147: Let’s Talk Business: Sales & Marketing 101 and How to Market and speak the language of All Enneagram Types

Foreign.

Welcome to the Becoming Bulletproof podcast. I am your host, Tracy o'.

Malley.

I'm a mom to millennials, an author, Enneagram expert and multi million dollar entrepreneur.

And master performance and business coach.

I've gone from rock bottom to building a bulletproof business and life. If you're looking for the unfiltered transparent truth and even an extra kick in.

The ass, you will discover that here. Each week I'll be bringing you success.

Stories of high level entrepreneurs as we discover how they became bulletproof and created their empire. You'll learn the story behind the glory along with Enneagram inspired truths so you can ignite your own purpose, profits and build your legacy. It's time for you to become bulletproof. Buckle up.

Let's go.

Hello. Hello. I am excited to talk to you guys today. We're going to get into the business and a lot of business because one of the things I'm asked about a lot in working with teams and organizations and even individuals is around sales and marketing. Everything we do, even on social media, has to do with selling. Some of us are better at it than others that don't feel douchey or.

You know.

Self serving. I believe that the way that marketing is done today, the good marketing, there's so much terrible marketing out there. Honestly, I don't even like getting on social media sometimes because it feels like you're being sold all the time. Now, that's not always a bad thing. I mean, I know there's a lot of you out there that are in sales and marketing, whether it's network marketing or coaching or whatever it is, sometimes we're just selling our story to inspire people, right? Even if it's just for impact, that's still selling.

But one of the things that I have had to really retrain myself and my belief around selling sales and marketing because I, I've always said like, I'm not a good salesperson or marketer yet. It's so funny when I say that because I don't want to be connected with the bad stigma around that. But the fact of the matter is I'm really fucking good at it because I come from a very genuine place. But I had to really reframe what I thought about sales and marketing. I mean.

What inspired this episode today is I'm going to buy a new truck right now. As soon as I'm done recording this, I'm going to pick her up. But the funny thing is I actually used to sell cars, which when you talk about car salesmen or car Saleswomen, even though I was in the corporate end, they get a really shitty rap, and rightfully so. A lot of them. After working with so many hundreds of them, I get why. But I was great at it. I was really great at it.

Network marketing has a really, really, really shitty stigma a lot of times. Like people go running when they know somebody's in network marketing. Yet in two years with no social network, I was able to go from 00 to a million dollars income in two years. So clearly I kind of know what I'm doing when it comes to sales and marketing. But the thing with sales and marketing and why so many of you go ew or ick when we think about it, and I even struggled with this, even as fresh as today, it's really hard when you hear about the stigma and you watch so many doing it shitty and you don't want to be one of those people, right? But sales and marketing is all about solving problems for people. It really, really is. And when you know that whatever it is you are selling, whether it's your product or services or a product of a company, or even just like referrals, like I refer my hairdresser, she's amazing, by the way. Julie, my makeup artist and microblader and waxer, Casey, she's amazing here in Arizona. Like, I share that stuff. Even without a kickback financially. We share things that we love all the time. But when it comes to what we do professionally, I have spent a quarter of a million dollars on my own education in this space. Whether it's any grand personal development, all sorts of education over the last decade. It's a lot of money. And I have worked really hard to not only use my education.

But my.

Experience. I have a lot of experience in almost 50 years. My wisdom from my mistakes, that is all very expensive shit, let me tell you. But I know that whatever I bring to you, I don't just get on social media or anywhere and I don't talk about anything that I don't believe in 100%. And I won't share what I do with you if I don't believe I can help you solve a problem in your life. Like, seriously, I am not about bullshit. You guys know that. That's why I am good. It's why when I do speak of something, the conversion rate is high. Because, you know, I'm like, real stuff, no fluff. But I know many of you struggle with sales and marketing and when I don't call it that, I do great when I'm thinking, when I call it service or problem solving. I can scream it from the rooftop. So whatever you need to tell yourself about what you do, if you really believe that in all your heart that whatever you are selling, whether it's product or service, that it can solve problems for individuals, companies, organizations, families, you name it. If you really know in your whole heart that what you are providing can help somebody, then you are obligated to share it. You really, really are. Now, how you share matters. It matters because even if you have something beautiful, if nobody can hear you or see you, it won't do shit. And so I get a lot of questions about the Enneagram and how to use it in sales and marketing to talk to your ideal client or ideal customer. And you know, especially with nine different Enneagram types, you might wonder like how. How do I speak to all the Enneagram types of my ideal client? And this is something I do very, very well.

It's why I not only work with the full range of people, I don't have just one specific personality that I can talk to, which is a huge thing. You know, being in the car industry as long as I was my eight, energy definitely served. Because not only do I have thick skin, I'm no bullshit.

I'm a straight shooter. And people appreciate that when it comes to buying cars, right? I know that to this day I still only use one person to buy my cars. And I'm working car deals for other people. I gotta say, I was kind of enjoying it. I forgot that I knew how to use my car lingo language and talk the talk. It's like riding a bike. I did it for 15 years in the car industry, so to be able to do.

Is amazing. And I'll explain like the scenario about that and how that goes into sales and marketing later.

But to be able to speak to everyone, every personality of your ideal client and customer, because you may have your avatar, your customer that you know that you can serve or solve a problem for. But within that ideal client, there are nine different personalities. And if you message it in a way that doesn't land on somebody like me, then you are going miss the full range of your ideal client and customer. And so how I use the Enneagram in sales and marketing is beautiful because I can speak to my ideal customer. Not only just my ideal customer that speaks and talks and believes and makes decisions like an eight, but the entire nine Enneagram types. And how this can help you. You know, each Enneagram type is motivated by a very specific thing. And you're like, great. Now do I have to come up with nine different ways to speak a language? No, no, you do not. But you do have to focus on three. And it's very, very important. It's just like, you know, I think it's nlp. You know, some people are visual, some people are auditory, some people are kinesthetic, right? And being able to talk to people like that.

Will allow you to speak to everybody, right? It's like when. When there's PowerPoint presentations, you know, sometimes there's words, sometimes there's, you know, sound. Sometimes it's like, you know, action, right? And the Enneagram kind of works the same way.

You know, within the nine types, like I said, each is motivated by something very, very specific. But there are three core motives within the Enneagram. Three types fall into each of the motivators. This is how the centers of intelligence on the Enneagram, otherwise known as the triad, are also categorized. There is the body, the head, and the heart. Three types fall into that body center of intelligence, where they make decisions.

From their gut. They're the action take. You know, they make action. They. They decide on action action. It's why as an 8, I'm in the body triad. Like, bottom line me straight, shoot me. I take big action. Like, don't bullshit me, right? Because these three types definitely can't. They're always looking for it because they're motivated by truth, right? Truth and protection and justice, right? So really knowing when you're messaging, if you are real fluffy with your words, you're going to lose those three types. You really, really are because they are always kind of looking for the truth in your messaging. It's really important, you know, so some of the airy fairy stuff out there, I completely zone out. And I don't care if what you have to solve a problem for me probably could help me. If you don't speak my language, I'm probably not going to pay attention and I might find you not credible. That's something that's really, really important. Knowing that there's three basic Enneagram types out there that are all motivated by truth, justice, and protection. Those are the eights, the nines, and the ones, the other.

Center of intelligence, Another one of the centers of intelligence is the heart Triad or the heart center of intelligence. And these three types make decisions based on feelings and emotions.

And purpose, right? So some of the more airy fairy kind of languaging, and I don't. I throw that around. I don't mean it's not credible or anything. But you know what I'm saying, right?

People do buy off emotion. So most of the marketing out there is directed towards these people. And I'm not saying it's not important. I like to feel emotions because I'm a healthy version of myself. I do get into the emotions, but I can tell when it's bullshit because I'm more in that instinctual triad and I'm seeking truth in every message that's out there. So when you're marketing or selling to this kind of person, knowing that they make decisions based on their feelings and emotions is really important. But the twos, the threes and the fours which fall into the center of intelligence, they are driven by the motivation of significance. So, you know, for A two, you know, they want to know that they're going to have significance in what they do for other people. The three's significance in how they appear. So, you know, if you're selling to A2 directly, knowing that you need to message this, this will allow you to help people do this, right? For the threes, this will bring you this success. Appear this way for the fours, this will make you feel like the most authentic version of yourself, right? So like targeting that significance going back to the gut triad, the truth, the justice. That's why the straight shooting, no bullshit, bottom line, me kind of speaking with those three will be very, very important. And the final center of intelligence are the thinking triad. They make decisions based on information, logic, their brain. They want the details, they want all the information. And because this is the one that I use the least. So that being said, we do use all three of our centers of intelligence, but one definitely dominates. That's why you have one main type. I do struggle with the thinking part because I am a bottom line me kind of girl. I don't want all the details, I don't want all the information. I want you to tell me the truth and I want you to tell me how I'm going to feel about it. But there is, and I've had to get better at this because I know if I don't have the patience to do this part, I will be missing a big chunk of people that I can serve that I can help solve a problem for, because they need this. This is how they operate. They need certainty. The head triad, they are motivated by certainty all the time. The Fives need information to feel equipped and capable. The Sixes need information so that they don't get blindsided because they're the worst case scenario thinkers. The Sevens need Certainty so they know they're not going to be trapped in a situation. So knowing that, you're going to have to give a little more details on things, sometimes not too many, because you'll lose some of the other types. But there's this fine line of knowing that your messaging and the problem you solve need to touch on truth and truth protection.

Justice, significance and certainty. This will allow you to touch the full range of your ideal customer or client.

Like I said, I have to be very mindful. My blind spot is for sure the logical part.

And, you know, thankfully I have a lot of close people in my life that fall into this triad, so I get to test this out on them. When they ask me lots of questions, I naturally want to say, just don't worry about it. But they need certainty. And when you care about people in your life and your ideal customer and client, you must be able to speak a language that they can receive the ability to solve their problem. So I'll give you an example. So back to the car deal, right? So, you know, I have been buying cars on my own since I was 20. I did my very first car deal when I was 20, buying my first car, new car at 20, and then I bought another one when I was 21. And I will never forget walking into that car dealership. It was my first time in Arizona. And I remember telling the car salesman saw me come and they say, first of all, a young girl, you know, I'm sure they were licking their lips like, oh, this is going to be an easy one, right? And if you've ever bought a car and the whole, the whole Foursquare deal and the hours and hours and hours and hours of wasted time going back and forth and back and forth and all that shit. That's why most people will stay in a car deal that they hate because it's next to moving. I think people hate buying cars. I love it because literally I do all my negotiating before I get there. I walk in, I'm in and out in 10 minutes, thank you very much, with a very good deal. So I remember the first time I walked in and they took one look at me and thought this was going to be easy. And boy, did they realize very quickly that that was not the case. I walked in and I said, this is what I want. This is what I know this car is worth. This is what I know my car is worth. And you can try and tell me differently, but I can tell you right now, I know what it's worth. And you have 15 minutes to make this happen. And if not, no. No harm, no foul. I don't want to waste your time, certainly don't want to waste mine. And if you choose to go up into that cute little podium up there with the glass and talk about golf scores, you're welcome to do that. But you have 15 minutes starting now. And if you can do it, great. And if not, that's okay, too. And they're like, shit. But you know what? I get it done. I get it done. So as far as, like, the car dealing today. So since I left the car industry, God, almost a decade ago, there's pretty much only one person, maybe two, I will actually buy a car from, and they know exactly the deal. Seriously, all I have to say is, I'm ready, this is what I want. And it's all done, whether it's via text or phone. And I was in the middle of negotiating and working some car deals for some friends of mine, and the next thing I know, I said, oh, and by the way, I think I'm ready for a new truck. And if you can make that happen, this is exactly what I want. He goes, okay, I got zero percent. I can put you in it tomorrow. I'm like, well, shit, okay. He goes, I know this is how you like it. And even so far as, like, getting it shipped and picking up two of my vehicles that I'm trading in and doing all the things like, he knows I'm a straight shoot, no bullshit kind of girl. And he solved the problem. He has solved the problem over and over and over again. Not just for me, but people I care about. And that is why I won't go to anybody else. You want your ideal client to think of you as not only the person that can solve their problem, but the person that speaks their language. It is very important in a sea of noise and chaos in the marketing space. And a lot of us have had really shock shit experience is being sold to. But you can be different. You can be that person. And I know that's why when I do talk about something or I do come out and say, you know what? This is why I am the best at what I do. And I strongly say that. And I'll use the Enneagram coaching and corporate coaching that I do as an example. There are so many amazing teachers of the information of the Enneagram out there. There are. And I am not a great teacher of information, probably because I'm a doer. I'm in that action triad. But I also recognize that I need to speak to not just the action takers. There's a lot of feelers, there's a lot of thinkers out there. And I am so grateful that I birthed one of each. So I can see how this operates also in my own home. Right? I need to speak the feels to my son. I need to speak the the information to my daughter. And since I know how to speak action to myself, this has allowed me to boldly speak to all of you that are my ideal customers, clients that I can serve. So when you think about the Enneagram, you know there's lots of amazing people out there teaching information there. There are. There are. And a lot of you just love all the quote cards and the feels and using it as a party game. And that's fine. If that's all you want to use the Sunny Gram for. Totally cool. I'm probably not your girl and that's okay. However.

Most of you listening right now need a problem solved. And this Enneagram, just as information doesn't do jack shit for you, information doesn't equal transformation. And the reason why I am the very, very best at this, I am the expert. Is because I can teach you integration. I can teach you how to take that information and run with it in your businesses, in your organizations and your teams to build cult and.

Profits and productivity and a mission and a vision that goes the distance. Because I can teach the integration. And like nobody else, I've used it in business to build multimillion dollar businesses over the last decade. I've used it in my home as a mom, a single mom, as a parent, as the head of the household. I've used it in my friendships. I have nothing but the very best in my inner circle. I've used it for health challenges. And.

You can still follow. And I'm not knocking anybody. They're amazing. Those information teachers at the Enneagram are amazing. But that doesn't solve a frickin problem, right? Unless you just want to mindlessly label yourself, then that's great. But the Enneagram is way more than a label system. It is a beautiful, beautiful tool that can transform your life, other people's lives, business relationships, all the things. And so when my messaging comes out, I am solving your problem. I can tell you how to use the Enneagram. Not just tell you how to use the Enneagram, but I can teach you how to integrate it into all areas of your life. And that, my friends, is what is called marketing. It really, really is. I solve problems. I solve a lot of frickin problems for a lot of frickin people. And I love it. And it's why I can talk so boldly about it. Because I know from the center of my whole being that I have answers that can help you. And I know how to talk to all of you. And that's the beautiful thing about this, is when you understand the beautiful gifts of the Enneagram and the how to integrate them into your businesses, your organizations, your teams, your families, your heart, yourself.

When it comes to doing business and selling and marketing, which is the root of every business there is, I don't care what you're selling.

Or what you're doing. If you know what you're doing is something beautiful and helps people, you're selling not only yourself short, but you're robbing all those people that. That you can help with their issues and problems and whatever it is in their life, you're robbing them of that experience. If you choose to play small. And if you're afraid to use your messaging and your voice, take the word sales and marketing out of it. Call yourself a problem solver. I had to do that. I have to mind fuck myself. I really, really do. Because sales and marketing still feels really icky. And ironically, I've been in the tube industries where they're most icky when it comes to sales and marketing. Network marketing in the car business. Are you kidding me? So I have had to trick myself. I know I'm a problem solver, but solving problems is everything when it comes to sales and marketing. And if you believe in what you have to offer people, whether it's through your education, your experience, your wisdom, or all three, the best is when you've got all three, then scream it from the rooftops. Feel beautiful about it. Feel really beautiful about it. I can speak so loud and proud about what I do in my work with the Enneagram, with teams and organizations and individuals and families. Because I know the power in what I bring to the table to help people equip themselves with the tools that solve problems. So that is how you use the Enneagram to talk to your ideal customers and clients. When it comes to sales and marketing, whether it's in network marketing or your coaching or in the corporate land, you have to be able to speak to every one of your ideal customer. Not just the ideal customer, avatar client that talks like you. You'll be missing out on helping a lot of people. And you'll be missing out on a lot of fricking money, let me tell you. So I would love to Know what you learned about this. You know the fastest way to do anything and to really get this in your whole being and to feel confident with it is with a guide. And this is what I do. I teach teams and organizations. I go into businesses and put the puzzle pieces together. What fits, what doesn't. I help you speak to your ideal customers and clients. I help you speak to your people how to bring out the very best in them. I bring families together in ways that everybody feels seen, heard and understood so that you can leave the legacy that you want. And if you need a guide to help you, I am your girl. I won't just teach you information. I will bottom line you how to take that information and change your life. You can reach me at traceyomalley on Instagram. You can find me on the web@traceeomalley.com I would love to hear what you took away from this episode and how you plan to change your messaging as a problem solver so that you don't leave anybody left out. So that you don't leave any money on the table.

You don't. Let me tell you, it's amazing. And the more skilled you get at talking to all nine Enneagram types, the.

More you're able to help more people make the impact that I know so many of you want to make, whether it's in your businesses, your organizations, your families, your inner circle, all the things. This is one of the greatest superpowers I've ever learned along the way in the last decade for sure. And I had to learn this the hard way in destroying and leaving a lot of wreckage. Mind you. This is where the wisdom and experience comes in. The ability to speak to anybody. And not just to sell them, but to make them know that they are seen, heard and understood at the core of what motivates them. That, my friends, is the secret sauce to anything in this life. I would be honored to take you on the journey and I am excited for those of you. If you are loving what I am bringing to the table here on this podcast, it would mean the world to me. Stay tuned because I am going to be bringing you live coaching on the air. Whether it is brand new people that maybe feel like they are mistyped or they have never even heard of the Enneagram and they just started listening or hearing about it and they want to get it right. You are going to hear live typing sessions with me. You are going to hear live interviews with those that have worked with me through the Enneagram and typing in the Enneagram experience and some of my in depth one on one clients. You're going to see the power of the integration of the Enneagram and what this can do. I cannot wait for you to hear some of these episodes. They're coming soon. If that's something that you're interested in learning more about, please hit me up either in the DMs on Instagram, Traceyomalley, Facebook, LinkedIn, all the things or you can email me off my website traceyomalley.com I am excited you guys. Go help people. Go make the impact you want. And until next time, here is to Becoming Bulletproof.

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Even more episodes with the topics and guests you want. Please head over to itunes and leave an honest and loving five star review. If this made an impact on you, you can find me on Instagram traceyomalley and I have tons of free resources for you@tracy traciomalley.com as always, if you are wanting to ignite your purpose, profits and build your legacy, it's time to stand on the front line of your.

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