Brave Biz Lab 2024 06 07

It. Hi.

Oh, you're on mute. I'm good. Did you guys get the reminder emails today for this? No. You did, Carrie.

Okay.

Weird.

Okay.

I didn't. And I normally get all of them.

So.

Anyway, welcome. Happy Friday. And Carrie. Sorry, I saw, I saw your text like, as I was logging into my last call, so.

Okay.

Yeah, yeah. Awesome. Do we want to start with a little celebration? And it can be good stuff, bad stuff, all the things. Just celebrating waking up today.

I have a huge one.

Tell me, tell me. Come on, Dina.

So I, I have you know that I'm a single mom and my son is six and a half and we've been having. Having some challenges and. And I. He had like this tantrums and I was praying for some guidance and I found good inside. Dr. Becky Kennedy. Maybe heard of her, she's American and wrote a book and coaches parents and she developed this new model and we spoke about how we should be developing our own models about high feeling kids. And many adults do that workshop for themselves because they feel high feeling adults. And I did it. And the first workshop already implemented and it did wonders. And it is about. I mean, I am healing through that. So. That's a huge one.

That's huge.

Yeah.

You said Becky Kennedy.

Yeah. Dr. Becky.

Okay, I'll have to look her up.

Awesome.

What else are we celebrating today?

I mean, it's not celebrating, but I keep on recommending you to many people.

Well, then I celebrate that.

Passion is about you. That's.

Awesome. And welcome, Rachel. We're just starting with some celebrations for the week, so. And it can be good, bad, or just, you know, boring. Like, I got my coffee this morning. Who would like to go next? Monica.

I have one. This one's huge too. It's personal. I've been going through construction on my house for the past year doing, resurfacing my pool and then hooking up the gas barbecue to the house. And they finished on Wednesday. The project's now officially closed.

Oh, my God.

I looked back and it was like literally since August. So I'm like, oh, my gosh, that was a long time. No, more like people coming in and out of my backyard and me like having to run around and keep lists and. Oh, I feel like I could be at like somewhat of a piece.

Yeah.

In that, like, part of my brain.

So.

Congratulations. That's huge. Yeah.

Yeah.

Bask in the joy. Yes.

And.

And we get to barbecue this weekend.

Yeah, I expect pictures. Okay, awesome. What else are we celebrating?

I can go. I did my first market interview yes. And. And I've reached out to, like, I don't know, maybe like 12, 15 people so far.

That's fabulous.

And so there's a couple that are scheduled already for next week, which is great. And I'm doing, like, I'm mostly doing, like, people who are ideal clients, but I'm also doing, like, people have been mentors for me or like, someone that I dated for, you know, like, recently and just sort of like, people who, like, know me really well as well.

Yeah.

But I did my first one yesterday with a client who I've been working with for, like, almost a year now, actually. And.

She.

It was just really awesome to be like, she, like, I asked her what my zone of genius is, which it felt weird for me to be like, what, am I the best?

Yeah.

Like, I was like, am I the best at anything? Like, I don't know. But she said that she. In her words, she says that I can see through people and that I bring, like, compassion, patience, and, like, have a genius. And like, energetic working and understanding things with minimal words, which. Which I was like, okay, this is really, this is good. And I'm excited to interview more people. And, you know. Yeah. There's a little part of me that's like, okay, how does like, you know, energetic working sell online? But yeah.

Yeah. Well, it's. And of course, like, most of the people that you interview are not going to be people who know you. Right.

Yeah.

Ideally, because you want to get to the language that is pre coaching. Right. It can easily be translated into some market marketing and social media posts and things like that. But, you know, it helps you kind of articulate what it's like to work with you.

Yeah.

You know, so when someone's already kind of, you know, down the rabbit hole on. I really like Rachel. I like what she talks about. I think I'm her ideal client. She's talking about the problems I have and the things that I want and then, you know, they may be more spiritually inclined. You being able to say, this is what I bring to the table, you know, will just be that thing that's like, ah, that clicks for me.

Right.

That's cool. Yeah.

Thank you.

Yeah.

And I would say it's probably going to be like 10, maybe 15 people that I've either worked with long term or like, you know, know me really well. And then everyone else is like, not that close.

Awesome.

Yeah.

Yeah. And you know what? Like, interviewing people who know you really well is really, really helpful, especially for those last few questions about, you know, what are, what's your zone of genius? Because interesting. They, they all tend to say the same things in different ways, you know, and it's really good for you to be able to see. Oh, my God, like, this is what I bring to the table. Right. So close to our interactions, we don't really see the impact that it actually has with people.

Totally.

Or.

And we don't, like, see how it's unique. You know, I'm like, doesn't everyone, can everyone do that? But then my client's like, you. You know that.

Yeah, yeah, yeah. I didn't actually think I was funny until about a year and a half ago.

Really?

Yeah, I didn't think I was funny until like a year and a half ago. And then people like, I was like, everyone keeps telling me I'm funny. Are they stupid or something?

Yeah, you are super funny.

But, yeah, but it's, but it's, it's something that, like, I never attributed to myself because I saw other people as more funny.

Right?

Yeah, yeah.

But like this.

And I'm using this as an example to show, like, how we have very warped ideas of who we are.

Yeah.

Right. We can't trust ourselves to really identify what makes us stick out from the crowd. Right. So I love that you're interviewing people who know you. Yeah. Awesome. Great way. And then. Carrie, anything to celebrate today?

I, I, Yesterday, the first email in the sequence went out, so that's good. I, I need to do a post today with, like, details of the program, but I'm not sure exactly how to do that because it's not, not. I'm assuming I'm not using, like, the same format that I used in the email.

Right.

Unless I'm. Yeah. So I, and then I signed up for a Reiki, like, session. I don't know. I heard you say energy work. I don't know if it's a similar thing, but which I've been sort of wanting to do for a while and, and so I'm, Yeah, I, I hoping it, it's helpful.

Yeah, Yeah. I love Reiki. I actually, if anyone, if anyone feels like they are stuck on something that they're not be able to move past, I actually have a colleague who's an incredible hypnotherapist as well, if anyone is wanting a referral for that kind of stuff.

But.

Yeah, that's fabulous.

Yes, please. Yeah.

Okay. And she does it virtually so you don't have to travel to California to see her.

Why not? I know.

I mean, it is beautiful. She's in Santa Cruz. Awesome. Awesome.

Great.

Well, let's dive right into questions. We can absolutely start on the detail post if you want, Carrie.

I mean, if, if everybody is okay with that. Yeah, that'd be helpful.

Yeah. So when we're doing detail posts for social media, we're not outlining our whole program. Yeah, Right. We're, we're zooming in on like a portion of it.

Okay.

Right. So, like, you know, for you, you know, your clients probably, or your ideal clients don't even know where to start when they think about, like pitching the news to be on. Right. And so you could absolutely zoom in on, like, you probably don't know how to pitch the news to be on it or to be on a talk show. But in our work together, if you worked with me, we would zoom in on what's your specialty, what's your mission, what's your story that could be pitch worthy. And I'm helping you formulate, like, what are the main things that, that the news would most likely be interested in featuring you for. Right. Okay.

Figure out. Okay.

Like, and then am I, am I.

Actually saying I have this new thing? It's, you know, it's at a 50.

Yeah.

You're just going, whatever.

Okay, well, I wouldn't lead with the discount on social media. That's something that I just do for your list. Yeah, I would just do it for your list. Okay. I got your text about pricing. No. Okay. I just want to say this to everyone. I'm going to tell you pricing that I believe that you can charge if you feel like you're not ready to charge, that you do not have to charge that much.

Okay.

Okay. This is your business. You are the boss. You get to choose. Right. In my mind, I'm going to hear what your financial goal is and I'm going to reverse engineer, like, what is going to be the easiest, quickest way for you to reach that goal. Right. So, Carrie, you know, as you're telling me what you want to be making, I'm thinking it's easier for you to get five to 10 clients who are paying between six and 12,000 each. Right. Benedict, 20 clients who are paying 3,000 each. Right? Right. Yeah.

Okay.

Yeah. Because it's still a sales call.

Yeah.

Right. And especially, I mean, you can absolutely charge 3,000, but like, you still have to get people to the sales call. Right, Right. And you still have to, you know, close them. You know, depending on their position, they.

Yeah.

So, I mean, don't want to, don't want to add more to this, but like you get to charge what you feel confident about. Right. You know, so, for instance, we may back your. Your full price to, like, 8K for six months, which I think is. Is still pretty robust, and I think it's something that people would pay. But then if you're doing 50% off your list, it's.

Yeah.

You know. Yeah. All right. I mean, really, I need.

I need way more than.

Yeah.

Even if they're paying, like.

Yeah.

You know, 15,000.

But.

But okay, maybe that's where I start then.

That's where you start.

Yeah.

Yeah. You know, and also, like, there are lots of things that we can all do for money.

Yeah.

Right. And it's hard to feel really grounded in your strategy and, like, you know, be confident in all things when you're constantly driven by, like. Like, your base needs.

Yeah.

Right. So it may be something to look at to, like, start augmenting where you're making your money from. Yeah. You know, just. Just for, like, the short term. It doesn't have to be long term, like.

Right.

But when you're building all this stuff, it may. It may help take the pressure off so you can feel really confident going into these conversations without that desperation that's happening in your chest.

Yeah. Yeah.

Yep. Yeah.

Okay.

All right, so how long is this, like, a regular length post? Like, am I adding, like, a story to it, or.

I would do a regular length and I would say, you know, one of the questions I'm getting about my new program is like, how do I pitch the news? Yeah, okay. Right.

And it's. And.

And you can say, you know, it's not something you have to know before working with me, because it's literally what I will help you do. We will formulate multiple different pitches so that you have, like, a much higher chance of actually getting booked for something.

Yeah. Okay.

Make sure that those pitches are relevant to our business.

Yeah.

You know, if you. If you have 12 turtles but you're a change consultant, we're not going to, like, pitch you on National Turtle Day about turtles. Like, that's not going to be helpful to your business. Right, Right.

Yeah.

Like, if you have webbed toes and they're doing, like, a web toe feature, we're not going to type, like, unless.

You feel really passionate about sharing it and you just want some name recognition.

Like, we're not going to take the thing that's irrelevant to your business and pitch you for that. I pitch you for stuff that is going to create curiosity for your business. So, you know, build and grow your. Your brand. Yep.

Okay.

And should that, should that. I'm sorry, I don't want to get so grand low. Is that like the hook like one of the things my. You know.

Okay.

Yeah.

And you can also send it to me and I'm happy to tell.

Yeah, I probably will. I'll do that after we hop off the call.

Call.

All right, awesome.

Thanks.

What are the questions do we have today?

I have a few follow ups. Yeah. So remember that Thailand company, the, the tech company. I. I spoke to my friend remember like few managerial changes that happening in the company and she's applying for coo. I am sorry that I'm telling this. It's important because Dynamics. So I sent out an email to the guy that was the one that was difficult on the call but then the following day was a really good call and he thanked me for. I sent him a follow up email. I said how did the retreat go? I hope you manage. It went well and you managed to recover. And I would like to speak schedule a 30 minutes call to discuss the strategy audit and redesign for the company. So I was very specific with the purpose. Just like he likes it.

Yeah.

No reply.

Yeah.

Which probably. Yeah. So I don't want to bug her too much because she's not in a very sensitive position herself. She wants to you know, obviously applying and et cetera. Do I wait, do I send another email?

So remind me because I just want to make sure I'm getting the sequence of events straight. They asked you to email them after the thing for that?

No. So the. We left it at. They said okay, just send us the proposal please before the retreat. And I, I wanted to.

For the ongoing work, not just for the retreat.

Exactly.

Okay, cool.

Even though now when I looked at it, the proposal that I sent, it's not, it's. It's confusing because it doesn't show the outcome and so on and so on. So I would do it differently and it's sort of like a mishmash between the retreat and the rest. So it's not a clear cut. Yeah, normally do.

Right.

Right.

Okay, cool. So you know, anytime you're sending a follow up email, if you want to run it by me first, you can pop it into Heartbeat. Just so you know.

Yeah.

And. And when we, when we follow up with people, especially if like it's been some time, we want to make it less about what we want. We want to make it about how it's going to benefit them.

Yes.

Right. So we never say, you know, I would love for you to book a call. Call I would love for this or I want this because what we want isn't relevant to them.

I didn't use that word, but I see a point. Yes.

Yeah, yeah, yeah, sorry. It's how you summarize it to me. So I just want to make sure I'm teaching this lesson to everyone. We want to talk about like, you know, now that you're back and I'm sure you're trying to get, you know, your heads on straight for the next, you know, to finish out the rest of the year strong and set yourself up for 20, 25. Right. So like, you wanna, you wanna like point to shit that is probably happening on their end and say, you know, if, if you want to hop on a call to get your head on straight for the, like the next bit so we can really figure out like how we can strategize forward, then here's a link to book a call. And also, I know I hate send over a proposal that had some stuff for the retreat and had some stuff for this and that. I have some new thoughts now that, you know, the retreats no longer a factor. So I'd love to share those with you. So, so you're, you're a pointing to the need that they have, the things that are frustrating them and you're also creating some curiosity of like, oh, what are you thinking?

Yeah, yeah, yes.

Right. It's, it's okay. And you can also, you can also send this email in like a week or so, you know. Yeah, you can still send that email in like a week or so. I, I wouldn't send it right away. When did you send the follow up?

Tuesday. Okay.

Yeah. And also remember, like, if they're just getting back from this, like they're probably still paying, playing catch up. Especially if they're interviewing for a coo. Yeah, right. Like that's a real.

Yeah, it's a big Sigmo and CEO and this guy Vlad that didn't like me, but then sort of liked me in the end. He's the new managing director, right?

Yeah. So he's probably trying to get his feet wet in his new role. They're interviewing for a coo. There's a lot of change happening, right? Yeah.

And there are still the hype after the retreat, even though I didn't do it on that week after. And I called my friend first to see what she thinks and she said absolutely, send it. So it looks like they do still need that person that's from externally and they feel that need somebody from externally to help.

Yeah. And I mean best case scenario she gets the job. She's far more likely to want to bring you in also, you know.

Yeah, she's really good. I hope they will because. Yeah. Another as well related to follow up with that. So I did this workshop for that investor. We did a call, I presented the proposal. Then he sort of told me that he has non official co founder to that NGO that he needs to consult with because she's a brand strategist. Not a strategist, but he wants to run it past her. Y. He told me that he will get back to me. So I didn't book with him. I called but yesterday I called him and I texted him immediately. I said hey, I hope everything is fine. Was very like positive. Would love to hear how it went with Leah, the co founder and would like. What I would normally like to do is to book a yes or no call so there is no awkwardness. Right. And he immediately responded finishing with something and I will call you back. He sent me a voice note this morning. I didn't get back to him immediately because it was the first like ceremony at my son's school. And two hours later he said I'm so sorry, I didn't. It was busy, very good day, blah blah blah. And if we want we can catch up today. I said no rush. I mean it's Friday so it's not a working day.

Yeah, right, right.

It's like a weekend already. So I said I, I told him I work on Fridays because of my global comments, but we can do it on Sunday as well. Let me know what works best for you.

Okay, cool. Awesome. So a couple things here. So if someone says we'll get back to you, you still say no. You know what, actually what I like to do is book a yes, no call. This is your business. This is how you do business, right? Yeah. So always, always book a yes, no call. If they're really resistant to it, then that tells you something. Yeah, right. And so, and especially if someone is saying, oh, I need to check in with someone else, like it's really cute.

You'll.

You'll constantly say, yeah, Rachel, I'll explain. It's in the module, but I'll explain it really quickly. So at the end of a sales call, if someone needs to think about it or they need to touch base with their partner or their boss or whatever, what I train people how to do and what I do and I did it with you is I book, I say, okay, cool. So how many days will you need to think about this, you know, how many days will you need to touch base with so and so.

Awesome.

So what I like to do is book a yes no call. I have this time and this time on that day available. Which works best for you. Right. And so we get it on the calendar. And then especially if they're checking in with someone else, I'll say, cool, so you're checking in with your spouse or with this co founder. What questions will they have that you haven't asked yet? Right. Because especially if someone wants this, if they're pretty sold and they like are trying to go and convince this other person, which is typically the case, like they're not going to go and take something to their co partner if they. Or their co founder or their partner if they don't want it. You want to send them into that conversation, like knowing exactly how they're going to pitch it to this other person. And typically people kind of know like what their partner is going to ask or what their co founder is going to ask. Right. And so the, the key to the yes no calls, we want to empower the no as well. Right. And I always like to say, you know, and if it's a no, then you will know that you can always come back to me. There won't be any awkwardness around like, oh, fuck, I never got back to her and she probably hates me now. So we want to be very sure to use that call because it really does help move things along and it prevents situations like this where you're having to follow up with people. Right. You know, if someone's saying, I'm available to talk, like, speak, like time kills deals. So as soon as they're able to talk, Dina, hop on the phone with them. You know best. Sorry.

Even though two hours.

You say, oh, yeah, so sorry, I'm just seeing this. I was at my son's thing. I'm actually available in the next hour. If you can. If you can hop on quick, you know, and then just let me know either way. And then if they say yes, you hop on the phone with them. If they say no, then you say, okay, no worries. Why don't we do this? I have this time and this time available early next week, which works best for you. Okay. This is really, really important. Right? Because when we ask people like, what's your availability? What tends to happen is they go to their calendar, they see all the things that they have and they can get overwhelmed or they can see something that they've forgotten. They're like, oh, shit, I still have to get that thing to that person, and then they go to their email, and then they send the. Then they. They're back in working mode and they've completely forgotten about you. When we say, I have this time and this time available, we make their. Their look to their calendar way more pointed because they're really just looking at those two times to see which one they have available. Right. And if neither one works, it gives them a reason to say, oh, no, neither one of those works. Do you have anything else available? So, I mean, Dina, this is all, like, early on sales, like, stuff that you're. You're gonna mess up. This is everyone, you're gonna mess this up. You're gonna forget about this stuff. Takes time. It takes screwing it up and then getting it right and seeing that it works. So don't beat yourself up. But as you forward, remember these things.

Yes, yes. Yeah, I. He actually told me what she's going to ask him. She's going to ask him, why do we need a strategist if I'm a strategist?

Right, but.

But she's not a strategy business. I mean, she's a brand strategist.

Right, right. This is about investment and making sure that you're getting, you know, maintaining those relationships and. And establishing new relationships with the right people.

So how do you create urgency with the sponsors and donors? This is what I told him, and he said, oh, it's a good question.

Yeah, well, yeah, but I didn't.

Went on and on. I just gave him the.

Yeah, I didn't.

I didn't try to convince. Is that okay, or do I need to.

That's absolutely fine. You know, in any. In any scenario where you're gonna be having a little bit of overlap and it could be perceived overlap.

We.

We also want to say, you know, make it clear to her that I'm not here to step on her toes. I'm not here to do her job. I'm not here to, like, do anything that is in her. Her sphere. I'm here to support her. So what she's doing has more punch. You know, it really, like, we're getting her the brand that she's developing in front of more people. Yeah.

Okay, perfect.

Like, and also, like, what you're doing will help make her job easier, essentially.

Yeah. Yeah, yeah, yeah. Okay. Got it.

Yeah.

And I have one more question, but I will leave it to the last of the call.

What other questions do we have, Monica? I have two questions.

So I am getting ready to ask for another round of market research because it should be an iterative process, so it would help me better hone in on, like, what content, what. Who I'm talking to with my content. So do I just, like, post the same post?

Yeah.

Okay, so there's no, like, hey, I'm back at it mid year now. Like, give a backstory now.

Just post the post.

I mean, you don't necessarily have to. You can say, oh, I'm making some tweaks to my program.

Okay.

You know, um, but no, you don't have to explain it.

Okay.

No one's really paying attention. Yeah, right.

Okay.

Yeah.

And then I was thinking maybe this is a good time to reach back out to maybe the people that booked the strategy call but thought it was too expensive and maybe just touch base and say, hey, I'm still here.

Or.

No, absolutely, you can. You know, especially early on when you're still trying to articulate what your ideal client is or. I'm sorry, who they are and what their problems are. You know, the first round of sales calls that you're going to get typically won't be your ideal client. Right. And especially like, if, if they have financial limitations, like, that's not your ideal client.

True.

Yeah.

Right. And I mean, with the current economy, I don't think anyone who didn't have the money three months ago is going to have come into a lot of money to be able to afford you. Yeah, right. I mean, you can absolutely reach out. I, I support it. And also know that, like, reaching back out to people who couldn't afford you previously will be more effective next year. So I don't want you to do it and have it not work and get encouraged about it is my point. Okay, yeah, yeah, I would.

Yeah, I was kind of thinking the same thing. It's like, why would you reach back out if they said no anyway? Like.

Yeah, yeah. I mean, it's, you know, I mean, that's, that's essentially sales like to continuously reach back out because especially if they said just not now. Yeah, yeah. Like those ones. Yeah, exactly. If it was a not now and not a flat out no, this is not what I want, then absolutely reach back out.

Okay.

Yeah.

And how exactly verbiage wise, would that go?

I'm not telling. No, I'm just kidding. It's. Hey, so and so I was thinking about you earlier today. How's everything going? I know you previously weren't ready to do a program like the one that I have, but I've made it. I made some updates to the curriculum and if you'd like to learn more. Then, you know, I invite you to book a call again.

Okay.

Depending on how many notes you have on them, you could just, you know, follow up about that specific thing.

Okay. Yeah. Right.

So, you know, want to check in with how the end of the school year is going? I know the limitation for you previously was like time and money. You know, if, if you're going to have some free time over the summer and you really want to start looking at some jobs and data and setting yourself up to start interviewing, you know, I'd love to be a support to you in that. Okay.

Yeah, that's.

Yeah, it's awkward. I will say that. Like, you're gonna write it. Like, this is so weird.

That's why I asked, like, what, what verbiage to use because it is awkward. I'm like, I don't know what to say.

Yeah, but you know what? Like, here's the energy. I want you to go into it. Is that like the problem they had that got them to book the call probably hasn't gone away. Yeah, right. They've probably just been sitting in it for months. And like you get to remind them that they don't have to sit in it if they don't want to. Yeah, right.

Yeah.

My first, my first, like sales job where I was closing sales, worked with like a high end fitness company and we had to do this and like, they would have us do it on people's weight and if you want to get awkward as fuck, like how, like, hey, are you still 20 pounds overweight? Do you still want to. It was, it was painful. It was painful, you know, so at least you don't have to do that.

I mean, it's still kind of awkward. Hey, do you still not have a job?

Yeah.

Well, and you can make it. Are you still wanting to get data and, and have you made any headway?

That's, that's a better way to guess.

Are you still destitute?

Yeah. Yeah. Okay. Thank you.

What helps, honestly, is to write a ridiculous one first. Just get all the awful things out. Do it on purpose.

Okay.

Do it like, write the most awkward kind of mean and bizarre email and then just don't send it, but get it out of your system and then.

Post it as a post. Be like, this is what I don't tell my clients.

That would actually be really funny. Like, you know, you. And you could talk about like the awkward bits of starting your business and how like following up with people. Like, you know, you're still learning how to write follow up emails. And here's an example of like what you would not say. Yeah, yeah, I think that would be an adorable. Behind the scenes. That would be so fun. And then the, the engagement question would be like, what's the most awkward follow up you could think of?

Okay.

You know, because it opens the door to people like sharing awkward follow ups that they've gotten or how they would, you know, voice your follow up, you know, in a different way. Yeah, yeah, that would be a lot of fun.

That would be fun.

Yeah. Thank you.

Yeah, of course.

What other questions do we have today?

I've got one.

Okay.

So two things. One is excitingly, I've got people like reaching out to me again. Like sort of like old people I had calls with months ago or. Yeah, like basically that or someone. I, for some reason I like gave her like 50 off of my prices for month one. And then I was like in. And then let me know after the month one if you want to continue on. And full price, which is still pretty cheap. But basically there's a couple things. One is, okay, so for the people who reached out to me again, who I quoted on my former price, the former package, I'm like, I want to use that as an incentive and be like, okay, I'm happy to honor the price that I gave you. And just so you know, I'm updating my program and my cost so, you know, after this month or this week, it's, I can't honor it anymore. Do you have any suggestions on how I could like more gracefully do that?

Yeah, yeah, yeah. I would give people some time. I would give them like, yeah, hey, listen, I just want to follow up. I know you were interested in coaching previously and I know we, you know, we are either we worked together previously or you were really interested in coaching, but it just wasn't the right time time. I wanted to give you the heads up that in two weeks I'm actually raising my rates from this to this. So. So that way you really show them, like, it's going to be a lot more expensive.

Yeah.

I wanted to make sure that if you still wanted coaching and you, you know, were comfortable with that lower rate, that you have an opportunity to sign up for it before the rate increases.

Right.

And then I, I have a story. I'm just, I'm noting this down actually. So give me one second.

But for as you, as you're doing cases, it's totally fair to reach out to your, your list and just give them the heads up. You know, you have time to get it for this rate before I increase it.

Yeah, I, I have a story that, like, okay, if they know that I'm increasing my prices and then they're definitely not going to want to say yes.

Why are they not going to want to say yes?

Like, like, they'll only say yes now. And then if in two weeks they're like, oh, I changed my mind, but the prices have already gone up, then they're like, definitely not gonna want to do it because it's like they missed the sale basically.

Yeah. Yeah. Okay, cool. So that may be true with shoes.

Yeah.

Like a jean jacket and. Or, you know, like a Thanksgiving Day sale on like extra big tv. Yeah, right. But here's the thing. Like, if someone wants to work with you, they're going to make it work. Right? They're going to. I mean, I had, I basically doubled my prices. What was it, like 2020 to 2021? Some people who, like, at the end of 2020 were like, like, I'm just not sure if I need this. Like, I don't know. And then like a month later they reached back out and they were like, ah, Like, I know I should have signed up last month and I'm just gonna eat it. Like, I'm just gonna, like, I just, I need to do this.

Yeah. Yeah.

Okay.

So, like, especially with coaching, like, the chance to work with you, people are just gonna have to figure it out.

Yeah.

Right.

Okay, great. And then one other question is. So one person I talked to yesterday and I basically was like, okay, I can do it at my current rates, which are 666amonth. And then I was like. And just say, you know, I'm, I'm building a new program and raising my prices at the end of the month. Actually, I don't know at this moment what I'm going to be raising them to, but I will be raising them. And then she was like, okay, I'll get back to you in two days. And I didn't think about the yes, no call, but do you think, does it make sense for me to ping her now and be like, hey, I know it's only been a day, but.

Let'S let you know if she said she's going to get back to you in two days, I would give her until two days and just say.

If.

She doesn't reach out by Monday, you know.

Yeah, okay, okay.

Because like, if someone is saying they need two days to think about it, you know, if they are actually like taking the two days to think about it, and maybe there's some stuff that they're doing. You following up before then can feel a little aggressive.

Yep, yep, yep, yep.

Yeah.

Okay.

But yeah, I'm trying to think if there's any. Yeah, I would, I would actually push you, like, as soon as possible to go and watch holistic selling so that like, as you're communicating this and as people are booking calls with you, you're able to just hop on and you know exactly how to guide them to making a decision.

Totally. I'll do that. I can do that when we get off the phone.

Okay, cool. But yeah, yeah, totally fair. And you know, whenever you're doing a push for clients, you know, you know, creating urgency, you can do it in a very shitty way where you're like, like, there's only 17 copies of my ebooks.

Yeah.

Left.

Get it before. That's bullshit.

Yeah.

Or you can say, hey, listen, like, my price is going up or I only have two spots left in my coaching or this and that and the other thing, like actual urgency that gets people to make a decision.

Yeah, yeah, totally. And I'm being honest. Like, I'm talking to someone today who. I quoted her on 555amonth in December. And I'm just, I'm not so jazzed about that price point anymore. Like, it's kind of like I'm like, I've got eight clients and I don't really want to go beyond 12. And yeah, I don't want to fill those last four at that price point.

So.

So I have to think about what makes sense for me there.

Totally. Yeah.

Yeah.

Thank you.

Yeah.

For sure. I was actually thinking about your niche because I know you're working. You want to work with women in aerospace. I would actually open the door. Like you have, you work with women in aerospace and then have a little like. And, and other women in stem. I intuit that they're going to be engineers and scientists and mathematicians who need the same kind of support that you, you give to women in aerospace.

Mm.

Right. And if they think that you're not going to talk to them, they won't book a call with you.

Yeah.

But the problems you're speaking to are going to be things that they bump up against all the time.

Totally. That's true. Yeah. Yeah. Maybe it's like. Or like women in tech. Like, women too broad.

Too like, you wanna, you wanna. Because women in tech could be people in sales and marketing and blah, blah, blah, blah. Okay. Right. And also there are so many coaches going for women in tech.

Okay, Right.

So women in STEM especially, because you come from stem. Like you've been in it in like a very vision. You have a fuck ton of credibility there.

Yeah, totally. Yeah. And I have a aerospace engineering degree, so. Yeah, I'm one of them.

Yeah, yeah, yeah. And you talking about your experience getting that degree, you know, what was it like being in class with a whole bunch of dudes?

Yes.

You know, I'm sure your professors were mostly men.

Yeah.

You know, how did you have to advocate for yourself differently? Like, how did you have to like really warp yourself into someone different? You know, because that's going to be the stuff that they're like, oh my God, she really does get me because she's been through it too.

Yeah.

Yeah.

Cool.

Thank you. Worse.

All right, what other questions do we have today? I have an eyelash.

Yeah.

Dina.

Can you believe that a month has passed since I. This Monday I'm speaking to this Lithuanian company, asset management company. That was the follow up that he suggested that we book. I did some more intelligence and they removed the position from their company. So maybe I was the one who convinced him that there is a better way than to hire somebody internally. So we're speaking on Monday. How should I approach it? And you also gave me an idea when you now was speaking to Rachel about to create this urgency about. Because I sent him an offer a while ago. I wouldn't want to push too much for the increase, but. Yes.

Yeah. So there's a difference between selling directly to one on one clients and selling to companies. The, the decision process can be anywhere from six months to a year for these kinds of companies. Right. So creating urgency like that just isn't necessarily going to help you.

Yeah.

You know, it may help you six months from now where you're saying, oh, wanted. If he's really kicked this can down the road for you to go back and say, hey, just want to let you know I have a rate increase coming. But for you to do it right now would just feel like you. There's a certain degree of which you have to work with their timeline as well.

Yeah. Okay, good. Yeah, I would feel comfortable with that as well. Yes.

Yeah, yeah, yeah. And then I mean I would go into it and I would just say, you know, you know, this call is really to touch base on where you are in your decision making process. And do you have any other thoughts or questions that have come up in the last month. For a bit. Because, you know, if you jump into it trying to give him a whole presentation as to why now is the time to strike and blah Blah, blah, blah, blah. You know, he's going to be like, this woman doesn't know, like, is so out of touch with my business, versus if you get him to start talking through what's going on, you know, it's going to be a much more natural conversation.

I'm trying to prepare to different scenarios.

Yeah. So you cannot come up with an answer to all the different scenarios when you're about to go into like an argument with someone and you're trying to think of like all the zingers you can come up with, you know, or the ways you can, like, come out and be right, you know, it's not helpful. It's really not helpful in a sales scenario because when you're, when you go into a conversation like that, you're not listening.

Yeah.

Right. So you want to go in and you want to like, really understand. You want to go in with the intention to really understand what his current pain points are. And as you're, you're kind of metabolizing what he's saying, you're thinking of all the ways you could support him, you know, or the ways in which. Oh, well, this package that I proposed, that's really what's going to help you with that problem.

So should I focus on the problem or the outcome?

Both.

Present the outcome. So it will create, it will help you. What's the actual language to you?

Well, I mean, it depends on, on what he's focusing on. If he's, if he's really goal oriented, he's like, this is what we need, then you're just going to say, awesome. So you know how we previously talked about the three options of working together? The second option is really going to help you with that. You, like, you don't necessarily have to go into, like, how, you know, you can say, you know, I'm gonna, I'm gonna support your team in exactly how to do X, Y and Z to get there, you know, or if they're like, oh my God, like, we just lost a major donor or investor and we're freaking the out. Like, oh my God, I hear, like that happens to companies all the time. You know, here's the program that I think would be most helpful and really, like, we can either reestablish that relationship or, or, you know, like, this is a great opportunity for you to go get investment outside of Lithuania. Right. Like what? Every issue he, he brings up or every goal he brings up, I want you to bring it back to the thing that I propose to you that will help with that. The Most.

The investor just texted, sorry.

Oh, it's okay. Yeah, yeah, yeah.

Okay. So. Okay, I got it. Yeah. Thank you. And please pray for me. Awesome. Okay, thank you so much.

All right, what other questions do we have in our last nine minutes?

I'm, I'm giving a talk at Forbes.

Council thing.

This month and I'm, I'm like, so over these talks, the ones that are not my right audience. This could potentially be my right audience.

But.

I, I'm, I. It's just like they want to know how to speak on camera. It's not like pr, you know, prep or anything like that. I guess I'm, I'm not exactly sure how to take. And this may be longer than we have, but I'm not exactly sure how to take a 45 minute talk and make it. Not make it sort of. I also would like to sell something on the back end, you know what I mean? But this is such a, like, tactical topic that they want to know that I'm not sure how to build sort of just like awareness around. I, I don't know. Do you know what I'm saying?

Like, talk me through what the title is, how it's been marketed on their end.

All right, so there's. They're actually sending it to a specific group that's interested in public speaking. Get the exact name of the talk up. All right. It is. That's not it. I don't know why this is not showing up. Let me see if it's in my calendar correctly with the correct title.

All right.

It is.

Also not in my calendar with the correct title. All right, so basically it's a group of. Right now they have a hundred registrants. It's, it's business owners, also executives. They are wanting to learn how to be captivating on camera is basically what it comes down to. If I could find the dang email, I would have the exact words for you. I actually asked them, you know, on the heels of like putting this new offer together, if they'd be interested in anything like that. And they're like, no, they just want the on camera communication part.

Yeah. So I would, I would honestly start with a story. So the bookstore that you wrote about in Denver. Yeah, I would start with that. Like, you know, being captivating on camera is great if you're leveraging it correctly. Okay. Right. If you're posting to a TikTok account that only has 200 followers and hoping it's going to have a big impact on your small business and your career, it's not Necessarily going to be the thing that really hits at home.

Okay.

You know, we have to make sure that you're in front of the right people.

Got it.

Yeah.

You know, when. And, and showcase, like, tell the story of the bookstore, how they started with one location and how now they have locations in the airport and they've really like 10x their business by pitching themselves to local news. Yeah. Okay. You know, and really creating buzz. And so then you want to go into, like, of course, like, you know, being captivating on camera. There are a few things that go into it. Right. But the most important thing to remember is like, what camera are you in front of and who's going to see that video?

Okay.

And.

And when you introduce yourself, you can, you know, say, hi, I'm Carrie Barrett. I actually help my clients become captivating on camera. So, and, and pitch themselves to the news, to talk shows, so that they can, A, have like an amazing, amazing impression on the audience, but B, they get in front of, you know, thousands upon thousands of people rather than just the few hundred followers that they have on social media. Right. So you're teasing that you're just kind of like dangling that in front of them.

Okay.

And then you're saying, okay, cool. But in this talk, what we're going to focus on is how you can be captivating on camera.

Okay.

Right. And then you go into, you know, some technical bits.

Yep.

You know. Okay. And at the end, you know, you can, you can just really lightly say, you know, if. If you want to strategize how you can leverage yourself on camera to grow your business, to grow your career, to become a thought leader, then I invite you to book a call with me.

Okay. Okay. Perfect.

Yeah. I mean, honestly, like, that. That being good on camera is like the smallest bit of what you do now. Right, Right, right, right. Yeah.

Yeah.

Okay.

And.

And.

Yeah, I think that's good. I don't need to belabor the question.

Thanks. And of course, like, you know, we can go over this in our one on one calls.

Sure.

Awesome. Any final questions before we move into main takeaways? No. All right, let's do main takeaways. Who would like to go first?

I'll go.

Yes.

Really? Listen, take a step back, relax my body, understand their pain points, make it about them, and from that larger observation, connect to how I can help them with that problem to get to the outcome that they want. Awesome.

And who are you picking to go next, Carrie?

I'm already off. I guess I am. Well, I learned something about how to handle that the issue of raising prices, because I'm sort of going through something like that right now with a potential client. So how to handle that, I think was my main. My main takeaway.

Awesome. And who are you picking next?

Sorry, Rachel, it's.

Sorry, can you repeat the last sentence here? It was important and it went blank for me. Well.

I think I said that I was. I'm going through something about raising prices right now with a client and trying to sort of like get them in the pipeline by, you know, with that over their head. So that was helpful to me. That's not what I said, Dina, but it's as close as I can paraphrase.

Thank you. Thank you. You've got this. Come on.

My takeaway is one, one new action item that I have for once. I do have a better idea for what my next program is and what the rates are going to be to, like, give like a two week warning to, like, everyone that I've had a intro call with.

Yeah.

And then.

I think that's it.

Honestly, I think that's it. Right, like, that's like the main. The main one. Right now I'm. And then watching. Watch holistic selling in the next hour before my next call.

Okay, awesome. Beautiful. And then I imagine you're picking Monica since she's the only one.

Oh, yes.

Sorry. I'm totally in my own world. Yes, Monica.

Thank you. So when you're scheduling appointments with people, it's better to give them specific time slots rather than just your calendar. I like your call out to where, you know, if they have too much to look at, they'll realize that they forgot something and get in work mode again. Because that's happened to me many times before as well.

So, yeah, when in doubt, just assume everyone has adhd.

Awesome.

Awesome. I have a new rule for everyone. After something that happened last Sunday, no one, you or your families are allowed to be on standing electric scooters. It's just not allowed. I'm being dictatorial about this. I saw a terrible, horrendous accident that will honestly, like, pretty much end this woman's life as it has been. Like, there's an immense amount of plastic surgery that has to happen. Probably a brain injury. Like, and a helmet would not have helped. She wasn't wearing a helmet, but it would not have helped.

I don't.

Like, I called 911 on this, so no one's allowed to be on those deal.

And I know somebody. She was a founder of a great company, got funding from Richard Brunson, and she got killed because of that accident. Yeah.

Yeah. So that's my new rule that I've just made up. No one's allowed on those.

Deal. Deal. I asked for the same.

Yeah.

And did you. You came across this, like, in Boston?

Literally, I was on. No, I was on my way to Boston with my parents, and literally just a block away from their house, I saw this man run into the middle of the road, and I thought, like, something had fallen out of the back of a pickup, you know, it was his wife. She'd gone flying off and landed face first into the asphalt and then, like, dragged.

Like.

I'm pretty sure she broke her jaw. She definitely broke her nose. Like. Like, road rash on her face. Her arms were, like. Like, at odd angles underneath her. She couldn't move them.

Yeah.

Yeah. So, no, none of that. None of that for any. Deal.

Okay.

Sorry to end it on that note, but I feel it's important. All right, have an amazing weekend, everyone. You know where to find me if you have questions, and I will see you next week.

Thank you. Bye.

Bye.