The Weirdest Pattern in Business (Avoid This At All Costs)
THIS IS A TRANSCRIPTION
Hello and welcome to the “S” Word LIVE.
My name is Renee Hribar. I’m a TedX, speaker, sales strategist, and author, and my goal is to help you make sales simple and fun.
I am going to talk about the weird pattern that I see happening over and over and over all around us all the time it’s like rampant and I’m going to share with you today.
This is my weekly show, the “S” Word LIVE, and I just love bringing this to you. Every week has a little point where you can come and get that sales strategy advice and get to action now. I’m all about action. So, what is this weird pattern? Well maybe you’ve heard of this or maybe you’ve seen it. You’ll let me know if you maybe. Maybe it’s not you, maybe just someone you know.
So let’s talk about it. What is this weird pattern? Well it’s sort of like I want to give you an analogy, I’m going to paint the picture. Let’s say you have this big need. You’re like oh my gosh I need to go to Costco because I’m having a party this week and I know we’re having a party this weekend. And so I do need to go to Costco probably later on today. But if you’ve ever been to Costco let me know. So are you guys familiar or are you sam’s club people? Or do you not do big box? Hey if I could only go to the farmer’s market for everything I would be great. But I know that I need like a crudite platter. I need a ham. I need some turkey. I need a big salad. We got a bunch of people coming over to the house this weekend for a party. So this is part of the story that I’m going to share with you, this is going to paint a scene for this pattern that I see. Are you team Costco, team Sam’s Club, or no team at all? Tell me in the comments. OK. This is just for fun. I’m team Costco. I’m both actually my mother in law has Sam’s Club. I have Costco. It all works out. Anybody else have an arrangement like that? OK. So at the Costco near us they’ve got some pretty great stuff. And what I do is, let’s say I got this party plan, I have this need. Right? And I go to Costco. I have my list. So ultimately I go to that I go to Costco I say listen I need a ham. I need a turkey. I need a cheese platter. I need a crudite platter.
And they say Well well Miss Hribar, This is great. We have some free samples. Why don’t you try the different cheeses or do you try the different Turkey? There’s Smoked turkey. There’s Sriracha smoked turkey, there’s sweet turkey right? OK. Well that’s good OK. These samples are great. OK. I like the samples. All right, great. I’m ready to place my order. OK. So what do I have to do now? I really like your free samples, and they’re going to say well we’re actually launching the cheese platter in June. Or you know what? Ms. Hribar, I’m glad that you like the Sriracha turkey. That tells me we should launch the Sriracha Turkey, and we’ll probably do that in July. I’m like I have a party this weekend. I’d have a need right now. I’m not looking now for something I need now. I don’t need the solution in July. I need it now. We’re talking about Team Costco team Sam’s Club. And this pattern that I’m about to share with you. But I wanted to paint the picture first. So you have a need. How would you feel if you went to the store, if you into Costco, and you had this party that you’re planning, like I am planning this weekend, and they said well here’s the free samples. I got excited. I love the free samples. OK.
OK. Where can I get you know like where’s the Cheese? I like this one. And they said well we’re launching it this summer. Like I don’t need it this summer. Has that ever happened to you? No! Because we would be out of business. Right? The point is this. If you’re getting their attention, if they’re getting your freebie, if you are coming to you, if they’re showing up, then they have a need. So what can you invite them to? What can you offer them? Even if they’re like you know we don’t need that much turkey, just half that. Or you know I’m going to pass on the turkey today. I’m just going to get the cheese platter from you guys. OK great. But if they didn’t have the cheese platter to sell me I would be upset. Right? It’s like, well why did I come here in the first place? I didn’t just come to get a bunch of free samples. I do actually have a list. I do actually have to buy something. I do actually have a need. So how does that translate to this pattern? Well the pattern that I see on the planet Internet, and it’s over and over and over and it’s all around us is I give away free stuff. I give away free stuff. I give away free stuff and then nobody ever invites me to anything paid.
Why not? Are you in business? Do you have paid offers? Can you offer me something today that I can buy from you? It’s okay. You don’t have to have a big story and a reason around it. If you have a skill or an expertise, something that you know how to do, then it is only polite of you, it is your due diligence, it is your responsibility to invite me to it. At the very least, I don’t have to say yes. You don’t have to trick or persuade me. I came here looking for that thing and you’re just simply inviting me to the next step. I can say, hey you know what. Thanks for inviting me I actually decided against it. Or or I could just ignore you. Or I can actually buy the thing, because I do have a need and I’m ready right now. I say this over and over and over again is that business owners, smart business owners, smart women that have a lot of great experience and solutions to share with the world. They’re not even making offers. They don’t want to be pushy they don’t want to be slimy. They don’t wanna be sleazy. I get it. I don’t want you to be either, but at least invite them in. Make the invitation. It’s like throwing a big party, turning on the porch lights, and then making everybody wait on the porch.
Invite them in.
Show them around. It’s okay if you have more than one thing for sale too. It’s OK if you can sell them strategy or done for you services. Or maybe you have a weekend workshop that you’re planning on running in June. OK. But you can sell them a ticket to it now. It’s OK if you’re going to run it, then sell it now, fill the seats. Now what I’m getting at is this pattern that I see over and over again as is smart women are going through their newsfeeds thinking I need a thousand subscribers on my email list before I can sell anything. I need a new photo shoot before I can sell anything. I need a new website before I can sell anything. I’m saying please avoid all that at least until you’re selling things, until you have something to offer them.
So what are some ideas you can offer them? You can offer them your time. You can offer them a weekend workshop, you can offer them a group program, offer them a digital download, offer them a booklet or a guide, something that you’ve created. Whether it’s five dollars or five hundred thousand dollars, I can tell you I’ve sold at every single level. The act of selling is the same. So I want you to know this in your heart, that you can do this without being pushy or slimy or sleazy or any of the things that we don’t want to do. It’s just simple invitation to the next step. They’ve showed up, they’ve connected with you, now all you have to do is invite them inside, and if you do it with pleasure and a smile on your face and kindness you’re not trying to grasp them in your chains. Then you will find great results. Over and over and over again. So let’s break this pattern of feeling like we have to do all these things before we can invite someone to a paid offer. I encourage you to do this today if this feels foreign to you.
Then write the words “sell like a mother” in the comments and I will send you one of the lessons out of the 100 lessons inside of my signature programs.
I will personally send it to you. All you have to do is type it in the comments and I will share one of the lessons. I’ll even ask you which one you want. Because I’ve got such a treasure trove in there and I’m excited to continue to share it with the world. I actually just got a message today from a student. She started in January and she just said she had three calls.
No I’m sorry. Four calls this week, and it’s only Wednesday. And she’s already closed two, and she’s never felt more confident. That’s what I’m talking about. It’s OK. Her expertise didn’t change, her knowledge base didn’t change. All that changed was her ability to know what to say next, to whom. And so if that is a part of the challenge that you’re facing, then please type “sell like a mutha” and I will send you one of those one of those lessons, one of 100 lessons in there for free. So I will talk to you soon. See you next week.
Sell like a Mutha!