October 2, 2024 • 30 mins
Lemme break down for you the three areas you can focus on to start attracting the clients you’re meant to serve!
As we prepare to finish the year strong I want to show you exactly how and where you can focus in order to consistently sign clients allll through Q4.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
(00:01):
Welcome back to the Moms doBusiness different podcast. I'm your
host, Kay Hillman, believer, wife,
Mama, and creator of the Shmoney
Mamagang. Myself and my team support
mamaswho are service providers and coaches
in creating strategies that make
buyers, say, take much money and
create companies that bring in high
cash months doing the bare minimum.
Joinme for conversations on money, business
growth, sales, productivity, and
the mindset of being a mom who does
business different mama.
(00:29):
Are you ready for the vibe?
Listen up and let's get thissh money.
Hey, boo. Hey. Happy Wednesdayor whatever day you're listening
to thison. Okay, listen, I know that selling
and having consistent clients and
boosting your sales is definitely
something that you want right now,
especially with us rolling into Q
four and, you know, Q four, Q one.
Ialways say that is shmoney season.
Ifeel like all the seasons are shmoney
season, to be 100% honest, but especially,
especially the end of year and the
beginning of the year, because people
are trying to finish the year strong
and they are ready to go into the
new year renewed and all the things,
right? So they're looking to hire
service providers, they're looking
forcoaching and things to invest in
to further them, to help them grow
all the different things, right?
Sothis is a great money season. I love,
love, love this season. And so I
want to share three key things that
I know for a fact. After working
withhundreds of clients, I've sold thousands,
hundreds of thousands of dollars
worthof coaching and services. Like all
the things. And I'm going to tell
you these three key steps to allow
you to attract consistent clients
andboost your sales, especially in this
upcoming season, right? And so I
want you to think about this from
both angles of, like, if you don't
dothese things or if you aren't currently
doing these things, this is also
probably why you're not making consistent
sales.
(01:52):
Right?
So you can think of it eitherway, right? These are three keys
that you're like, okay, I need to
check, check, check, do these things.
Or if you're listening to me, you're
like, yo, I'm not doing this. Then
this is exactly why you're not making
consistent sales, why you're not
signing clients, why you don't have
clients right now, and it's time
forus to change that boo thing. Okay?
Sothing number one that I want to talk
about is confidently selling your
offer. Now, I'm starting with this
one because I like to come out the
gate strong and you know me. Bare
minimum. The bare minimum is to sell,
right? The bare minimum thing you
can do in your business is to sell.
But the number one thing that I see
a lot of my mama CEO's do is that
you are not confidently and consistently,
consistently selling your offer.
Andwhen that happens, when you are not
actively selling your offer, people
don't know what you have available,
right?And if they don't know what you have
available, they can't buy, right?
Theycan't buy. One thing that I really
want to, like, think about is people
aren't just waiting around on their
phones or on their laptops thinking
tothemselves, how can I give K money
today?
(02:53):
Right?
I mean, they think that nowbecause I sell a lot. But when I
was first in the online space, nobody
was checking for k. Nobody was curious
about what I had to offer and if
it was something they wanted, no
one was thinking to themselves, oh,
I need a photographer. Let me find
this random girl on Instagram and
hire her, right? Like, nobody thought
that I had to actively sell. I had
to actively promote my photography
services. I had to actively promote
mycoaching. And now maybe people do
wake up and think to themselves,
dang, doescase have something for me to buy?
But even if they don't, it does not
matter because I confidently show
upand I can see consistently show up
and sell my offer. And so that's
thingnumber one. And I really want to,
like, drive this point home. I feel
like I am blue in the face talking
about the fact that we need to consistently
sell our offers. But that, honestly
iskey, right? If you want clients,
youhave to sell your offer. So often
wespend all this time tinkering and
doing all these back end things.
And,oh, I'm working on my systems and
my onboarding and my funnel and my
website and my sales page. Blah,
blah, girl. No, ma'am. Like, you
don't need to do all that. You just
need to have an offer, slap it on
a piece of paper or, you know, make
it. I mean, listen, I've seen people
sell offer of a Google Doc, right?
Ihave clients who we have put together
aGoogle Doc. They have sent a email
and they have made sales from it,
right? With no sales page, with no
sales calls, with no drama. They
just have an offer and they sell
it.So I really want to encourage you.
Like, if you're just thinking to
yourself, yo, I really need some
sales, like yesterday, or if you're
just like in a season of, you want
to attract consistent clients, right?
You're ready to do what is required
tosign consistent clients. That thing
is selling, right? Is to show up
every single day and confidently
sell youroffers. Consistently sell your offers.
And I want you to, like, erase the
thought because I know the next thought
in your head is probably like, oh,
I don't want to be pushy, or, I don't
want to be salesy, girl. No, ma'am.
Okay. You're not being pushy. You're
not being salesy. Selling your offer,
talking about your offer, is literally
just an invitation for people to
come and work with you. That's all
it is, okay? That's all it is. And
the truth of the matter is, especially
ifyou serve moms, or even if you just
serve women in business in general,
like, if you just serve women, they
are all busy, okay? Moms are busy.
Women are busy. I mean, literally
everybody is busy, okay? And with
everyone going into quarter four,
whether they are a nine to fiver
or abusiness person or a mom or whatever,
like, this quarter is busy. There's
holiday stuff happening. There's
shopping. Like, there's all kind
ofthings happening. Trust and believe.
Alot of the girls are not even seeing
your content. They're not even seeing
what you have to offer. So you selling
every single day, it really is not
salesy, and it really isn't pushy
because otherwise they would not
know that you have something available
for them to buy. And so the thing
that I really want to just, like,
drive home is that people aren't
justgoing to wake up and think to themselves,
oh, I want to give this person money.
Right? They're not thinking about
itlike that. They're not thinking about,
oh, I know a business owner, how
can I spend money with her today?
They're literally not thinking that.
And this is why it's important for
us to talk about our offers, because
ifyou don't, there's literally zero
opportunity for someone to work with
you. And, baby, we trying to get
the coins, okay? We trying to get
the money. So we need to sell and
talk about our offers. One thing
thatI want you to also do is I just want
you to be really mindful of making
selling a habit, right? Like making
ita habit that every single day you're
going to do something to sell your
offer, whether it is posting a piece
of content, whether it is sharing
something on social media, talking
inyour stories, having a DM conversation
withsomeone, right, a DM sales conversation.
ButI want you to get into the habit
ofevery single day thinking to yourself,
how can I have a conversation with
someone to invite them into my offer?
Whether it is you posting content
andit being an open conversation to
alot of people, or whether it's just
one on one or hopping on a sales
callor even, you know, I don't really
caretoo much for coffee chats, but I
have several clients that baby, the
girls be cashing out on coffee chat.
So I'm not gonna shade the coffee
chat, even though it's not for me.
But I just want you to get in the
habit of doing something consistently
everysingle day. That is a sales activity.
That is you actually talking about
your offer. If you are not booked
out,if you are not sold out, if you're,
ifyou still have spots available in
your program, if you still have availability
and capacity to take on another service
client, you need to be selling your
offer. And even when you are fully
booked, right? Even if you have a
full roster of clients, like in my
photography business, I have a full
roster of clients. Guess what I am
booking out into? I think I'm booking
out into maybe December, I think.
Yeah, I know I'm booking out like
towards the end of the year. So saying
all this to say, even if you are
fully booked out, keep selling. Don't
lose that momentum. Okay, so that's
thing number one, make sale or, sorry,
make selling a habit. Confidently
andconsistently sell your offer or offers,
right? If you have multiple, sell
all of them. Thing number two. Okay,
so thing number two is to create
aoffer that sells. Now this sounds
alittle bit backwards because it's
like, hey, you just told me to sell
my offer, but then now you're telling
me to create an offer that sells.
Iknow, the reason why I'm saying this
is because a lot of times we get
stuck in our heads, right? We get
stuck in our heads thinking like,
oh,I need to have the best offer. I
need to do this, that, and the third,
listen, what you need to do is focus
on selling. You can tweak the offer
later. This is what I tell all my
clients, don't worry about if your
offer is bad, if it's this, that.
Don't worry about that at first.
WhatI want you to do is I want you to
get the habit under your belt of
talking about your offer. Because
asyou talk about your offer, you will
clarify your offer. As you get new
clients, you will clarify your offer
and then the offer will be better.
Ijust launched the mastermind. I launched
it. When did I launch the mastermind?
Ithink I launched it in like maybe
June or July ish. And the messaging
thatI had at the time for that offer
andthe messaging that it has today.
Nowthat I have women in the group and
all that kind of stuff, it's two
different offers. And when I relaunch
it, it's going to be a complete,
like,the format of the offer is going
tobe completely different. So I'm saying
all this to say, this is step two,
because I want you to do this, like,
as you go, okay? So this is one of
those things. I know it can be, like,
a hard concept to grasp, but I really
want you to think to yourself, certain
things are just going to change as
you go, as you grow, as you evolve.
Wecan't get so stuck in making things
perfect that we miss the point. So
I first and foremost want you to
just sell something. Like, what you
got, girl. Go out there and sell
it.Okay? It don't matter. Just go out
there and sell it whether people
buyor not.
(09:06):
Right?
And I know we can get a littleweird, like, oh, but if people don't
buy and blah, blah, listen, that
isfeedback. If people say no to your
offer, if people aren't ready to
buy, people can't invest right now.
That is just feedback on how you
can tweak your messaging, tweak your
offer. Tweak whatever needs to be
tweaked to get you to that point.
Andalso, let's be all the way for real.
A lot of times the offer is not even
the issue. Like, I feel like a lot
of times people tinker with their
offer, they change their offer. A
lot of times the offer is not the
issue unless it's affecting your
lifestyle. So if you have an offer
that requires a lot of deliverables,
likewith my photography business, I used
to have, like, a certain offer that
required me to do so many things.
Itwas a vip offer. It was $10,000.
So itwas a hefty offer. But when I thought
about it, it just required way too
much work on my end. So instead,
Iditched it and I was like, nah, I'm
going to redo the format of this.
Yes. That means that it's going to
cost less because I'm not doing all
those things. But I have my peace
ofmind back, right? So those kind of
tweaks. Okay, cool. Like, we can
make those. But when I'm talking
aboutstep two in particular, when I'm
saying this whole thing about creating
aoffer that sells inside of shmoney
mama, I have a whole workshop, really,
that talks about the seven things
that. The seven key things about
youroffer that you need to know, in order
to know that it's going to sell and
there's a specific order that we
do this in, but basically we focus
inand we zoom in on. And this is like
the number one thing you can take
away from this. I want you to zoom
in on what is the end result? Like,
the tangible thing they get at the
end, right. Sometimes I feel like
weget so caught up in the hype of like,
oh, you know, my program helps you
make ten k months, or I'm a photographer,
Igive you branded images and it's
like, okay, and everybody does that,
right? I want you to think to yourself,
like, what is that tangible? Like,
Iknow that only I can deliver this
end result, okay? So like in shmoney
mama, I know that I can deliver the
end result of doubling your leads
andincreasing your conversions. Point
blank period. If you follow my framework,
if you follow my system, I will double
your leads. I will help you double
your leads. You have to do it, though.
But I will help you double your leads
and I will help you convert them.
(11:03):
Right?
And I'm actually working on apercentage that you can convert just
because I know my numbers. Like,
Iknow how, like, if you implement
thethings that I tell you to do, if
you do the content and all the things,
you will be able to actually convert.
And we're actually doing a challenge
starting October 1, and the challenge
isgoing to be 90 days to ten k. And
so for 90 days, we're going to be
on a sprint to make an additional,
like,new revenue, $10,000 into your business.
So this is not your existing clients,
your recurring revenue, blah blah.
Nah, we're going to get $10,000 in
new sales and cash in the bank in
the next 90 days. I'm super excited
about that. But anyway, step two,
going back to this irresistible,
or like, notirresistible, but like a high converting
offer and offer that sells, essentially,
allI want you to think about here is
just continuing to clarify and just
even like, go as deep as you possibly
can on what is the end result. What
do they get as a result of this?
Ican always tell if someone's offer
isgoing to sell out by what they tell
me their offer can do.
(12:03):
Right?
What? Like, as a result ofsomeone investing in this offer?
Ifyou can't clearly tell me and like,
just make my, my dang toes curl when
I hear it, I'm just like, I know
this offer is not going to sell and
it's not because the offer itself
isbad. It's because you are lacking
clarity. So it's important that as
Stephen, step two, like, as you are
doing step one, which is selling
everysingle day, listen to what your girls
are saying. Okay? Listen to what
thegirls, they are going to tell you
if they like the offer or not. They're
going to tell you what they actually
need, and then you can decide for
yourself. Hmm. Do I need to create
anew offer, or do I need to make this
offer better? Do I need to change
mymessaging and say this specific thing?
(12:41):
Right.
Because sometimes. And thisgoes into step three. Well, actually,
this is a side note, but one thing
that happens is that a lot of times,
your offer is good, the messaging
is bad.
Right?
So you just need to. And Idon't want to say bad. Let me. Let
me clean that up a little bit. I
don't want to say anybody's messaging
isbad. Your messaging is just probably
notclear, right? Your messaging is not
connecting with your people, and
for that reason, they end up not
buying.
(13:06):
Right?
And so I really want you tothink about that when you're thinking
about your offer. Your offer, essentially,
is just your messaging, right? But
your messaging is a byproduct of
you actually selling because you
won't know what's going to perform
wellfor your audience, for your community,
foryour buyer until you start selling,
right? So a lot of people put the,
what I say, the cart before the horse.
They try to, like, finalize and have,
like, the perfect messaging. Baby
girl, it is never gonna be perfect.
You're always gonna be changing it.
Like, literally, I just changed something
about my messaging the other day,
and I was like, lord, I'm tired of
changing this. But that's what happens,
right? Because things change in the
industry, and that's okay. Things
change with your buyers, and that's
okay. But that's also why this is
step two, because I really want you
to focus in on. Let's just sell,
okay? Just sell your offer. See what
happens, right? See how people engage
with it and connect with it and what
they think about it and what feedback
you get about your offer or what
their needs are. And then step two,
you want to really create that offer
that sells, right? And so when we're
thinking about creating the offer
that sells, we're talking about not
just the offer itself, but the messaging
on how you're communicating the value
of that offer. So that's step two,
step three, the last step. And actually,
you know what? I'm gonna. I'm gonna
not say that this is, like, three
steps, because you really don't have
to do these things in order, but
Ido want you to do step one, like
selling daily and consistently. That
is the number one. These other two
things, you can do them in any order.
But this last one that I want to
say is that I want you to be really
intentional about your lead generation.
Okay. One of the biggest things that
I see happen, and one of the biggest
reasons why people are nothing, consistently
sign in clients or, like, you're
notconsistently selling your offers
ormaking sales or whatever you want
tosay is because you are not. I don't
want to say this. Your leads are
either cold, you don't have leads,
oryou're not actively nurturing your
leads. And this is all a lead generation
problem. And so again, inside your
money mama, I have an entire training
called leads for days now, baby.
Leads for days is a entire vibe.
WhenI tell you I can double your leads,
it's because of that training. I
have mamas that come in there, and
literally after they implement the
training, they have 50 leads to talk
to. I have other mamas that, like,
over time, when they realize how
itworks, they're able to just create
asystem that just makes sense, and
they're like, oh, my gosh, I'm able
to run through my leads, and I know
who I'm connecting with, how I'm
connecting with them, and I'm able
to move them along the customer journey.
So when I tell you leads for days
isa vibe, it's a vibe, honey. But when
we're thinking about lead generation,
right? And when we're thinking about,
like, how you're attracting and,
like, consistently selling your offers,
consistently signing clients, lead
generation is so key. But I want
tomake something very, very clear.
Leadgeneration, like having leads is
not having new followers or new email
subscribers. One thing that I see
happen a lot is that people are like,
oh, I got new leads because people
join my email list. Absolutely not.
(15:57):
Right?
Everybody that joins youremail list is not a lead. There's
adifferent well, and actually, they
can be a lead, but they're not a
qualified lead. And I did a pockets
episode previously about, like, lead
generation. So I'm not going to go
too far deep into this, but what
Iwill say, and I'll try to find that
episode and link it, but what I will
say is that every person that is
in your community, that's in your
audience, that's on your email list,
they are not a lead. And when I say
they're not a lead, I mean they're
nota qualified lead. They might not
beready to buy. They might not be your
specific buyer, right? Remember the
MVP, most valuable payer, who is
the person that's going to pay you?
(16:30):
Right.
Every single person on youremail list. In theory, we would love
for them to be a MVP, but some of
them are not. Maybe a good percentage
ofthem are not going to actually turn
into a buyer. But that's okay. We
don't need all of them to buy from
us. We just need a certain percentage,
right. We just need a healthy group
out of those people to buy from us.
But one thing that happens a lot
isthat we get these, you know, followers
oremail subscribers or whatever, and
we don't nurture them, right. Or
you just don't like if you're not
nurturing them. Sometimes I see people
not add new leads, right. So you're
nothing being visible. You're not
getting in front of more people,
you'renot growing your email list, you're
not growing your following, you're
notincreasing your podcast downloads,
whatever it is, right? You're not
doing these things so that you can
get new leads. And because of that,
you're essentially selling to the
same people over and over and over
and over again. And guess what? At
some point they're going to get fatigued,
right? At some point. I've talked
about this before about people getting
fatigued, like your list getting
fatigued and stuff. People will get
tired and they're not going to buy
your offer. Right? They already know
and they've already decided that
they're not going to invest in the
offer. So why are you wasting time?
Still trying to sell to them? No,
you need to get new people. I think
Idid an episode recently also about
the law of replacement, and this
islike exactly what I'm saying. Lead
generation is essentially the law
of replacement on steroids, right?
Sowhat you're trying to do with generating
leads is you're trying to get new
people into your audience, into your
community, qualify them, right? Figure
out if they are an MVP. Are they
someone that is in a. I am so sad
because I was recording this episode
and I don't know how, but it wasn't
recording anymore and I finished
theentire episode without knowing that
it was not recording. So I don't
knowmy heart, it's so sad. But anyway,
whatI was, I think what I was just saying
is about lead generation and law
replacement. It is all the same.
Andessentially what you're just trying
tofigure out is who is your MVP, right?
Figuring out how to attract your
MVPand your MVP is going to be the person
that is in a position to buy. A person
that is so a position to buy, meaning
that they actually have the money
toinvest and then also that they have
a problem that your offer can solve.
(18:38):
Right?
That is the intersection thatyou're trying to meet. And so when
it comes to lead generation, I really
encourage you to just, like, focus
inon that intimacy, having conversations
withpeople. Like, how many people can
you talk to, right? Talk to a lot
of people. Like, I know that it can
feel like a lot of work. I know it
can feel like, you know, oh, is it
really, you know, do I really need
to do all this? But listen, the buying
cycles have gotten longer, okay?
Ittakes longer. Just realistically
speaking, ittakes longer in this new, you know,
economy, I guess, if you want to
say. But it just takes longer in
this season of business and entrepreneurship,
whatever. It takes longer for people
to buy, right? The buying cycle is
just extended, right? So where maybe
before you could convert someone
with afew Instagram posts, now it's looking
like it's gonna take a couple of
months, maybe even six, okay? It
just depends, right, on your offer
and all the things. So this is why
intentional lead generation is so,
so vital to consistently signing
clients and just bringing in those
sales, boosting your sales, and knowing
that you can confidently and consistently
predict that you're going to actually
make money in your business, right?
And so lead generation is one of
my favorite things. You can literally
doit so many different ways inside
ofShmoney mama, which I don't know
ifI already said this, but in such
money, mama is the least for days
training. And, baby girl, when I
say it's good, it is good, okay?
Itis so, like, when I think about leads
for days, I'm just, like, blown away
with how good that training is because
literally, like I was saying before
with my messaging with Shmani mama,
like, I am able to confidently guarantee
doubling your leads, increasing your
conversions, simply because of the
leads for days training, right? The
leads for days training. I have mamas
go in there and leave with like 50
leads, right? Or they go in there
andthey have a system where they're
like,okay, I know exactly how to track
myleads and maintain them and know
when I'm moving them along the customer
journey, know when it's time for
meto pitch them all the things, right?
Like, they are so confident in being
able to move that conversation along.
And it's just, honestly, girl, it's
chef's gifts. Like, if you have not
seen it, what are you waiting for?
Like, literally, what are you waiting
for? I'm saying this in, like, the
nicest way. But one thing that I
also want to say about lead generation
inparticular is that it is so, so crucial
to just be like, give this some time.
Like, I know, I know, I know that
itcan feel like you don't have a ton
of time. You're busy. You're all
the things, right? We're moms, we're
wives, we're sisters. We're all these
things, right? And then on top of
that, we're business owners. Like,
Iget it. I get that there, there isn't
a lot of time, but I promise you,
lead generation, intentionally, generation
one to one conversations, it honestly
saves you time in the long run. Right?
And what I mean by this is sometimes
thistype of lead generation like that
Ido, especially when I am focused
on,like, DM selling, which I teach that
whole strategy inside of Shmoney
mama.But with that, the key for me is
that I am trying to help you avoid
having to get on too many calls,
right. Because again, we don't have
a ton of time. So figuring out how
to give yourself back more time is
going to be key, and that's going
tohappen where you're not getting on
as many calls. So by focusing in
on intentional lead generation, DM
selling, all those kind of things,
youcan actually eliminate needing to
do sales calls. And listen, I love
sales calls, okay? I love sales.
Imight have said this already, but
listen, I say I love sales calls.
Ilove, love, love sales calls. I know
that if you get on a call with me,
you're going to buy. Actually, I've
taught my clients my strategy for
sales calls and the whole process
behind sales calls. And when I tell
you the girls, like, have, like,
nearly 100% close rate, we like,
Iknow mine is 90%. And I think one
of my highest clients, like, she
converts, like, 80% to 90% of her
sales calls. So sales calls are great,
right? They're a vibe. But only when
you have time. Okay? If you don't
have the time, we need to figure
outsomething that's a little bit more
sustainable, something that works
forthe season of life and business that
you're in.
(22:21):
Right?
So intentional selling. Imean. Sorry. Intentional lead generation
is going to be so, so key. Building
those relationships, nurturing the
people, getting them through your
funnel.
Right.
Keeping up with them, and justbeing really intentional about, like,
you just have to get more people
intoyour audience. Right. I think that
that's one thing I also want to drive
home with lead generation is like,
just because you have an existing
audience doesn't mean that's enough
tosell out your offers. You still need
to add more people into it. But just
because you're adding new people,
thatdoes not mean that every single person
is a mvp. It doesn't mean that every
single person is a potential lead.
Right? Or let me say a qualified
lead,like somebody that you're going to
move to the next step. Some people,
they're not qualified leads. And
that's okay. You can still engage
withthem. You can still Kiki and all
the things on top of their, you know,
content or whatever, but you're not
really, like, the agenda is not to,
like, sell to them versus there's
goingto be a whole other pool of people
that you can actually intentionally
sell to.And like, literally, with my mastermind,
which I don't know if I said this,
Idon't know if this actually stayed
inthe other recording, but in the mat
in the last launch of the mastermind,
Iliterally didn't get on any sales
calls. I think I posted maybe like
acouple of posts on my feed, but most
of my, like, most of the people that
joined, actually, no. Every single
person that joined joined from lead
generation, like, a one to one conversation.
Either they were an existing client
and we had a one to one conversation
orthey're a new client of mine, which
acouple of them that would, like,
kindof blew my mind. But it just showed
methat lead generation actually works
because they have been people that
have been on my list to be like,
okay, like, I know that I can serve
this person really well, but I hadn't
seen an opportunity yet to serve
them. And then when the mastermind
cameup, a couple of Instagram stories
thatnow they're asking me questions,
and now Ihave an opportunity to serve them
deeper, right? And the other thing
Iwant to say about lead generation,
becausea lot of people, like, they feel
soweird. Like, oh, they're not leads,
they're your community, blah, blah,
blah. Listen, girl, like, let's be
all the way for real. At some point,
we have to be honest about the fact
that, like, business is business,
right?And we have to just be really honest
about the fact that, like, hey, businesses
make money. Like, you make money
byselling something and you're selling
something that people actually need.
So as long as you're having integrity
inthat process, right there, all the
other semantics of the language and
stuff, like, come on, like, let's
befor real. So when I'm saying leads.
And, like, you know, talking to people,
like, I mean this in the nicest way
possible, if you need to say community
because it feels better to, you,
totally do that, right? But also,
it's a business term, right? It's
abusiness principle. And we need to,
like, you know, we need to be okay
with that. We need to be okay with
the fact that, like, business is
business. But one thing that I really
love about the people that I have
intentionally, and I think this is
why I probably say intentionally
generationto kind of make me feel a little
better about saying leads. But being
intentional is just that, right?
Likebuilding an actual relationship.
Like, when Itell you me and the girls are friends,
like, me and my mamas are real life
friends, I meet them in real life.
I've had friends. Like, I have one
client who has come out, she's come
to my home. We've gone to the pool.
Like, she's met my children. I've
gone out to where she lives. Like,
when I tell you I'm friends with
myclients, I'm friends with my clients,
because guess what? I believe in
paying my friends. I pay my friends,
myreal life friends. Outside of, you
know, this entrepreneurship bubble.
Ipay them. I've paid them for the
services. I've paid them to do my
hair and do their, well, not my hair,
because I do my own hair, but I've
paid them to do other things for
meif it's their business and their
craft. And I expect the same thing
inreturn. So when sometimes I think
that we get caught up in, like, the
terms of things, that we miss the
point. The point is that this is
abusiness, right, what you do as a
business. And it's okay to be like,
you know what? I'm intentionally
buildingthese relationships so that I can
serve them in some capacity or so
they can connect me to somebody that
I can serve. Right? Because sometimes
Ibuild a relationship with someone,
notbecause I want to work like I want
them to hire me, but because I want
them to connect me if they see an
opportunity, and I connect them when
I see an opportunity for them, right.
It could be there's so many reasons
todo lead generation, and we can talk
about that in a whole other episode,
butjust be intentional. Like, just like,
I promise you, it's worth the time.
Iknow you might have a little bit
oftime, and I said to focus on selling,
which I still stand by, but outside
ofthat, give this some time to, okay,
give this some time. So that is it
for this one, I feel so sad because
Ifeel like I said so many things in
the last one and I really just don't
remember what all I said anymore.
AndI'm just, like, kicking myself in
the butt. I need to figure out a
way to, like, double record so that
this never happens again. But. But
the three things really quick to,
you know, consistently attract clients
to boost your sales, sell your offers.
All the things, especially in quarter
four, is number one. Sell consistently,
confidently every single day.
(26:56):
Right?
That is number one. That isthe bare minimum. That's like, if
you do nothing else, do that one.
Okay?
Number two, create an offer orhave an offer, fine tune, tweak,
whatever. An offer that sells. I
already told you, the number one
thing you want to focus on here is
the end result. That tangible, sticky
thing that people can be like, wait
a second.
That's good, right?
(27:16):
And I needed to be deep. Okay.And you will know if it's deep enough
by how people respond to your offer,
right? You'll know, right? You'll
knowwhen you hit, because people will
buy, right. People either buy immediately
or the way they will go, like, crazy
talking about your offer, like, you
won't know. Like, you will. I promise
you. Like, my clients, it makes me
crack up because a lot of my clients,
like, have a full body reaction to
their offers now. Like, they genuinely
love their offer and it's because,
one,it connects deeply with their clients,
but two, it's something they know
they can deliver on, right? So that's
like, super, super key. That's number
two. And then three. Oh, sorry, thing.
Number three is intentional lead
generation, right? Having those conversations,
getting in those DM's, making sure
that you're actually getting new
leads, right? Getting new people,
newMVP's. Really prioritizing that as
an activity inside your business.
Okay. Ijust want to end this off by saying,
like, I really feel the way that
Godis moving in the industry right now.
Like, I know people have a lot of
different things and thoughts to
say, but amongst the shmoney mamas
ofamongst the mama CEO's in this community
and the moms do business different,
spear,God is moving so powerfully. And
I'm so excited. I'm just, and I'm
grateful. Like, I'm just. I'm grateful
to be in this place. I'm grateful
tosteward this space. I'm grateful
to beable to see things, to be a part
ofthings, to be invited to things,
andthen also to create opportunities
for otherpeople. And I just want to say, like,
girl, don't give up, like, stay the
course. You are exactly where you
need to be. You have a gift. You
have something of value. God wants
you to stand up in your authority,
right?And this is just like. This is just
me thinking about the scripture.
God isalways going to plant something in
your heart, tell you to do something,
because he's giving you the authority.
Soat this point, you just need to trust
that that authority has been given
toyou, and it's time for you to go
around with that. All right? I don't
know who needed that today. It was
probably me, because I've listened
tothe replays of. I mean, I listened
tothe episodes, and every time I'm
just like, tang k, you did that,
girl. So I be. It's so funny. I think
I record these episodes more so for
me than anybody else. But, I mean,
hey, if it serves somebody, I'm so
grateful for that, too. But, um.
But, yeah, if that hit you today,
sendme a message, because I would love
to know if this, like, hit for you.
If not, I know it's gonna hit for
me, because sometimes I just need
that reminder of, like, God gave
usthese gifts. He put us in these positions.
He has called us to serve a specific
group of people for a reason. It's
now time for you to step into your
authority. It's now time for you
toreally stand up and be like, no,
this is what I do. This is how I
can come in and serve people and
beunapologetic about that. Unapologetic
aboutthat. All right, girl, that's it
for this one. Till next time. I will
talk to you later, Darlin.
(30:00):
Thank you so much for tuninginto this episode.
I know you loved it.
So go ahead and leave a fivestar review. Make sure to share this
episode and tag me onsdobusiness
differentand misses K. Hilman. So a young
thaknows it's real. May you walk in
your purpose and.
Calling every single day tosteward the life and business that
God has called you to.
Until next time, let's getthis money.
Welcome back to the Moms doBusiness different podcast. I'm your
host, Kay Hillman, believer, wife,
Mama, and creator of the Shmoney
Mamagang. Myself and my team support
mamaswho are service providers and coaches
in creating strategies that make
buyers, say, take much money and
create companies that bring in high
cash months doing the bare minimum.
Joinme for conversations on money, business
growth, sales, productivity, and
the mindset of being a mom who does
business different mama.
(00:29):
Are you ready for the vibe?
Listen up and let's get thissh money.
Hey, boo. Hey. Happy Wednesdayor whatever day you're listening
to thison. Okay, listen, I know that selling
and having consistent clients and
boosting your sales is definitely
something that you want right now,
especially with us rolling into Q
four and, you know, Q four, Q one.
Ialways say that is shmoney season.
Ifeel like all the seasons are shmoney
season, to be 100% honest, but especially,
especially the end of year and the
beginning of the year, because people
are trying to finish the year strong
and they are ready to go into the
new year renewed and all the things,
right? So they're looking to hire
service providers, they're looking
forcoaching and things to invest in
to further them, to help them grow
all the different things, right?
Sothis is a great money season. I love,
love, love this season. And so I
want to share three key things that
I know for a fact. After working
withhundreds of clients, I've sold thousands,
hundreds of thousands of dollars
worthof coaching and services. Like all
the things. And I'm going to tell
you these three key steps to allow
you to attract consistent clients
andboost your sales, especially in this
upcoming season, right? And so I
want you to think about this from
both angles of, like, if you don't
dothese things or if you aren't currently
doing these things, this is also
probably why you're not making consistent
sales.
(01:52):
Right?
So you can think of it eitherway, right? These are three keys
that you're like, okay, I need to
check, check, check, do these things.
Or if you're listening to me, you're
like, yo, I'm not doing this. Then
this is exactly why you're not making
consistent sales, why you're not
signing clients, why you don't have
clients right now, and it's time
forus to change that boo thing. Okay?
Sothing number one that I want to talk
about is confidently selling your
offer. Now, I'm starting with this
one because I like to come out the
gate strong and you know me. Bare
minimum. The bare minimum is to sell,
right? The bare minimum thing you
can do in your business is to sell.
But the number one thing that I see
a lot of my mama CEO's do is that
you are not confidently and consistently,
consistently selling your offer.
Andwhen that happens, when you are not
actively selling your offer, people
don't know what you have available,
right?And if they don't know what you have
available, they can't buy, right?
Theycan't buy. One thing that I really
want to, like, think about is people
aren't just waiting around on their
phones or on their laptops thinking
tothemselves, how can I give K money
today?
(02:53):
Right?
I mean, they think that nowbecause I sell a lot. But when I
was first in the online space, nobody
was checking for k. Nobody was curious
about what I had to offer and if
it was something they wanted, no
one was thinking to themselves, oh,
I need a photographer. Let me find
this random girl on Instagram and
hire her, right? Like, nobody thought
that I had to actively sell. I had
to actively promote my photography
services. I had to actively promote
mycoaching. And now maybe people do
wake up and think to themselves,
dang, doescase have something for me to buy?
But even if they don't, it does not
matter because I confidently show
upand I can see consistently show up
and sell my offer. And so that's
thingnumber one. And I really want to,
like, drive this point home. I feel
like I am blue in the face talking
about the fact that we need to consistently
sell our offers. But that, honestly
iskey, right? If you want clients,
youhave to sell your offer. So often
wespend all this time tinkering and
doing all these back end things.
And,oh, I'm working on my systems and
my onboarding and my funnel and my
website and my sales page. Blah,
blah, girl. No, ma'am. Like, you
don't need to do all that. You just
need to have an offer, slap it on
a piece of paper or, you know, make
it. I mean, listen, I've seen people
sell offer of a Google Doc, right?
Ihave clients who we have put together
aGoogle Doc. They have sent a email
and they have made sales from it,
right? With no sales page, with no
sales calls, with no drama. They
just have an offer and they sell
it.So I really want to encourage you.
Like, if you're just thinking to
yourself, yo, I really need some
sales, like yesterday, or if you're
just like in a season of, you want
to attract consistent clients, right?
You're ready to do what is required
tosign consistent clients. That thing
is selling, right? Is to show up
every single day and confidently
sell youroffers. Consistently sell your offers.
And I want you to, like, erase the
thought because I know the next thought
in your head is probably like, oh,
I don't want to be pushy, or, I don't
want to be salesy, girl. No, ma'am.
Okay. You're not being pushy. You're
not being salesy. Selling your offer,
talking about your offer, is literally
just an invitation for people to
come and work with you. That's all
it is, okay? That's all it is. And
the truth of the matter is, especially
ifyou serve moms, or even if you just
serve women in business in general,
like, if you just serve women, they
are all busy, okay? Moms are busy.
Women are busy. I mean, literally
everybody is busy, okay? And with
everyone going into quarter four,
whether they are a nine to fiver
or abusiness person or a mom or whatever,
like, this quarter is busy. There's
holiday stuff happening. There's
shopping. Like, there's all kind
ofthings happening. Trust and believe.
Alot of the girls are not even seeing
your content. They're not even seeing
what you have to offer. So you selling
every single day, it really is not
salesy, and it really isn't pushy
because otherwise they would not
know that you have something available
for them to buy. And so the thing
that I really want to just, like,
drive home is that people aren't
justgoing to wake up and think to themselves,
oh, I want to give this person money.
Right? They're not thinking about
itlike that. They're not thinking about,
oh, I know a business owner, how
can I spend money with her today?
They're literally not thinking that.
And this is why it's important for
us to talk about our offers, because
ifyou don't, there's literally zero
opportunity for someone to work with
you. And, baby, we trying to get
the coins, okay? We trying to get
the money. So we need to sell and
talk about our offers. One thing
thatI want you to also do is I just want
you to be really mindful of making
selling a habit, right? Like making
ita habit that every single day you're
going to do something to sell your
offer, whether it is posting a piece
of content, whether it is sharing
something on social media, talking
inyour stories, having a DM conversation
withsomeone, right, a DM sales conversation.
ButI want you to get into the habit
ofevery single day thinking to yourself,
how can I have a conversation with
someone to invite them into my offer?
Whether it is you posting content
andit being an open conversation to
alot of people, or whether it's just
one on one or hopping on a sales
callor even, you know, I don't really
caretoo much for coffee chats, but I
have several clients that baby, the
girls be cashing out on coffee chat.
So I'm not gonna shade the coffee
chat, even though it's not for me.
But I just want you to get in the
habit of doing something consistently
everysingle day. That is a sales activity.
That is you actually talking about
your offer. If you are not booked
out,if you are not sold out, if you're,
ifyou still have spots available in
your program, if you still have availability
and capacity to take on another service
client, you need to be selling your
offer. And even when you are fully
booked, right? Even if you have a
full roster of clients, like in my
photography business, I have a full
roster of clients. Guess what I am
booking out into? I think I'm booking
out into maybe December, I think.
Yeah, I know I'm booking out like
towards the end of the year. So saying
all this to say, even if you are
fully booked out, keep selling. Don't
lose that momentum. Okay, so that's
thing number one, make sale or, sorry,
make selling a habit. Confidently
andconsistently sell your offer or offers,
right? If you have multiple, sell
all of them. Thing number two. Okay,
so thing number two is to create
aoffer that sells. Now this sounds
alittle bit backwards because it's
like, hey, you just told me to sell
my offer, but then now you're telling
me to create an offer that sells.
Iknow, the reason why I'm saying this
is because a lot of times we get
stuck in our heads, right? We get
stuck in our heads thinking like,
oh,I need to have the best offer. I
need to do this, that, and the third,
listen, what you need to do is focus
on selling. You can tweak the offer
later. This is what I tell all my
clients, don't worry about if your
offer is bad, if it's this, that.
Don't worry about that at first.
WhatI want you to do is I want you to
get the habit under your belt of
talking about your offer. Because
asyou talk about your offer, you will
clarify your offer. As you get new
clients, you will clarify your offer
and then the offer will be better.
Ijust launched the mastermind. I launched
it. When did I launch the mastermind?
Ithink I launched it in like maybe
June or July ish. And the messaging
thatI had at the time for that offer
andthe messaging that it has today.
Nowthat I have women in the group and
all that kind of stuff, it's two
different offers. And when I relaunch
it, it's going to be a complete,
like,the format of the offer is going
tobe completely different. So I'm saying
all this to say, this is step two,
because I want you to do this, like,
as you go, okay? So this is one of
those things. I know it can be, like,
a hard concept to grasp, but I really
want you to think to yourself, certain
things are just going to change as
you go, as you grow, as you evolve.
Wecan't get so stuck in making things
perfect that we miss the point. So
I first and foremost want you to
just sell something. Like, what you
got, girl. Go out there and sell
it.Okay? It don't matter. Just go out
there and sell it whether people
buyor not.
(09:06):
Right?
And I know we can get a littleweird, like, oh, but if people don't
buy and blah, blah, listen, that
isfeedback. If people say no to your
offer, if people aren't ready to
buy, people can't invest right now.
That is just feedback on how you
can tweak your messaging, tweak your
offer. Tweak whatever needs to be
tweaked to get you to that point.
Andalso, let's be all the way for real.
A lot of times the offer is not even
the issue. Like, I feel like a lot
of times people tinker with their
offer, they change their offer. A
lot of times the offer is not the
issue unless it's affecting your
lifestyle. So if you have an offer
that requires a lot of deliverables,
likewith my photography business, I used
to have, like, a certain offer that
required me to do so many things.
Itwas a vip offer. It was $10,000.
So itwas a hefty offer. But when I thought
about it, it just required way too
much work on my end. So instead,
Iditched it and I was like, nah, I'm
going to redo the format of this.
Yes. That means that it's going to
cost less because I'm not doing all
those things. But I have my peace
ofmind back, right? So those kind of
tweaks. Okay, cool. Like, we can
make those. But when I'm talking
aboutstep two in particular, when I'm
saying this whole thing about creating
aoffer that sells inside of shmoney
mama, I have a whole workshop, really,
that talks about the seven things
that. The seven key things about
youroffer that you need to know, in order
to know that it's going to sell and
there's a specific order that we
do this in, but basically we focus
inand we zoom in on. And this is like
the number one thing you can take
away from this. I want you to zoom
in on what is the end result? Like,
the tangible thing they get at the
end, right. Sometimes I feel like
weget so caught up in the hype of like,
oh, you know, my program helps you
make ten k months, or I'm a photographer,
Igive you branded images and it's
like, okay, and everybody does that,
right? I want you to think to yourself,
like, what is that tangible? Like,
Iknow that only I can deliver this
end result, okay? So like in shmoney
mama, I know that I can deliver the
end result of doubling your leads
andincreasing your conversions. Point
blank period. If you follow my framework,
if you follow my system, I will double
your leads. I will help you double
your leads. You have to do it, though.
But I will help you double your leads
and I will help you convert them.
(11:03):
Right?
And I'm actually working on apercentage that you can convert just
because I know my numbers. Like,
Iknow how, like, if you implement
thethings that I tell you to do, if
you do the content and all the things,
you will be able to actually convert.
And we're actually doing a challenge
starting October 1, and the challenge
isgoing to be 90 days to ten k. And
so for 90 days, we're going to be
on a sprint to make an additional,
like,new revenue, $10,000 into your business.
So this is not your existing clients,
your recurring revenue, blah blah.
Nah, we're going to get $10,000 in
new sales and cash in the bank in
the next 90 days. I'm super excited
about that. But anyway, step two,
going back to this irresistible,
or like, notirresistible, but like a high converting
offer and offer that sells, essentially,
allI want you to think about here is
just continuing to clarify and just
even like, go as deep as you possibly
can on what is the end result. What
do they get as a result of this?
Ican always tell if someone's offer
isgoing to sell out by what they tell
me their offer can do.
(12:03):
Right?
What? Like, as a result ofsomeone investing in this offer?
Ifyou can't clearly tell me and like,
just make my, my dang toes curl when
I hear it, I'm just like, I know
this offer is not going to sell and
it's not because the offer itself
isbad. It's because you are lacking
clarity. So it's important that as
Stephen, step two, like, as you are
doing step one, which is selling
everysingle day, listen to what your girls
are saying. Okay? Listen to what
thegirls, they are going to tell you
if they like the offer or not. They're
going to tell you what they actually
need, and then you can decide for
yourself. Hmm. Do I need to create
anew offer, or do I need to make this
offer better? Do I need to change
mymessaging and say this specific thing?
(12:41):
Right.
Because sometimes. And thisgoes into step three. Well, actually,
this is a side note, but one thing
that happens is that a lot of times,
your offer is good, the messaging
is bad.
Right?
So you just need to. And Idon't want to say bad. Let me. Let
me clean that up a little bit. I
don't want to say anybody's messaging
isbad. Your messaging is just probably
notclear, right? Your messaging is not
connecting with your people, and
for that reason, they end up not
buying.
(13:06):
Right?
And so I really want you tothink about that when you're thinking
about your offer. Your offer, essentially,
is just your messaging, right? But
your messaging is a byproduct of
you actually selling because you
won't know what's going to perform
wellfor your audience, for your community,
foryour buyer until you start selling,
right? So a lot of people put the,
what I say, the cart before the horse.
They try to, like, finalize and have,
like, the perfect messaging. Baby
girl, it is never gonna be perfect.
You're always gonna be changing it.
Like, literally, I just changed something
about my messaging the other day,
and I was like, lord, I'm tired of
changing this. But that's what happens,
right? Because things change in the
industry, and that's okay. Things
change with your buyers, and that's
okay. But that's also why this is
step two, because I really want you
to focus in on. Let's just sell,
okay? Just sell your offer. See what
happens, right? See how people engage
with it and connect with it and what
they think about it and what feedback
you get about your offer or what
their needs are. And then step two,
you want to really create that offer
that sells, right? And so when we're
thinking about creating the offer
that sells, we're talking about not
just the offer itself, but the messaging
on how you're communicating the value
of that offer. So that's step two,
step three, the last step. And actually,
you know what? I'm gonna. I'm gonna
not say that this is, like, three
steps, because you really don't have
to do these things in order, but
Ido want you to do step one, like
selling daily and consistently. That
is the number one. These other two
things, you can do them in any order.
But this last one that I want to
say is that I want you to be really
intentional about your lead generation.
Okay. One of the biggest things that
I see happen, and one of the biggest
reasons why people are nothing, consistently
sign in clients or, like, you're
notconsistently selling your offers
ormaking sales or whatever you want
tosay is because you are not. I don't
want to say this. Your leads are
either cold, you don't have leads,
oryou're not actively nurturing your
leads. And this is all a lead generation
problem. And so again, inside your
money mama, I have an entire training
called leads for days now, baby.
Leads for days is a entire vibe.
WhenI tell you I can double your leads,
it's because of that training. I
have mamas that come in there, and
literally after they implement the
training, they have 50 leads to talk
to. I have other mamas that, like,
over time, when they realize how
itworks, they're able to just create
asystem that just makes sense, and
they're like, oh, my gosh, I'm able
to run through my leads, and I know
who I'm connecting with, how I'm
connecting with them, and I'm able
to move them along the customer journey.
So when I tell you leads for days
isa vibe, it's a vibe, honey. But when
we're thinking about lead generation,
right? And when we're thinking about,
like, how you're attracting and,
like, consistently selling your offers,
consistently signing clients, lead
generation is so key. But I want
tomake something very, very clear.
Leadgeneration, like having leads is
not having new followers or new email
subscribers. One thing that I see
happen a lot is that people are like,
oh, I got new leads because people
join my email list. Absolutely not.
(15:57):
Right?
Everybody that joins youremail list is not a lead. There's
adifferent well, and actually, they
can be a lead, but they're not a
qualified lead. And I did a pockets
episode previously about, like, lead
generation. So I'm not going to go
too far deep into this, but what
Iwill say, and I'll try to find that
episode and link it, but what I will
say is that every person that is
in your community, that's in your
audience, that's on your email list,
they are not a lead. And when I say
they're not a lead, I mean they're
nota qualified lead. They might not
beready to buy. They might not be your
specific buyer, right? Remember the
MVP, most valuable payer, who is
the person that's going to pay you?
(16:30):
Right.
Every single person on youremail list. In theory, we would love
for them to be a MVP, but some of
them are not. Maybe a good percentage
ofthem are not going to actually turn
into a buyer. But that's okay. We
don't need all of them to buy from
us. We just need a certain percentage,
right. We just need a healthy group
out of those people to buy from us.
But one thing that happens a lot
isthat we get these, you know, followers
oremail subscribers or whatever, and
we don't nurture them, right. Or
you just don't like if you're not
nurturing them. Sometimes I see people
not add new leads, right. So you're
nothing being visible. You're not
getting in front of more people,
you'renot growing your email list, you're
not growing your following, you're
notincreasing your podcast downloads,
whatever it is, right? You're not
doing these things so that you can
get new leads. And because of that,
you're essentially selling to the
same people over and over and over
and over again. And guess what? At
some point they're going to get fatigued,
right? At some point. I've talked
about this before about people getting
fatigued, like your list getting
fatigued and stuff. People will get
tired and they're not going to buy
your offer. Right? They already know
and they've already decided that
they're not going to invest in the
offer. So why are you wasting time?
Still trying to sell to them? No,
you need to get new people. I think
Idid an episode recently also about
the law of replacement, and this
islike exactly what I'm saying. Lead
generation is essentially the law
of replacement on steroids, right?
Sowhat you're trying to do with generating
leads is you're trying to get new
people into your audience, into your
community, qualify them, right? Figure
out if they are an MVP. Are they
someone that is in a. I am so sad
because I was recording this episode
and I don't know how, but it wasn't
recording anymore and I finished
theentire episode without knowing that
it was not recording. So I don't
knowmy heart, it's so sad. But anyway,
whatI was, I think what I was just saying
is about lead generation and law
replacement. It is all the same.
Andessentially what you're just trying
tofigure out is who is your MVP, right?
Figuring out how to attract your
MVPand your MVP is going to be the person
that is in a position to buy. A person
that is so a position to buy, meaning
that they actually have the money
toinvest and then also that they have
a problem that your offer can solve.
(18:38):
Right?
That is the intersection thatyou're trying to meet. And so when
it comes to lead generation, I really
encourage you to just, like, focus
inon that intimacy, having conversations
withpeople. Like, how many people can
you talk to, right? Talk to a lot
of people. Like, I know that it can
feel like a lot of work. I know it
can feel like, you know, oh, is it
really, you know, do I really need
to do all this? But listen, the buying
cycles have gotten longer, okay?
Ittakes longer. Just realistically
speaking, ittakes longer in this new, you know,
economy, I guess, if you want to
say. But it just takes longer in
this season of business and entrepreneurship,
whatever. It takes longer for people
to buy, right? The buying cycle is
just extended, right? So where maybe
before you could convert someone
with afew Instagram posts, now it's looking
like it's gonna take a couple of
months, maybe even six, okay? It
just depends, right, on your offer
and all the things. So this is why
intentional lead generation is so,
so vital to consistently signing
clients and just bringing in those
sales, boosting your sales, and knowing
that you can confidently and consistently
predict that you're going to actually
make money in your business, right?
And so lead generation is one of
my favorite things. You can literally
doit so many different ways inside
ofShmoney mama, which I don't know
ifI already said this, but in such
money, mama is the least for days
training. And, baby girl, when I
say it's good, it is good, okay?
Itis so, like, when I think about leads
for days, I'm just, like, blown away
with how good that training is because
literally, like I was saying before
with my messaging with Shmani mama,
like, I am able to confidently guarantee
doubling your leads, increasing your
conversions, simply because of the
leads for days training, right? The
leads for days training. I have mamas
go in there and leave with like 50
leads, right? Or they go in there
andthey have a system where they're
like,okay, I know exactly how to track
myleads and maintain them and know
when I'm moving them along the customer
journey, know when it's time for
meto pitch them all the things, right?
Like, they are so confident in being
able to move that conversation along.
And it's just, honestly, girl, it's
chef's gifts. Like, if you have not
seen it, what are you waiting for?
Like, literally, what are you waiting
for? I'm saying this in, like, the
nicest way. But one thing that I
also want to say about lead generation
inparticular is that it is so, so crucial
to just be like, give this some time.
Like, I know, I know, I know that
itcan feel like you don't have a ton
of time. You're busy. You're all
the things, right? We're moms, we're
wives, we're sisters. We're all these
things, right? And then on top of
that, we're business owners. Like,
Iget it. I get that there, there isn't
a lot of time, but I promise you,
lead generation, intentionally, generation
one to one conversations, it honestly
saves you time in the long run. Right?
And what I mean by this is sometimes
thistype of lead generation like that
Ido, especially when I am focused
on,like, DM selling, which I teach that
whole strategy inside of Shmoney
mama.But with that, the key for me is
that I am trying to help you avoid
having to get on too many calls,
right. Because again, we don't have
a ton of time. So figuring out how
to give yourself back more time is
going to be key, and that's going
tohappen where you're not getting on
as many calls. So by focusing in
on intentional lead generation, DM
selling, all those kind of things,
youcan actually eliminate needing to
do sales calls. And listen, I love
sales calls, okay? I love sales.
Imight have said this already, but
listen, I say I love sales calls.
Ilove, love, love sales calls. I know
that if you get on a call with me,
you're going to buy. Actually, I've
taught my clients my strategy for
sales calls and the whole process
behind sales calls. And when I tell
you the girls, like, have, like,
nearly 100% close rate, we like,
Iknow mine is 90%. And I think one
of my highest clients, like, she
converts, like, 80% to 90% of her
sales calls. So sales calls are great,
right? They're a vibe. But only when
you have time. Okay? If you don't
have the time, we need to figure
outsomething that's a little bit more
sustainable, something that works
forthe season of life and business that
you're in.
(22:21):
Right?
So intentional selling. Imean. Sorry. Intentional lead generation
is going to be so, so key. Building
those relationships, nurturing the
people, getting them through your
funnel.
Right.
Keeping up with them, and justbeing really intentional about, like,
you just have to get more people
intoyour audience. Right. I think that
that's one thing I also want to drive
home with lead generation is like,
just because you have an existing
audience doesn't mean that's enough
tosell out your offers. You still need
to add more people into it. But just
because you're adding new people,
thatdoes not mean that every single person
is a mvp. It doesn't mean that every
single person is a potential lead.
Right? Or let me say a qualified
lead,like somebody that you're going to
move to the next step. Some people,
they're not qualified leads. And
that's okay. You can still engage
withthem. You can still Kiki and all
the things on top of their, you know,
content or whatever, but you're not
really, like, the agenda is not to,
like, sell to them versus there's
goingto be a whole other pool of people
that you can actually intentionally
sell to.And like, literally, with my mastermind,
which I don't know if I said this,
Idon't know if this actually stayed
inthe other recording, but in the mat
in the last launch of the mastermind,
Iliterally didn't get on any sales
calls. I think I posted maybe like
acouple of posts on my feed, but most
of my, like, most of the people that
joined, actually, no. Every single
person that joined joined from lead
generation, like, a one to one conversation.
Either they were an existing client
and we had a one to one conversation
orthey're a new client of mine, which
acouple of them that would, like,
kindof blew my mind. But it just showed
methat lead generation actually works
because they have been people that
have been on my list to be like,
okay, like, I know that I can serve
this person really well, but I hadn't
seen an opportunity yet to serve
them. And then when the mastermind
cameup, a couple of Instagram stories
thatnow they're asking me questions,
and now Ihave an opportunity to serve them
deeper, right? And the other thing
Iwant to say about lead generation,
becausea lot of people, like, they feel
soweird. Like, oh, they're not leads,
they're your community, blah, blah,
blah. Listen, girl, like, let's be
all the way for real. At some point,
we have to be honest about the fact
that, like, business is business,
right?And we have to just be really honest
about the fact that, like, hey, businesses
make money. Like, you make money
byselling something and you're selling
something that people actually need.
So as long as you're having integrity
inthat process, right there, all the
other semantics of the language and
stuff, like, come on, like, let's
befor real. So when I'm saying leads.
And, like, you know, talking to people,
like, I mean this in the nicest way
possible, if you need to say community
because it feels better to, you,
totally do that, right? But also,
it's a business term, right? It's
abusiness principle. And we need to,
like, you know, we need to be okay
with that. We need to be okay with
the fact that, like, business is
business. But one thing that I really
love about the people that I have
intentionally, and I think this is
why I probably say intentionally
generationto kind of make me feel a little
better about saying leads. But being
intentional is just that, right?
Likebuilding an actual relationship.
Like, when Itell you me and the girls are friends,
like, me and my mamas are real life
friends, I meet them in real life.
I've had friends. Like, I have one
client who has come out, she's come
to my home. We've gone to the pool.
Like, she's met my children. I've
gone out to where she lives. Like,
when I tell you I'm friends with
myclients, I'm friends with my clients,
because guess what? I believe in
paying my friends. I pay my friends,
myreal life friends. Outside of, you
know, this entrepreneurship bubble.
Ipay them. I've paid them for the
services. I've paid them to do my
hair and do their, well, not my hair,
because I do my own hair, but I've
paid them to do other things for
meif it's their business and their
craft. And I expect the same thing
inreturn. So when sometimes I think
that we get caught up in, like, the
terms of things, that we miss the
point. The point is that this is
abusiness, right, what you do as a
business. And it's okay to be like,
you know what? I'm intentionally
buildingthese relationships so that I can
serve them in some capacity or so
they can connect me to somebody that
I can serve. Right? Because sometimes
Ibuild a relationship with someone,
notbecause I want to work like I want
them to hire me, but because I want
them to connect me if they see an
opportunity, and I connect them when
I see an opportunity for them, right.
It could be there's so many reasons
todo lead generation, and we can talk
about that in a whole other episode,
butjust be intentional. Like, just like,
I promise you, it's worth the time.
Iknow you might have a little bit
oftime, and I said to focus on selling,
which I still stand by, but outside
ofthat, give this some time to, okay,
give this some time. So that is it
for this one, I feel so sad because
Ifeel like I said so many things in
the last one and I really just don't
remember what all I said anymore.
AndI'm just, like, kicking myself in
the butt. I need to figure out a
way to, like, double record so that
this never happens again. But. But
the three things really quick to,
you know, consistently attract clients
to boost your sales, sell your offers.
All the things, especially in quarter
four, is number one. Sell consistently,
confidently every single day.
(26:56):
Right?
That is number one. That isthe bare minimum. That's like, if
you do nothing else, do that one.
Okay?
Number two, create an offer orhave an offer, fine tune, tweak,
whatever. An offer that sells. I
already told you, the number one
thing you want to focus on here is
the end result. That tangible, sticky
thing that people can be like, wait
a second.
That's good, right?
(27:16):
And I needed to be deep. Okay.And you will know if it's deep enough
by how people respond to your offer,
right? You'll know, right? You'll
knowwhen you hit, because people will
buy, right. People either buy immediately
or the way they will go, like, crazy
talking about your offer, like, you
won't know. Like, you will. I promise
you. Like, my clients, it makes me
crack up because a lot of my clients,
like, have a full body reaction to
their offers now. Like, they genuinely
love their offer and it's because,
one,it connects deeply with their clients,
but two, it's something they know
they can deliver on, right? So that's
like, super, super key. That's number
two. And then three. Oh, sorry, thing.
Number three is intentional lead
generation, right? Having those conversations,
getting in those DM's, making sure
that you're actually getting new
leads, right? Getting new people,
newMVP's. Really prioritizing that as
an activity inside your business.
Okay. Ijust want to end this off by saying,
like, I really feel the way that
Godis moving in the industry right now.
Like, I know people have a lot of
different things and thoughts to
say, but amongst the shmoney mamas
ofamongst the mama CEO's in this community
and the moms do business different,
spear,God is moving so powerfully. And
I'm so excited. I'm just, and I'm
grateful. Like, I'm just. I'm grateful
to be in this place. I'm grateful
tosteward this space. I'm grateful
to beable to see things, to be a part
ofthings, to be invited to things,
andthen also to create opportunities
for otherpeople. And I just want to say, like,
girl, don't give up, like, stay the
course. You are exactly where you
need to be. You have a gift. You
have something of value. God wants
you to stand up in your authority,
right?And this is just like. This is just
me thinking about the scripture.
God isalways going to plant something in
your heart, tell you to do something,
because he's giving you the authority.
Soat this point, you just need to trust
that that authority has been given
toyou, and it's time for you to go
around with that. All right? I don't
know who needed that today. It was
probably me, because I've listened
tothe replays of. I mean, I listened
tothe episodes, and every time I'm
just like, tang k, you did that,
girl. So I be. It's so funny. I think
I record these episodes more so for
me than anybody else. But, I mean,
hey, if it serves somebody, I'm so
grateful for that, too. But, um.
But, yeah, if that hit you today,
sendme a message, because I would love
to know if this, like, hit for you.
If not, I know it's gonna hit for
me, because sometimes I just need
that reminder of, like, God gave
usthese gifts. He put us in these positions.
He has called us to serve a specific
group of people for a reason. It's
now time for you to step into your
authority. It's now time for you
toreally stand up and be like, no,
this is what I do. This is how I
can come in and serve people and
beunapologetic about that. Unapologetic
aboutthat. All right, girl, that's it
for this one. Till next time. I will
talk to you later, Darlin.
(30:00):
Thank you so much for tuninginto this episode.
I know you loved it.
So go ahead and leave a fivestar review. Make sure to share this
episode and tag me onsdobusiness
differentand misses K. Hilman. So a young
thaknows it's real. May you walk in
your purpose and.
Calling every single day tosteward the life and business that
God has called you to.
Until next time, let's getthis money.
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