February 19, 2025 • 38 mins
What happens when you combine a memorable nickname like "Muffler Mama" with the art of personal branding? Join us as we uncover the unique journey of Kay Miller, a trailblazer in male-dominated industries and a number one Amazon bestseller. Through her lens, we learn how personal stories and experiences can transform self-doubt into self-confidence, creating an uncopyable brand. Host Michael Morrison also shares his own story of overcoming challenges, including a traumatic childhood ordeal, to highlight the power of personal narratives in entrepreneurial success.
Entrepreneurs, especially those who identify as introverted, will find solace and inspiration in Kay's insights into relational selling. She challenges the traditional notions of the "know, like, and trust" factor, revealing how empathy and genuine interest can be the pillars of a thriving business relationship. Kay's experiences in earning respect in traditionally male environments provide a blueprint for anyone looking to carve out a distinctive space in their industry. Her practical advice on leveraging listening skills and focusing on product value presents a fresh perspective on sales strategies.
As we broaden the discussion, the episode touches on aligning personal and company brands, understanding customer needs, and fostering long-term client relationships. Kay shares how entrepreneurs can thrive by honing their unique characteristics and aligning them with their target audience, making their brand truly unforgettable. From storytelling tips to aligning core values with business goals, listeners are offered actionable strategies to navigate a competitive market landscape and build a brand identity that resonates. Don't miss out on the additional resources and special offers that promise to further enhance your branding journey.
Kay Miller: Uncopyable Best-Selling Author. Podcast Host. Speaker. Consultant. Trainer.
Website: https://www.beuncopyable.com/
LinkedIn: https://www.linkedin.com/in/millerkay/
Podcast: https://www.uncopyablesales.com/podcast
Books: https://www.instagram.com/farbeyondmarketing/
Email Sign Up: http://beuncopyable.com/5-emails
Email: kay@uncopyablesales.com
#PersonalBranding #Entrepreneurship #RelationalSelling #KayMiller #MufflerMama #Uncopyable #SmallBusinessTips #BuildingConfidence #BusinessGrowth #SalesStrategies #BrandIdentity #EntrepreneurInspiration #OvercomingChallenges #StorytellingInBusiness #UncopyableBrand #SmallBusinessCoach #EntrepreneurMindset #BusinessSuccess #MarketingStrategies #LeadershipTips #PodcastForEntrepreneurs #IntrovertSuccess #CustomerRelationships #TrailblazingWomen #AmazonBestseller #SmallBusinessPivots #BusinessPodcast #MichaelDMorrison #BOSS #BusinessOwnership #OklahomaCity
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:00):
All right, welcome to another Small Business Pivots
podcast.
We have another special guestfrom around the world and, as I
say, week to week, only thebusiness owner can say their
name and the business like theycan.
So introduce yourself, please,and your business and just a
little something about you andone good thing about that name
(00:28):
is I never have to spell it.
Speaker 2 (00:29):
So that's a good thing and a bad thing because it
doesn't stand out, and I am theco-author of a new book called
Uncopyable you, and I should sayit's Uncopyable.
You Create a brand that getspeople to know, like trust and,
very importantly, remember you.
So this is all about personalbranding and, as we just talked
(00:50):
briefly, really that's a toughthing to do to really stand out
in today's world, and so I'vegot some killer advice to help
you the personal, you know, soloentrepreneur or business owner
to do that.
Speaker 1 (01:09):
Fantastic.
Well, let's introduce the show.
We'll come back and we'll getstarted, and we're also going to
find out why you're also knownas the muffler mama.
So we'll be right back.
Welcome to Small BusinessPivots, a podcast produced for
small business owners.
I'm your host, michael Morrison, founder and CEO of BOSS, where
we make business ownershipsimplified for success.
(01:29):
Our business is helping yoursgrow.
Boss offers business loans withbusiness coaching support.
Apply in minutes and getapproved and funded in as little
as 24 to 48 hours atbusinessownershipsimplifiedcom.
All right, welcome back to SmallBusiness Pivots.
(01:51):
Today we have Kay Miller, anumber one Amazon bestseller
book, also known as Muffler Mama.
But let's start with yourupbringing, because I know a lot
of business owners have mindsetissues, right, so they feel
like they're not qualified to bea business owner this, that or
another, and so sometimes whenwe're listening to podcasts,
(02:12):
there has to be something we canrelate to.
So for me myself, I waskidnapped by gunpoint as a small
child, kind of grew up as anintrovert, you know, and kind of
faced those challenges, wasn'tvery studious and you know, and
some business owners they justthink I'm too dumb to do this or
to be successful.
So what are some things thathow you grew up and then how you
(02:34):
started adulting so that yougot to where you're at today.
Speaker 2 (02:37):
Well, I'm happy to answer that, but I have to ask
is that true?
Were you kidnapped at gunpoint?
Speaker 1 (02:43):
This is life.
So, yes, it was when I was atoddler, yep, born into a
domestic abuse family, had anabusive biological father.
My mother tried to protect usand took us, my little brother
and I, to her dad's house.
My grandpa and he came overthere and kidnapped us, or
(03:05):
kidnapped me, the oldest, bygunpoint, and so then we were
put up in foster care.
So kind of a strange littlestory.
So I was.
I grew up in that kind ofatmosphere, a private, oh, I
would say kind of we went by alast name, alias when I was
growing up.
You know, we didn't have theInternet and stuff, so, but
(03:28):
people would try to track people.
So there was, it was kind of aneventful life, but it also kept
me very timid and lack ofself-doubt, nervous of other
people, you know those kinds ofthings.
So, yeah, absolutely know thosekinds of things.
So, yeah, absolutely so.
For me that was a hugechallenge to build my self-worth
, to believe that I could bewhat I want to be and not what
(03:49):
somebody else was trying to makeme.
So, yeah, absolutely, greatquestion, thanks for asking Wow,
well, great answer too.
Speaker 2 (03:55):
You know, I mean, that's horrible that it happened
and it also explains a lot.
Yeah right, exactly, justkidding, but I have nothing like
that.
But in my background.
Speaker 1 (04:08):
Everybody has a story .
Speaker 2 (04:09):
Yeah, I do, I have a story, but I grew up in an
incredibly normal family,especially compared to that, but
not an entrepreneurial family.
So my dad as in as it was backin the day a lot of times he
worked for one company hisentire life.
He met my mom at this big.
(04:30):
There's a real retailer inSeattle it's out of business now
, but it was around for ahundred years called Frederick
and Nelson, and they had a cafe,a cafeteria actually in the
basement, and he met my momthere.
She was a waitress and he was abus boy.
So, anyway, that's the kind ofbig, exciting stories I have in
(04:51):
my past.
But I did as a kid and teenagerI did like entrepreneurial
things and partly because Iliked money and I don't know
what my allowance was back thenbecause I'm 65 years old now I
think it was a quarter a week.
So that went further than thanit does today, you know, of
(05:14):
course, but I wanted to buythings, I wanted to have things,
and so I wanted to make money.
And until I got into thebabysitting years, which you
know were not that great, anyway, I wasn't super excited about
being a babysitter, but I lovedto sell things, and one of the
things.
Do you remember the little toycalled Creepy Crawlers?
(05:38):
Are you old enough to remember?
Speaker 1 (05:39):
that I do remember the name.
Yes, absolutely.
Speaker 2 (05:56):
Yeah, so you poured this glue stuff into a metal
tray and put it in the name yes,absolutely.
And at first just sell to myparents and my relatives.
And I noticed the further youget out from your nuclear family
, the more you can charge, right?
Your parents are like what wefeed you You've already learned
sales at that point.
And then, as I got even older,probably the best business model
(06:19):
I had and I also wrote a bookon sales Uncopyable Sales
Secrets had and I also wrote abook on sales Uncopyable Sales
Secrets One of the best businessmodels that I had was to sell
penny candy.
With a neighbor of mine and hewould go to the store and back
then again, olden days, youcould buy candy at 7-Eleven for
(06:41):
a penny and then we'd sell it tothe kids who were too young to
go to 7-Eleven.
We'd sell it for two cents.
That's a pretty darn goodprofit and I mean, you know,
unfortunately we ate quite a bitof our inventory.
So that was, you know, therewas a lot of shrinkage, as they
call it retail.
But you know, we made money andit was fun.
(07:02):
And one thing I really likedabout that was that we had
really happy customers.
I mean, there was no need tomarket or advertise.
We had word of mouth, no punintended, but you know, the kids
told other kids and so we hadthat that going and and I ended
up earning enough money toupgrade from my super dorky
(07:23):
Raleigh bike to a 10 speed,actually a 12 speed bike, and I
earned that money by sellingcandy.
So you know, and I you know,dennis I'm sure loved me too,
and all your friends, oh yeah,yeah, all my friends.
So.
So I thought, boy, sales is fun.
I mean really if you can sellthe right product or service.
(07:46):
And that's a big part of myphilosophy in sales and as an
entrepreneur or business owneris it's not forcing someone to
buy something they don't want tobuy.
That never works, unless youknow, maybe if you're selling
solar or you're selling you know, I don't know, one time I
bought a huge crate ofgrapefruit from a door-to-door
(08:06):
sales guy and you know, and hewould never, never came back.
So you know you can pressuresomeone into buying something
once.
But I'm sure you, as a listener, are not trying to do a
one-on-one sale.
You're in this for the longgame and so you know the mindset
around sales is just, it reallyis super important.
(08:29):
It's extremely importantbecause if you are helping
someone solve a problem orhelping them achieve something
that they want, what's wrongwith that?
In fact, I like to call sellinghelping, because if you're
doing that, hey, you're you, heyyou're doing good by doing good
, right.
So that's kind of where it camefrom.
(08:51):
And then I did go to college andI graduated with a degree in
business, because my husband, mydad, my dad split the cost of
college with me and he said I'mgoing to give you four years and
I want you to come out with adegree that will get you a job.
So that was my.
(09:12):
You know, those were mymarching orders.
So I got a degree in marketing,thinking that it would be
really cool to be in marketing,but unfortunately you had to be
an MBA for marketing really, orsome experience, and unless you
found a company that was dumbenough to hire a recent college
graduate to help you with yourmarketing.
(09:33):
So I ended up with a sales job.
So I was actually my first job.
I was the only female outsidesalesperson they had ever hired.
So that was a very interestingexperience and I did very well.
And so I was hired away byWalker Exhaust.
(09:54):
It still exists today and it'sa line of automotive exhaust
products.
So it was a very glamorousproduct line.
So it was a very glamorousproduct line Mufflers, catalytic
converters and pipes and thingsthat make a car not pollute as
much and make as much noise.
That was my product line and atthat point I was not the first
(10:17):
woman ever hired, but I was oneof just a few and I went on to
become the number onesalesperson out of the whole
company National Salesforce, andso, as just one of three or
four women, that was a big, hugedeal.
And I know we're getting.
We want to talk about smallbusiness, so I don't want to
(10:48):
dwell on this too long.
But the story, one of thestories that I feel was just
really so critical to my success, was the story that gave me the
nickname Muffler Mama.
And so you know, here I waswhat 25 years old by that time,
maybe very young and didn't knowanything about cars, you know,
except for driving one, ofcourse.
Then they didn't have backupcameras, so I had quite a few
accidents, but they were allgoing backwards, so that's no
(11:10):
longer a problem.
But I went to one of mydistributors and I said you know
, I really don't know aboutexhaust products, so I want to
go into one of the muffler shopsand I want to learn how to do
this myself.
So who can I talk to about that?
So they gave me one of theircustomers that they thought
(11:30):
would be good and open to thisidea and they were excited about
the idea.
Really, my experience as a womanin male-dominated fields has
been really interesting.
I feel like men are sometimesthey're whatever reluctant,
(11:51):
reticent or reluctant at firstbecause the credibility issue or
whatever.
But so many of them through mycareer have really embraced and
helped me.
So this customer I went in andI said will you teach me how to
weld, how to install a muffler?
And they just got a huge kickout of it and they said, of
course.
And then they looked down at myshoes which were penny loafers
(12:15):
I think at the time and theysaid you need to go to Red Wing
Shoe Store and get some steeltoe boots.
I'm like what.
So I did and that whole storyis in my book Uncopyable Sales
Secrets, and actually some of itis in Uncopyable you as well,
because that gave me thisnickname, muffler Mama.
(12:38):
It earned me huge respect withcustomers and prospects and the
people on my sales team.
You know the other salespeopleand sales management.
So one day that I spent in amuffler shop which, if you read
the story, it was pretty comical, but it has.
How many years later, 40 yearslater, it's still with me and
(13:02):
it's part of my personal brand,and so that story is something
that when you're listening, youas a listener, I really
encourage you to dig in and findthe stories that you have in
your past or that you can create.
That will make you stand out,make you unique, make you
(13:24):
uncopyable, because the way thatyour story unfolds will be
different, even if someone elsehas that similar story.
How you make it personal is acritical part of your personal
brand.
Speaker 1 (13:40):
Absolutely, and we talked earlier about people buy
from those they know, like andtrust, and so, just like you
were talking, I love.
Well, let me back up.
I love the way you framed sales.
Sales is fun, right, and I knowfor business owners most
business owners hate sales, sothis is going to be a great
conversation and very helpfultool for them, and sharing your
(14:03):
story is important for them tohear because it is all about
your past experiences.
I believe you know, for me andmy story, that could have been
the complete opposite.
I could have not been adoptedand grew, grown up in that
lifestyle for the, and probablybehind bars.
I mean, that's where mybiological dad was all the time.
From what I hear, never met him, but you know our stories could
(14:26):
have changed.
And so, for me, my story, I canempathize with business owners
because I know what it feelslike to have self doubt.
Am I doing this wrong?
Why is everybody else doingthis right?
But so, using your pastexperiences, your story is
critical.
But let's talk about the know,like and trust part, cause we
were talking about that beforeand you heard somebody say that
(14:48):
that's not important recentlyand I you and I were like what?
Because I'm all about know,like and trust.
I'm not going to buy fromsomebody A I don't trust and
then B I don't like because Idon't want to see you again.
Right, right, so let's talkabout your book and how that all
plays out.
Speaker 2 (15:04):
Yeah, and just I'm going to tie that back a little
bit to the muffler story becausethat became part of my branding
promise that I wanted to reallyknow and understand not only my
product but my product from thecustomer's perspective.
And you know that showed mycommitment, which is still part
(15:26):
of my branding promise.
You know, I want my customers,my clients, the people that I
work with, to succeed.
And now, who doesn't want tobuy from somebody that has that
attitude?
Now, as far as the know, likeand trust, when I think of know,
I don't think of someone thatyou know from a networking
(15:47):
meeting or someone that youheard on a podcast, or maybe
even somebody that you have arelationship with.
It's what do they think aboutyou when they think, okay, I
know Kay Miller, well, what do Iknow about her?
I know that she's an authority,that it's really important for
her to be at the top of her gameand for her to use all her
(16:08):
skills to help me.
So it's not just know, as inbeing an acquaintance.
As far as the like part, thelike part, one thing that I
always refer back to is a bookthat you've read everyone
listening you've read how to WinFriends and Influence People by
Dale Carnegie.
Well, to be liked, maybe youdon't have to be liked to be,
(16:33):
you know, sell someone something, but when your name comes up on
their caller ID, do they say,oh my gosh, can't wait to hear
from Kay.
Or do they think, oh my gosh,yeah, it's Kay, again Voicemail.
So so liking is important,because what if they like your
(16:53):
competitor and they don't reallylike you?
Even if, everything else beingequal, they're going to choose
someone they like.
And the interesting thing aboutgetting someone to like you is
to follow the advice in thatbook, to be likable, which
basically means to be interestedin the other person and a good
(17:14):
listener.
And you know we talked beforethe podcast and of course, your
job in this podcast is for youknow, to make me look good and
for me to share my information.
But I have a podcast too andI'm going to give it a little
plug Uncopyable Women inBusiness.
So I exclusively interview women, and when you hear me
(17:36):
interviewing other women, you'llsee it's the opposite.
You know I don't want to.
You know, have that be allabout me and my story.
I want to draw them out.
So, obviously, listening to beinteresting, all you really have
to be is interested.
So it's simpler than you think.
So if it's that easy, why not?
(17:59):
You know, be likable.
You know, when I'm friends andwith many of my clients and
customers, we have that kind ofrelationship where they say, oh
my gosh, I just had my firstgrandbaby.
Let me send you a video, youknow, and I ooh and ah.
And it's genuine, it's not fake.
But you know, we talk moreabout their lives than my life.
(18:21):
So being liked is veryimportant in my book.
Now, trust there's no businesswithout trust, absolutely.
That's why I feel like youreally need to show your
customer that you are investedin their success.
And then the book that we justwrote, my husband and I
co-authored.
I should give him credit.
(18:42):
His name is also easy to spellSteve Miller.
And if you're old, you knowwhat the Steve Miller band is.
And now I can't believe howmany youngsters I'll say you're
a youngster if you're maybeunder 30,.
Who's the Steve Miller band?
Speaker 1 (18:58):
Look it up, it's awesome.
Yes.
Speaker 2 (19:00):
Yes, so the last part of this book title is extremely
important.
Speaker 1 (19:07):
You're listening to Small Business Pivots.
This podcast is produced by mycompany, Boss.
Our business is helping yoursgrow.
Boss offers business loans withbusiness coaching support.
Apply in minutes and getapproved and funded in as little
as 24 to 48 hours atbusinessownershipsimplifiedcom.
(19:28):
If you're enjoying this podcast, don't forget to hit the
subscribe button and share it aswell.
Now let's get back to ourspecial guest.
Speaker 2 (19:58):
Now let's get back to be memorable.
And that's part of that storyidea.
And if you are an entrepreneur,small business owner, that
personal brand is very likelythe company brand.
You know, when I worked forWalker, when I was an outside
salesperson, I represented thecompany and that was their brand
.
But I didn't just have acompany brand, I had my own
(20:21):
brand.
Oh my gosh, I had my own brandand that was extremely important
to my success.
So, as you think about yourselfand your business, that you
present to prospects andcustomers, really to stand out
and be memorable is what reallygives you the edge to draw
people in and make them want todo business with you.
Speaker 1 (20:44):
Absolutely.
I agree with all of that.
So whoever said they didn'tagree, I disagree with them,
right, good, it's so important.
It's so important because youare the face of the business,
and so it's kind of what do theysay back in the old days?
Heard it from the horse's mouth, or you know something like
that.
It's like if I don't trust theowner, I don't trust the company
(21:06):
, Right, so?
or if I don't like the owner, Idon't like the company, or know,
like you said, that brandreputation you know, I may not
know this person actually, but Iknow people that know them and
if they tell me stories and theyall kind of align, I'm going to
(21:27):
kind of go with their story insome form or fashion.
So tell us about the book andhow an entrepreneur, where can
they get started?
Because I know a lot ofbusiness owners are like myself
when I was younger.
I'm not an introvert like I wasI had to work on that but a lot
of business owners areintroverts and that's why they
don't like sales.
How can we help them with thetools that you share in this
(21:48):
book and resources?
Speaker 2 (21:50):
Well, I like that you bring up that point.
I don't like sales.
I'm an introvert.
So many business owners start abusiness because of their
passion.
Now I'm an entrepreneur.
My husband and I have workedtogether for over 30 years in
business and and believe it ornot, we're still married.
We've been married for 38 years.
So I am an entrepreneur and our, our business was always based
(22:16):
around business goals.
But what if you like candles,you want to start making candles
?
Or you know you want to teachyoga or something else.
I mean, it could be somethingtotally unrelated to business.
And you think I don't likesales.
I'm not a salesperson.
Well, listen to this.
I've got some news for you.
If you don't sell your product,your brand, your service, no
(22:41):
one else is going to.
That's got to be your numberone priority as a business owner
.
And I just listened tosomething it might've been.
It was on a podcast.
It might've been your podcast.
I'm just going to say thatSomeone said you know I do have
the gift of gab, and that alwayskind of makes me chuckle.
(23:01):
I'm not saying that it's a badthing, because, guess what, I
have the gift of gab big time,but I think sometimes that works
more against you than for youBecause, as I said, listening is
more powerful in selling,listening and pulling out
details.
So if you are an introvert, youare, I think, more naturally a
(23:26):
listener, and that's actually anadvantage.
And also, as an introvert, youdon't come on so strong.
You know, I listen to variousbusiness podcasts and I'm not
going to call them out really,but but some of them are just,
they're so pushy.
They talk about how they givethe client you know, here's the
(23:46):
deal and the client says, well,I can't go that high, you know,
can you?
You know, give me somethingbetter?
It's almost like the used carthing where they say, well, let
me call my boss and see if I canget a better deal, and then
they just go out to their carfor a minute or whatever.
They hang up the phone.
Oh yeah, I talked to him and Iguess we could give you a little
(24:08):
better deal if we do somethingdifferent on the terms To me,
who wants to buy like that?
I don't want to buy like that.
Introverts, if you're listeningand you're an introvert, it's
probably going to take lessdiscipline than someone like me,
or maybe what Michael's turnedinto extrovert, that we've got
to hold ourselves back.
So you know it is hard.
(24:29):
You have to do things you'renot comfortable with.
In fact, I just talked to one ofmy consulting clients and she
needs to sell a product.
She's taking a product to atrade show and it's a big piece
of equipment and so she wants tosell it in that area rather
than ship it back.
So we use this really coolprogram.
(24:52):
It's called or I did, I did itfor her no data, no business.
So if you look that up, you canactually pick a geographical
region and list the kinds ofbusinesses that you want in that
area.
So she got that list.
Well, time is of the essence.
There's no time to be emailingor sending things or whatever.
And she said I'm just going tohave to pick up the phone and do
(25:14):
some cold calling, and shehates that.
She hates that.
Well, fortunately, she justlistened to one of the first
podcast episodes one of minewith a woman named Connie
Lefferts.
Now Connie is in her 80s nowand still runs a very successful
business.
And Connie talks about herfirst sales job was going door
(25:36):
to door selling cancer insurance.
Oh, my and she said you knowthat's worse than like being one
of the Mormons or Jehovah'sWitnesses, you know, to get the
door slammed in your face, butshe's also she's not an
extroverted person, so itdoesn't really.
It's more about about do youcare about what you're selling?
(25:59):
And she said you know if itwasn't right for them.
Next is you know the word you.
Who's next?
Uh, but she did it more bylistening and talking with that
person and until she got burnedout on that, she was very
successful.
So cold calling or doingsomething that you're
uncomfortable with, sometimesyou just have to do it.
(26:19):
I mean, I can't believe howmany you know.
I really tune into people whosay they're not confident and
some of my most successfulguests say oh, I have imposter
syndrome.
You know I'm doubting myself.
I hear people interviews withHollywood celebrities.
Oh my gosh, I never think I'mgoing to do it right.
I can't watch myself on filmthings like that.
(26:42):
So all of us none of us feellike we can take on the world
every day, and there might be anexception to the rule, but
really I think deep down all ofus have those insecurities.
So a big part of it is sayingokay, what is important.
And if you take the focus offyourself that's another big key
(27:03):
for me and say, okay, if I'mnervous, it's because how do I
sound, how do I look, how am Idoing?
And if you start thinkinginstead of the person, okay, how
do I want to help you listeningon this podcast.
I want you to get something outof this that will help you grow
your business, help you be moresuccessful.
So that is a way that you canget over that introverted part.
(27:26):
So there's a very long answerto your question.
Speaker 1 (27:29):
No, that's great and I do want to, you know, because
we're here to help people andimpact small business owners,
and I do want to give them acouple other tools that we offer
.
And that is DISC, DISCcertified.
So if people don't know whatthat is, that's predictable
behavioral traits.
So if you are coming acrosslike that pushy salesperson or
whatever, it just teaches youhow to recognize those traits so
(27:53):
you can kind of adjust yourcommunication style.
And then you mentioned theCarnegie book.
But something that reallyhelped me was Toastmasters.
I did it for a couple, threeyears and it really brought me
out of my shell, I will say forthe introverts, though if I
don't continue to practice thatmemory muscle in my head, I will
(28:15):
go back to an introvert.
I did kind of relapse a littlebit during the COVID years
because there weren't any eventsto speak at.
I speak in front of largeaudiences now with no problem,
but if I don't continue to usethose muscles, that
introvertness will never go away.
So those are a couple of toolsto help business owners, because
I know it can be frightening.
(28:35):
I remember when I first had tosell the very first time and it
freaked me out, you know.
But let's talk about your bookreal quick.
How can it help people?
You have two books and how doesthat help business owners?
Speaker 2 (28:50):
Well, I do want to touch on a couple of things.
I like your your point aboutthe disc profile, and of course
there are different.
You know a lot of differentMyers, briggs and Enneagrams and
and any of those that can helpyou read people.
And then also using your ownintuition to read people, and
I'm also I've been in inToastmasters I went a long time
(29:10):
ago actually, and this is kindof funny because I've always
been interested in humor and Ientered in a humor contest and I
bombed, and so it's.
You know it was humbling but itreally taught me a lot.
Like you said, a lot of it'sjust being comfortable in front
of people.
So, as far as my books, as wetouched on, sales is something
(29:36):
that if you're a small businessowner, entrepreneur, it probably
isn't in your ilk.
It may be if you're lucky, butit probably isn't.
So my sales book really givesyou the approach I'm talking
about Finding out about whatyour customer needs or what will
help them, things like sayingI'm not going to sell you
(29:57):
something unless I reallybelieve it will work for you and
walking away from a sale boy.
Talk about building trust.
You know, no, I'm not going tosell that to you Listening,
getting to know them, doing whatyou say you will, which I am
just always shocked.
I'm sure you experience thistoo when someone says, hey,
thanks for calling me back orthanks for following up.
(30:19):
You know, some of those beingbrilliant at the basics go a
long way really.
So so this my sales approach,which got me to number one and
has helped us build a very, youknow, profitable business all
these years, has been more justof a relational type of you know
(30:40):
back and forth, and all mysales career I've always been in
long-term potential clients.
You know sales that couldhappen over and over again.
I can sell new products to them, they could refer me to other
people and if they like me, whywouldn't I say you know?
Do you know anyone else who'sin your position, the position
(31:03):
that I've helped you with,because I'd be honored if you
would refer me.
And if you do, you betterbelieve I don't.
You know I want to make youlook good.
I won't do anything to make youlook bad.
So you know for me saying,talking about your branding
promise, who you are in theuncopyable sales book.
I talk about a woman who saidyou know I give white glove
(31:26):
service.
So what does that tell you?
White glove service that soundsgreat and she delivers on that
and so that's why people buyfrom her.
And in the sales book I have anexample of someone who said his
product is not the lowest priceproduct but he knows about
every manufacturer's rebate, heknows every new product that's
(31:49):
coming out and if they can't gettheir product he's been known
to hand deliver it to them,drive his truck out, you know,
in the snow.
And so he says what will abetter price do for you if you
are out of product?
And actually one of the thingshe says sells is toilet paper.
So hotels, industrially he'slike how's that going to help If
(32:11):
you're out of toilet paper?
At the Hilton in the middle ofthe night?
A better price is not going tosave you.
So those are all things tothink about as you look at sales
in a totally different way.
And as far as the branding book,I think it's really important
to know yourself.
You talked about the discprofile.
You know, do the disc onyourself, obviously, so that you
(32:33):
know.
You know who you are and takesome time to think what is
important to you.
And of course it can't bemaking a bunch of money.
That can't be number one.
Of course we hope that comesfrom number one, but number one
is what are my values and howcan I use those to help others
and to build my business?
And then you think about what wecall your moose, which that's
(32:55):
your target market.
And it comes from a story of ifyou were a moose hunter and you
went out into the forest andyou started, you know, trying to
hunt bear or deer, or, you know, rabbits or whatever, any of
that time that you spend withthem trying to pursue that
animal is not going to help youget your goal.
(33:16):
It's going to actually takeaway from your goal.
You know it's that opportunitycost.
So, finding out what'simportant to you, finding your
target market and then tying thetwo together, how can I, you
know, meld those together in away that's meaningful?
And then, of course, you haveto find out what's unique about
(33:36):
yourself.
What about you will appeal toyour moose.
One of them is a story like Icall myself Muffler Mama.
People call me Muffler Mama,and that represents something
that is very memorable orange myhusband and I, that's our
branding color.
You'll never see us withoutsome orange on, and if you have
(34:00):
to ask.
It might be our underwear, sodon't ask.
So if we can't see it, we knowwhat it is.
You don't want to know?
Yeah right, so you know.
But it could be language likethe moose.
You know what is it.
What can people say about KayMiller that they can't say about
anyone else?
Well, they can say she'smuffler mama.
They can say she's where's thecolor orange?
(34:26):
You know moose is her lingo.
If you look up any of those twoon the internet, I will come up
.
No one else will come up, andwith a name like Kay Miller.
You know that's not going tohelp me.
If your name is very unusual,that might help you, but I
encourage you listening.
What can you say about yourselfthat can't be said about anyone
else?
And it's like a recipe.
It's not one ingredient, it'show it all comes together and
(34:50):
what you stand for as your brandis.
You know it's.
You know the recipe and whatdifferent components you can use
and to represent yourself andto be memorable and meaningful
to your moose.
Speaker 1 (35:06):
Very nicely said.
Well, we've just barely dippedour toe in the water, but I
think we've piqued some interestto where people probably want
to know.
Where can I find out more aboutyou and do you have resources
to offer our listeners?
Speaker 2 (35:19):
Well, I appreciate that you liked the interview.
I've enjoyed it very much and,yes, you can find me on LinkedIn
.
I'm Miller Kay, so just Millerand then Kay.
I do have a gift, a free giftfor you.
Of course, I'm asking for youremail and you might hear more
from me, and if you don't likeit, you can unsubscribe.
(35:41):
But I have a five email seriescalled the five steps to
building a profitable personalbrand.
So five different emails thatwill get you started on that
journey and then, if you likewhat you read there, you know
you'll learn more about theresources that that I can help
you with.
Our website is beuncopyablecomand I am k at beuncopyablecom.
Speaker 1 (36:09):
Very nice.
Well listeners, I hope you signup for the email series I know
I'm going to.
I always end our shows with aquestion If we were in front of
an audience of small businessowners, all sizes of business,
years of business what's onething that could be applicable
to all of them?
It could be a quote, it couldbe a book they need to read, or
just some insights of helpingthem.
Speaker 2 (36:34):
Well, I'm going to go back to that Dale Carnegie book
because it's so simple and it'ssuch a good reminder.
All of us who's moreinteresting than us was into
botany and he asked him.
He said I know nothing aboutbotany.
(37:06):
Well, they spent the wholeevening talking.
The botanist was telling DaleCarnegie everything that was
involved and the next day hereported to the host of this
dinner party.
Dale Carnegie is so interesting, he's such a great
conversationalist so that eventhough we hear over and over,
you need to listen.
I love that book and that storybecause to be interested is to
(37:28):
be interesting.
Speaker 1 (37:30):
Very nicely said.
Well, you've been a blessing tomany.
We appreciate your time.
Speaker 2 (37:35):
Thank you, and thank you so much to everyone
listening.
I do wish you all the best.
Thank you, and thank you somuch to everyone listening.
I do wish you all the best.
Speaker 1 (37:40):
Thank you for listening to Small Business
Pivots.
This podcast is created andproduced by my company, boss.
Our business is growing.
Yours, boss, offers flexiblebusiness loans with business
coaching support.
Apply in minutes and getapproved and funded in as little
as 24 to 48 hours atbusinessownershipsimplifiedcom.
(38:02):
If you're enjoying this podcast, don't forget to hit the
subscribe button and share it aswell.
If you need help growing yourbusiness, email me at michael at
michaeldmorrisoncom.
We'll see you next time onsmall business pivots.
All right, welcome to another Small Business Pivots
podcast.
We have another special guestfrom around the world and, as I
say, week to week, only thebusiness owner can say their
name and the business like theycan.
So introduce yourself, please,and your business and just a
little something about you andone good thing about that name
(00:28):
is I never have to spell it.
Speaker 2 (00:29):
So that's a good thing and a bad thing because it
doesn't stand out, and I am theco-author of a new book called
Uncopyable you, and I should sayit's Uncopyable.
You Create a brand that getspeople to know, like trust and,
very importantly, remember you.
So this is all about personalbranding and, as we just talked
(00:50):
briefly, really that's a toughthing to do to really stand out
in today's world, and so I'vegot some killer advice to help
you the personal, you know, soloentrepreneur or business owner
to do that.
Speaker 1 (01:09):
Fantastic.
Well, let's introduce the show.
We'll come back and we'll getstarted, and we're also going to
find out why you're also knownas the muffler mama.
So we'll be right back.
Welcome to Small BusinessPivots, a podcast produced for
small business owners.
I'm your host, michael Morrison, founder and CEO of BOSS, where
we make business ownershipsimplified for success.
(01:29):
Our business is helping yoursgrow.
Boss offers business loans withbusiness coaching support.
Apply in minutes and getapproved and funded in as little
as 24 to 48 hours atbusinessownershipsimplifiedcom.
All right, welcome back to SmallBusiness Pivots.
(01:51):
Today we have Kay Miller, anumber one Amazon bestseller
book, also known as Muffler Mama.
But let's start with yourupbringing, because I know a lot
of business owners have mindsetissues, right, so they feel
like they're not qualified to bea business owner this, that or
another, and so sometimes whenwe're listening to podcasts,
(02:12):
there has to be something we canrelate to.
So for me myself, I waskidnapped by gunpoint as a small
child, kind of grew up as anintrovert, you know, and kind of
faced those challenges, wasn'tvery studious and you know, and
some business owners they justthink I'm too dumb to do this or
to be successful.
So what are some things thathow you grew up and then how you
(02:34):
started adulting so that yougot to where you're at today.
Speaker 2 (02:37):
Well, I'm happy to answer that, but I have to ask
is that true?
Were you kidnapped at gunpoint?
Speaker 1 (02:43):
This is life.
So, yes, it was when I was atoddler, yep, born into a
domestic abuse family, had anabusive biological father.
My mother tried to protect usand took us, my little brother
and I, to her dad's house.
My grandpa and he came overthere and kidnapped us, or
(03:05):
kidnapped me, the oldest, bygunpoint, and so then we were
put up in foster care.
So kind of a strange littlestory.
So I was.
I grew up in that kind ofatmosphere, a private, oh, I
would say kind of we went by alast name, alias when I was
growing up.
You know, we didn't have theInternet and stuff, so, but
(03:28):
people would try to track people.
So there was, it was kind of aneventful life, but it also kept
me very timid and lack ofself-doubt, nervous of other
people, you know those kinds ofthings.
So, yeah, absolutely know thosekinds of things.
So, yeah, absolutely so.
For me that was a hugechallenge to build my self-worth
, to believe that I could bewhat I want to be and not what
(03:49):
somebody else was trying to makeme.
So, yeah, absolutely, greatquestion, thanks for asking Wow,
well, great answer too.
Speaker 2 (03:55):
You know, I mean, that's horrible that it happened
and it also explains a lot.
Yeah right, exactly, justkidding, but I have nothing like
that.
But in my background.
Speaker 1 (04:08):
Everybody has a story .
Speaker 2 (04:09):
Yeah, I do, I have a story, but I grew up in an
incredibly normal family,especially compared to that, but
not an entrepreneurial family.
So my dad as in as it was backin the day a lot of times he
worked for one company hisentire life.
He met my mom at this big.
(04:30):
There's a real retailer inSeattle it's out of business now
, but it was around for ahundred years called Frederick
and Nelson, and they had a cafe,a cafeteria actually in the
basement, and he met my momthere.
She was a waitress and he was abus boy.
So, anyway, that's the kind ofbig, exciting stories I have in
(04:51):
my past.
But I did as a kid and teenagerI did like entrepreneurial
things and partly because Iliked money and I don't know
what my allowance was back thenbecause I'm 65 years old now I
think it was a quarter a week.
So that went further than thanit does today, you know, of
(05:14):
course, but I wanted to buythings, I wanted to have things,
and so I wanted to make money.
And until I got into thebabysitting years, which you
know were not that great, anyway, I wasn't super excited about
being a babysitter, but I lovedto sell things, and one of the
things.
Do you remember the little toycalled Creepy Crawlers?
(05:38):
Are you old enough to remember?
Speaker 1 (05:39):
that I do remember the name.
Yes, absolutely.
Speaker 2 (05:56):
Yeah, so you poured this glue stuff into a metal
tray and put it in the name yes,absolutely.
And at first just sell to myparents and my relatives.
And I noticed the further youget out from your nuclear family
, the more you can charge, right?
Your parents are like what wefeed you You've already learned
sales at that point.
And then, as I got even older,probably the best business model
(06:19):
I had and I also wrote a bookon sales Uncopyable Sales
Secrets had and I also wrote abook on sales Uncopyable Sales
Secrets One of the best businessmodels that I had was to sell
penny candy.
With a neighbor of mine and hewould go to the store and back
then again, olden days, youcould buy candy at 7-Eleven for
(06:41):
a penny and then we'd sell it tothe kids who were too young to
go to 7-Eleven.
We'd sell it for two cents.
That's a pretty darn goodprofit and I mean, you know,
unfortunately we ate quite a bitof our inventory.
So that was, you know, therewas a lot of shrinkage, as they
call it retail.
But you know, we made money andit was fun.
(07:02):
And one thing I really likedabout that was that we had
really happy customers.
I mean, there was no need tomarket or advertise.
We had word of mouth, no punintended, but you know, the kids
told other kids and so we hadthat that going and and I ended
up earning enough money toupgrade from my super dorky
(07:23):
Raleigh bike to a 10 speed,actually a 12 speed bike, and I
earned that money by sellingcandy.
So you know, and I you know,dennis I'm sure loved me too,
and all your friends, oh yeah,yeah, all my friends.
So.
So I thought, boy, sales is fun.
I mean really if you can sellthe right product or service.
(07:46):
And that's a big part of myphilosophy in sales and as an
entrepreneur or business owneris it's not forcing someone to
buy something they don't want tobuy.
That never works, unless youknow, maybe if you're selling
solar or you're selling you know, I don't know, one time I
bought a huge crate ofgrapefruit from a door-to-door
(08:06):
sales guy and you know, and hewould never, never came back.
So you know you can pressuresomeone into buying something
once.
But I'm sure you, as a listener, are not trying to do a
one-on-one sale.
You're in this for the longgame and so you know the mindset
around sales is just, it reallyis super important.
(08:29):
It's extremely importantbecause if you are helping
someone solve a problem orhelping them achieve something
that they want, what's wrongwith that?
In fact, I like to call sellinghelping, because if you're
doing that, hey, you're you, heyyou're doing good by doing good
, right.
So that's kind of where it camefrom.
(08:51):
And then I did go to college andI graduated with a degree in
business, because my husband, mydad, my dad split the cost of
college with me and he said I'mgoing to give you four years and
I want you to come out with adegree that will get you a job.
So that was my.
(09:12):
You know, those were mymarching orders.
So I got a degree in marketing,thinking that it would be
really cool to be in marketing,but unfortunately you had to be
an MBA for marketing really, orsome experience, and unless you
found a company that was dumbenough to hire a recent college
graduate to help you with yourmarketing.
(09:33):
So I ended up with a sales job.
So I was actually my first job.
I was the only female outsidesalesperson they had ever hired.
So that was a very interestingexperience and I did very well.
And so I was hired away byWalker Exhaust.
(09:54):
It still exists today and it'sa line of automotive exhaust
products.
So it was a very glamorousproduct line.
So it was a very glamorousproduct line Mufflers, catalytic
converters and pipes and thingsthat make a car not pollute as
much and make as much noise.
That was my product line and atthat point I was not the first
(10:17):
woman ever hired, but I was oneof just a few and I went on to
become the number onesalesperson out of the whole
company National Salesforce, andso, as just one of three or
four women, that was a big, hugedeal.
And I know we're getting.
We want to talk about smallbusiness, so I don't want to
(10:48):
dwell on this too long.
But the story, one of thestories that I feel was just
really so critical to my success, was the story that gave me the
nickname Muffler Mama.
And so you know, here I waswhat 25 years old by that time,
maybe very young and didn't knowanything about cars, you know,
except for driving one, ofcourse.
Then they didn't have backupcameras, so I had quite a few
accidents, but they were allgoing backwards, so that's no
(11:10):
longer a problem.
But I went to one of mydistributors and I said you know
, I really don't know aboutexhaust products, so I want to
go into one of the muffler shopsand I want to learn how to do
this myself.
So who can I talk to about that?
So they gave me one of theircustomers that they thought
(11:30):
would be good and open to thisidea and they were excited about
the idea.
Really, my experience as a womanin male-dominated fields has
been really interesting.
I feel like men are sometimesthey're whatever reluctant,
(11:51):
reticent or reluctant at firstbecause the credibility issue or
whatever.
But so many of them through mycareer have really embraced and
helped me.
So this customer I went in andI said will you teach me how to
weld, how to install a muffler?
And they just got a huge kickout of it and they said, of
course.
And then they looked down at myshoes which were penny loafers
(12:15):
I think at the time and theysaid you need to go to Red Wing
Shoe Store and get some steeltoe boots.
I'm like what.
So I did and that whole storyis in my book Uncopyable Sales
Secrets, and actually some of itis in Uncopyable you as well,
because that gave me thisnickname, muffler Mama.
(12:38):
It earned me huge respect withcustomers and prospects and the
people on my sales team.
You know the other salespeopleand sales management.
So one day that I spent in amuffler shop which, if you read
the story, it was pretty comical, but it has.
How many years later, 40 yearslater, it's still with me and
(13:02):
it's part of my personal brand,and so that story is something
that when you're listening, youas a listener, I really
encourage you to dig in and findthe stories that you have in
your past or that you can create.
That will make you stand out,make you unique, make you
(13:24):
uncopyable, because the way thatyour story unfolds will be
different, even if someone elsehas that similar story.
How you make it personal is acritical part of your personal
brand.
Speaker 1 (13:40):
Absolutely, and we talked earlier about people buy
from those they know, like andtrust, and so, just like you
were talking, I love.
Well, let me back up.
I love the way you framed sales.
Sales is fun, right, and I knowfor business owners most
business owners hate sales, sothis is going to be a great
conversation and very helpfultool for them, and sharing your
(14:03):
story is important for them tohear because it is all about
your past experiences.
I believe you know, for me andmy story, that could have been
the complete opposite.
I could have not been adoptedand grew, grown up in that
lifestyle for the, and probablybehind bars.
I mean, that's where mybiological dad was all the time.
From what I hear, never met him, but you know our stories could
(14:26):
have changed.
And so, for me, my story, I canempathize with business owners
because I know what it feelslike to have self doubt.
Am I doing this wrong?
Why is everybody else doingthis right?
But so, using your pastexperiences, your story is
critical.
But let's talk about the know,like and trust part, cause we
were talking about that beforeand you heard somebody say that
(14:48):
that's not important recentlyand I you and I were like what?
Because I'm all about know,like and trust.
I'm not going to buy fromsomebody A I don't trust and
then B I don't like because Idon't want to see you again.
Right, right, so let's talkabout your book and how that all
plays out.
Speaker 2 (15:04):
Yeah, and just I'm going to tie that back a little
bit to the muffler story becausethat became part of my branding
promise that I wanted to reallyknow and understand not only my
product but my product from thecustomer's perspective.
And you know that showed mycommitment, which is still part
(15:26):
of my branding promise.
You know, I want my customers,my clients, the people that I
work with, to succeed.
And now, who doesn't want tobuy from somebody that has that
attitude?
Now, as far as the know, likeand trust, when I think of know,
I don't think of someone thatyou know from a networking
(15:47):
meeting or someone that youheard on a podcast, or maybe
even somebody that you have arelationship with.
It's what do they think aboutyou when they think, okay, I
know Kay Miller, well, what do Iknow about her?
I know that she's an authority,that it's really important for
her to be at the top of her gameand for her to use all her
(16:08):
skills to help me.
So it's not just know, as inbeing an acquaintance.
As far as the like part, thelike part, one thing that I
always refer back to is a bookthat you've read everyone
listening you've read how to WinFriends and Influence People by
Dale Carnegie.
Well, to be liked, maybe youdon't have to be liked to be,
(16:33):
you know, sell someone something, but when your name comes up on
their caller ID, do they say,oh my gosh, can't wait to hear
from Kay.
Or do they think, oh my gosh,yeah, it's Kay, again Voicemail.
So so liking is important,because what if they like your
(16:53):
competitor and they don't reallylike you?
Even if, everything else beingequal, they're going to choose
someone they like.
And the interesting thing aboutgetting someone to like you is
to follow the advice in thatbook, to be likable, which
basically means to be interestedin the other person and a good
(17:14):
listener.
And you know we talked beforethe podcast and of course, your
job in this podcast is for youknow, to make me look good and
for me to share my information.
But I have a podcast too andI'm going to give it a little
plug Uncopyable Women inBusiness.
So I exclusively interview women, and when you hear me
(17:36):
interviewing other women, you'llsee it's the opposite.
You know I don't want to.
You know, have that be allabout me and my story.
I want to draw them out.
So, obviously, listening to beinteresting, all you really have
to be is interested.
So it's simpler than you think.
So if it's that easy, why not?
(17:59):
You know, be likable.
You know, when I'm friends andwith many of my clients and
customers, we have that kind ofrelationship where they say, oh
my gosh, I just had my firstgrandbaby.
Let me send you a video, youknow, and I ooh and ah.
And it's genuine, it's not fake.
But you know, we talk moreabout their lives than my life.
(18:21):
So being liked is veryimportant in my book.
Now, trust there's no businesswithout trust, absolutely.
That's why I feel like youreally need to show your
customer that you are investedin their success.
And then the book that we justwrote, my husband and I
co-authored.
I should give him credit.
(18:42):
His name is also easy to spellSteve Miller.
And if you're old, you knowwhat the Steve Miller band is.
And now I can't believe howmany youngsters I'll say you're
a youngster if you're maybeunder 30,.
Who's the Steve Miller band?
Speaker 1 (18:58):
Look it up, it's awesome.
Yes.
Speaker 2 (19:00):
Yes, so the last part of this book title is extremely
important.
Speaker 1 (19:07):
You're listening to Small Business Pivots.
This podcast is produced by mycompany, Boss.
Our business is helping yoursgrow.
Boss offers business loans withbusiness coaching support.
Apply in minutes and getapproved and funded in as little
as 24 to 48 hours atbusinessownershipsimplifiedcom.
(19:28):
If you're enjoying this podcast, don't forget to hit the
subscribe button and share it aswell.
Now let's get back to ourspecial guest.
Speaker 2 (19:58):
Now let's get back to be memorable.
And that's part of that storyidea.
And if you are an entrepreneur,small business owner, that
personal brand is very likelythe company brand.
You know, when I worked forWalker, when I was an outside
salesperson, I represented thecompany and that was their brand
.
But I didn't just have acompany brand, I had my own
(20:21):
brand.
Oh my gosh, I had my own brandand that was extremely important
to my success.
So, as you think about yourselfand your business, that you
present to prospects andcustomers, really to stand out
and be memorable is what reallygives you the edge to draw
people in and make them want todo business with you.
Speaker 1 (20:44):
Absolutely.
I agree with all of that.
So whoever said they didn'tagree, I disagree with them,
right, good, it's so important.
It's so important because youare the face of the business,
and so it's kind of what do theysay back in the old days?
Heard it from the horse's mouth, or you know something like
that.
It's like if I don't trust theowner, I don't trust the company
(21:06):
, Right, so?
or if I don't like the owner, Idon't like the company, or know,
like you said, that brandreputation you know, I may not
know this person actually, but Iknow people that know them and
if they tell me stories and theyall kind of align, I'm going to
(21:27):
kind of go with their story insome form or fashion.
So tell us about the book andhow an entrepreneur, where can
they get started?
Because I know a lot ofbusiness owners are like myself
when I was younger.
I'm not an introvert like I wasI had to work on that but a lot
of business owners areintroverts and that's why they
don't like sales.
How can we help them with thetools that you share in this
(21:48):
book and resources?
Speaker 2 (21:50):
Well, I like that you bring up that point.
I don't like sales.
I'm an introvert.
So many business owners start abusiness because of their
passion.
Now I'm an entrepreneur.
My husband and I have workedtogether for over 30 years in
business and and believe it ornot, we're still married.
We've been married for 38 years.
So I am an entrepreneur and our, our business was always based
(22:16):
around business goals.
But what if you like candles,you want to start making candles
?
Or you know you want to teachyoga or something else.
I mean, it could be somethingtotally unrelated to business.
And you think I don't likesales.
I'm not a salesperson.
Well, listen to this.
I've got some news for you.
If you don't sell your product,your brand, your service, no
(22:41):
one else is going to.
That's got to be your numberone priority as a business owner
.
And I just listened tosomething it might've been.
It was on a podcast.
It might've been your podcast.
I'm just going to say thatSomeone said you know I do have
the gift of gab, and that alwayskind of makes me chuckle.
(23:01):
I'm not saying that it's a badthing, because, guess what, I
have the gift of gab big time,but I think sometimes that works
more against you than for youBecause, as I said, listening is
more powerful in selling,listening and pulling out
details.
So if you are an introvert, youare, I think, more naturally a
(23:26):
listener, and that's actually anadvantage.
And also, as an introvert, youdon't come on so strong.
You know, I listen to variousbusiness podcasts and I'm not
going to call them out really,but but some of them are just,
they're so pushy.
They talk about how they givethe client you know, here's the
(23:46):
deal and the client says, well,I can't go that high, you know,
can you?
You know, give me somethingbetter?
It's almost like the used carthing where they say, well, let
me call my boss and see if I canget a better deal, and then
they just go out to their carfor a minute or whatever.
They hang up the phone.
Oh yeah, I talked to him and Iguess we could give you a little
(24:08):
better deal if we do somethingdifferent on the terms To me,
who wants to buy like that?
I don't want to buy like that.
Introverts, if you're listeningand you're an introvert, it's
probably going to take lessdiscipline than someone like me,
or maybe what Michael's turnedinto extrovert, that we've got
to hold ourselves back.
So you know it is hard.
(24:29):
You have to do things you'renot comfortable with.
In fact, I just talked to one ofmy consulting clients and she
needs to sell a product.
She's taking a product to atrade show and it's a big piece
of equipment and so she wants tosell it in that area rather
than ship it back.
So we use this really coolprogram.
(24:52):
It's called or I did, I did itfor her no data, no business.
So if you look that up, you canactually pick a geographical
region and list the kinds ofbusinesses that you want in that
area.
So she got that list.
Well, time is of the essence.
There's no time to be emailingor sending things or whatever.
And she said I'm just going tohave to pick up the phone and do
(25:14):
some cold calling, and shehates that.
She hates that.
Well, fortunately, she justlistened to one of the first
podcast episodes one of minewith a woman named Connie
Lefferts.
Now Connie is in her 80s nowand still runs a very successful
business.
And Connie talks about herfirst sales job was going door
(25:36):
to door selling cancer insurance.
Oh, my and she said you knowthat's worse than like being one
of the Mormons or Jehovah'sWitnesses, you know, to get the
door slammed in your face, butshe's also she's not an
extroverted person, so itdoesn't really.
It's more about about do youcare about what you're selling?
(25:59):
And she said you know if itwasn't right for them.
Next is you know the word you.
Who's next?
Uh, but she did it more bylistening and talking with that
person and until she got burnedout on that, she was very
successful.
So cold calling or doingsomething that you're
uncomfortable with, sometimesyou just have to do it.
(26:19):
I mean, I can't believe howmany you know.
I really tune into people whosay they're not confident and
some of my most successfulguests say oh, I have imposter
syndrome.
You know I'm doubting myself.
I hear people interviews withHollywood celebrities.
Oh my gosh, I never think I'mgoing to do it right.
I can't watch myself on filmthings like that.
(26:42):
So all of us none of us feellike we can take on the world
every day, and there might be anexception to the rule, but
really I think deep down all ofus have those insecurities.
So a big part of it is sayingokay, what is important.
And if you take the focus offyourself that's another big key
(27:03):
for me and say, okay, if I'mnervous, it's because how do I
sound, how do I look, how am Idoing?
And if you start thinkinginstead of the person, okay, how
do I want to help you listeningon this podcast.
I want you to get something outof this that will help you grow
your business, help you be moresuccessful.
So that is a way that you canget over that introverted part.
(27:26):
So there's a very long answerto your question.
Speaker 1 (27:29):
No, that's great and I do want to, you know, because
we're here to help people andimpact small business owners,
and I do want to give them acouple other tools that we offer
.
And that is DISC, DISCcertified.
So if people don't know whatthat is, that's predictable
behavioral traits.
So if you are coming acrosslike that pushy salesperson or
whatever, it just teaches youhow to recognize those traits so
(27:53):
you can kind of adjust yourcommunication style.
And then you mentioned theCarnegie book.
But something that reallyhelped me was Toastmasters.
I did it for a couple, threeyears and it really brought me
out of my shell, I will say forthe introverts, though if I
don't continue to practice thatmemory muscle in my head, I will
(28:15):
go back to an introvert.
I did kind of relapse a littlebit during the COVID years
because there weren't any eventsto speak at.
I speak in front of largeaudiences now with no problem,
but if I don't continue to usethose muscles, that
introvertness will never go away.
So those are a couple of toolsto help business owners, because
I know it can be frightening.
(28:35):
I remember when I first had tosell the very first time and it
freaked me out, you know.
But let's talk about your bookreal quick.
How can it help people?
You have two books and how doesthat help business owners?
Speaker 2 (28:50):
Well, I do want to touch on a couple of things.
I like your your point aboutthe disc profile, and of course
there are different.
You know a lot of differentMyers, briggs and Enneagrams and
and any of those that can helpyou read people.
And then also using your ownintuition to read people, and
I'm also I've been in inToastmasters I went a long time
(29:10):
ago actually, and this is kindof funny because I've always
been interested in humor and Ientered in a humor contest and I
bombed, and so it's.
You know it was humbling but itreally taught me a lot.
Like you said, a lot of it'sjust being comfortable in front
of people.
So, as far as my books, as wetouched on, sales is something
(29:36):
that if you're a small businessowner, entrepreneur, it probably
isn't in your ilk.
It may be if you're lucky, butit probably isn't.
So my sales book really givesyou the approach I'm talking
about Finding out about whatyour customer needs or what will
help them, things like sayingI'm not going to sell you
(29:57):
something unless I reallybelieve it will work for you and
walking away from a sale boy.
Talk about building trust.
You know, no, I'm not going tosell that to you Listening,
getting to know them, doing whatyou say you will, which I am
just always shocked.
I'm sure you experience thistoo when someone says, hey,
thanks for calling me back orthanks for following up.
(30:19):
You know, some of those beingbrilliant at the basics go a
long way really.
So so this my sales approach,which got me to number one and
has helped us build a very, youknow, profitable business all
these years, has been more justof a relational type of you know
(30:40):
back and forth, and all mysales career I've always been in
long-term potential clients.
You know sales that couldhappen over and over again.
I can sell new products to them, they could refer me to other
people and if they like me, whywouldn't I say you know?
Do you know anyone else who'sin your position, the position
(31:03):
that I've helped you with,because I'd be honored if you
would refer me.
And if you do, you betterbelieve I don't.
You know I want to make youlook good.
I won't do anything to make youlook bad.
So you know for me saying,talking about your branding
promise, who you are in theuncopyable sales book.
I talk about a woman who saidyou know I give white glove
(31:26):
service.
So what does that tell you?
White glove service that soundsgreat and she delivers on that
and so that's why people buyfrom her.
And in the sales book I have anexample of someone who said his
product is not the lowest priceproduct but he knows about
every manufacturer's rebate, heknows every new product that's
(31:49):
coming out and if they can't gettheir product he's been known
to hand deliver it to them,drive his truck out, you know,
in the snow.
And so he says what will abetter price do for you if you
are out of product?
And actually one of the thingshe says sells is toilet paper.
So hotels, industrially he'slike how's that going to help If
(32:11):
you're out of toilet paper?
At the Hilton in the middle ofthe night?
A better price is not going tosave you.
So those are all things tothink about as you look at sales
in a totally different way.
And as far as the branding book,I think it's really important
to know yourself.
You talked about the discprofile.
You know, do the disc onyourself, obviously, so that you
(32:33):
know.
You know who you are and takesome time to think what is
important to you.
And of course it can't bemaking a bunch of money.
That can't be number one.
Of course we hope that comesfrom number one, but number one
is what are my values and howcan I use those to help others
and to build my business?
And then you think about what wecall your moose, which that's
(32:55):
your target market.
And it comes from a story of ifyou were a moose hunter and you
went out into the forest andyou started, you know, trying to
hunt bear or deer, or, you know, rabbits or whatever, any of
that time that you spend withthem trying to pursue that
animal is not going to help youget your goal.
(33:16):
It's going to actually takeaway from your goal.
You know it's that opportunitycost.
So, finding out what'simportant to you, finding your
target market and then tying thetwo together, how can I, you
know, meld those together in away that's meaningful?
And then, of course, you haveto find out what's unique about
(33:36):
yourself.
What about you will appeal toyour moose.
One of them is a story like Icall myself Muffler Mama.
People call me Muffler Mama,and that represents something
that is very memorable orange myhusband and I, that's our
branding color.
You'll never see us withoutsome orange on, and if you have
(34:00):
to ask.
It might be our underwear, sodon't ask.
So if we can't see it, we knowwhat it is.
You don't want to know?
Yeah right, so you know.
But it could be language likethe moose.
You know what is it.
What can people say about KayMiller that they can't say about
anyone else?
Well, they can say she'smuffler mama.
They can say she's where's thecolor orange?
(34:26):
You know moose is her lingo.
If you look up any of those twoon the internet, I will come up
.
No one else will come up, andwith a name like Kay Miller.
You know that's not going tohelp me.
If your name is very unusual,that might help you, but I
encourage you listening.
What can you say about yourselfthat can't be said about anyone
else?
And it's like a recipe.
It's not one ingredient, it'show it all comes together and
(34:50):
what you stand for as your brandis.
You know it's.
You know the recipe and whatdifferent components you can use
and to represent yourself andto be memorable and meaningful
to your moose.
Speaker 1 (35:06):
Very nicely said.
Well, we've just barely dippedour toe in the water, but I
think we've piqued some interestto where people probably want
to know.
Where can I find out more aboutyou and do you have resources
to offer our listeners?
Speaker 2 (35:19):
Well, I appreciate that you liked the interview.
I've enjoyed it very much and,yes, you can find me on LinkedIn
.
I'm Miller Kay, so just Millerand then Kay.
I do have a gift, a free giftfor you.
Of course, I'm asking for youremail and you might hear more
from me, and if you don't likeit, you can unsubscribe.
(35:41):
But I have a five email seriescalled the five steps to
building a profitable personalbrand.
So five different emails thatwill get you started on that
journey and then, if you likewhat you read there, you know
you'll learn more about theresources that that I can help
you with.
Our website is beuncopyablecomand I am k at beuncopyablecom.
Speaker 1 (36:09):
Very nice.
Well listeners, I hope you signup for the email series I know
I'm going to.
I always end our shows with aquestion If we were in front of
an audience of small businessowners, all sizes of business,
years of business what's onething that could be applicable
to all of them?
It could be a quote, it couldbe a book they need to read, or
just some insights of helpingthem.
Speaker 2 (36:34):
Well, I'm going to go back to that Dale Carnegie book
because it's so simple and it'ssuch a good reminder.
All of us who's moreinteresting than us was into
botany and he asked him.
He said I know nothing aboutbotany.
(37:06):
Well, they spent the wholeevening talking.
The botanist was telling DaleCarnegie everything that was
involved and the next day hereported to the host of this
dinner party.
Dale Carnegie is so interesting, he's such a great
conversationalist so that eventhough we hear over and over,
you need to listen.
I love that book and that storybecause to be interested is to
(37:28):
be interesting.
Speaker 1 (37:30):
Very nicely said.
Well, you've been a blessing tomany.
We appreciate your time.
Speaker 2 (37:35):
Thank you, and thank you so much to everyone
listening.
I do wish you all the best.
Thank you, and thank you somuch to everyone listening.
I do wish you all the best.
Speaker 1 (37:40):
Thank you for listening to Small Business
Pivots.
This podcast is created andproduced by my company, boss.
Our business is growing.
Yours, boss, offers flexiblebusiness loans with business
coaching support.
Apply in minutes and getapproved and funded in as little
as 24 to 48 hours atbusinessownershipsimplifiedcom.
(38:02):
If you're enjoying this podcast, don't forget to hit the
subscribe button and share it aswell.
If you need help growing yourbusiness, email me at michael at
michaeldmorrisoncom.
We'll see you next time onsmall business pivots.
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