Selling With Storytelling

What's up, guys? Welcome to Pelvibiz Podcast. I'm your host, Kelly Alhui. Today I'm going to go over how to sell, but not in a way that you probably think I am typically, you probably think I would come up with a script of how to answer the phone, how to handle objections, how to handle when someone is in front of you and says, you know, you cost too much. This is a great session, but I got to go. Bye. Bye. How do you handle that? And how you handle that is through storytelling. You tell a story which gets people to go internally and put themselves in that position. So if you're like, well, you should just come because we're going to get you, you know, we're going to get you back to running, how likely is that person going to actually continue to come? Probably not. Instead, if I say, you know what, Sally? I get that finances are a concern, but I can tell you a patient that just gave me that same thing, and she was like, look, I need to come every month. And she. I said, look, to make progress, I need you here weekly. She was like, you know what? You're right. And so she gave me four more sessions consistently. And after those four sessions, she was then able now to go confidently to the gym and not have leakage. And in that moment, I realized that that was very powerful because I could have let her just say, you know what? That's it, Fine. Don't come back. I'll see you in a month from now when you can afford it. Instead, I really told her what she needed. And by doing that, it allowed her to get the result. And right now, you're in the same position, meaning, I understand about finances, but if you stop now, we will lose progress and you will go backwards. So what I recommend is continuously coming for another four weeks straight so that we can get over this hump and get you kind of in that last phase to get you the results that you're looking for. So let's go ahead and book out a couple more sessions. And so I'm storytelling guys to get them to see themselves in that person. So instead of. Or instead of me saying, well, I did this, and I did this and I did this, no one listens when the word I is used instead to get someone to go think internally, meaning to get someone to put themselves in someone else's shoes, say, remember a time when, okay, when this happened, blah, blah, blah, blah, and they're going to be like, oh, yeah. And then their body is going to kind of feel what that's like when they were in that situation. Okay? That's very, very important. Very important. And so you want them to go internally because that's when they're going to be like, oh, yeah, okay, I can't stop now. I have to keep going. So there's a couple things of stories that I need you guys to come up with. And number one, we call it an origin story. Meaning, what's your story? My story, the quick version of it, is I was $230,000 student loan debt. I worked for eight years for someone else. I absolutely got burnt out. My health is going down the drain. I asked off for Christmas, my dad had cancer, and they told me no. And I said, screw you guys, I'm out. So I said, okay, I am leaving. Literally within a day or so, Covid hit. And all of a sudden, I had no money. I needed $4,000 to live. And within one month, after standing on trailheads, sleeping in parking decks, screaming at the top of my lungs to my neighbors, whatever, teaching free pilates classes online, in person at any parks possible that anyone would even attend at but social distancing, I was able to make exactly $4,000 to live. And within six months, I was able to make $30,000 a month from nothing. No one knew me. I moved from California to here, and it was game on because I had lots of pain that was pushing me to get out of the current situation that I was in. And that right there, guys, is my origin story of why I started orthopelvic. My origin story of why I started pelvis was because I personally wanted girlfriends in business. I wanted to teach people how to get out of debt because I was in so much debt and pain working two to four jobs every freaking weekend for eight years straight. And I couldn't even buy a house. I couldn't even go on vacation. I couldn't even go see my family. Back at Christmas time, I'd be FaceTiming them from a skilled nursing facility. When I was in Portland in the freaking car, being like, I wish I was there, but I couldn't afford it. You know how that feels? You know how that freaking feels? That freaking sucks. You know how it feels when you can't be in a place that you absolutely love, which for me is California, and you have to be stuck in a place that you don't want to be? You know how that feels? Guess what? That's going to motivate you to get your butt in gear and push behind your company. So you got two things that Move you pain or pleasure. And the origin story should all be about the pain that you had to overcome to get the thing that you actually want or to solve the problem, or to be the person that leaves that legacy, or to be the person that actually changes people. That's pelvi biz. Pelvis is. I truly want to change and transform every pelvic floor therapist out there and show them a life that they didn't even know. That's what I want. I have such a freaking strong mission behind it because I went through so much pain. I went probably through two or three times more pain than most people have experienced. And I want to take that pain from them and show them there's a lot better way, there's an easier path, and this is how you're going to do it. That's why pelvis was born. That's the origin story of pelvibiz. Number two. You need a transformation story. Transformation story is like before and after, meaning before I had orthopelvic, I was broke, struggling, working two or three jobs and burnt out, tired. My health was shit and it completely sucked. I was overworked by the notes. I did internal exams for 20 minutes and the next person came in. That was my beginning. The after was I had time, freedom. I was able to go live in California for months at a time. I had financial freedom. I was able to buy two homes. I was able to buy my office building. Okay, I was able to have a life I never even knew existed. That's the after. Why? Because I created an asset. When you create an asset that gives you time, freedom, financial freedom, and a completely different life that you didn't even know existed, that's the transformation story in a very short period of time. Okay, what's your transformation story? Do you have one? Are you on the path truly having one? And you can have transformation stories at any point in the transformation, by the way. Okay, the third story is a teaching story. Maybe it's a lesson that you learned. Maybe it's a mistake or failure that you learned. I got a lot of these. I got a lot of these. Probably one of the biggest lessons I had teaching story is hiring, understanding how to hire correctly, and hiring the right people. Over the last two years, I've hired and fired probably over 20 something people because I didn't know how to do it. I made lots of mistakes. I didn't set expectations clear enough. I didn't find the right people for the right culture and I wasn't able to lead the way. I Probably should have. So the lessons that I learned from that was becoming more organized, setting up better expectations, setting a culture, leading that culture, having a leader lead that culture if I'm not there and being able to follow through with that, that's huge. So this is a teaching story. What have I learned? You know, I've learned now how to actually hire for what we're looking for. And I've learned what we are looking for, which sounds so crazy. You're like, well, wouldn't you know what you're looking for? No. You don't know? You don't know. I mean, I can tell you some crazy stories that have happened at my office, okay? People posted on social media of their body parts that I didn't even know inappropriately, okay? People talking about my staff on social media that I didn't even know what was happening. I can tell you some interesting stories that has happened. And I thought I would never have these people in my office. Well, guess what? It happened and I had to take care of it. I had to let these people go. So I can tell you so many lessons and stories. That's number three. Number four is a value story. What do you stand for? What do we talk about as staff? Like what do we stand for? For us and some other people, you know, you could be like the I stand for Kegels or I absolutely hate Kegels. Or together we absolutely hate the insurance company. Together we're bonding over. We all freaking hate the insurance company. That's a common enemy. So what's a common enemy that you have? What is it for all of us pelvic health providers that don't take insurance? Our common enemy is the insurance company because it doesn't allow the way that we want to treat it provides shitty ass care. It absolutely horrible because it puts our hands behind our back and says good luck. You can only treat this one way. Okay? So it doesn't provide us, it burns us all out because now we have to see like 15 patients a day. No one can do that. No human can do that. We're not AI, okay? We're not chatgpt, okay? We're humans and it requires energy. So we all hate the insurance company. Well, guess what? That's a value. That's a value story. We firmly stand with cash based business owners, pelvic health business owners, because we know the insurance absolutely sucks. So that's another story. Number six, there's a customer success story, meaning telling a story about a customer that has come in and you've had amazing Results. Guys, I was just at my clinic last week and we had this patient came in, she was bent over, literally 10 out of 10. She's like, I gotta go to the ER. I gotta go to the ER. She's bawling her eyes out, she's crying, she's holding her stomach and she's like, I can't do this anymore. I can't do this anymore. And I'm like, it's okay, it's okay. Come on back. Don't sit in the waiting room. Let's put you on a table and let's lie you down to at least give you some relief from your abdominals. So we put a wedge, put her hips up on the wedge, and we had her lie down still. She's bawling her eyes out. I'm like, it's okay. So it's me and this other therapist we're co training, and we did some visceral work on her abs, we pulled on her glutes, we worked on her back. And by the time that we were done with that session, guys, she was in a 3 out of 10 pain. And she was so thankful. She even was smiling on the way out the door. She was able to stand up straight. We came up with a plan to do CBD and THC suppositories in combination with Valium and baclofen suppositories to help calm her. She has endometriosis, I mean, massive endometriosis that I think is on her bowels and her appendix and no one's touched it. I got her to the best endosurgeon in our area. And all of that significantly brought her pain down. And that's just in one session. Imagine what could happen over 12, 13 sessions. That's a story testimonial right there, guys, of someone that is in a massive amount of pain within one session was able to come out of it. That's huge. Okay, number six is objection. Handling story. Meaning, like this person said, they weren't financially ready to invest. Maybe they were a college student, they didn't have money. Well, we were able to get that college student such results that now that college student was able to work and she was able now to make money. So her 3k investment, now she was able to work, and she actually became an entrepreneur and she started this company, this sock company. And the sock company took off. And because she was able to work, she made $500,000 for that first year in business. So when she invested 3k, she now got $500,000 out of it because she was actually able to work because that chronic pelvic pain did not stop her from doing what she absolutely loved. So was that worth it for her? 100% it was worth it. That's an objection handling story that she had this objection. She went through with it anyways because this is what we said and this is how we positioned it. And now this is the outcome that she got. Crazy, right? You can do number seven of them versus us. This is another great example with like insurance. The insurance is the enemy and then like versus the cash based therapist, you know, so you can be like in, in an insurance based model, they really only get you out of pain maybe and the problem comes back. But with us, in a cash based model, we can actually get you to your top pr, we can get you back to running that marathon, we can get you back to all these things. So that's why you should come see us. That's the difference. Number eight, I say, is a personal story. Personal story means a story that is like unique to you. So when I was three, I ripped my ear off by sticking my head through a banister, which then caused me to have a learning disability. And I absolutely hated. I had to try harder than anyone my entire career of going through school. But what that did was it taught me how to work, taught me how to stay focused, taught me how to be determined, taught me how to stay in the game no matter what. No matter what. Doubt came in, gave me a lot of self confidence. I didn't have it at the time, but I realized how to do things differently. So because of that, it taught me a lot. And now to this day I can stand here and say that learning disability was my biggest asset of being the best entrepreneur. Because I had to do hard shit ever since I was three years old. And I had to do things differently than every single person around me. And I had to think differently, I had to move differently. I still can't hear out of my right ear, so I have to listen differently, I have to write differently. But that is the best gift that I ever was given. Even though people say it's a disability, I don't believe it. I believe it's a superpower. That's my personal story. And so, yeah, it's just, it's amazing. It's amazing looking back on that. And number nine, I would say is a future, a future version story, meaning where are you going? What does it look like? What's the future look like? Oh, I love this stuff. I love to envision myself two, three, four years from now. I'll go on vacations that I can't afford and pretend that I live in that house or pretend that I live in the community that I don't live in because I don't have the money for it yet. You know, And I'll future pace and be like, I will live here one day or I will be in this situation one day. And when you do that. I did this for California two years before I got our home there. I hosted Mastermind out there. I got an Airbnb house out there for a whole month. Stayed right by the ocean, on the ocean. And I act like I lived there. I didn't own that house, okay? But I act like it. The next year I went back, I went to the same neighborhood we bought the house in, and I said, I'm going to have a house in this neighborhood. I didn't say which one, but I said, in this neighborhood. And I took my friends there from college and I said, I'm going to have a house here. Sure enough, next year came around. I got a house there. It's future pacing, it's imagining, it's becoming, it's growth. That's what's going to get you there. And you got to do that, too. You got to tell people what the mission is and where you're going. If you're going to lead people, I got to paint the vision for Orthopelvic. If I'm going to lead people, I got to paint the vision for pelvis. How I'm going to level all y' all up. Which man, oh, man. If you haven't listened to my other podcast, stay tuned for Pelvic Power Circle because we're leveling every single pelvic floor therapist up. Okay? That's the future. You must be a part of Pelvic Power Circle. Must to stay in the game. So anyways, hopefully you guys enjoy this, but this is storytelling and this is how you lead people. You sell to people, you get people understand your vision and you get people to relate and know who you are. And it's really, really important. Storytelling, it's a big skill that I feel like is so underutilized that if you can utilize it, you win the game. Alright, guys, hopefully you learned some stuff and we'll talk soon. Bye. Bye.