July 1, 2025 • 16 mins
Does sales make your stomach twist?
Do you over-talk, undercharge, or walk away from discovery calls feeling like you fumbled it, even when you know you're great at what you do?
You’re not alone. And today’s episode will change the way you approach sales forever.
In this powerful installment of the Leading Her Way podcast, host Nikisha King shares how to build client trust before you ever get on a call, and how to confidently lead sales conversations without pressure, performance, or pitching.
You’ll learn:
- Why trust starts before the Zoom room opens
- How to set the tone and lead the conversation with calm clarity
- Three actionable ways to increase your booking rate (without changing your price!)
- What to say at the end of the call to avoid ghosting and get the yes—or the right no
Plus, Nikisha shares real client wins and the exact phrases that helped one business owner go from price-dropping mid-call to confidently closing three premium clients in just two weeks.
Ready to book clients who are aligned, excited, and already trusting you before the call begins?
🎧 Press play and reclaim your power on every call.
Want to attract aligned clients with less hustle and more heart?
Follow @nkbizguru on Instagram and get access to Nikisha’s 5-Star SCALE™ Framework at her More Profit, Less Chaos masterclass.
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Announcer (00:01):
Welcome to leading her way with your host and
business guru, nikesha King.
This podcast is the ultimatedestination for women, creative
entrepreneurs, who want to breakfree from burnout.
If you are overwhelmed byclient demands and feel like
you're doing this all alone, you, my friend, are in the right
(00:23):
place.
Now let's dive in for steps totake back your time and simplify
your workflow.
All right, nikisha, take itaway.
Nikisha King (00:38):
Hey everyone, welcome to Leading Her Way
podcast.
I'm your host, nikisha.
Thank you guys so much forbeing here.
So we're going to continue.
We had a beautiful, beautifulinterlude with some amazing
guests and we are going tocontinue talking about the
five-star scale framework.
So what we're going to betalking about this week is our
(00:58):
confident booking, how to getconfident in our sales call, how
to make sales feels like aninvitation more than a sleazy
pitch.
Okay, so here's what we'regoing to do.
I am loving how there are somany of us as creatives, as
women and not only women, causeit's not a gender thing.
(01:19):
Some of us are veryuncomfortable with selling.
Have you ever heard people sayI hate selling, I feel awkward
on discovery calls?
Or maybe you just feel thissilent, this panic of silence,
as you go through your salescall.
And when I had those momentswhere I just felt really
uncomfortable, there was alwaysthis pit in my stomach that
didn't make me feel confident,and when I didn't feel confident
(01:42):
, I didn't get to show up.
So if this is you, you canrelate.
This episode is totally for you.
Okay, now here's what I want todo.
I want to keep everything realwith you, and I say that because
I want to be vulnerable.
I want to tell you about thetime that I struggled with sales
.
I hated it.
I hated it but I still did it.
And I hated it because therewere so many people telling me
(02:05):
how to do it, but I neverpracticed it with them.
So I was always overthinking itand I wanted to get more of
them so I can have practice.
But I don't know if I was evertied to the outcome of getting
the sale.
I feel like I was.
I feel like I wanted to get itright.
I was tied to the outcome ofgetting a yes.
(02:26):
So when I didn't do it rightand I got a no, it felt so
depleting, so much energy wastaking away from me and in my
consultations I would get on.
They'd be 45 to 60 minutes,which I feel is long now, but
then it didn't feel long.
I would go through asking acouple of questions that were
very surface level what's yourcolor?
(02:47):
And what else would I ask?
What's your color?
What's your themes?
What are you dreaming for yourday?
Although I just did weddinginvitations, I didn't need a
dreaming part because I wasn't aplanner.
In my opinion, I just needed toknow how their invitations,
what they had envisioned forthat.
So I got better with that.
I would ask all these questionsand then at the end or halfway
through I would then spew all ofthe features that came with my,
(03:09):
my services, and then at theend I would say the price and
feel like, after saying theprice, I was taught to shut my
mouth, but I couldn't shut mymouth, I just felt like I had to
tell him more because the pricewas so uncomfortable.
This is when I raised my pricesto 8,000, not the 1,000.
Even at the 1,000, I felt likeI was spewing because at the
moment, 1,000 felt like a lot.
(03:30):
Right, money and numbers arevery subjective.
When we feel like it's a lot,we're always going to try to
compensate for that, and indoing all of that it was very
exhausting, especially when Igot the no at the end, I really
thought I was going to get theyes.
That's the funny part.
Today I can laugh about that.
In the moment there was nolaughing because I really felt
(03:53):
that pain and I don't want thatpain for you.
So what I do in my five-starscale framework is we have this
amazing segment or amazingframework that's called
confidence booking, and I wantto kind of tell you a little bit
more about what the shift is.
How does it transform yourbusiness?
Now, sales calls aren't aboutproving yourself.
(04:15):
They're always about leading.
They're not a performance,they're a partnership.
A partnership is so different.
There are this element whereyou get to work with someone and
support them in their needs,and they're getting that from
you by investing in you, bychoosing you.
When you learn how to lead withconfidence and not this
(04:37):
pressure of I have no time, Ihave to get it done right,
everything changes and I'm goingto walk you through that today
on this podcast.
So I had a previous client thatI worked with and in working
with this client, they werereally amazing at everything
they did.
However, when it came to sales,they were not confident.
(04:57):
It was one of their areas thatthey struggled so much because
guess what?
There's not.
They're not a salesperson,they're creative, they're an
entrepreneur who's coming intothis space.
And when it comes to sales, weall have to do it as service
provider entrepreneurs.
Do you hear me?
If you're in the weddingprofessional, a coach, a
(05:17):
creative entrepreneur, an artist, you have to sell your value,
and a lot of us don't realizethe difference between value and
features.
So she would definitely alwaysover talk or over explain
everything in order to get thesale and she thought that was
(05:37):
the way she had to do it.
And the one thing she used toalways do is drop her price mid
conversation.
So what that means is she'llhave a conversation before drop
her price mid-conversation.
So what that means is she'llhave a conversation before drop
her price and keep speaking andat the end she would say, okay,
no pressure, just let me knowthere is no, just let me know.
At the end of any consultationor sales call.
(05:58):
Right, because what we have todo is we have to ask for the
sale and if we don't and we'renot clear on that then someone
can't say yes.
They'll say no.
Once we shift everything for her, especially the mindset of I
hope they say yes to, I'm hereto help them make the right
decision.
(06:18):
Everything changed.
She booked three clients in twoweeks without changing her
price or her script.
There's a in booking and rightnow?
So why does selling feel hard?
You're unclear of the value.
I was unclear of my value.
Everyone kept telling me I wasselling paper, that I didn't
(06:41):
think I had value.
So there's a moment in timewhere you might be a musician
and everyone's like, oh, there'sa recession, you have no value.
That's a lie.
Someone is saying that you area painter or an artist a real
painter, artist on a weddingevent and that's not a luxury
that anyone needs.
That's a lie.
(07:02):
Any event we plan is a luxury,point blank.
I don't care if you do it inthe park, I don't care if you do
it at a five-star like locationor a state, it's still a luxury
.
Two, you're afraid of leadingthe conversation.
You're afraid of taking thebull by its horns and doing your
thing.
If you don't know how to doyour thing, definitely hit me up
(07:22):
, because we can do a thing.
I love doing a thing.
You're also putting pressure onyourself to close a deal.
You're tied to the outcome sotight that everything you're
doing is overcompensating thatoutcome.
When you're operating in thelack of insecurity, your energy
(07:42):
shifts from confidence touncertainty and your clients
will definitely feel that.
So when these things happen,you'll notice that you'll get
ghosted after a call that.
So when these things happen,you'll notice that you'll get
ghosted after a call.
You'll get.
I'll let you know and you don'thear anything.
You get.
I got to speak to someone andconfirm it my partner, my fiance
why that person is not on thecall.
We'll talk about that anothertime.
(08:04):
You walk away feeling likeyou're fumbled the whole thing,
even though you're great at whatyou do.
So what we're going to do isjust fix that.
We're going to give you sometips in this podcast to help you
fix that.
Now I want you to take a breathand ask yourself am I truly,
truly leading my salesconversations or am I hoping for
(08:24):
a yes?
Think about that.
If you're hoping for the yes,you're not leading it because
you're so stuck on that yes, buthow about if we changed it?
How about if we got reallyclear on leading our sales
conversation?
This question alone reveals somuch when you answer it.
So I'm going to give you threeways to step into confidence in
(08:47):
this episode so you can havecalm leadership on every sales
from this point forward.
So one you're going to set theframe before the call begins.
Confidence starts before theZoom room opens.
Do you hear me?
It doesn't start on the call,it starts before the call.
Your inquiry process shouldtell them what to expect.
(09:09):
You need to send an email inyour confirmation and reminders
of your agenda, what's going tobe taking place right.
So, for example, you could saythis is a 30 minute consult
where I'll ask you about yourgoals, share what it looks like
to work with me and answerquestions so you can decide on
the call if we're a good fit.
Now here's the thing you'realso deciding to, because if
(09:31):
there are a lot of red flags,you have to decide on that call
to say I don't believe we're agood fit for you and you have to
be very confident in that.
No feeling bad.
Saving your life and savingyour energy.
No feeling bad.
This does two things.
When you set the agenda beforethe call, it tells them you're
leading this and it tells themthere's structure and clarity
(09:53):
coming.
That's what you want to do.
You want to prime people.
You want to market them beforethey get on your consultation,
get them prepared.
And when people feel structured, they always feel safe because
it's like if you're a high wirewalker, you know the high wire
people on that tall line, theyhave a safety net.
That's their support.
So they're going to take risks,they're going to show up
differently because they know ifthey fall they're protected.
(10:15):
That's the structure I want youto think about when you're
setting the agenda.
I want you to start your callby saying the same agenda again,
so anytime I get on a call I gohey Meg, hey Megan, how are you
guys?
I'm so grateful you're here onthis call today.
I want to just review theagenda with you and then you
definitely go through it.
(10:35):
This is a 30 minute consulttoday where we're going to speak
about your vision for yourevent.
We're also going to know whatit looks like to work with me.
You're going to be able to askme questions and I'll be able to
ask you questions to get aclear understanding of what you
need.
So I can make sure we're fitand by the end of the call we're
going to walk away with adecision.
If you would like me to goforward and send an agreement,
(10:55):
or will you not be going forward?
See how clear that is.
So let's assume they're ourclients rather than proposals.
All that things just get themgoing.
Two we're going to ask questionsthat show you're listening not
selling, but listening.
Most sales calls flop becausethe business owner talks more
(11:16):
than they listen.
If you're talking 85 percent ata time or 80 percent at a time
and they're only speaking 20.
I'm telling you there's achallenge there.
We want to ask questions.
We want them to be speaking 95percent at a time and we speak
five percent when we'reanswering questions.
Okay, so, for example, aquestion I love to ask is what
on our website or our socialmedia did you see that prompted
(11:38):
you to inquire with us?
That's an amazing question toget them telling you.
What is it specifically aboutyou that they like All right?
Second, what's been the hardestpart of figuring out this on
your own?
Like what's stopping you?
They don't know what they'redoing.
I know that, but you need themto say it so they know it.
You want to get them in thatstate.
(11:58):
It sounds like a question youdon't need to ask, but you need
to ask it.
So when they vocalize it, youjust clearly repeat it back,
what they said.
So they know they're not theleader.
They know you're the leader,you're the professional, so
they're going to start trustingyou.
That's a trust question.
And what would the dreamsolution?
I say because I don't know.
So what would this day looklike if you're a planner?
(12:19):
What would your florals feellike when you walk into the room
?
You want to get them in theirfeelings all right.
These questions aren't fluff.
They reveal the desire and painpoints of your ideal client.
In working with me, we do morequestions and the best part is
we practice this.
We practice this so you becomecomfortable in a second nature.
The third point is make thedecision clear.
(12:41):
No pressure, phil, no pressure,no pressure in this process.
We're going to remove thepressure.
We're going to add the pleasure.
Ah, at the end of the call, youdon't say so.
What do you think?
You say something like this?
Here's how I can support youbased on everything you shared.
The investment is X and westart with a signed contract and
(13:02):
a deposit.
Are you ready for me to sendeverything over?
And if it fills a line, I'dlove to welcome you in?
Right, and that's it.
Now I love to flush this outwith my clients.
So every time we work on ourfive-star scale framework, we
practice it.
So people start to feelcomfortable.
You feel comfortable in yourskin, inviting people to an
(13:24):
opportunity to work with you.
Not pitching them, but invitingthem.
We want you to be calm anddirect and clear.
There is no begging, no rushingand no weird energy in our
confidence booking.
All right, and if it's a no,that's okay too, because they
were not your clients.
That's why we work on thesignature client journey.
(13:47):
But they were not your client.
And guess what?
That's okay Because there's 10million people standing outside
the door knocking, and right now, if you don't feel like that's
the case, then we do.
We have a lot to work on a lot.
Don't let these opportunitiesskip.
Don't sit in this position formore than a year.
I know about that.
(14:07):
So I want you to reclaim this.
I want you to get into yourconfidence, energy and not your
lack of energy.
How do you get there?
You hit us up, you join us forour next masterclass that is
coming up, and we are going tobe showing you how to transform
your business with my five-starskill framework.
(14:29):
We do these things becausethese are the essentials Hello,
nk Business Essentials to owningand operating a business as a
wedding professional, as acreative.
So when you're making it aboutyou or I should say, when you
stop making it about you you'regoing to stop overthinking, stop
(14:51):
shrinking and stop serving.
When you stop doing those threethings, your confidence goes up
and you start leading from aplace of confidence.
So, in recapping our time today, here's what you're going to do
to get confident in yourbooking.
You're going to frame the callbefore it starts.
You're going to set the agendathrough your emails.
(15:11):
You're going to set your agendaagain when you get on the call.
You're going to leave apowerful question so your offer
connects to their actual needs,not what you can do.
You're not the hero in thestory they are.
And third, you're going toclose with clarity, not fear,
because clarity converts.
You're going to ask them ifthey're ready for you to send
the agreement, if you believethey're a fit for you, and you
(15:33):
can get an idea if they're in.
So these are the things you'regoing to do to shift from
pitching to leading withconfidence.
Everything will be changing inyour business.
This is a game changer, people,and it helps you stop being
ghosted, stop second guessingyourself and start booking
clients who are excited, readyand aligned to work with you.
(15:55):
So, once again, check out ourresource page, go to our website
or just click that link in theshow notes, where it's an
invitation to join our nextmasterclass more profits, less
chaos.
And this masterclass is where Iteach about my five star scale
framework.
You get more in depth about itand you get to voice your words
(16:18):
and opinions of what's happeningin your business.
Come and join us and let's havea great time.
Speak to you then.
Announcer (16:25):
Thank you for joining us today on Leading Her Way.
We loved having you with us.
Remember each action you take,no matter how small, adds up to
big results.
If today's episode fired you up, hit subscribe for more
insights and visit our resourcehub, which is linked to the show
notes.
There you'll find tools tostreamline, organize and grow
(16:48):
your business.
Keep moving forward and we'llbe right here to cheer you on
next week.
Welcome to leading her way with your host and
business guru, nikesha King.
This podcast is the ultimatedestination for women, creative
entrepreneurs, who want to breakfree from burnout.
If you are overwhelmed byclient demands and feel like
you're doing this all alone, you, my friend, are in the right
(00:23):
place.
Now let's dive in for steps totake back your time and simplify
your workflow.
All right, nikisha, take itaway.
Nikisha King (00:38):
Hey everyone, welcome to Leading Her Way
podcast.
I'm your host, nikisha.
Thank you guys so much forbeing here.
So we're going to continue.
We had a beautiful, beautifulinterlude with some amazing
guests and we are going tocontinue talking about the
five-star scale framework.
So what we're going to betalking about this week is our
(00:58):
confident booking, how to getconfident in our sales call, how
to make sales feels like aninvitation more than a sleazy
pitch.
Okay, so here's what we'regoing to do.
I am loving how there are somany of us as creatives, as
women and not only women, causeit's not a gender thing.
(01:19):
Some of us are veryuncomfortable with selling.
Have you ever heard people sayI hate selling, I feel awkward
on discovery calls?
Or maybe you just feel thissilent, this panic of silence,
as you go through your salescall.
And when I had those momentswhere I just felt really
uncomfortable, there was alwaysthis pit in my stomach that
didn't make me feel confident,and when I didn't feel confident
(01:42):
, I didn't get to show up.
So if this is you, you canrelate.
This episode is totally for you.
Okay, now here's what I want todo.
I want to keep everything realwith you, and I say that because
I want to be vulnerable.
I want to tell you about thetime that I struggled with sales
.
I hated it.
I hated it but I still did it.
And I hated it because therewere so many people telling me
(02:05):
how to do it, but I neverpracticed it with them.
So I was always overthinking itand I wanted to get more of
them so I can have practice.
But I don't know if I was evertied to the outcome of getting
the sale.
I feel like I was.
I feel like I wanted to get itright.
I was tied to the outcome ofgetting a yes.
(02:26):
So when I didn't do it rightand I got a no, it felt so
depleting, so much energy wastaking away from me and in my
consultations I would get on.
They'd be 45 to 60 minutes,which I feel is long now, but
then it didn't feel long.
I would go through asking acouple of questions that were
very surface level what's yourcolor?
(02:47):
And what else would I ask?
What's your color?
What's your themes?
What are you dreaming for yourday?
Although I just did weddinginvitations, I didn't need a
dreaming part because I wasn't aplanner.
In my opinion, I just needed toknow how their invitations,
what they had envisioned forthat.
So I got better with that.
I would ask all these questionsand then at the end or halfway
through I would then spew all ofthe features that came with my,
(03:09):
my services, and then at theend I would say the price and
feel like, after saying theprice, I was taught to shut my
mouth, but I couldn't shut mymouth, I just felt like I had to
tell him more because the pricewas so uncomfortable.
This is when I raised my pricesto 8,000, not the 1,000.
Even at the 1,000, I felt likeI was spewing because at the
moment, 1,000 felt like a lot.
(03:30):
Right, money and numbers arevery subjective.
When we feel like it's a lot,we're always going to try to
compensate for that, and indoing all of that it was very
exhausting, especially when Igot the no at the end, I really
thought I was going to get theyes.
That's the funny part.
Today I can laugh about that.
In the moment there was nolaughing because I really felt
(03:53):
that pain and I don't want thatpain for you.
So what I do in my five-starscale framework is we have this
amazing segment or amazingframework that's called
confidence booking, and I wantto kind of tell you a little bit
more about what the shift is.
How does it transform yourbusiness?
Now, sales calls aren't aboutproving yourself.
(04:15):
They're always about leading.
They're not a performance,they're a partnership.
A partnership is so different.
There are this element whereyou get to work with someone and
support them in their needs,and they're getting that from
you by investing in you, bychoosing you.
When you learn how to lead withconfidence and not this
(04:37):
pressure of I have no time, Ihave to get it done right,
everything changes and I'm goingto walk you through that today
on this podcast.
So I had a previous client thatI worked with and in working
with this client, they werereally amazing at everything
they did.
However, when it came to sales,they were not confident.
(04:57):
It was one of their areas thatthey struggled so much because
guess what?
There's not.
They're not a salesperson,they're creative, they're an
entrepreneur who's coming intothis space.
And when it comes to sales, weall have to do it as service
provider entrepreneurs.
Do you hear me?
If you're in the weddingprofessional, a coach, a
(05:17):
creative entrepreneur, an artist, you have to sell your value,
and a lot of us don't realizethe difference between value and
features.
So she would definitely alwaysover talk or over explain
everything in order to get thesale and she thought that was
(05:37):
the way she had to do it.
And the one thing she used toalways do is drop her price mid
conversation.
So what that means is she'llhave a conversation before drop
her price mid-conversation.
So what that means is she'llhave a conversation before drop
her price and keep speaking andat the end she would say, okay,
no pressure, just let me knowthere is no, just let me know.
At the end of any consultationor sales call.
(05:58):
Right, because what we have todo is we have to ask for the
sale and if we don't and we'renot clear on that then someone
can't say yes.
They'll say no.
Once we shift everything for her, especially the mindset of I
hope they say yes to, I'm hereto help them make the right
decision.
(06:18):
Everything changed.
She booked three clients in twoweeks without changing her
price or her script.
There's a in booking and rightnow?
So why does selling feel hard?
You're unclear of the value.
I was unclear of my value.
Everyone kept telling me I wasselling paper, that I didn't
(06:41):
think I had value.
So there's a moment in timewhere you might be a musician
and everyone's like, oh, there'sa recession, you have no value.
That's a lie.
Someone is saying that you area painter or an artist a real
painter, artist on a weddingevent and that's not a luxury
that anyone needs.
That's a lie.
(07:02):
Any event we plan is a luxury,point blank.
I don't care if you do it inthe park, I don't care if you do
it at a five-star like locationor a state, it's still a luxury
.
Two, you're afraid of leadingthe conversation.
You're afraid of taking thebull by its horns and doing your
thing.
If you don't know how to doyour thing, definitely hit me up
(07:22):
, because we can do a thing.
I love doing a thing.
You're also putting pressure onyourself to close a deal.
You're tied to the outcome sotight that everything you're
doing is overcompensating thatoutcome.
When you're operating in thelack of insecurity, your energy
(07:42):
shifts from confidence touncertainty and your clients
will definitely feel that.
So when these things happen,you'll notice that you'll get
ghosted after a call that.
So when these things happen,you'll notice that you'll get
ghosted after a call.
You'll get.
I'll let you know and you don'thear anything.
You get.
I got to speak to someone andconfirm it my partner, my fiance
why that person is not on thecall.
We'll talk about that anothertime.
(08:04):
You walk away feeling likeyou're fumbled the whole thing,
even though you're great at whatyou do.
So what we're going to do isjust fix that.
We're going to give you sometips in this podcast to help you
fix that.
Now I want you to take a breathand ask yourself am I truly,
truly leading my salesconversations or am I hoping for
(08:24):
a yes?
Think about that.
If you're hoping for the yes,you're not leading it because
you're so stuck on that yes, buthow about if we changed it?
How about if we got reallyclear on leading our sales
conversation?
This question alone reveals somuch when you answer it.
So I'm going to give you threeways to step into confidence in
(08:47):
this episode so you can havecalm leadership on every sales
from this point forward.
So one you're going to set theframe before the call begins.
Confidence starts before theZoom room opens.
Do you hear me?
It doesn't start on the call,it starts before the call.
Your inquiry process shouldtell them what to expect.
(09:09):
You need to send an email inyour confirmation and reminders
of your agenda, what's going tobe taking place right.
So, for example, you could saythis is a 30 minute consult
where I'll ask you about yourgoals, share what it looks like
to work with me and answerquestions so you can decide on
the call if we're a good fit.
Now here's the thing you'realso deciding to, because if
(09:31):
there are a lot of red flags,you have to decide on that call
to say I don't believe we're agood fit for you and you have to
be very confident in that.
No feeling bad.
Saving your life and savingyour energy.
No feeling bad.
This does two things.
When you set the agenda beforethe call, it tells them you're
leading this and it tells themthere's structure and clarity
(09:53):
coming.
That's what you want to do.
You want to prime people.
You want to market them beforethey get on your consultation,
get them prepared.
And when people feel structured, they always feel safe because
it's like if you're a high wirewalker, you know the high wire
people on that tall line, theyhave a safety net.
That's their support.
So they're going to take risks,they're going to show up
differently because they know ifthey fall they're protected.
(10:15):
That's the structure I want youto think about when you're
setting the agenda.
I want you to start your callby saying the same agenda again,
so anytime I get on a call I gohey Meg, hey Megan, how are you
guys?
I'm so grateful you're here onthis call today.
I want to just review theagenda with you and then you
definitely go through it.
(10:35):
This is a 30 minute consulttoday where we're going to speak
about your vision for yourevent.
We're also going to know whatit looks like to work with me.
You're going to be able to askme questions and I'll be able to
ask you questions to get aclear understanding of what you
need.
So I can make sure we're fitand by the end of the call we're
going to walk away with adecision.
If you would like me to goforward and send an agreement,
(10:55):
or will you not be going forward?
See how clear that is.
So let's assume they're ourclients rather than proposals.
All that things just get themgoing.
Two we're going to ask questionsthat show you're listening not
selling, but listening.
Most sales calls flop becausethe business owner talks more
(11:16):
than they listen.
If you're talking 85 percent ata time or 80 percent at a time
and they're only speaking 20.
I'm telling you there's achallenge there.
We want to ask questions.
We want them to be speaking 95percent at a time and we speak
five percent when we'reanswering questions.
Okay, so, for example, aquestion I love to ask is what
on our website or our socialmedia did you see that prompted
(11:38):
you to inquire with us?
That's an amazing question toget them telling you.
What is it specifically aboutyou that they like All right?
Second, what's been the hardestpart of figuring out this on
your own?
Like what's stopping you?
They don't know what they'redoing.
I know that, but you need themto say it so they know it.
You want to get them in thatstate.
(11:58):
It sounds like a question youdon't need to ask, but you need
to ask it.
So when they vocalize it, youjust clearly repeat it back,
what they said.
So they know they're not theleader.
They know you're the leader,you're the professional, so
they're going to start trustingyou.
That's a trust question.
And what would the dreamsolution?
I say because I don't know.
So what would this day looklike if you're a planner?
(12:19):
What would your florals feellike when you walk into the room
?
You want to get them in theirfeelings all right.
These questions aren't fluff.
They reveal the desire and painpoints of your ideal client.
In working with me, we do morequestions and the best part is
we practice this.
We practice this so you becomecomfortable in a second nature.
The third point is make thedecision clear.
(12:41):
No pressure, phil, no pressure,no pressure in this process.
We're going to remove thepressure.
We're going to add the pleasure.
Ah, at the end of the call, youdon't say so.
What do you think?
You say something like this?
Here's how I can support youbased on everything you shared.
The investment is X and westart with a signed contract and
(13:02):
a deposit.
Are you ready for me to sendeverything over?
And if it fills a line, I'dlove to welcome you in?
Right, and that's it.
Now I love to flush this outwith my clients.
So every time we work on ourfive-star scale framework, we
practice it.
So people start to feelcomfortable.
You feel comfortable in yourskin, inviting people to an
(13:24):
opportunity to work with you.
Not pitching them, but invitingthem.
We want you to be calm anddirect and clear.
There is no begging, no rushingand no weird energy in our
confidence booking.
All right, and if it's a no,that's okay too, because they
were not your clients.
That's why we work on thesignature client journey.
(13:47):
But they were not your client.
And guess what?
That's okay Because there's 10million people standing outside
the door knocking, and right now, if you don't feel like that's
the case, then we do.
We have a lot to work on a lot.
Don't let these opportunitiesskip.
Don't sit in this position formore than a year.
I know about that.
(14:07):
So I want you to reclaim this.
I want you to get into yourconfidence, energy and not your
lack of energy.
How do you get there?
You hit us up, you join us forour next masterclass that is
coming up, and we are going tobe showing you how to transform
your business with my five-starskill framework.
(14:29):
We do these things becausethese are the essentials Hello,
nk Business Essentials to owningand operating a business as a
wedding professional, as acreative.
So when you're making it aboutyou or I should say, when you
stop making it about you you'regoing to stop overthinking, stop
(14:51):
shrinking and stop serving.
When you stop doing those threethings, your confidence goes up
and you start leading from aplace of confidence.
So, in recapping our time today, here's what you're going to do
to get confident in yourbooking.
You're going to frame the callbefore it starts.
You're going to set the agendathrough your emails.
(15:11):
You're going to set your agendaagain when you get on the call.
You're going to leave apowerful question so your offer
connects to their actual needs,not what you can do.
You're not the hero in thestory they are.
And third, you're going toclose with clarity, not fear,
because clarity converts.
You're going to ask them ifthey're ready for you to send
the agreement, if you believethey're a fit for you, and you
(15:33):
can get an idea if they're in.
So these are the things you'regoing to do to shift from
pitching to leading withconfidence.
Everything will be changing inyour business.
This is a game changer, people,and it helps you stop being
ghosted, stop second guessingyourself and start booking
clients who are excited, readyand aligned to work with you.
(15:55):
So, once again, check out ourresource page, go to our website
or just click that link in theshow notes, where it's an
invitation to join our nextmasterclass more profits, less
chaos.
And this masterclass is where Iteach about my five star scale
framework.
You get more in depth about itand you get to voice your words
(16:18):
and opinions of what's happeningin your business.
Come and join us and let's havea great time.
Speak to you then.
Announcer (16:25):
Thank you for joining us today on Leading Her Way.
We loved having you with us.
Remember each action you take,no matter how small, adds up to
big results.
If today's episode fired you up, hit subscribe for more
insights and visit our resourcehub, which is linked to the show
notes.
There you'll find tools tostreamline, organize and grow
(16:48):
your business.
Keep moving forward and we'llbe right here to cheer you on
next week.
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