Sales are the lifeblood of any business, but having consistent weekly sales is often not discussed. In this episode, Samantha and Tim give the low-down on how to make sales every week.
As business owners, there are hundreds of tasks that need to be managed each week. It’s easy to get caught up with these tasks and put sales on the back burner.
Weekly sales are more likely to happen if you’re committed to making offers daily. But some get caught in the trap of thinking that this isn’t necessary. And may even think it’s inconvenient.
IN THIS EPISODE YOU’LL DISCOVER:
- The 4 key principles to making sales every week (06:35)
- The significance of bringing in leads every day (06:45)
- Getting clear on your main conversion event (08:00)
- Different ways to increase your network (10:35)
- Why you need to make offers daily (14:45)
- “If you don’t ask for the opportunity, you won’t get it.” -Tim Hyde
- “If you’re having trouble making an offer every day, take the spotlight off yourself. Because making an offer is about serving as many people as possible.” -Samantha Riley
- “To get what you want, you have to do the work. But do the right work that’s going to bring you the results that you’re looking for.” -Samantha Riley
Influence By Design episode: 399: Scaling With Partnerships
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WHERE TO FIND TIM HYDE
CONNECT WITH SAMANTHA RILEY
Tim Hyde Snippet (00:00):
We’re looking at how do we increase our network? How do we increase our reach? How do we increase our celebrity status? How do you generate 50 leads today, or 100 leads by finding someone who’s got an audience of 10,000. And get them promote your theme.
Samantha Riley Snippet (00:10):
There are people on your list that weren’t ready to buy last year, they weren’t ready to buy last month, but they might be really ready to buy now. And if you’re not making that offer to them, they may very well go and look somewhere else. They’re not ready to buy every day. But that doesn’t mean that they’re not ready to buy today.
My name is Samantha Riley. And this is the podcast for experts who want to be the unapologetic leader in their industry. We’re going to share the latest business growth, marketing, and leadership strategies, as well as discussing how you can use your human design to create success in business and life inside and out. It’s time to take your influence income and impact to the level you know you’re capable of. Are you ready to make a bigger difference and scale up? This is the Influence By Design podcast.
Hello, and welcome back to another episode of Influence By Design, I’m your thursday co-host, Tim Hyde. And I’m joined by the amazing Samantha Riley. Sam, good to see you again.
You to Tim, thank you for the lovely introduction. And in Good to see you taking us off on the beginning of the show. For instance, for instance, oh my goodness, that’s not a great
You promised the other day that you would be on point there.
I did. I did. So for those of you that were not behind the scenes, which you weren’t clearly, I’ve been having a bit of trouble getting my words together. So Tim has done the introduction this week so that we could actually get this done
For two seconds, like I’m good.
I’m great today and then tripping over my words already. This is just great.
So what are we going to talk about today?
Today, we’re gonna talk about making sales every week. I think that this is something that is not talked about enough, in the sense that there are so many, like, there’s literally hundreds, if not 1000s, of tasks we need to be doing in our business every week. And I think that we can get caught focusing on sometimes the wrong things, and not necessarily making sure that we are making the sales every week, and you know, breathing that lifeblood into our business.
Yeah, it really is the oxygen isn’t. And this largely I guess this topic largely came around from a conversation that I was having with someone the other day, and we were talking about, I guess, fundamentals or and I immediately came to mind, Maslow’s hierarchy of needs and the need for safety and shelter and food and water that we need, as you know, to ensure our existence continues.
And then as we sort of meet our basic needs, then we kind of ascend into these higher realms of actualization, I guess around the ego and all that sort of stuff that comes after, but the basic needs, you know, come first. And we can’t, we got to chatting. And if you were understanding on the side of the pool and the soul, you keep running and flailing around in the water, you wouldn’t just stand on the sides, you know, think Yeah, I think you can slip right into it, you’ll actually jump in and to basically have the same, I don’t know what to call it on.
And I think we need to work on his model a bit more, Sam, but you must have this hierarchy of needs in our business as well. And it’s higher level of needs of actualization and team and all sorts of stuff only can be realized once we have some fundamentals working first. And that is the ability to consistently generate sales in your business and revenue in your business, doesn’t it?
I really love that metaphor that you use, because that makes it really easy to think about it. You know, if you’re coming across some times that are a little bit tough. Think about what you would do if that person was drowning, I think of you know, not that our business is drowning. But sometimes we do go through hard times. So I think that that’s a really great way to think about it. And that’s what we’re really going to talk about today is to get what you want, you really do need to do the work but do the right work that’s going to bring you the results that you’re looking for.
Yeah, ironically. The other thing that’s come up for me in the last week, my son is off on a ski camp at the moment. He went last week with his outdoor ed class and actually went again, and recognized an opportunity I think his teacher was saying we’re gonna have to cancel the second group because we don’t have enough kids to go on the camp and make it worthwhile. And Jamie’s being a little bit clever, recognized and opportunities and said, well I’ll go, but you need me more than I need to go skiing, so I want a discount.
I love this so much. Oh As the laws of supply and demand, right?
Negotiated, discounted school keep that secret. But this comes back to these fundamentals or on these foundations, we need to make sales every week, right? If we don’t ask for the opportunity, we won’t get it.
I think we need to almost, you know, in your calendar or have it set up your ideal, perfect day, I think it’s absolutely worthwhile saying, you know, putting, like, even 15 minutes aside, to go and make an offer, to your followers, your list your community, whatever, to say, hey, look, I’ve got this opportunity I’ve got this offer, and who’s interested in it. And because if you don’t do that, you’ll find yourself being reactive to the people that come in. And that’s okay, if you’ve got lots of opportunities coming at you. But we want to, we want to get these foundations, right. And we don’t make offers, we won’t make sales.
I just want to add something to that, because we do need to make offers every day. And I think I put this quote up on social media last week for that every offer that you don’t make, that is someone that you don’t serve. And if you’re having trouble making an offer every day, turn the spotlight from you. Because it’s not actually about you. Making an offer is about serving as many people as possible. And you know, we really do need to be making those offers every single day. So that we do make sales every week.
And that’s what we’re going to talk about the foundations that you need to be able to do that. And we’ve got four, four key principles, I guess, here to be able to make sure that you are making sales every week.
Right? Those are the first one potentially the most important first one, right?
Well, very important.
we’ve got to bring in leads every day, we’ve got to fill our pipeline with new opportunities. And so that means your lead magnets, your, you know, your podcasts, your whatever your social media posts, you’ve already putting yourself out there and building, I guess building your opportunities, right? If we don’t have that lead magnet up, create opportunities off the back of that. So that’s something I’m really important. I mean, and you have to put it out there all the time.
Absolutely, we need to be super-duper visible. If people don’t know that we exist, or people don’t know what we do. Or if people don’t know how we can help them, then they’re not able to put up their hand and say, hey, you know, I would love to work with you. So we do need to be bringing new leads in every day. Because there also comes to the point where if you’re, if you are making offers all the time, and you’re not bringing in new leads, and bringing in new opportunities, then there is going to be a point where there’s going to be no one left to speak to. So we do need to be bringing in new leads every day.
Absolutely. What’s number two for you?
Number two is having one main conversion event. So a conversion event is your I guess number one way of moving your prospect into a client. So this could be a webinar, or it could be a training a workshop. Depending on your business, this could be sales calls, but really getting clear on one main conversion event and Systemising it and optimizing it. I’m really hot on those two things, optimize and systemise.
Yeah, and do it regularly. I have a client at the moment, we built her a marketing strategy around the conversion in pitches or webinars. But they’ve changed. They’ve changed the goalposts on us. I’ve actually watched their next Webinar back another two months. And inside wow, Limbo about well, what do I do for two months for these people are kind of interested, but it’s not for some time.
Yeah, yeah, you do need to keep ensuring that your conversion event is running. I with my clients, we talk about having we talk about webinars a lot. I believe that you need to be running your webinar or your workshop at least once a month and if you’re really wanting to be more visible and be making more sales, then I would put it in your calendar every fortnight or further for those in the Northern Hemisphere that don’t know what I’m talking about every two weeks
I didn’t realize it until about very slowly you’re like what’s the format of the game? Yeah, what’s a fortnight?
Well, there is a game but a fortnight is two weeks. So yeah, running that webinar every two weeks, or you know at least once a month so that people can learn about what it is you do your process your system and how they can work with you.
I’ve been looking through everyone listening to this podcast today will have seen the webinar on-demand process like literally it’s 15 minutes away from the next webinar, and they put on all our PA There are certainly tools out there, you know, WebinarJam, webinar, Ninja, etc, that can do that once you’ve actually got a really dialled in conversion event, you can put it on autopilot literally violent every 30 minutes if you wanted to.
Absolutely. Can I just say, if you don’t have a highly converting webinar, don’t put it on demand, make sure that you do have it optimized before you can systemize
Saying dial it in first.
Yes, absolutely dialled in.
Number three,this one we both agree on, is increasing your network every single day. And this is very tied into, you know, developing leads every day, right? We’ve got to we’ve got to increase our network with people who are potential clients, as you know, sounds very big on the partner channel as well. And we need to increase our network of people who can promote us to their network?
Yeah, I just had a really interesting question. I just ran a Q&A call for my clients just before we started recording this. And one of the questions that someone asked is, you know, when I did my last hand raising post there was, you know, what do I do? Because there were competitors that asked for it and people that I know that, aren’t you no ideal clients.
And I said, Well, it really doesn’t matter. Because it’s actually not about the lead magnet, it’s around the conversations that are opened up. And if a and I’m going to put this in air quotes competitor, because I don’t believe that there are competitors, there might be people that are doing what we do. But they’re, they’re different, right.
And if someone puts their hand up because they’re interested in your lead magnet, this is a great opportunity to start a conversation of, you know, how can we help each other? Can you be you know, can we be on each other’s podcast? Can we do some sort of JV, can we do some sort of affiliate swap there, just because someone’s put up their hand doesn’t mean that they’re going to be a client, that we are increasing our network for all different sorts of reasons? What are some of the other there other reasons that you can think of their team that I didn’t mention?
I like the word competition.
Oh, I do like that word. That’s very cool.
And it is only if you’re if you think about the size of your market that you could speak to, if we just picked coaches and consultants as an example, right, there’s 250 million coaches and consultants out there, there’s a lot. And if you are teaming up with someone to reach the same market, you’ve already got more resources available to you to reach that market than someone who isn’t teaming up.
And so, you know, if we view it like that, and we were, how can we put each other on a pedestal as you and I do, Sam, how can we provide each other on a pedestal, so that we can, you know, either reinforce the message that we’re putting out because someone else is saying the same thing in a similar voice. And if you’re the only person saying the message, you’re out there, very difficult because you have lots of competing voices, but similar, someone else says the same thing you are, sound must know what she’s talking about, because Tim just said that as well, and vice versa.
So that sounds I think that’s a really important thing to think about, as don’t new everybody as competition, look at how you can collaborate and cooperate, to reach more of the market that you would otherwise want to reach.
We’re just thinking of the back of our last episode where we were talking about partnerships. You know, this is another way that we can, you were talking about your strategy of introducing people to your network.
That’s also another way that we can increase our network is by getting introductions and introducing people. So there are lots of different ways that we can increase our network every day. So think about networking events, connecting with people via social media, direct outreach, podcast, all of these things, you know, hand-raising posts, moving those conversations to chat. These are all ways that we can increase our network every day.
Well, think about the Atlantic again, if we were looking at how do we increase our network? How do we increase our reach helped me increase our celebrity status, if you will. Just connecting with someone who’s got a relationship with an audience of say, 10,000 people, and they promote your lead magnet or your webinar or whatever it is, or you in some way to their network, we know that there’s a percentage of the market they’re ready to buy right now in the ones didn’t work. So you know, how do you generate 50 leads today, or 100 leads by finding someone who’s got an audience of 10,000 and get them promoted often? Yeah, there are 50 leads.
Perfect, perfect. So that’s number three. Number four. We alluded to this right at the beginning, and we’ve come full circle and come back to this is to make sales every week. You need to make offers every day.
People don’t buy, and I remember getting into Hold the story a couple of years ago, if someone actually experimented this, right, and how often they made offers to the market, and they found that that by making offers quarterly, they would make sales quarterly.
Okay, well, maybe if I change that maybe if I change it to monthly if I’ll what will happen, right? And so they made offers, in this case by email to their database, and strangely enough, made sales monthly. This is going the right direction. Maybe if I make offers weekly, I’ll make sales weekly. Sure enough, yes.
There was a direct correlation between making an offer and the South. All right, so let’s watch the experiment neck to go well, what’s better than a weekly sales, daily sales, through enough making offers daily to the list, even though alienated some people found that they made sales daily. And so doing all the other strategies to kind of keep the list refreshed, actually made sales daily, despite the fact that some people were going off?
Do you know what’s really intriguing about this? And I’m sure, you know, working in automation, you would have this conversation with clients, as well, new clients, especially or even prospects, you know, how often do you email and a new would probably find just as much as I do with people saying, I’m afraid to email my list too much, I don’t want to hurt their feelings. But that’s not what we’re here for.
Of course, we’re not going to go out specifically to hurt people’s feelings. But we actually are here to make sales. And to me, that is one of the weirdest objections I get is, you know, I don’t want to, to hurt people’s feelings, or I don’t want people to be weeded out, because they hear from me so much. Because to me, it makes, it’s almost like the opposite of what we need to be doing.
I’m saying what you said earlier on, it’s reframing how you approach to relationship with you have your clients, if we don’t make offers, we don’t get the opportunity to serve other people, all the problems that they need solved, and people don’t buy from you, if they don’t have a big enough problem.
To get that out of your head straight away. People will not buy from you, if they don’t want the problem fixed enough. And they don’t value the solution more than what you’re charging them. That’s That’s it all, if you try and charge someone $100,000 to tie their shoelaces, you’re gonna find it really difficult. But if you solve a million dollar problems, and it costs you 100,000, that’s the amount of 1000 they will solve, though a that all day every single day.
So it’s just reframing that conversation in your head, about what is you know, what are you doing for people, and then how you are helping them. And if you make offers daily, to help people, and they want that help, they will take it if they want. And that’s
Totally and it’s also worth thinking about this and thinking about your buying behaviours? And thinking about when you’ve paid to work with people before? Has there been a time before you bought where the problem wasn’t? You know, it wasn’t painful enough for you to solve?
Were you sitting on someone’s list for a while? Or did you just buy on the very first day you met them? Let’s think about that. Because there are people on your list that weren’t ready to buy last year, they weren’t ready to buy last month, but they might be really ready to buy now. And if you’re not making that offer to them, they may very well go and look somewhere else.
So you know, our list or our audiences in different times, I don’t know how to say this in a different way. You know, they’re not ready to buy every day. But that doesn’t mean that they’re not ready to buy today.
Yeah, that’s correct. Okay. And this is where, you know, if, when we use automation and use with your, your lists, and we want to segment at least two people who are opening our content, and not only if they open our content and clicking on our links that we provided in terms of value, that’s a good indication that someone’s more engaged with your message. So those people don’t make offers to everybody. You know, we do a lot of this work with our clients as well and really maturing the personalization of the communication, not one size fits all. And certainly, someone’s engaging with you make an offer to them to not add more value
Totally. So let’s just go back and refresh these four foundational principles to make sales every week. Number one you need to get leads every day and always be filling your pipeline with new opportunities. Number two, have one main conversion event. Doesn’t matter what it is, but do optimize and systemize it. Number three, increase your network every day. And number four make offers every day. How would you what would you like to leave people with today, Tim around this topic,
I think income. I just spoke about it again. And you alluded to it earlier in the show there is that making offers. And I know for a lot of people that were just getting into the business making offers can seem very sleazy. It’s like, oh my god, I’m asking for money, it’s a bad thing.
But again, reframing that in your mind and saying, I can’t serve people, unless I make offers. I think that’s absolutely critical. If we don’t sell anything, I mean, back to that, you know, Maslow’s hierarchy, your business needs or teams, hierarchy businesses, we have to get the fundamentals of the foundations of our business, right, and the fundamentals of our business that allow us to do other things. And that is making sure that we are making sales every single day to people who that we want to and need to be served.
I think the one thing I want to piggyback off that and sort of take that to the next level that what I want to leave people with is when you do make offers every day, and people do buy, there is nothing more energizing than making sales. When you make sales that gives you Mojo, and it’s almost like momentum, the more sales you make, the more confidence you get, the more excited you get, the more happy you are because you know, you’re helping people. And you know, it creates this momentum in your business. So make those offers and, you know, it builds your confidence and you feel good, you feel good about yourself. That’s what I would like to
Bang the gong. That’s exciting.
I love that you bang the gong. Love this. If you have really enjoyed today’s episode, and you know that there are other people in your network that would get value from this, please share this share on your socials. If you pop it up on your Instagram stories and tag at the Sam Riley and tag at Win more Clients.
Tim and I would love to, you know share that that story with our audience. And also while you’re on your app, please scroll to the top and hit that follow or subscribe button to make sure that you’re notified every time an episode drops. I’ll be back next Tuesday with another episode. But thank you for joining me today, Tim, thanks for joining me. And we’ll see you all next week. Ciao.
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