BYOB Beginner Group Session 2024 05 01

Hello. Hello.

How's it going?

Super active. Oh, good.

Who's rebecca? Added read AI meeting notes. Is that you?

No.

Weird. I'm going to remove it.

There's something. Yeah, Yeah.

I have no idea.

Once again, my compute. Why does not it expand? I need to log off. Back again. Sorry.

Oh, it's okay.

Stuck. Hello.

Hello.

How's it going?

Hi.

Hello. Hi. I need to. My computer got stuck and I cannot switch on or off again. I don't know why it's happening. Okay. So don't mind me. Sorry.

I'm gonna. Yeah.

Okay.

Awesome.

Hello. Welcome.

Did anyone have an, like, a Rebecca add an read AI meeting notes to the meeting? Is that anyone.

Was that.

Because I had. I had like an AI try to enter the meeting, and I wasn't sure who it was because it was like, there's no Rebecca here. I don't. I don't currently have a Rebecca. So. Not that I'm anti Rebecca's, but you know what I mean.

But anti anti Rebecca's AI.

Thing. Exactly. All right, what are we celebrating today?

All right, I'll start.

Yes.

I'll celebrate the beginning of the writing challenge halfway through my post. I got a pretty good idea there from the. From the challenge. And I'll also celebrate that I had a very good webinar last week with Emory alumni, and it went fantastic. And I had one client call yesterday that probably might materialize into something. Let's see. And I have one today.

Amazing. Do you mean a sales call?

Yeah.

Okay. Fabulous. Congratulations.

Yeah, they kind of like, sort of like, boom. Went from like, several weeks, nothing to like two at a time.

So I love it.

I need it. I need it.

Yeah.

Make it rain.

Awesome.

Okay, so we had a successful speaking engagement and some sales calls booked from it. Who else wants to celebrate something?

I'll celebrate. Today is May 1st. I am starting my first client onboarding session today.

Yes. Yes. Amazing. All right, I love that. Who wants to go next?

I'll jump in. Well, celebrating May 1st and getting ready for this challenge, so thank you, Katie. I'm also coming off of a five day wellness call conference, so I'm, like, trying to decompress, integrate, and get myself back into a normal life. Because five days is a lot to throw you out. But it was an amazing conference. I learned a ton, made a lot of connections, so I'm just excited to have gone through that.

Amazing. So cool. All right. And then, Dina, last but not least.

The week is absolutely wild. So I had my third call with my potential client in Lithuania. Super. Nervous. And I'm celebrating the fact that I went through the new sales approach. Your approach. Your school booked. Yes and no call for next Monday. And let's see. So I have questions for that later. I am potentially invited to do workshops for a company for their corporate retreat. An annual corporate retreat in Thailand for the world. I know. I mean, wow. I am, I'm starting a pro bono work. Yes. I know that maybe this is not the first paying client, but I'm sure you heard about this organization. It's called Hope 4.

Oh, yeah.

So I am going to do a pro bono for him. Strategy and donors presentation. And this is exactly what he needs right now because he hit the glass ceiling. So. Yeah.

Okay. Amazing.

Yeah.

Okay.

Fabulous.

So so many wins. I'm so excited, everyone. Okay, so I. Before we get into open Q and A today, because you're my clients, you actually get access to a whole bunch more than just the 31 day challenge. So I'm going to walk you through the different assets that I want you to start working on and just give you like an overview. So the goal here is to take everything from your market research, turn it into four months worth of content that is really hard hitting sales content to get people to book on your calendar and then have it all organized in a ClickUp environment that my, my team is just finalizing the template for for you. So ideally you'll have four months worth of content and every four months you'll just go in and you'll schedule it all. And then you get to have fun with social media because in the background you have all this running.

Okay.

You have to update as you go. Like, you know, a few months in, you, like six months in, you might be like, oh, I'm a better writer now. I should probably redo some of this. And that's totally okay. But easier to redo it and make it better later when you already have it built. Okay, so I'm going to share my screen and walk you through the different docs that I've put together for you. Where's the share screen button? I always make the screen small and then it disappears.

Okay.

Okay. So first and foremost, here's a little. This is how my brain works. If you want to take this and make it into a different format, go for it. But I just figured this would be an easy way for you to come up with prompts for your content based on your market research interviews. Okay. So you're gonna get a link to this document and you're gonna make a copy and then you're gonna go through all the pain, the pains that your clients are talking about. So things that they're afraid of, things that your clients are frustrated with, things that they doubt about themselves, obstacles that they feel stuck with, and the negative feelings that come up when they try to fix it on their own or when they fail. Okay, this is all coming from your interviews.

Okay.

So this is not, as you. As the expert, what you see your clients going through. We're taking it from the horse's mouth, and we're just putting everything in to these columns here. Okay. And as you write it, you can kind of think through. If you want to write a whole prompt for yourself, you can absolutely do that. But, like, things your clients are afraid of. One could be, never get the promotion. I'll never get the promotion. Like, there's so many people that are more qualified than me. And you go into a whole. A whole post on that. Okay, next we have the desire posts. So we want to talk about what they say they want. You know, all my clients talk about wanting freedom and flexibility and usually to, like, travel and show their kids the world. You know, talk about that. The big dreams that they're embarrassed to admit. You know, things that, like, it just feels like, who the fuck am I to say that I want this? It's not possible. The small goal they want to reach in the next six to 12 months, what it'll feel like when they reach their goal, and then other ancillary benefits to reaching their goals. Right. So if they overcome burnout Yvonne, maybe they'll have more sex with their spouse. Okay, your story. And of course, like, there's so much that goes into your story. This is just for you to kind of start framing up your story in a way that connects with your ideal clients. So what led you to do this? Work, events, people, or realizations. And of course, like, you want to focus on one at a time. It's not. Here are all the things that led for me to do this work. It's like, here's one person who inspired me to be on this track. Okay. What lessons you have learned in your life that impact your work today? Again, so many that could go into this. What are your personal goals? What work are you doing to reach them? Right. Your clients are not just going to want to sign up with you thinking that you have everything worked out perfectly. It's not how it goes. Stories about you that can be made into metaphors about your expertise. So whenever you see me sharing about a bad date story, I always turn those into sales training stories. So it showcases my expertise about something, but it's a story and it's engaging. Okay, and then what lights you up about your work? Okay, testimonial posts. Okay, so testimonials, Clients have given you case studies that are relevant to your work. Now, this could be case studies that of, like, clients that have worked with you or examples that you see out there in the world. You know, if, like, talk about taking a chance. Richard Branson, however you pronounce his name. My, I can't pronounce things today. You know, how did he start Virgin Atlantic? Like, that could be a case study of someone just like saying, oh, here's a quick need. And I, I have the need of this thing and all stuff if you don't know the story. He was on a flight, I think to the Bahamas and they canceled the flight. And so everyone was really pissed. And he found a, a jet that he could charter and he just had everyone pay their fair share. And that's how Virgin Atlantic started. And then how have you changed your own life, work, etc? Remember, you are your first client. You get to give yourself a testimonial and a case study.

Okay.

And then, of course, detail posts. Now, when I say detail, I don't necessarily mean sharing your pricing. I don't necessarily mean sharing everything about your program or, like, proposals.

Yeah, the, the previous one, my own testimonial. What can you explain?

Yeah, so, I mean, you've done investor relations in previous companies. You know, you could talk about a time where, like, an investor was really stressed out about something and they kept hounding the CEO and you realized that there was something that they just weren't seeing in the, in the investor report and that the way it was worded was confusing to them. So you were able to like, clear the, the whole confusion up and they felt more relieved and they understood what was happening with the company and that kind of stuff. You know what I mean? So it kind of highlights what you do without being like, look at me, I'm so wonderful.

Okay.

But it also points to, like, I've made mistakes with this in the past. You know, here's how you make this better. So when we're talking about detail posts, you don't necessarily have to share your pricing or any of the details about your program, but we can zoom in on little parts. Right? So what qualities make someone your ideal client? And why. Who don't you work with and why zoom in on the program and share a bit about it. So, like, one thing that you'll notice I do the occasional post about is how on demand support works for my one on one clients. You know, it's interesting for some people. What kinds of services do you offer? Who are they perfect for? And then what policies have you created in your business? Cancellation, rescheduling hours, etc. And why? Okay. For some reason, people find this behind the scenes very interesting. Let me see. Okay. And then we go into the monthly thing. So we have like months one through four. So each month has a new one at the top. We want to come up with what your goal is. Okay. So if you want to get three new clients and your closing percentage is 25%, 25% of everyone you talk to closes, that means you need 12 sales calls to get 12 sales calls. Now, when I did an experiment on this model last fall, what I found is that for each sales call, I did 1.2 posts with a very clear call to action. Book with me now. Okay. So that means if you want 12 sales calls, you're gonna have to do between 14 and 15 really hard hitting sales posts with a call to action to book a sales call. And of course the secondary one is just kind of like the email builder or join my webinar, whatever. And then we want to go on a five day split. A five day cadence. And I like this because when you do this, it's not the same day every week. If you're posting every day, if you are posting every day, then we want to spread it out a little bit more so it's not like you get the pain post every Monday. All right. And as we go through, you're just putting in what are the prompts that you want for this day and you want to go through and input your calls to action. So if you need, if you need 15 calls to action for a sales call, then you go through and you pick the 15 that you're going to do and then you figure out what prompt needs to go in there. Now this.

Yeah.

Roberto, sorry, can we go back for a second to the, to the. That monthly plan.

Yeah.

Thing. So you have it, you have it in your model. There is an assumption of saying, well, every time I put like 1.2 posts, you know I get a sales call, right?

Yeah.

I find it like completely like random. I have no idea. I might have, like sometimes it's like two weeks go by and nothing. Or three weeks might go by and nothing and then suddenly. Or I don't know.

Yeah, yeah. So you are still in the process of changing the whole format of your writing.

Yeah.

And also you haven't been on this cadence. You haven't done the five day. Like we're doing a hard hitting pain. We're doing a hard hitting desire. We're talking a testimonial, we're talking about your story and how it relates to your ideal client. And then we're talking about the details of your program.

Yeah, yeah. Not deliberately. I've been kind of like in a sort of.

It's not gonna show up like that with that. It's when you are doing something like this where they're constantly being presented with information about like what pain you solve, what desires you help your clients get to social proof your story so they get to know you and then some details about the program. It's just a constant bombardment. You're more likely to get that one point, that one per every 1.2 post.

Got it.

And this is my data. This is my data. So like, you know, that's an example. We have to figure out what your cadence is.

Yeah.

So but you know, we figure that over time. Okay, yeah, but like you haven't followed a really strict plan up until now.

Yes, correct.

Right. So it like that number doesn't mean anything to the plan that you've had up until now.

Yeah, yeah, yeah. Okay.

So.

So at this point it's fair to say that the plan is not that, you know, setting up the plan is not that relevant just yet.

What do you mean setting up that plan?

Like, like trying to go like, well, I'm gonna hit like X number of sales calls.

Yeah, yeah, yeah. So right now you're doing the 31 day challenge and that's really to like get you really good at posting every single day and just spitting something out and getting it up there. This is something that you're going to be working on over the next few months. It's going to take you a while to build this. Okay. So don't think you have to do this by next week. Got it. All right.

Okay, cool.

Any other questions?

You say prompt would. Is that the call to action or what is that?

Yeah.

So prompt. So when we go back here. So detail prompts. So, so what's something that your clients doubt about themselves? Monica?

So that's just like the overall topic.

Yeah. But given you're talking about.

Okay, yeah, they don't have the skills to get a data job.

Yeah. So the prompt is like they don't have the skills to get a data job. Like what do you do with them? You help them gain the school the Skills, you know, things most of my clients doubt about themselves is that they don't have the skills to get a data job. And yeah, duh. Like, if you've never worked in data and you've never done any like training in data, of course you don't, you know, but like, if you got hired by McDonald's, you probably, and you've never flipped a burger, they're probably going to train you. You know, you can also learn how to flip burgers at home before you go and apply for the job.

Right.

That's what this is. We train you to do it before you go out and interview, so it's not a big risk for them. Right. And then you can go into like the, like, what does it feel like to feel doubt around your skill? You know, how do you sabotage yourself? You know, you, you can flesh it out all any which way. But we want to zoom in on that one thing that they doubt about themselves. It could be like they doubt that they're worth that salary because they've never made more than like 35,000 a year. Right. Feels so scary to start negotiating around like 70, 80, $90,000 a year. Like, that's more money than they've ever dealt with. It's scary. They doubt they can manage that amount of money, you know, so we want to zoom in on whatever that doubt is.

Okay.

Okay. And, and here's why, like, there's no set prompt list really for, you know, here are all the prompts you're going to use in your business. There are some, but it has to come from your market research. So it has to like, as you're going through your market research notes, like highlight those sentences and you can just pop them right in here and organize the data that way. And of course, like, this is how my brain works. I know you're in data, so like, you probably think of another way to organize it and that's fine.

Cool.

Cool. All right. Any other questions?

Can you please remind what happens after we do this prompt?

What do you mean?

Where does it go? I mean it goes to. Yeah.

So then you go through and you, you put them in here. So here, prompts for the month to pull from your market research. So say you have like what, you're going to have what, seven pain prompts here or six you want to go through and pick the six that you're pulling from this graph.

When you say prompt time, I'm thinking about that. Then I will pull that to chat GPT and then they will write the post or how come you're writing the post.

We're not having chat GPT. Write your post.

Okay. Because. So this is why I think I got confused with the prompt.

Okay, so in your market research, you're taking notes as they. As they talk. Right?

Okay. Yeah. So it's just for me to build my plan for the next four months?

Yes, exactly.

Okay, got it.

Thank you. Okay, cool. Awesome. All right, so that's something. I'll be sending you those. Those, you know, after we hang up today. But let's take it to open Q and A. What questions do you have?

Ah, okay. Thank you.

Exactly. Thank you.

I have a question for you, Katie. So as far as the. For, this is specific to the 31 day challenge. So one of the things that I already had organized that I plan to do, I've started a weekly newsletter on Wellness Wellness Wednesday. Do I count the Wednesday post as a post for one for the challenge? Do I get credit for it? Or is there any, you know, is there any harm in posting twice on that day?

There's no harm in posting twice that day on LinkedIn. You do want to separate them by like, at least six hours.

Six hours, yeah.

So if you post one at 7am, just wait until after 1pm I can do math. You know, if you're posting morning and evening, that's also really good. What I find is like 7am my time, between 7 and 9am my time is a good time to post. And then between 4pm and 8pm is a good time to post. But of course, that's in my time zone. It's for my ideal client. Your times, you have to figure those out.

Yeah.

But yeah, you just want six hours in between, but that's totally fine. And know that if you already have content created for very specific days, you don't have to go by the plan. The plan is just to make it super simple so you don't have to figure out what to do. Yeah, okay.

That's good to know.

I was like, so now I have to do two posts a day because I do have a couple that are already like, scheduled.

Oh, totally.

So if you already have things scheduled, Monica, don't worry about sticking to this plan. You can absolutely just stick with the posts that you're doing.

Okay.

Yeah.

Then comes the second question. You talked about scheduling. I don't know anything about scheduling. I'm sure I will get there.

Yeah. Okay. So here I'm gonna, I'm gonna let you share your screen up LinkedIn and we're not going to post anything. I'm just going to show you how to do it. Okay.

You want me to pull up LinkedIn?

Yeah, yeah. And share your screen.

Okay.

Yeah. LinkedIn. There's no way to go and just be like really clean, like, oh, here's all your scheduled posts. It's kind of a backwards way that you have to do it. Okay. So I want you to go start a post as, as if you're about to write something.

Okay.

And then you see down in the bottom right hand corner the little clock. No, I don't.

Oh, here. Yep. Yeah.

Schedule for later.

Okay.

Yeah. And then here's where you, you view all scheduled posts. All right, so you probably don't have anything because you didn't know about it. But anyway.

Yeah.

So when, when you're going through and scheduling your four months, you're basically gonna like put on some music hyper focus for a few hours and just make sure you have every day scheduled. Got it.

Okay, that's helpful.

Yeah, perfect.

Awesome.

Katie?

Yes, Roberto?

Question related to scheduling, you know, so this is kind of relatively recent functionality that, that LinkedIn has introduced.

Yeah.

I've read at one point that there was some quirk with LinkedIn that kind of of like started like penalizing like pre scheduled posts somehow.

I, I've never experienced that.

Okay.

I, Whenever I schedule a post, I'm like, I'm gonna do it 7am It'll get me to get up at like 6:45. I will comment from bed. I always sleep through my alarm on those days and I always get a ton of engagement.

Okay. Okay.

What social media platforms do not like is using another platform to schedule and post form you.

It's like food suites.

I think Canva has the capability now they don't.

Yeah.

So yeah, you just want to be careful not to use a third party one.

Okay. So that's what I, that's what I've been doing. And I'm going to cancel out Tapio because it's like really an overpriced thing that doesn't do anything.

Yeah.

It just hurts your engagement.

Yeah. Yeah.

All the platforms want you to be native on the platform and even if you're scheduling native on the platform, it's still better than using a third party.

Got it. Yeah, it makes sense. Makes sense. Okay.

Okay.

What other questions do we have?

So how does that relate to. Sorry, jumped in. You've talked in the past about using repurposed IO to like yeah.

You know, so that's. If you're being super lazy, it works for me. You know, I'm I'm not really serious about getting clients on Instagram. You know, I like having it just automated. If I'm already making the content on TikTok, might as well. Yeah, right. And also, you know, that's not me being super, super dedicated to getting clients on Instagram. Right. So Repurpose IO is amazing. If you're just creating video content, you want it to go different places, still do it. Right. But yeah, if. If you're doing, like, sales content that is meant to get you clients, I want you posting that natively.

You have to do the work.

Yeah. Okay.

Makes sense.

Thank you. All right, and then, Dina, what was your question? Oh, you're muted.

I wanted to get your feedback.

Really?

A question. Feedback. And. And yes. So the last call that I did with Client Client. I mean, ahead of that call, everything was as per. You know, I felt that it was a fit for the both of us because it felt like we had the same conviction. He understood how difficult that it is with his goal to go outside of Lithuania and raise capital with global investors. And that is exactly my expertise. Global arena, institutional investors. Exactly what he wants. On the last call, for 25 minutes, I mean, for 20 minutes, which is probably long, I took immediately notes for the next time, wanted to share with you. It took me 20 minutes to go through my proposal that I shared with you. And then when I asked him, and in between, I did ask him if he has any questions, and he kept on saying, well, it's very similar to how we do it, so we think alike. He Even on one of the. He said, we. We, me and you are in the same boat. So, you know, it's like it was very. From his side. Yeah. And then. And then I said, so which option do you think is best? And he said, I need to think about it. Can you send me the document?

Yeah.

And that's it. And. And. And then he asked me again about my experience. Experience specifically in Lithuania. And I was so nervous that I didn't ask him, why are you asking me that question? I didn't get to the bottom of or behind because I was nervous. So I was just off replying to his answer, and I told him he didn't ask me, if you want to, you can still speak to that company. I named three top partners, like one of them is a fake famous businessman in Lithuania that he can speak to. And I. And I gave him two more clients in Lithuania whom I advised. He specifically wanted. And my gut feeling, and I know that we're here not in the business of Interpretation what the client thinks because it can be endless amount of stories. My gut feeling is two things. He kept on saying, well, you didn't surprise me with something new in your proposal. So like, so maybe you or I think he was kind of bullshitting himself that he doesn't need me because I was too expensive. That's my other thing.

Okay, so, I mean, so, okay, so whenever you're doing a proposal presentation, call the expectation they're going to need to think about it. There's, there's no, like we're not expecting them to be like, this is the one we need right now. We'll sign on the dotted line. Absolutely not. Like they have to go because they have to go check their budget. They have to go check it against the team. They have to go and do this and that. The only thing.

He wants to speak to the team.

Yeah, exactly. So that's great. Like, you know, he absolutely needs to talk to the team. Right, okay.

Yes.

You know, the thing that sets you apart is the efficacy. Like you might be doing the same things, but are they getting the same results?

No, no, exactly.

Right.

So, so yeah, like it's not, of course it's not anything groundbreaking. Like there's, and here's, here's one of the things you're gonna say is like of course, of course there's nothing groundbreaking here. But, but like there's the 20 years of experience that I know how to do these things so that you have the best chance of getting global investment. Right.

And how, sorry. And how to manage that next call? Because I booked again half an hour. I wasn't sure if it was half an hour for yes and no.

I usually call minutes. But it, but if he has questions, then you can absolutely. For, for corporate, for corporate sales processes. Like sometimes it takes longer.

Okay. And I, by the way, it's maybe a small question, but even the title, I called it. Just follow on. I didn't say yes and no call.

That's fine.

It's fine, that's fine. And how to talk to the team.

They may have questions. You know the yes, no call. Like if he, if he were a little more like, cool, I feel like this might be the right one. Let me go check it with some people and then come back. Then it's yes, no call. But if he has to go and like, like measure it against other people, then that's totally fine for it to be a follow up call.

I got it. Got it. And that's something. Okay, so. And how can I structure that call with him now.

Yeah. I would go in and say, you know, you know, so excited to talk to you. You know, what questions did your team have?

Okay.

You know, and what questions did you have? Like, did you like, you know, which program were you thinking might be best? The best fit? Yeah.

And that's it. Or.

Yeah. And then if he, if, I mean, if it's, if he has any pushback, then you're gonna deal with the pushback. You know, if he says, well, you know, it's kind of the same thing we're already doing, it's like, yes, but you know what, what you described to me on that first call is that you're doing all these things and it's only getting you investment from within Lithuania. There's a way to do this that will attract investment globally. And that's my expertise. If you want global investors, you know my strategy, of course it's going to be the same laundry list of things, but of course, like, I have that experience of going and getting global investors, you know, and that's the thing that we will focus on in this. That's also something that, if that's what he's hearing, that's something that you need to stress more in your proposal going forward.

Yeah, my personal added value. Yeah.

Yeah.

Okay.

And then, yeah, and then any questions he has, I don't, I don't see it as a problem with you answering the question he had about Lithuania. In the future, you might say, you know what, what in particular are you asking after so that you can more concise answer. But I think the answer you gave was beautiful.

Yeah, okay. Okay.

Yeah, for everyone. For everyone. Like, know that when you do a conversation like this, your brain is constantly going to replay it in your brain, in your head, like pointing out all the things you did wrong. That's normal. Like, who has talked to someone who was really attractive? And then you walk away and you're like, oh my God, I can't believe I said that. You replay the whole conversation because, like, they were really hot and you're like, you got nervous and, and you were sweating and then you said something silly and maybe they didn't even notice. Maybe they thought you were being funny, but you're just getting in your head about it. That's a normal human sensation. It doesn't mean you did anything wrong.

And to be very empathetic, I'm really working on that to be very understanding. Yes, I totally understand. Get it? Of course, this is the keywords, right, that I need to use.

And I would also say Most of my clients, when they see what I'm going to be doing, they have that moment of, well, we're already doing that. But it's not about what you're doing, it's about how you're doing it.

Okay, right.

It's about the experience with which you're doing it. It's about the connections. It's about how. Knowing how to position things in a way that will attract global investors.

And by the way, one beautiful thing that he did was that he asked me, what is your next step?

Yeah.

And. Yeah.

And I said to him, thank you so much for asking that, because what I would like to do is to book yes and no and, you know, just, you know, to avoid any awkwardness and to complete the full cycle. I quoted you.

Yeah, yeah, absolutely. And, you know, for this, you can also say, my next step is to plan our next call. So you can go away to your team and, you know, present this to them, figure out which program might be best, figure out if there are any more questions you guys have, and then we can answer those in that next call to.

Okay, so even address it already ahead of time. Okay, thank you.

Know that corporate, like B2B clients can take anywhere six to 12 months to close. Okay. So don't. Don't be like, I'm failing if he's not saying yes right away. This is just normal. It takes time. It's quicker with startups because they don't have, like a bunch of people to run things up the ladder.

Yeah, I got it. And. And for my next discovery call with that company for their workshop on Friday, it is half an hour. So to do it exactly with the same format, understanding their goals, challenges. Why?

No, no, no, no, no, no, no, no.

This is.

This is simply. What questions did you have on the proposal?

No, for the discovery. I mean, for another.

For another company.

Oh, got it.

Yeah, yeah, yeah. Then you can start the whole process over again. Yep. Sorry, I misunderstood.

Yeah, cool.

You did great job.

Yeah, it's new.

It's new. So you're not sure and that's fine. And it's a great job. And remember, some people aren't going to be your client. Some people aren't going to be willing to spend the money and that. That doesn't mean anything about you.

Yeah, well, yes, thank you. I immediately let it go afterwards and I. Yeah, it's really the mental work that.

Yeah, yeah. It's emotional, you know, as we go through and we're selling our services, it's. It is emotional because you feel like the rejection is for you. Right. I want you to all remember when, when you're on a sales call with someone and they choose not to buy, it's not that they dislike you. It's not that they're like, I don't like this person. Right. They wouldn't have booked the call with you if they didn't like you. They would know that already. Right. It's. They have tried on what the future looks like as they imagine it after having worked with you in their mind, and they've decided that's not the thing that they actually want. Like, that's what I want you to think through. It's like, oh, cool, this person's going to help me go through this whole thing and get to this point. And there's something about.

Doesn't feel.

Yeah. It doesn't feel con. Like connected to them. Right. Okay.

And to deal with self doubt or, you know, those thoughts, I mean, it's.

Noticing when they're coming up and noticing where in your body they live.

And hug them for them. Coffee? Yeah.

I mean, honestly, this is why it's, it's really helpful to be in therapy while you're building a business. Right. This is one of the reasons why when I get on the call with someone and they have a lot of like, unresolved trauma, I tell them, absolutely, do not start a business because starting a business will exacerbate any internal work that you need to do.

Yeah.

Working with a therapist to work through a lot of that stuff is really helpful.

I've been doing all the healing ugly crying for the past year, every day.

Yeah.

Good enough. Thank you so much.

And what other questions do we have?

Not a question, but a random thing. Roberto, if you had a question, go ahead.

No, go for it. I'll go after.

So I got, I got.

Enrollment call, a sales call booked, but it, it was from a bot. So I don't know if you ever like experienced that before. I was hesitant on like just canceling it off the bat, but I was like, oh, I'm curious to see like, if this is a real person. But it was not because you could tell like by the questions that it answered, how it was not a human that was answering the questions. And then also I was getting like, when I was sending the reminder emails, they were bouncing back and I was like, I don't even know like what to do with this. And it was just really weird. I was just wondering if you had experience.

Yeah, you cancel those. They're a fucking way to. Absolutely. One of the reasons why I started doing the intake form is because there were, during the pandemic, there were some perverts on women coaches calendar so that they could jerk off during the call.

Okay.

And I didn't feel like dealing with that. And the thing about these people is they're so path. Pathologically up. They can't answer the questions in a way that tricks you, that they're normal.

Yeah.

Right. So you just cancel them. You cancel them. Block them from your system. Also, sometimes people book a sales call with you to try to sell you something. Cancel them.

Oh, goodness.

Okay.

All right.

So don't feel bad. Just canceling.

Cancel it. No, absolutely not. Cancel, cancel, cancel.

All right.

I was like, maybe there's like a.

Language barrier and that's why it came across weird or something.

And I was like, here's the thing. If there's a language barrier that's so bad they need a robot to be able to book a call with you, how are you going to work with them?

That's fair.

That's right.

Yeah.

Yeah.

You know, there. There's that awkward moment. We're all going to go through it where someone books a call with us and we get on the phone with them and their accent is so heavy, we can't understand them. And as English speakers, it can feel very entitled to be like, I can't understand you. And also, like, you're not going to be able to help them if you can't understand them. And so just being really honest with them and compassionate, say, you know, I'm so sorry. I am personally really struggling to understand you with your accent. And, like, I don't know that we'll be able to work together because I, like, I won't be able to help you if I can't understand you.

Okay. Yeah.

Yeah. Deal.

Deal.

Thank you.

And then.

Roberto.

Yes? Oh, sorry, a quick comment. And also, if someone doesn't even bother to, you know, show up in person to a call but needs to use a robot, you know, it's like that also tells you a lot of how open and committed to the process are going to be. So it sounds like a. Yeah, just to put like one more nail in that coffin.

Absolutely. Yeah. Yeah.

If anyone, like, if someone really doesn't answer the questions in my intake form, I respond and I say, you know what? I didn't get any. I didn't get the right answers from you, so I'm canceling our call. But I'm not apologetic about. Doesn't look like we're going to be A good fit. So I'm canceling. Cool. Roberto, did you have a question?

Yeah. So mine is going back again to the content stuff. Greatest torment of all, which is one of the things that I always struggled with is, you know, getting organized around, like, repositories for my content, you know, So I kind of like started using Taplio to kind of like keep track, only to realize that you just cannot even like, search easily for content. I have a lot of stuff that I've written. I forgot that I've written it or looking for this one piece and never find it.

So what.

What do you recommend doing there? Are there any systems that are so.

So, so, so. Yeah. So this is something that you guys are going to get access to, I think later this week. My. My team's just finalizing it. So if you've ever heard of ClickUp, it's a project management platform. We're setting it up so that as you're creating this content, you're putting it in there. And it has like a whole kind of queue system. So it has like a whole list of posts that are ready to go and you have the tags. This is a pain. Post, desire, post, testimonial, the focus, what the call to action is. You're able to like, get really specific about it, look for things that have those tags and then pull it. And as you're pulling it and you're. You're clicking that you've posted it, it will actually go dormant for four months automatically. Four months later, it'll get added back to that list so you can reuse it. So this is coming. You don't stress about that right now. I want you focusing on creating the content and making sure that it kind of checks all the boxes that we're talking about. We're going to organize it later.

Awesome.

Yeah. Very excited for this.

Awesome. One more nail in the top, Leo Coffin.

Exactly. You don't need awesome.

And you're sharing this doc with us, Katie.

Somewhere.

Yeah, I'll be sending it out after this call. Okay.

And for the ClickUp, we're using their free service. Is that. I was just looking at their pricing.

I'm not sure. I'm pretty sure you can free because you're not going to have any team members and it's really just the one thing. But if you want to use ClickUp for other stuff and it requires you to pay, then then you'll probably need to sign up for a membership, you know.

Okay.

Because that's on us. You're just giving us a template okay.

Exactly. Yeah.

But remember, you know, if you're really good with a project management platform they use Monday or Notion, you can take the format and just repurpose it in there.

Okay.

Is this easier to use than Notion?

I mean, it's, it's something that my team has set up for me to be easy. I have no idea how to set any of them up, which is why I rely on my team to do it for me.

So. So.

I couldn't tell you about that. But it is easy once you have it built for you, which you guys are about to have.

That. Got it. Awesome.

Thank you.

Of course. What other questions do we have today? Dina? Yes.

I have 16 people for my market research today. I wrote another post with a very cute bunny asking for more with the new version of the paragraph. Nothing. And the only thing is that I, I. The only my interview is, is through referrals. My and my personal requests. Yeah. Does it mean anything or. Just continue, just continue.

You can't control it. You can't control who's going to see your post. You can't control like if they have a moment right then to think, oh, I can do that. You know, you just have to like, you can only control your actions.

Yeah, yeah, yeah.

All right. So if reaching out to your, your network has been the thing, then follow up with the people who haven't responded yet.

Okay. All respondents. Yeah, yeah.

You know, and you can ask. You know, thank you so much for introducing me to so and so. It was super helpful. I'm still struggling to get the X amount. Do you happen to know anyone else like them?

Yeah, I did that. Yeah. They're saying really great help.

Yeah. Yeah. So just keep reaching out. Just keep doing that.

Okay, thank you so much. And with regards to the content, so. Should I share, for example, today the, the, the post for. To get our feedback before I post it tomorrow morning, like in general or.

Yeah. So with, with content stuff, I usually need a couple days because.

Yes.

You know, it's hard for me to do just like for two seconds. So if there's ever any content you want feedback on, then share it into Heartbeat in a Google Doc.

Did last time. And.

Yeah. And you just have to give me a couple days. Like if you're planning on posting it tomorrow, I'm probably not going to have time to do it in between now and then. But you know, do it with a few days notice or it's something that I want to post next week, sort of.

I'll try to do it a week ahead of Time.

Yeah, yeah, exactly.

So for that challenge, basically, I need to make sure that I constantly create posts for. Yeah, okay. Or. But I don't need to ask for a Facebook for every single day. Or I do. That's. This is what. Oh, no, no.

I mean, that's not the point of the challenge. The point of the challenge is start creating and posting and seeing what works with. With some. With some feedback in between.

Right, Got it. Okay. Okay, okay. Got it.

Yeah.

Because you know what's helpful? It's like posting something and having it flop and then going be like, what about this flopped? And looking at it with that critical eye and be like, oh, wait, I made this way too hard for people to answer a question. Oh, people probably got confused here. Oh, this. Oh, this. Like you're going to start. You know, you can get feedback from me until I'm blue in the face and you're blue in the face and we're all starving for air. But the thing that's going to help you the most is putting it out there and seeing what works and seeing what doesn't and also putting stuff out there that flops and seeing that you didn't die.

Yeah, okay. So. Yeah, okay. Thank you. Yeah. Because for some reason I thought that I should submit it to your feedback on approval first and then post, but that's.

No, no, no. That's not the point of the challenge. No, no, no. The point of the challenge is create and ship. Create and ship. Create and ship.

Got it.

All right. What other questions do we have in.

The media that we connect to? It can be whatever too, right?

Whatever.

I came up with a fun picture this morning.

Can't wait to see it.

Oh, you know what I did on sales call last time, I shared with, you know, the client and I said, maybe I shouldn't say that. On the sales call, I tried to give an example how the IR strategy will impact the corporate communication strategy. And I said, for example, on your website, the first forward word that says real inverse, which. And then they. You scroll down and it says, or as we call it, real investment. So all their website is so sophisticated and really from their expert language, again, the typical mistake that now I see everywhere do. And I said, your intention is to stand out of the noise. But what. But this is not the point of the website. If we want to investor, what we want is to get him to book a call with us.

Exactly. Yeah. Yeah. I mean, so what you learned here is absolutely going to impact how you help your clients. You know, down to like, Yvonne, I'LL use you as an example because it's not a, like a completely making sense connection, but like if they're able to sell it to their people that they should be taking more time off, if they're able to show how it benefits the organization that they don't get burned out by working 60 hours a week. I mean, that's going to make their life so much easier versus just setting that boundary and being worried you're going to get fired. Right. Learning how to market and learning how to sell. Like everything you learn here you can absolutely pass on to your clients. It's going to be helpful. Cool. We have time probably for one or two more questions. What do we got?

So with that, if I can. It's a discovery call that I have on Friday. It's actually through a friend that thought about me and she texted me. So I already know that they don't have necessarily a strategy in general and they want to do this corporate event which is slightly different, not only about entertainment but also about work and meaningful impact would be only valid. I mean, not valid, but successful. If I have something to bounce off. Meaning strategy. And because they don't have strategy.

Yeah, I. Yeah, you're okay. So I want everyone to take a deep breath when it comes to this kind of stuff. It's really tempting before you get on a sales call where you know a little bit. But not all the things to start trying to think of the what ifs. Like, what if this and what if this. What if this. Like if you get on call and there's not enough for you to help them with. You can't help them, they're not your client.

Yes. So this is what I. Exactly. Yeah.

But we can't figure that out. Like maybe they do have a strategy, they just haven't shared it. Right. But in that call, it's not your stuff, it's you trying to see is this actually a fit for both of us? Yeah. Yeah. It's really time changing. Like, well, I can. I could do this and I could do this and they are all the possibilities and none of them ever work out.

No, this is exactly. This is not what I believe as well in my practice for years that it's about listening to them and yeah. Making relevant for what they actually want.

Yeah, exactly. And if they want something that like is not going to make sense for them, you get to be the person in full integrity and say, no, you don't want to spend money on that.

Ah.

Like you want to spend money on something else over here. Before you do that.

Okay.

Okay.

Thank you. I really appreciate your holistic sales approach. Approach.

Oh, thank you.

Yeah. And by the way, I wanted to share. I spoke to somebody that attended your business, like, free session a few months ago, and she said that she receives your emails and she feels as if you're talking to her.

Oh, good.

And I really encouraged her to book a call with you. Yeah.

But I mean, this is the. This is the beauty of doing everything based off of your market research.

Yeah.

Right. You're literally talking to your client. You're literally thinking, okay, well, I interviewed Britney. Britney was struggling with this stuff. Let me write. And then that's your. Your email marketing.

Yeah. Yeah.

We have time for one more question. Is who wants to go?

I'm always really looking forward to this calls. Yeah. It's my first month with you guys, so, Yeah, I feel really like part of the family. Get. Good to know all of you.

Yeah. So I want to notice something. I'm just. This is a training moment. And so, you know how I will throw out something and say, who. There's. What time for this? Many more questions? Or who has the next questions? The next question, I go silent. Who's like, that's a game of chicken. That's a sales tactic. That's a teaching tactic. So you stay silent until someone actually asks a question. Right. So for as. Until someone speaks to ask a question. So, Dina, you have. You have kind of this habit of hopping in and making comments about the space. And I think there's the part of you that's like, there's silence. I need to fill it.

Yeah. Yeah.

So that's gonna bite you in the ass in a sales call because you're gonna feel like there's silence, and you're required to fill it. You're required to entertain or offer a thought to the group.

And I noticed myself. And thank you for pointing that out.

Yeah.

But it's.

It's something that we are not trained as people to let there be silence. Silence is very uncomfortable, especially when people are gathered for a meeting to do something and they're silent. Like, someone always wants to hop in and do that. So whenever you're managing a space that you're doing a group program or you're doing a webinar and you throw a question out there, it's really tempting to ask the question, and then no one answers immediately. And then you start panicking, and you're like, they didn't understand the question. I have to ask it a different way. Then you ask it a Different way. And now it's a new question and then there's still silence because you asked one question, they were thinking it through, and then you asked different question. Now they have to think that new question through. And then you ask a third question because they're not answering the second question. And now they have a new question that they need to answer and it just, it'll prolong the amount of time until you get an actual question back. So something I want you all to work on over the next week is I want you to ask people in your life open ended questions and I want you to stay silent until they answer. And for those of you with children, this is a great way to make your kids feel like you're actually listening to them.

I love awkward silence.

Yeah, it means they're thinking, right?

It means like.

Yeah, yeah, it's a, it's a coaching skill. It really is at like asking the question and letting them answer. When I first got trained as a coach, I, I was driving my cousin's kid to like baseball practice, I can't remember. And he was in the process of like, he was about to change schools from a public to a private school because he was kind of struggling socially. And I asked him, you know, like, like, what are you thinking about when you think about changing schools? And I just stayed silent. He's like, oh, nothing really. And I just stayed silent. And then he's like, actually, I'm really nervous. I'm really nervous I'm not going to be able to make friends. And then he just like let it all loose. And I never would have heard that from him if I hadn't stayed silent and kind of let him, you know, vomit it all out. And then he turned the radio on and it was like, if you like pina coladas. And he's like, katie, what does virgin mean? And I was like, oh, God. It's when two, like a person hasn't had sex yet and he's like, huh? I thought it was a drink. And I was like, that's the answer. Anyway. Anyway. So silence. Play with silence. It's a really powerful tool and it's something that in your sales call, if you can stay silent until they come up with a complete answer, you will get a ton more out of it. Deal. Sorry, that was the side quest moment. Okay, main takeaways, who would like to go first? And we'll popcorn it.

I'll start for me. Main takeaway. Amazing. I have now every reason to get rid of Taplio.

Yay.

So, so big help. Is coming. I love it. Thank you for that. I will go with Yvonne.

Yes.

All right.

Thank you.

I have three main takeaways. One, schedule natively on the platform. Two, think about timing in between posts. And three, write a post about how overcoming burnout leads to better sex. Thank you, Katie.

Bouncing a. Wow. Wow.

Yeah.

All right, Monica.

My main takeaway is not to feel bad about canceling any of the sales calls that you feel that are already not a fit for you.

Yeah.

Thank you.

Thank you, Dina.

Enjoy the silence.

Awesome. All right. Yeah.

Roberto, Sorry. Before we go, Yvonne, could I actually contact you? I have some questions, like, from the HR mindset perspective, how can I contact you? Just send you a Note from through LinkedIn to schedule something or just call me. Okay.

Write that down.

556-0375.

Okay.

I'll call you later today if that's okay. Yeah, yeah. Thank you so much.

Okay, cool.

Awesome. All right.

Friday, I will be taking the call from the car. So I'll be parked somewhere in Connecticut, I think, because I'm driving to Delaware. But I will see you and you know where to find me if you have any questions.

Okay.

Bye, everyone.

Thank you. Thank you. Bye.