to discredit that. And so if If any of the offers I put out there into the world don't feel like they jive with you, then don't buy them. Like, absolutely do not buy them because, one, you know best for what works for you.

You know best in this moment. What you want to do and, and how you want to do it. And yes, I understand that we all have mindset blocks and things like that. And sometimes we can't see, you know, the things that might be holding us back, but I 1000 percent trust in divine timing. And I'm a full believer that if there is a mindset block that I'm supporting you through to make that purchase and I'm having to work really hard to do that, I'm likely going to have to do that.

is that inside Spellbound or any of my other offerings, [00:36:00] right? And is that where I want to be and put my energy? That's not where I want to put my energy as a coach. So, also understanding who you are and how you want to navigate and what your zone of genius is. So, with that, I really hope that this has helped highlight, I think, the perspective shift that I've had.

I've been talking a lot around sales and how I've shifted back into a more really leaned back approach but an approach that I, like I said, I took in my brick and mortar and probably took majority of my life when it came to selling and promoting things but how easy it is to get caught up in, I think, the hype of the online space and the hype of what is right and what isn't right and all those sorts of things and then lose yourself in that, but also Become so out of alignment with how you market and sell and how you show up in your [00:37:00] business that it's not until you, you hit a lot of roadblocks.

And for me it was a lot of different roadblocks and then really realizing that I needed to come back more and more and more to who I am. And there's always work to, to be done. And that does not mean that I don't. mindset shit and all of that. Um, because I do, right. I absolutely do. And get those moments of like, you know, what could I do better?

What could I do, um, more in order to serve my clients and, and provide more value. Right. Um, that is something for sure I'm guilty of and I, and I need to sort of catch myself. It's one thing that my, Director of Operations is supporting me with and, uh, setting more boundaries around that, because I think as somebody who loves to over give and just give, it's easy sometimes to over give and, and to not have sort of those clear boundaries in [00:38:00] place, and that's a perspective for sure, and an area that I'm working on, and that comes back to value, right?

It does come back to that whole, that worth piece of like, Ooh, if I overgive and overcompensate in client delivery, then therefore I'm providing the value. And so there's lots of things that happen in the client delivery perspective that I'm also refining and looking at because I am human and I do make mistakes.

And it is what it is, what it is. As I often say is that there's lots of growth. in this journey. And so I just wanted to share with you today, the whole sales piece of that, you know, to try not to take it personally when people don't buy, because it doesn't mean that they don't want what you have to offer.

It just might not be the right time, or it might not be the right offer for them at that time. And. That is, you know, something again, like I said, I'm witnessing with these lower ticket offerings is [00:39:00] that I'm seeing amazing, beautiful people coming into my world who have been in my world for a while and who have, I've had sales calls with, and it was just, it's just fun to see them enrolling in these because again, it just goes to show that it's not that they Don't see the value in the work.

It just potentially wasn't the right time, the right offer, all those sorts of things. And a big proponent of my message is putting the right offer in front of the right people at the right time. And that is the gold and that can, that journey looks different for, for everybody. So I really hope that this one has been.

An eye opener, a perspective opener, and, and just a way for you to kind of look at what you're currently doing and the stories that you're telling yourself and assessing where you might be getting frustrated when people don't respond or they ghost you or they don't buy or, you know, to, to take a pause for a moment and just to see where [00:40:00] that brain goes and why the stories that you're telling you.

I want to tell one final thing because this also came up and I think it's really cool. Um, a client of mine shared a story on Her Stories and she had said that, you know, she sent an email out to somebody who had said that they wanted to sign up for her offer and She never heard back from them. And then she followed up again.

She was like, Hey, I'm just following up and just checking in. And she's like, I never got the first email. And then she went back and looked and she had actually typed in the email wrong. And I have done the same thing. And so we were both kind of laughing in the DMs because I was like, that happened. And I had someone reach out to me going, I'm waiting to sign up, but you never sent me anything.

I was like, Oh shit. Right. This is what I'm talking about, that like sometimes we make the mistake, or we type in the wrong email, or it ends up in someone's frickin spam box. I had another person reach out and ask me questions about these low tickets, and it actually ended up in my spam. So, she DM'd me and was [00:41:00] like, I sent you an email, but I never got a response yet, and I went and looked at my spam, like, oh shit, it's in my spam, right?

Again, These are the things that can happen and yet we can let our mind run amok and fill in the hole with all these stories that are like, not true. So I just want to leave you with that because it's kind of hilarious. It's like the bloopers of, of business, right? Um, and the mistakes that you can make and then realize, wait a minute, people actually do want to buy it, but I sent them the wrong email or I typed in the wrong thing or their email ended up in spam.

So any hoodles, I want to leave you with that. And I would love to hear from you in my DMs. I would love to hear from you, you know, if you've, what you've garnered from this, or if you're like, Oh wow, I didn't even realize I was doing this in my sales process. I didn't realize how much I was overcompensating or trying to control the outcome.

So with that. I'm excited, and I can't wait to hear from you. Cheers.

Thanks for listening. We'll [00:42:00] see you right back here next time. You can also find us on social media at Creatively Owned and online at creativelyowned. com. Until next time, keep showing up as your authentic self.