March 25, 2023 • 39 mins
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Recorded 3/23/23.
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Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Mark Kanty (00:00):
Welcome to the upscale your business podcast,
the show for coaches,consultants, and those
considering becoming one. Listento learn the strategies mindsets
and processes for gettingclients and creating an online
income stream. Join your hosts,Jaimie Skultety, marketing
strategist and Mark Kantyclarity coach, as they share
(00:23):
their knowledge and expertise byhelping you design a business
that works. Learn more aboutJaimie, Mark and their
proprietary upscale method atupscale your business.com. Now
here's Jamie and mark withtoday's episode, go ahead and
charge forward, Jamie whileyou're letting people in and and
(00:45):
just a quick reminder, those ofus that you know those of you
who are coming to the call rightnow have been on the call before
or those who are regulars thatwe do this every Thursday. And
that there's a couple of thingsto know about this call is this,
this part of the call isintended to give you some good
valuable information that youcan apply and use in your
(01:08):
coaching business. And thenwe'll transition into our client
only call after this. So we alsoinvite our clients to come here.
And we're so happy when they docome. Because they get
reinforcement as to what we'rewe're working on. Not that it's
necessarily in the same order aswhat they're currently working
on. But just a little backgroundto everybody there. So I'm going
(01:29):
to go ahead and share my screenand get the right screen up
here. And I'll just mention realquick as you're doing that mark,
we've got everybody muted. Sothat Mark can present without
interruption. But feel free toyou know, quick questions,
comments. And also we're goingto invite you to as we always
say, play with us in thesandbox, put in your comments,
(01:50):
Mark, we'll be asking questions,we will be opening up for, you
know, for you to unmute, and aska question live and get some
interaction going at the end. Soyeah, we try to keep these tight
these calls. So yes, definitelyget started. Mark. Thank you,
Jamie. And all really greatpoints. And as I always say is
(02:11):
don't be a spectator, be aparticipant, you're in business.
So you've stepped into thatarena. So you're in the arena,
you're on the floor, you're inthe ring, whatever you want to
use as a metaphor. But this isthe time to participate, to ask
your questions to be involved.
So I'm going to be pushing youand and inviting you to play in
the sandbox with me and toparticipate in the topic that we
(02:34):
have today. So today, we'regoing to talk about enhancing
your coaching business strategy,when it comes to actually
speaking with people when itcomes to speaking with prospects
when it comes to the salesprocess, if you will. And we're
going to talk specifically aboutthe benefits of a two step
consultation process. So as Imentioned, this, this fits into
(02:58):
the client kind of acquisitionportion of our program, it's
actually towards the end of ourprogram. This is Step nine, in
the nine step upscale methodthat we work with. So this is a
part of that step where we gointo this concept. So how does
this fit? What is this and whatare we going to cover today?
(03:18):
Well, we're going to cover how atwo step consultation can
actually provide a personalizedand attentive experience and can
help you build trust. We'regoing to talk about how to
uncover your prospects needs, soyou can help them achieve
significant outcomes. And we'regoing to talk about why a two
step consultation provides acompetitive edge in enhancing
your reputation as a coachcommitted to providing high
(03:41):
quality transformativeexperiences. So how can this is
important? What's this allabout? And why should they even
consider doing this? Well,establishing trust is essential
to turning a prospect into aclient. There's no other way to
do and a lot of people come tous, Jamie and I and work with
us. And we know what's in theirmind. And sometimes they even
(04:02):
verbalize it in that. How can Iget business on autopilot? How
can I avoid all this? Jamiecalls icky sales stuff. But the
reality is we're in the businessof building relationships, and
you're not a commodity, you'renot selling widgets at the
cheapest possible way or in thefastest way possible in the
marketplace. You're having tobuild relationships because
(04:25):
you're solving relationshipproblems, regardless of what
type of coaching you do.
When you slow down your salesprocess, you actually increase
the value of your offer. Thinkabout that for a minute. You
know, when we're being sold toor when we're in a sales
environment. Isn't that true?
That something that's beingpeddled or you know, that we
might consider cheap it seems tohave the most intensity around
(04:49):
it the most pushing the mostrushing, that goes on. That
happens but when when a salesprocess is slow down, it takes
time I think of Realtors forexample. but most of them are
great salespeople. But they'regreat at building relationships
and spending time because thevalue is so high, it's so
important. It also mattersbecause it places your
priorities where they need tobe. And we'll talk about that in
(05:11):
a minute. I want to encourageyou to stick around as always,
we've got a little gift for youat the end of the call here as a
bribe to get you to stickaround. And one of the other
things that I want to invite youto do too, is people say, Why do
you do this for free while we dothis, so that we can kind of pay
(05:32):
it forward? Let you know what wedo and who we are, we we're
doing this, our purpose is tobuild relationship with you,
with the thinking that if yousee a fit, and that you think,
hey, these guys can help mefurther than we'll have a
conversation and see if that'sthe reality. That's one of our
motivations. How do we keepdoing this? How do we keep
getting better at it? How do wekeep our motivation up through
(05:53):
your feedback. So I'm going tobring this up right now. And I'm
going to remind you again, oneof the ways that you can pay us
for this valuable information,seriously, something that you
could pay hundreds, maybe even1000s of dollars to attend a
webinar like this, that you'regetting for free. What's the
cost of the ticket feedback,give us feedback, that's all we
asked for, in return. So we'regonna, we're gonna give you a
(06:17):
link to go there and to give usfeedback at the end of the
presentation. As a matter offact, we might even pop that
link up sooner rather thanlater, just in case you need to
pop out earlier. So let me askyou a question about
Unknown (06:29):
all of this. Up dread sales calls.
Mark Kanty (06:35):
Take Yes, in the chat for me, if this is
something that makes you shiverand makes you uncomfortable, the
concept of what we would call asales call. And I'll wait for
Jamie to give me a nod or giveme some feedback if anybody's
playing with me. And hopefully,some people on the call have
don't dread them. And we did aby the way, we did a a talk on
(07:00):
this back about a month or soago, on the dreaded sales call.
But we're gonna we're gonna godeeper, we're gonna go into a
portion of that, if you will. SoI want to let you know we're
getting we're getting somefeedback. Some people say yeah,
and you know what, I have to saythat I used to be that person,
it was very uncomfortable for mewhen somebody popped on my
calendar. And years ago, Ilearned tools and skills and
(07:22):
mindset to learn to love thosecalls. Yesterday, I had a couple
of calls that were just sopassionate, so in depth, and I
gotta tell you that reallyfloats my boat. I can't wait to
have calls like that. So I wantyou to be there too. Because
you're not alone. Most people doview sales in a negative
context. And let me see if I canshed some light on not only why
(07:45):
that is a little bit, but howyou can get over that and how
you can let that go, if youwill.
Unknown (07:51):
So let me ask you another question. What's your
number one priority? When youthink about getting on
Mark Kanty (07:59):
a call with somebody about your services, what would
you say is your number onepriority? And I'm going to give
you a couple options? And by nomeans is this an exhaustive
list? Is your number onepriority? When you first get on
that call to build rapport?
Making sure they like you? Isthat what you think your first
interaction with somebody is allabout? Is it snowing? Having
them know what you do? And howyou get them results? Is it
(08:22):
making the sale closing thedeal? Getting the order
collecting the credit card?
Again, play with me in thesandbox here and give me give me
one of those or whatever else ison your mind what you think your
number one priority is?
Unknown (08:41):
We're getting one.
Okay. Awesome.
Jaimie Skultety (08:48):
Some ones even.
Even if you think it's not yourright answer, like put in put in
what your what comes out? Yes.
We're not going to call you out.
We mean, say what your numberis,
Mark Kanty (08:59):
say what your number is, but we're not going to call
you. Anyone's lots of ones.
Okay, great. So let's let's kindof dissect these a little bit
and spend just a moment on eachone, I'm going to suggest to you
something that maybe iscounterintuitive. And that's
number one, building rapport,although it typically happens is
(09:19):
not a priority. A lot of peopletalk about people knowing liking
and trusting you the liking kindof being the rapport part. But
I'm going to suggest to you thatpeople don't have to like you at
all. I'm going to suggest to youthat sometimes you need to break
rapport in order to get changeto happen. And I think this is a
(09:40):
process that happens for manypeople is when they get into
conversation, they're so focusedon making a friend on building
rapport, that they have thiswonderful chat and then the call
ends and nothing constructivereally comes from it. Why is
that? Because people don'tnecessarily need to like Whew.
But they do need to trust thatyou're the one that's going to
(10:02):
get them what they're lookingfor. If I'm sick, and I have to
call the ambulance or 911, andthose firemen or ambulance or
whoever, you know, the firstresponders are the bang through
the door.
Unknown (10:19):
Do I have to like them, I could care
Mark Kanty (10:22):
less what they look like, or whether I liked them or
what their demeanor is, I needthem to save my life. No matter
of fact, personal experience, Iwas in a bad car accident when I
was in my early 20s. Really bad.
Like, I was in ICU for threeweeks, I couldn't breathe, I was
on a respirator. A lot of mybody was crushed and damaged.
And the fellow who saved mylife, the thoracic surgeon in
(10:45):
ER, was not only known as thesupreme asshole of the hospital,
excuse my French, but he was anextreme asshole to me, he was a
jerk. This guy had no bedsidemanner, and he was so easy to
hate. I mean, literally, withinan instant, you could dislike
(11:06):
this man. And he was like thiswith everybody. Everybody said
the same thing about him.
Unknown (11:11):
And yet he saved my life. Did you have to have
rapport
Mark Kanty (11:15):
with me? No, he had to get the job done. And that's
what was critical. So I want tokind of look at that that way,
just let you know about that.
Knowing what you do and how youget results. Well, that comes
back. I'm glad I don't know ifanybody said number two. But
that comes back to that oldsaying, people don't care how
much you know, until they knowhow much you care. So you can
and that's a flip, right? That'snot about rapport. Caring is
(11:37):
about understanding someone'spain, and not getting a meshed
in it not getting engaged inthat to a level where you're
participating in the pain, butthat you're the stable resource
for them and making the sale?
Well, you know what, that's boldstick, isn't it? Making the sale
is a natural byproduct of areally good and healthy sales
(12:01):
process. So what do I believe isyour number one priority, I
believe your number onepriority, when you first engage
with somebody is discoveringwhat your prospect wants.
Unknown (12:15):
It's as simple as that,
Mark Kanty (12:17):
discovering what they want. Because until we know
that until we get clarity onthat, and by the way, oftentimes
what they think they want is notwhat they really want. So it
takes a little bit of dialogue.
And if you're if you focus onthat as your priority, getting
to understand what somebodyreally, really, really wants,
then everything else from thereon can work. So let's talk about
(12:39):
this in terms of a salesprocess, if you will. Here's an
example. Here's a model, if youwill. And I love this, I came
across this a while ago andswipe this. But this idea of
suspect, I think, a years ago, Iremember hearing that and I
laughed, I thought that is sotrue, it resonates so true is
that when people first comeacross you or an idea or a
(13:02):
concept that might solve theirproblem, they immediately go
into this suspicious mode. Andthey're a suspect to you. In
other words, you suspect thatyou may be able to help them,
but you're not quite sure. Soit's a two way street. You're
both in a suspicious mindset.
Unknown (13:21):
I love that.
Mark Kanty (13:22):
I think that's so cool. And the next level to that
is then becoming a prospect.
Because when we're suspicious,that automatically puts us in a
mindset of figuring out whetherwe're our assumptions are true.
And whether we're on the righttrack is this the suspect, think
about crime, my love, my wifeloves crime, those true life
crime dramas, and, you know, thethose sorts of things that that
(13:43):
she watches, and that idea of,you know, the cops finding a
suspect, and then they have togo through a validation process.
So I think this is reallyimportant from the context of
getting to know somebody is youwant to be suspicious, you want
to look them as a suspect. Andyou can even say this to
somebody right up front and say,I suspect based on what I've
(14:04):
seen that I might be able tohelp you. But I'm really not
sure. So I need to ask you somequestions, I need to get to know
you a little bit better, andknow where you're at what you're
looking for, in order todetermine whether there's a fit.
Unknown (14:22):
Isn't that more comfortable
Mark Kanty (14:24):
and easier and less dreaded than coming on thinking
you have to pitch somebody onhow your great program works. So
what I'm suggesting here is thatyou slow things down. And this
is where that first interactionwith somebody can really, really
be powerful. If you just spendthose few minutes figuring out
(14:45):
whether they really are asuspect that can move to a
prospect or not. There are somereal benefits to this. Jamie and
I call this a coffee call. Jamiecalls it a coffee call I should
say I call it too because sheturned she turned me on to that
phrase, but it If we think aboutit that way, if we think about
it as a coffee call, I love thesymbolism in that, in that, you
(15:07):
know, it's that quick little1015 minute chat, to see whether
there's an opportunity here forus to move forward or not,
Unknown (15:15):
takes all the pressure off. So I would suggest
Mark Kanty (15:20):
you that this is something you can really
incorporate into what you do, bynot rushing, having a clear
understanding of what yourprospects really want. And the
first call is your opportunityto do that research, take that
pressure off of yourself, theidea of being able to
communicate, sometimes evenverbally, I'm not here to sell
(15:42):
you anything. I'm here to listenand understand what you need
want and value, I always keepthat phrase in my mind, I want
to know what somebody needs,what they want, and what they
value. If I can determine thosethree things, and I can
determine whether there's a fit.
And all three of those areimportant. By the way, somebody
can have a need that I cansatisfy, they can have, they can
(16:03):
want what I have to offer, butif our values aren't aligned,
Unknown (16:08):
sorry, I can't do business with you.
Mark Kanty (16:12):
So those are three critical things for me. So what
we're trying to identify in thisfirst call is we're trying to
identify, first of all, and Italked about this, if you if you
didn't see it, I would encourageyou to dig through the Facebook
group and go back and watch thedreaded. I can't remember what
we call it. What did we call it?
Jamie? It was called the was
Jaimie Skultety (16:30):
like turn trended sales calls into your
favorite business buildingactivity,
Mark Kanty (16:34):
something like that.
There you go. I love it. Greatheadline, by the way, if we
didn't use that well. So in thatwe talked about what are we
looking for? What are we tryingto agree upon when we have a
call with somebody. So these arekind of fundamental agreements
that we can start to even justget a handle on a couple of them
in that initial call. Number oneis we both agree that you want
(16:54):
better outcomes than you'regetting. Now. If we can't agree
on that, then what's the sensein carrying on any kind of
relationship or conversation.
I'm not here to persuade you ordrag you along or convince you
of something that might be goodfor you. But if we agree that
(17:15):
you want something that youaren't getting right now that
you want a better outcome, thenwe can go to the next thing. The
next agreement is that we bothagree that getting a better
result is possible. A lot ofpeople leave that out. But it's
important. Because a lot ofpeople are in a mindset state
where they given up, they don'teven believe that a better
(17:35):
result is possible. So sometimeswe need to have a conversation
about that. And again, Jamie andI have had many conversations
where we've had to part companywith people we know we could
have helped. But because theywere so embedded in the idea
that getting a result was noteven possible for them anymore,
we had
Unknown (17:52):
to walk away.
Mark Kanty (17:56):
So these are a couple of things that we want to
try and establish in that firstmeeting with somebody. Now, let
me take you to another concepthere, which is the funnel, and
the sales funnel, the salesprocess, it all fits together.
So if we think about this, it'sthe first step. And the top of
(18:16):
the funnel is the awarenessstage, becoming aware of each
other. And in sales lingo, wecall this qualifying right, so
we do that, in that initialmeeting, where we qualify, we
define the prospect needs, youcan see them in the discovery
section. Having thatconversation to begin with is
(18:36):
really critical. Because if wecan do that in a first step in
10, or 15 minutes with somebody,it's gonna say both of us a lot
of time, money, energy and andgrief, if we can't come to some
sort of agreement is that betterthan spending an hour an hour
and a half, trying to beatsomebody up or drag them through
the mud and persuade andconvince them, try and talk
(18:58):
somebody into something? I knowit is for me, I never want to be
in that situation. So that firstcall is really critical. Now I
want to bring up one other ideaabout this first call.
Unknown (19:11):
Sorry, I shouldn't have jumped there is that if you're
not,
Mark Kanty (19:17):
if your funnel isn't producing a point where at least
20% or more are signing ontoyour services, and that you're
feeling like there's a real goodpredictable rhythm, then I would
suggest to you that adding inthat first 15 minute coffee call
will really benefit you. And I'malso going to suggest that if
(19:38):
this is unfamiliar territory toyou. In other words, if you're
new to this, if you haven't beendoing if you don't have a proper
prospecting sales funnelworking, then this is really
critical. It's essential. Andthe reason I bring that up, and
the reason I think it'sessential is because you're
still in the learning phase. Andthat initial call is an
(19:59):
opportunity needing for you tolearn and do your research. So
take the pressure off of havinga sell anybody anything. And use
that opportunity to get to knowwhat people need and what they
want, because then that's goingto make you so much more
powerful in your marketing,messaging and everything else
that you do. Because the moreyou clarify that, the more
(20:21):
you're going to be aligned withwhat your clients truly do need,
want and value.
Unknown (20:28):
So think about it that
Mark Kanty (20:29):
way. My first call is your first 10, your first 15,
your first 25, your first 100are all about gathering intel
affirming and confirmingassumptions that you're making
about people about yourprospect, asking them questions,
and when you're wrong, gettingthem to tell you why you're
(20:50):
wrong.
Unknown (20:54):
So we came to this
Mark Kanty (20:54):
call. And my assumption was that you are
looking for this, am I on theright path? No, I'm not looking
for that at all. One of my salesmentors used to say, this was
back when I was in the Marinebusiness. And he said, when
people come into your showroom,they're not looking to buy a ham
sandwich. And that was back inthe old retail Dale days brick
(21:18):
and mortar when people werewalking into a showroom, you
knew what they were there for.
But well, we're in the coachingand consulting space, we need to
verify all of that we don't knowfor certain what people are
there for. So we need to slow itdown and take that opportunity
to get to know them in terms ofwhat they're really looking for.
Before we can even take it onestep further.
Unknown (21:40):
Jamie, you're a master at
Mark Kanty (21:44):
this. So I've deliberately got a blank screen
up right now because I'm goingto bring up another question
here. But but I'd love Jamie'sinput because Jamie is a master
at the coffee call. And that'sthat's something that she does
daily with people. So I'd loveyour you to jump into the
sandbox here and give us yourlessons.
Jaimie Skultety (22:06):
Well, full disclosure, I'm a master at the
coffee call, because I'm reallyterrible at the sales part. But
no, it's the that is it isabsolutely critical. And it
really has made a big differencein everything that we do
together. But even if you're asolopreneur, and you're doing
this on your own it, it's justso critical that you do get
those agreements that you knowthat there is a need. And by
(22:29):
setting it up where there is nopressure, one of the first
things I say when I get on thatcall is I'm not here, don't feel
like I'm gonna make you pull outyour credit card. We're not
we're not going there. That'snot at all where this call is
going. And so it really iscritical. I do have a list of
questions. I skip around or i iwill adapt based on the
conversation. But I really wantto uncover very specific things.
(22:51):
And depending on how theconversation goes, then I
customize the conversation basedon that. But it is really
important that you get thoseagreements in place, and then
that you find that there's someinterest and if so, then You've
piqued their curiosity, youknow, then it's like, well,
what's next? Yeah,
Mark Kanty (23:07):
yeah. So you're building anticipation and value
right. Sometimes I'll do this. Iknow, it's kind of crass. Jamie
cringes sometimes, but I use thekind of the dating metaphor. And
this is another one that fitswith that, you know, you think
about that, you know, if we canrecall those days, particularly
as a guy, you know, the the galthat you had to romance and you
(23:29):
had to go on date after date.
And was you know, before sheeven gives you a peck on the
cheek
Unknown (23:35):
made you want it even more. It built the value of
Mark Kanty (23:39):
the relationship.
And it's the same thing here.
Now I don't want to I don't wantto minimize the other aspect of
this, though, is the Intel partis getting to know your
marketplace. And this never endsJamie and I've been doing this
for a long time. And and I'mcertain I know without even
saying it because we have theconversations, I don't even need
to ask me this question thatevery conversation she has with
(24:00):
somebody, she learned somethingnew, she learns a little bit
more about who we're trying tohelp in the end and their needs
and their wants and what they'relooking for. And the newer you
are to the game more importantthat is because that's where
you're really green. So it'simportant just to admit that and
just to come right off the rightoff the gate instead of trying
(24:22):
to be the instant expert. Andthe person that pumps their
chest up and is all egotisticalis going to drag somebody
through a sales process insteadof admitting that and saying,
let's just get to know eachother. First, I want to know
what's going to help you themost. I want to know what you
really, really really want.
Jaimie Skultety (24:40):
And for me also say like for those of you who
are like in the process ofthinking about or creating your
program, Mark and I always saydon't build a program until you
like validated out in the world.
So trying to fit your programinto their life might not be the
right strategy. It's like letlet your market dig Take what
you put into your program. It'sreally critical.
Mark Kanty (25:04):
Yeah, I read this the other day, and I'm trying to
think of who it was the lessonfrom.
Unknown (25:10):
But he, it was,
Mark Kanty (25:13):
forgive me, it made me come to me. But it was, the
concept was 60%. Getting it 60%of the way there and then
getting it out. And getting thevalidation, getting the
affirmation, figuring out whereyou're on the right track where
you're not. I had thisconversation with a client
yesterday, as a matter of fact,who was really getting caught in
a perfectionist trap and aspiral of refining and refining
(25:36):
and refining. And my firstquestion was, how many people
have you shown this to and talkto about this and gotten
feedback from
Unknown (25:43):
none. So
Mark Kanty (25:45):
there's no sense trying to refine anything,
you're just living in a fantasyland, you have to get the
feedback. So like Jamie says,that initial draft of your
program is literally needs to bequick and dirty and a draft. And
the way it's going to get greatis is the more feedback and the
faster you can get feedback fromprospective clients and clients,
the better. Until you get to apoint where people are saying, I
(26:08):
want that. That's great. So thefirst call me No, I don't really
want that. I don't want that.
But I do want this, this andthis. And the next call is now
you've built that. And they goOh, yeah, I like that. I like
that. I like that. But I reallylike to see this, this, this and
this. And then the next callyou've built in and the next
this, this, this, and thatperson goes, Wow, I really liked
this, this, this, this, thisthis. And there's this one piece
(26:28):
though, I'd really like to seemore there. And then by that
next call, you've got all ofthat in place. And then you're
starting to get that responses.
Wow, this is you've reallythought this through, you really
know me. That's what thesecoffee calls can do for you.
Jaimie Skultety (26:45):
We know too.
We've had clients who have soldtheir pre sold their programs
just on doing their their kindof getting feedback, part of
what we do and people say, whenyour program is ready, I really
want to do it. And it'shappened. So people have pre
sold their programs just inhaving these kinds of coffee
calls, if you will,
Mark Kanty (27:04):
yes. Like literally not not fleshed out their
program at all. Just basically adraft nine points going out
there to the marketplace,refining those points. And then
after they really validate thatthis is what people want, then
building the program. Yeah,really powerful stuff. Really
powerful stuff. So let's justwe're kind of moving into this
(27:27):
naturally right now, Jamie and Ias we often do, but I'd love to
know from the group, what areyour takeaways? From what we've
talked about any aha moments foryou? Are you in line with what
we're talking about? Let me giveme some feedback as to what your
takeaways awkward silence.
Jamie, are you reading?
Jaimie Skultety (27:47):
I'm reading I'm not seeing anybody responding to
that just yet. I know. Johnnyhad put in for the year three.
Oh, Johnny has his hand up.
Johnny, let's open your mic, ifyou would. It's all but he put
none of the above. What's hisresponse to your questions?
Okay. Go ahead, Johnny. Sorry.
Unknown (28:04):
Can you? Yeah, again?
Yeah, Mark, I've subscribed tothis principle for 20 plus
years. There's a lot ofdifferent reasons that I found
work, but just some things thatcome to mind. It just takes off
the pressure. You know, mostpeople when they engage the
(28:25):
salesperson their guard is up.
Yes. And it just takes thatguard now that when that guard
comes down, they're more openand receptive to having a
conversation. Yes. Yeah. So I'vefound when he tells them up
front, like Jamie does, we'renot making any decisions today.
This is strictly conversationalme learning about you. You're
(28:47):
learning about us. And you canjust see just, yeah, relief
relief on their face. Yeah. Ilove it isn't. And another
reason is, it just takes awaythat pressure. They assume
they're going to try to beclosed by a salesperson. Yes. So
again, you say Don't chase it.
(29:11):
Just it's another way of notchasing Oh, yeah. It gives many
people time to get off that calland time to think yes, process,
do their own research, do theirown due diligence. When they
come back for that secondmeeting. I pretty much know it's
going to happen. It's going tobe or they will just come back.
(29:31):
Yeah, right. Yeah. Yeah. Sothere are a lot of reasons for
it. But uh, yeah, I'm totallyavoided what you're saying. It's
a beautiful thing, and it worksbeautifully.
Mark Kanty (29:40):
Yeah. Wonderful. I think one of the other takeaways
for me always on this topic isthe concept of, of building, not
building but acknowledging andappreciating value is that I'm
willing, if you're going toinvest in this in this solution,
if you're going to invest in inthis at different levels, both
(30:01):
your time your money, yourenergy into the solution, and
then isn't it worthwhile meinvesting some time in you, and
working together to make surethat we're on the right track. I
know like Johnny's, our residentsales expert, and our sales
coach. And I know Johnny wouldappreciate this too, because I
know I've spent most of my lifein sales, you know, growing up
(30:22):
always being an entrepreneur.
And what I've found over andover again, is those easy sales,
the ones were, oh, don't tell meany of the stuff, I don't need
anything. Where do I sign?
Inevitably, I think almost allof them fall through. Because we
have to go through the discoveryprocess, and then getting to
know each other in that makingsure that there's a fit, in
(30:44):
order for both of us to becommitted. And it kind of comes
to that agreement, that conceptof agreements. So I love that.
Thank you, Johnny, I reallyappreciate you participating in
your feedback.
Jaimie Skultety (30:56):
We have two more comments. So Aiden says,
getting to know the client whatthey need want and value. That's
her takeaway, that's great,wonderful,
Mark Kanty (31:04):
you do that enough.
You keep doing that over andover again. And you will build
an unstoppable program andoffering that people can't
resist because there's lots ofneeds out there lots of wants.
And as long as the values fitwith your values, then you're
going to have, you know, astream of clients coming to you.
Jaimie Skultety (31:25):
And that's said that she does, she says I do a
chat with that call as a meetand greet to get to know each
other. So it sounds like you'vegot that in place bet that's
great.
Mark Kanty (31:34):
Great. And I would suggest to to be, you know, be
scripted, in a sense, I use theword scripting, but in other
words, have a plan when you gointo a call. And that's why I
kind of harped a little bitabout the report idea is that
this initial call is a businesscall. So we don't want to think
about it. Well, we're just gonnaget on the concept we like each
(31:54):
other, and know the purpose ofour call. And you can even say
this, the purpose of our calltoday is find out if you have a
need. If you have a one if youhave a desire, if something's
going on in your world thatyou're struggling with, that you
can't seem to get a solution to.
And I have something that cansolve that. That's my outcome
that I'm looking for in thismeeting, just to see if we can
(32:17):
see if there's any common groundthere. If there isn't we part
friends. And that's great. Andmaybe I'll even have some
suggestions for you to send youon your journey to help you
solve that problem. But if thereis an inkling of a fit, and what
I'm going to do at the end ofthe call is going to invite you
to another call where we can godeeper, we'll spend a little
more time going into that justto validate my assumption in the
(32:37):
seat, we're really there. So itcan be as simple as that, but
really prefacing it up front,when you first get out of the
call, Hey, here's our purpose
Unknown (32:47):
for meeting today. You know, here's our agenda, if you
will, is we're
Mark Kanty (32:53):
here, you know, to discover whether I've got
something that can help you toget to where you want to go. And
we're not going to spend a lotof time doing this. We're just
gonna spend a few minutes justtrying to see if there's any
potential there. Is that okay,asking for permission. Jamie
loves this, the permission basedmarketing, sales, advertising,
always asking for permission,and then moving it to the next
(33:14):
level. If we both agree thatthere's an opportunity for us to
explore it feels good. I mean,it just feels right, doesn't it?
Unknown (33:23):
Yeah, that second date, right? That second date, Hey,
Mark Kanty (33:27):
did we have a good enough time, or that we'll go
out again, let's let's set upthat second date.
Unknown (33:34):
And go for it.
Mark Kanty (33:36):
So this by way of those people who are new to us,
or haven't seen this before,this fits in I'm sorry, I
clicked too quickly there. Thisfits into the clients portion of
our of our program, or a ninestep upscale method where we
actually have scripting aroundthis and we have a way to set
(33:57):
this up. And we have we have away we debrief with you. And
those of you who are clients inthe call when if you're here, if
you've been here already, youknow what this is all about. If
you're not there yet know thatwe're going to spend some time
on this, we're going to debriefwith you, these these initial
calls, that we make sure thatyou are in that state where
you're in control, and you're inthat process of discovery so
(34:20):
that you can move this to thesecond date. So that's where we
fit in the upscale method. Andas promised, we have a special
gift for you. And I think thisgift is really, really
appropriate. The result is thisis part of our selling process.
We call it selling with styleand integrity. It's a bit of a
(34:44):
manual, if you will, and thenthere's a template that goes
along with the this what ourclients get and work with, work
through. And part of this is adebriefing module, which is
basically a two page debriefingthing with a series of a few
questions to do Brief yourinteractions with people. It's
very, very powerful. We want togive this to you as a gift. And
(35:06):
we want to encourage you thatthe next time you have a
conversation, the next number oftimes, you have a conversation
with a potential client, thatyou take a moment to debrief and
write your notes on this, dosome printouts or do it on
screen. However, whatever worksfor you, but actually debrief
and get in the habit ofdebriefing. And those of you who
(35:26):
are clients, we're going to,we're going to hold you
accountable to do this. Andwe're going to get you to share
your debriefing. And we're goingto discuss that with you so that
we can help reveal any blindspots are anything that you
might not be seeing and help yoube on that that pattern of
continuous incrementalimprovement. So that's our gift
for you. If you'd like a copy ofour debriefing process, quick
(35:49):
little t, you know, two pageworksheet, process, then just
type debrief in the commentssection.
Jaimie Skultety (35:57):
And I just want to bring attention to mark at
the top it says your gift, TheUltimate Guide to raise your
price that was. So I don't wantto I want to make sure that if
there is any confusion thatpeople know that's not the
offer. This week, it's theselling with style and
integrity. Yes,
Mark Kanty (36:10):
it's the picture in the middle there and just ignore
that first line. Thank you alittle bit of a typo there.
Again, those of you who are ourguest today, just to reiterate
why we're here and what we do,very briefly, if you're ready to
implement a proven step by stepmethod for creating a coaching
business that earns you a fulltime income, and exceptional
(36:31):
full time income, doing what youlove without being stressed,
overwhelmed, or simply boggeddown doing things that aren't
getting you the results that youreally want, then go ahead and
book a time and we'll have achat, we'll have a coffee
together. And we'll talk about agame plan for you and see if
there's a fit. And if there's away that we can help you move
the needle to the next step.
Once again, no pressure, nopersuading necessary or involved
(36:55):
just a great call where we cando some problem solving
together. Love to get yourquestions and comments and also
love to get your feedback. AndJamie, if you have the ability,
I just put a link in. This issomething that and full
disclosure here, we changedformats back a few months back,
probably late in the year lastyear, early in the new year,
(37:19):
where we were using a differentplatform. And this all appeared
we had it all set up. And itappeared automatically on your
screen at the end of thepresentation. But when we
changed platforms, we forgotthat little piece. So we just
had this aha moment that wehaven't been getting feedback.
And we finally went why aren'twe getting feedback? Well,
(37:41):
because the infrastructure isdifferent. So we're gonna see if
we can figure out a way to havethis automatically pop. But we,
we we want you to please please,please take a moment right now
just even if you're stickingaround for the rest of the call
as a client, just open thatwindow, do us a favor, click
that link opened the window,then you can just leave that
(38:01):
tab. And after we wrap up, we'dbe grateful if you would give us
feedback. Those of you who areguests, please click that link
right now. So you've got thattab open because we're going to
conclude this part of ourmeeting and our session. And
we're going to move on to ourclients only implementation
call. Unless there's any otherquestions or comments.
Jaimie Skultety (38:23):
Yeah, feel free. If you have a question or
comment, you want to open yourmic, go right ahead and do that
and call on you
Mark Kanty (38:29):
will give her a countdown here.
Jaimie Skultety (38:33):
But he does have any questions or comments
like Mark said, we're going totransition to our client only
we've got several clients on thecall. So we'll transition there
and those of you who are guests,I don't mean this to be rude,
but we're going to if you don'tleave on your own, I'm going to
just invite you to the to thewaiting area.
Mark Kanty (38:50):
So we're gonna we're gonna bump you up, but please
click that link. we'd love yourfeedback. Please, please let us
know how we did. And if youfound value in this, click that
link. Go ahead and do that. Andwe will say adieu to all of our
guests, and we'll transition nowinto our client only.
Unknown (39:07):
Thank you for listening to the upscale your business
podcast. If you liked thisepisode, and want to learn more
about launching or growing anonline coaching business, be
sure to add this podcast to yourlibrary. To learn more about how
you can get more clients onlinefor your coaching or consulting
business visit upscale yourbusiness.com
Welcome to the upscale your business podcast,
the show for coaches,consultants, and those
considering becoming one. Listento learn the strategies mindsets
and processes for gettingclients and creating an online
income stream. Join your hosts,Jaimie Skultety, marketing
strategist and Mark Kantyclarity coach, as they share
(00:23):
their knowledge and expertise byhelping you design a business
that works. Learn more aboutJaimie, Mark and their
proprietary upscale method atupscale your business.com. Now
here's Jamie and mark withtoday's episode, go ahead and
charge forward, Jamie whileyou're letting people in and and
(00:45):
just a quick reminder, those ofus that you know those of you
who are coming to the call rightnow have been on the call before
or those who are regulars thatwe do this every Thursday. And
that there's a couple of thingsto know about this call is this,
this part of the call isintended to give you some good
valuable information that youcan apply and use in your
(01:08):
coaching business. And thenwe'll transition into our client
only call after this. So we alsoinvite our clients to come here.
And we're so happy when they docome. Because they get
reinforcement as to what we'rewe're working on. Not that it's
necessarily in the same order aswhat they're currently working
on. But just a little backgroundto everybody there. So I'm going
(01:29):
to go ahead and share my screenand get the right screen up
here. And I'll just mention realquick as you're doing that mark,
we've got everybody muted. Sothat Mark can present without
interruption. But feel free toyou know, quick questions,
comments. And also we're goingto invite you to as we always
say, play with us in thesandbox, put in your comments,
(01:50):
Mark, we'll be asking questions,we will be opening up for, you
know, for you to unmute, and aska question live and get some
interaction going at the end. Soyeah, we try to keep these tight
these calls. So yes, definitelyget started. Mark. Thank you,
Jamie. And all really greatpoints. And as I always say is
(02:11):
don't be a spectator, be aparticipant, you're in business.
So you've stepped into thatarena. So you're in the arena,
you're on the floor, you're inthe ring, whatever you want to
use as a metaphor. But this isthe time to participate, to ask
your questions to be involved.
So I'm going to be pushing youand and inviting you to play in
the sandbox with me and toparticipate in the topic that we
(02:34):
have today. So today, we'regoing to talk about enhancing
your coaching business strategy,when it comes to actually
speaking with people when itcomes to speaking with prospects
when it comes to the salesprocess, if you will. And we're
going to talk specifically aboutthe benefits of a two step
consultation process. So as Imentioned, this, this fits into
(02:58):
the client kind of acquisitionportion of our program, it's
actually towards the end of ourprogram. This is Step nine, in
the nine step upscale methodthat we work with. So this is a
part of that step where we gointo this concept. So how does
this fit? What is this and whatare we going to cover today?
(03:18):
Well, we're going to cover how atwo step consultation can
actually provide a personalizedand attentive experience and can
help you build trust. We'regoing to talk about how to
uncover your prospects needs, soyou can help them achieve
significant outcomes. And we'regoing to talk about why a two
step consultation provides acompetitive edge in enhancing
your reputation as a coachcommitted to providing high
(03:41):
quality transformativeexperiences. So how can this is
important? What's this allabout? And why should they even
consider doing this? Well,establishing trust is essential
to turning a prospect into aclient. There's no other way to
do and a lot of people come tous, Jamie and I and work with
us. And we know what's in theirmind. And sometimes they even
(04:02):
verbalize it in that. How can Iget business on autopilot? How
can I avoid all this? Jamiecalls icky sales stuff. But the
reality is we're in the businessof building relationships, and
you're not a commodity, you'renot selling widgets at the
cheapest possible way or in thefastest way possible in the
marketplace. You're having tobuild relationships because
(04:25):
you're solving relationshipproblems, regardless of what
type of coaching you do.
When you slow down your salesprocess, you actually increase
the value of your offer. Thinkabout that for a minute. You
know, when we're being sold toor when we're in a sales
environment. Isn't that true?
That something that's beingpeddled or you know, that we
might consider cheap it seems tohave the most intensity around
(04:49):
it the most pushing the mostrushing, that goes on. That
happens but when when a salesprocess is slow down, it takes
time I think of Realtors forexample. but most of them are
great salespeople. But they'regreat at building relationships
and spending time because thevalue is so high, it's so
important. It also mattersbecause it places your
priorities where they need tobe. And we'll talk about that in
(05:11):
a minute. I want to encourageyou to stick around as always,
we've got a little gift for youat the end of the call here as a
bribe to get you to stickaround. And one of the other
things that I want to invite youto do too, is people say, Why do
you do this for free while we dothis, so that we can kind of pay
(05:32):
it forward? Let you know what wedo and who we are, we we're
doing this, our purpose is tobuild relationship with you,
with the thinking that if yousee a fit, and that you think,
hey, these guys can help mefurther than we'll have a
conversation and see if that'sthe reality. That's one of our
motivations. How do we keepdoing this? How do we keep
getting better at it? How do wekeep our motivation up through
(05:53):
your feedback. So I'm going tobring this up right now. And I'm
going to remind you again, oneof the ways that you can pay us
for this valuable information,seriously, something that you
could pay hundreds, maybe even1000s of dollars to attend a
webinar like this, that you'regetting for free. What's the
cost of the ticket feedback,give us feedback, that's all we
asked for, in return. So we'regonna, we're gonna give you a
(06:17):
link to go there and to give usfeedback at the end of the
presentation. As a matter offact, we might even pop that
link up sooner rather thanlater, just in case you need to
pop out earlier. So let me askyou a question about
Unknown (06:29):
all of this. Up dread sales calls.
Mark Kanty (06:35):
Take Yes, in the chat for me, if this is
something that makes you shiverand makes you uncomfortable, the
concept of what we would call asales call. And I'll wait for
Jamie to give me a nod or giveme some feedback if anybody's
playing with me. And hopefully,some people on the call have
don't dread them. And we did aby the way, we did a a talk on
(07:00):
this back about a month or soago, on the dreaded sales call.
But we're gonna we're gonna godeeper, we're gonna go into a
portion of that, if you will. SoI want to let you know we're
getting we're getting somefeedback. Some people say yeah,
and you know what, I have to saythat I used to be that person,
it was very uncomfortable for mewhen somebody popped on my
calendar. And years ago, Ilearned tools and skills and
(07:22):
mindset to learn to love thosecalls. Yesterday, I had a couple
of calls that were just sopassionate, so in depth, and I
gotta tell you that reallyfloats my boat. I can't wait to
have calls like that. So I wantyou to be there too. Because
you're not alone. Most people doview sales in a negative
context. And let me see if I canshed some light on not only why
(07:45):
that is a little bit, but howyou can get over that and how
you can let that go, if youwill.
Unknown (07:51):
So let me ask you another question. What's your
number one priority? When youthink about getting on
Mark Kanty (07:59):
a call with somebody about your services, what would
you say is your number onepriority? And I'm going to give
you a couple options? And by nomeans is this an exhaustive
list? Is your number onepriority? When you first get on
that call to build rapport?
Making sure they like you? Isthat what you think your first
interaction with somebody is allabout? Is it snowing? Having
them know what you do? And howyou get them results? Is it
(08:22):
making the sale closing thedeal? Getting the order
collecting the credit card?
Again, play with me in thesandbox here and give me give me
one of those or whatever else ison your mind what you think your
number one priority is?
Unknown (08:41):
We're getting one.
Okay. Awesome.
Jaimie Skultety (08:48):
Some ones even.
Even if you think it's not yourright answer, like put in put in
what your what comes out? Yes.
We're not going to call you out.
We mean, say what your numberis,
Mark Kanty (08:59):
say what your number is, but we're not going to call
you. Anyone's lots of ones.
Okay, great. So let's let's kindof dissect these a little bit
and spend just a moment on eachone, I'm going to suggest to you
something that maybe iscounterintuitive. And that's
number one, building rapport,although it typically happens is
(09:19):
not a priority. A lot of peopletalk about people knowing liking
and trusting you the liking kindof being the rapport part. But
I'm going to suggest to you thatpeople don't have to like you at
all. I'm going to suggest to youthat sometimes you need to break
rapport in order to get changeto happen. And I think this is a
(09:40):
process that happens for manypeople is when they get into
conversation, they're so focusedon making a friend on building
rapport, that they have thiswonderful chat and then the call
ends and nothing constructivereally comes from it. Why is
that? Because people don'tnecessarily need to like Whew.
But they do need to trust thatyou're the one that's going to
(10:02):
get them what they're lookingfor. If I'm sick, and I have to
call the ambulance or 911, andthose firemen or ambulance or
whoever, you know, the firstresponders are the bang through
the door.
Unknown (10:19):
Do I have to like them, I could care
Mark Kanty (10:22):
less what they look like, or whether I liked them or
what their demeanor is, I needthem to save my life. No matter
of fact, personal experience, Iwas in a bad car accident when I
was in my early 20s. Really bad.
Like, I was in ICU for threeweeks, I couldn't breathe, I was
on a respirator. A lot of mybody was crushed and damaged.
And the fellow who saved mylife, the thoracic surgeon in
(10:45):
ER, was not only known as thesupreme asshole of the hospital,
excuse my French, but he was anextreme asshole to me, he was a
jerk. This guy had no bedsidemanner, and he was so easy to
hate. I mean, literally, withinan instant, you could dislike
(11:06):
this man. And he was like thiswith everybody. Everybody said
the same thing about him.
Unknown (11:11):
And yet he saved my life. Did you have to have
rapport
Mark Kanty (11:15):
with me? No, he had to get the job done. And that's
what was critical. So I want tokind of look at that that way,
just let you know about that.
Knowing what you do and how youget results. Well, that comes
back. I'm glad I don't know ifanybody said number two. But
that comes back to that oldsaying, people don't care how
much you know, until they knowhow much you care. So you can
and that's a flip, right? That'snot about rapport. Caring is
(11:37):
about understanding someone'spain, and not getting a meshed
in it not getting engaged inthat to a level where you're
participating in the pain, butthat you're the stable resource
for them and making the sale?
Well, you know what, that's boldstick, isn't it? Making the sale
is a natural byproduct of areally good and healthy sales
(12:01):
process. So what do I believe isyour number one priority, I
believe your number onepriority, when you first engage
with somebody is discoveringwhat your prospect wants.
Unknown (12:15):
It's as simple as that,
Mark Kanty (12:17):
discovering what they want. Because until we know
that until we get clarity onthat, and by the way, oftentimes
what they think they want is notwhat they really want. So it
takes a little bit of dialogue.
And if you're if you focus onthat as your priority, getting
to understand what somebodyreally, really, really wants,
then everything else from thereon can work. So let's talk about
(12:39):
this in terms of a salesprocess, if you will. Here's an
example. Here's a model, if youwill. And I love this, I came
across this a while ago andswipe this. But this idea of
suspect, I think, a years ago, Iremember hearing that and I
laughed, I thought that is sotrue, it resonates so true is
that when people first comeacross you or an idea or a
(13:02):
concept that might solve theirproblem, they immediately go
into this suspicious mode. Andthey're a suspect to you. In
other words, you suspect thatyou may be able to help them,
but you're not quite sure. Soit's a two way street. You're
both in a suspicious mindset.
Unknown (13:21):
I love that.
Mark Kanty (13:22):
I think that's so cool. And the next level to that
is then becoming a prospect.
Because when we're suspicious,that automatically puts us in a
mindset of figuring out whetherwe're our assumptions are true.
And whether we're on the righttrack is this the suspect, think
about crime, my love, my wifeloves crime, those true life
crime dramas, and, you know, thethose sorts of things that that
(13:43):
she watches, and that idea of,you know, the cops finding a
suspect, and then they have togo through a validation process.
So I think this is reallyimportant from the context of
getting to know somebody is youwant to be suspicious, you want
to look them as a suspect. Andyou can even say this to
somebody right up front and say,I suspect based on what I've
(14:04):
seen that I might be able tohelp you. But I'm really not
sure. So I need to ask you somequestions, I need to get to know
you a little bit better, andknow where you're at what you're
looking for, in order todetermine whether there's a fit.
Unknown (14:22):
Isn't that more comfortable
Mark Kanty (14:24):
and easier and less dreaded than coming on thinking
you have to pitch somebody onhow your great program works. So
what I'm suggesting here is thatyou slow things down. And this
is where that first interactionwith somebody can really, really
be powerful. If you just spendthose few minutes figuring out
(14:45):
whether they really are asuspect that can move to a
prospect or not. There are somereal benefits to this. Jamie and
I call this a coffee call. Jamiecalls it a coffee call I should
say I call it too because sheturned she turned me on to that
phrase, but it If we think aboutit that way, if we think about
it as a coffee call, I love thesymbolism in that, in that, you
(15:07):
know, it's that quick little1015 minute chat, to see whether
there's an opportunity here forus to move forward or not,
Unknown (15:15):
takes all the pressure off. So I would suggest
Mark Kanty (15:20):
you that this is something you can really
incorporate into what you do, bynot rushing, having a clear
understanding of what yourprospects really want. And the
first call is your opportunityto do that research, take that
pressure off of yourself, theidea of being able to
communicate, sometimes evenverbally, I'm not here to sell
(15:42):
you anything. I'm here to listenand understand what you need
want and value, I always keepthat phrase in my mind, I want
to know what somebody needs,what they want, and what they
value. If I can determine thosethree things, and I can
determine whether there's a fit.
And all three of those areimportant. By the way, somebody
can have a need that I cansatisfy, they can have, they can
(16:03):
want what I have to offer, butif our values aren't aligned,
Unknown (16:08):
sorry, I can't do business with you.
Mark Kanty (16:12):
So those are three critical things for me. So what
we're trying to identify in thisfirst call is we're trying to
identify, first of all, and Italked about this, if you if you
didn't see it, I would encourageyou to dig through the Facebook
group and go back and watch thedreaded. I can't remember what
we call it. What did we call it?
Jamie? It was called the was
Jaimie Skultety (16:30):
like turn trended sales calls into your
favorite business buildingactivity,
Mark Kanty (16:34):
something like that.
There you go. I love it. Greatheadline, by the way, if we
didn't use that well. So in thatwe talked about what are we
looking for? What are we tryingto agree upon when we have a
call with somebody. So these arekind of fundamental agreements
that we can start to even justget a handle on a couple of them
in that initial call. Number oneis we both agree that you want
(16:54):
better outcomes than you'regetting. Now. If we can't agree
on that, then what's the sensein carrying on any kind of
relationship or conversation.
I'm not here to persuade you ordrag you along or convince you
of something that might be goodfor you. But if we agree that
(17:15):
you want something that youaren't getting right now that
you want a better outcome, thenwe can go to the next thing. The
next agreement is that we bothagree that getting a better
result is possible. A lot ofpeople leave that out. But it's
important. Because a lot ofpeople are in a mindset state
where they given up, they don'teven believe that a better
(17:35):
result is possible. So sometimeswe need to have a conversation
about that. And again, Jamie andI have had many conversations
where we've had to part companywith people we know we could
have helped. But because theywere so embedded in the idea
that getting a result was noteven possible for them anymore,
we had
Unknown (17:52):
to walk away.
Mark Kanty (17:56):
So these are a couple of things that we want to
try and establish in that firstmeeting with somebody. Now, let
me take you to another concepthere, which is the funnel, and
the sales funnel, the salesprocess, it all fits together.
So if we think about this, it'sthe first step. And the top of
(18:16):
the funnel is the awarenessstage, becoming aware of each
other. And in sales lingo, wecall this qualifying right, so
we do that, in that initialmeeting, where we qualify, we
define the prospect needs, youcan see them in the discovery
section. Having thatconversation to begin with is
(18:36):
really critical. Because if wecan do that in a first step in
10, or 15 minutes with somebody,it's gonna say both of us a lot
of time, money, energy and andgrief, if we can't come to some
sort of agreement is that betterthan spending an hour an hour
and a half, trying to beatsomebody up or drag them through
the mud and persuade andconvince them, try and talk
(18:58):
somebody into something? I knowit is for me, I never want to be
in that situation. So that firstcall is really critical. Now I
want to bring up one other ideaabout this first call.
Unknown (19:11):
Sorry, I shouldn't have jumped there is that if you're
not,
Mark Kanty (19:17):
if your funnel isn't producing a point where at least
20% or more are signing ontoyour services, and that you're
feeling like there's a real goodpredictable rhythm, then I would
suggest to you that adding inthat first 15 minute coffee call
will really benefit you. And I'malso going to suggest that if
(19:38):
this is unfamiliar territory toyou. In other words, if you're
new to this, if you haven't beendoing if you don't have a proper
prospecting sales funnelworking, then this is really
critical. It's essential. Andthe reason I bring that up, and
the reason I think it'sessential is because you're
still in the learning phase. Andthat initial call is an
(19:59):
opportunity needing for you tolearn and do your research. So
take the pressure off of havinga sell anybody anything. And use
that opportunity to get to knowwhat people need and what they
want, because then that's goingto make you so much more
powerful in your marketing,messaging and everything else
that you do. Because the moreyou clarify that, the more
(20:21):
you're going to be aligned withwhat your clients truly do need,
want and value.
Unknown (20:28):
So think about it that
Mark Kanty (20:29):
way. My first call is your first 10, your first 15,
your first 25, your first 100are all about gathering intel
affirming and confirmingassumptions that you're making
about people about yourprospect, asking them questions,
and when you're wrong, gettingthem to tell you why you're
(20:50):
wrong.
Unknown (20:54):
So we came to this
Mark Kanty (20:54):
call. And my assumption was that you are
looking for this, am I on theright path? No, I'm not looking
for that at all. One of my salesmentors used to say, this was
back when I was in the Marinebusiness. And he said, when
people come into your showroom,they're not looking to buy a ham
sandwich. And that was back inthe old retail Dale days brick
(21:18):
and mortar when people werewalking into a showroom, you
knew what they were there for.
But well, we're in the coachingand consulting space, we need to
verify all of that we don't knowfor certain what people are
there for. So we need to slow itdown and take that opportunity
to get to know them in terms ofwhat they're really looking for.
Before we can even take it onestep further.
Unknown (21:40):
Jamie, you're a master at
Mark Kanty (21:44):
this. So I've deliberately got a blank screen
up right now because I'm goingto bring up another question
here. But but I'd love Jamie'sinput because Jamie is a master
at the coffee call. And that'sthat's something that she does
daily with people. So I'd loveyour you to jump into the
sandbox here and give us yourlessons.
Jaimie Skultety (22:06):
Well, full disclosure, I'm a master at the
coffee call, because I'm reallyterrible at the sales part. But
no, it's the that is it isabsolutely critical. And it
really has made a big differencein everything that we do
together. But even if you're asolopreneur, and you're doing
this on your own it, it's justso critical that you do get
those agreements that you knowthat there is a need. And by
(22:29):
setting it up where there is nopressure, one of the first
things I say when I get on thatcall is I'm not here, don't feel
like I'm gonna make you pull outyour credit card. We're not
we're not going there. That'snot at all where this call is
going. And so it really iscritical. I do have a list of
questions. I skip around or i iwill adapt based on the
conversation. But I really wantto uncover very specific things.
(22:51):
And depending on how theconversation goes, then I
customize the conversation basedon that. But it is really
important that you get thoseagreements in place, and then
that you find that there's someinterest and if so, then You've
piqued their curiosity, youknow, then it's like, well,
what's next? Yeah,
Mark Kanty (23:07):
yeah. So you're building anticipation and value
right. Sometimes I'll do this. Iknow, it's kind of crass. Jamie
cringes sometimes, but I use thekind of the dating metaphor. And
this is another one that fitswith that, you know, you think
about that, you know, if we canrecall those days, particularly
as a guy, you know, the the galthat you had to romance and you
(23:29):
had to go on date after date.
And was you know, before sheeven gives you a peck on the
cheek
Unknown (23:35):
made you want it even more. It built the value of
Mark Kanty (23:39):
the relationship.
And it's the same thing here.
Now I don't want to I don't wantto minimize the other aspect of
this, though, is the Intel partis getting to know your
marketplace. And this never endsJamie and I've been doing this
for a long time. And and I'mcertain I know without even
saying it because we have theconversations, I don't even need
to ask me this question thatevery conversation she has with
(24:00):
somebody, she learned somethingnew, she learns a little bit
more about who we're trying tohelp in the end and their needs
and their wants and what they'relooking for. And the newer you
are to the game more importantthat is because that's where
you're really green. So it'simportant just to admit that and
just to come right off the rightoff the gate instead of trying
(24:22):
to be the instant expert. Andthe person that pumps their
chest up and is all egotisticalis going to drag somebody
through a sales process insteadof admitting that and saying,
let's just get to know eachother. First, I want to know
what's going to help you themost. I want to know what you
really, really really want.
Jaimie Skultety (24:40):
And for me also say like for those of you who
are like in the process ofthinking about or creating your
program, Mark and I always saydon't build a program until you
like validated out in the world.
So trying to fit your programinto their life might not be the
right strategy. It's like letlet your market dig Take what
you put into your program. It'sreally critical.
Mark Kanty (25:04):
Yeah, I read this the other day, and I'm trying to
think of who it was the lessonfrom.
Unknown (25:10):
But he, it was,
Mark Kanty (25:13):
forgive me, it made me come to me. But it was, the
concept was 60%. Getting it 60%of the way there and then
getting it out. And getting thevalidation, getting the
affirmation, figuring out whereyou're on the right track where
you're not. I had thisconversation with a client
yesterday, as a matter of fact,who was really getting caught in
a perfectionist trap and aspiral of refining and refining
(25:36):
and refining. And my firstquestion was, how many people
have you shown this to and talkto about this and gotten
feedback from
Unknown (25:43):
none. So
Mark Kanty (25:45):
there's no sense trying to refine anything,
you're just living in a fantasyland, you have to get the
feedback. So like Jamie says,that initial draft of your
program is literally needs to bequick and dirty and a draft. And
the way it's going to get greatis is the more feedback and the
faster you can get feedback fromprospective clients and clients,
the better. Until you get to apoint where people are saying, I
(26:08):
want that. That's great. So thefirst call me No, I don't really
want that. I don't want that.
But I do want this, this andthis. And the next call is now
you've built that. And they goOh, yeah, I like that. I like
that. I like that. But I reallylike to see this, this, this and
this. And then the next callyou've built in and the next
this, this, this, and thatperson goes, Wow, I really liked
this, this, this, this, thisthis. And there's this one piece
(26:28):
though, I'd really like to seemore there. And then by that
next call, you've got all ofthat in place. And then you're
starting to get that responses.
Wow, this is you've reallythought this through, you really
know me. That's what thesecoffee calls can do for you.
Jaimie Skultety (26:45):
We know too.
We've had clients who have soldtheir pre sold their programs
just on doing their their kindof getting feedback, part of
what we do and people say, whenyour program is ready, I really
want to do it. And it'shappened. So people have pre
sold their programs just inhaving these kinds of coffee
calls, if you will,
Mark Kanty (27:04):
yes. Like literally not not fleshed out their
program at all. Just basically adraft nine points going out
there to the marketplace,refining those points. And then
after they really validate thatthis is what people want, then
building the program. Yeah,really powerful stuff. Really
powerful stuff. So let's justwe're kind of moving into this
(27:27):
naturally right now, Jamie and Ias we often do, but I'd love to
know from the group, what areyour takeaways? From what we've
talked about any aha moments foryou? Are you in line with what
we're talking about? Let me giveme some feedback as to what your
takeaways awkward silence.
Jamie, are you reading?
Jaimie Skultety (27:47):
I'm reading I'm not seeing anybody responding to
that just yet. I know. Johnnyhad put in for the year three.
Oh, Johnny has his hand up.
Johnny, let's open your mic, ifyou would. It's all but he put
none of the above. What's hisresponse to your questions?
Okay. Go ahead, Johnny. Sorry.
Unknown (28:04):
Can you? Yeah, again?
Yeah, Mark, I've subscribed tothis principle for 20 plus
years. There's a lot ofdifferent reasons that I found
work, but just some things thatcome to mind. It just takes off
the pressure. You know, mostpeople when they engage the
(28:25):
salesperson their guard is up.
Yes. And it just takes thatguard now that when that guard
comes down, they're more openand receptive to having a
conversation. Yes. Yeah. So I'vefound when he tells them up
front, like Jamie does, we'renot making any decisions today.
This is strictly conversationalme learning about you. You're
(28:47):
learning about us. And you canjust see just, yeah, relief
relief on their face. Yeah. Ilove it isn't. And another
reason is, it just takes awaythat pressure. They assume
they're going to try to beclosed by a salesperson. Yes. So
again, you say Don't chase it.
(29:11):
Just it's another way of notchasing Oh, yeah. It gives many
people time to get off that calland time to think yes, process,
do their own research, do theirown due diligence. When they
come back for that secondmeeting. I pretty much know it's
going to happen. It's going tobe or they will just come back.
(29:31):
Yeah, right. Yeah. Yeah. Sothere are a lot of reasons for
it. But uh, yeah, I'm totallyavoided what you're saying. It's
a beautiful thing, and it worksbeautifully.
Mark Kanty (29:40):
Yeah. Wonderful. I think one of the other takeaways
for me always on this topic isthe concept of, of building, not
building but acknowledging andappreciating value is that I'm
willing, if you're going toinvest in this in this solution,
if you're going to invest in inthis at different levels, both
(30:01):
your time your money, yourenergy into the solution, and
then isn't it worthwhile meinvesting some time in you, and
working together to make surethat we're on the right track. I
know like Johnny's, our residentsales expert, and our sales
coach. And I know Johnny wouldappreciate this too, because I
know I've spent most of my lifein sales, you know, growing up
(30:22):
always being an entrepreneur.
And what I've found over andover again, is those easy sales,
the ones were, oh, don't tell meany of the stuff, I don't need
anything. Where do I sign?
Inevitably, I think almost allof them fall through. Because we
have to go through the discoveryprocess, and then getting to
know each other in that makingsure that there's a fit, in
(30:44):
order for both of us to becommitted. And it kind of comes
to that agreement, that conceptof agreements. So I love that.
Thank you, Johnny, I reallyappreciate you participating in
your feedback.
Jaimie Skultety (30:56):
We have two more comments. So Aiden says,
getting to know the client whatthey need want and value. That's
her takeaway, that's great,wonderful,
Mark Kanty (31:04):
you do that enough.
You keep doing that over andover again. And you will build
an unstoppable program andoffering that people can't
resist because there's lots ofneeds out there lots of wants.
And as long as the values fitwith your values, then you're
going to have, you know, astream of clients coming to you.
Jaimie Skultety (31:25):
And that's said that she does, she says I do a
chat with that call as a meetand greet to get to know each
other. So it sounds like you'vegot that in place bet that's
great.
Mark Kanty (31:34):
Great. And I would suggest to to be, you know, be
scripted, in a sense, I use theword scripting, but in other
words, have a plan when you gointo a call. And that's why I
kind of harped a little bitabout the report idea is that
this initial call is a businesscall. So we don't want to think
about it. Well, we're just gonnaget on the concept we like each
(31:54):
other, and know the purpose ofour call. And you can even say
this, the purpose of our calltoday is find out if you have a
need. If you have a one if youhave a desire, if something's
going on in your world thatyou're struggling with, that you
can't seem to get a solution to.
And I have something that cansolve that. That's my outcome
that I'm looking for in thismeeting, just to see if we can
(32:17):
see if there's any common groundthere. If there isn't we part
friends. And that's great. Andmaybe I'll even have some
suggestions for you to send youon your journey to help you
solve that problem. But if thereis an inkling of a fit, and what
I'm going to do at the end ofthe call is going to invite you
to another call where we can godeeper, we'll spend a little
more time going into that justto validate my assumption in the
(32:37):
seat, we're really there. So itcan be as simple as that, but
really prefacing it up front,when you first get out of the
call, Hey, here's our purpose
Unknown (32:47):
for meeting today. You know, here's our agenda, if you
will, is we're
Mark Kanty (32:53):
here, you know, to discover whether I've got
something that can help you toget to where you want to go. And
we're not going to spend a lotof time doing this. We're just
gonna spend a few minutes justtrying to see if there's any
potential there. Is that okay,asking for permission. Jamie
loves this, the permission basedmarketing, sales, advertising,
always asking for permission,and then moving it to the next
(33:14):
level. If we both agree thatthere's an opportunity for us to
explore it feels good. I mean,it just feels right, doesn't it?
Unknown (33:23):
Yeah, that second date, right? That second date, Hey,
Mark Kanty (33:27):
did we have a good enough time, or that we'll go
out again, let's let's set upthat second date.
Unknown (33:34):
And go for it.
Mark Kanty (33:36):
So this by way of those people who are new to us,
or haven't seen this before,this fits in I'm sorry, I
clicked too quickly there. Thisfits into the clients portion of
our of our program, or a ninestep upscale method where we
actually have scripting aroundthis and we have a way to set
(33:57):
this up. And we have we have away we debrief with you. And
those of you who are clients inthe call when if you're here, if
you've been here already, youknow what this is all about. If
you're not there yet know thatwe're going to spend some time
on this, we're going to debriefwith you, these these initial
calls, that we make sure thatyou are in that state where
you're in control, and you're inthat process of discovery so
(34:20):
that you can move this to thesecond date. So that's where we
fit in the upscale method. Andas promised, we have a special
gift for you. And I think thisgift is really, really
appropriate. The result is thisis part of our selling process.
We call it selling with styleand integrity. It's a bit of a
(34:44):
manual, if you will, and thenthere's a template that goes
along with the this what ourclients get and work with, work
through. And part of this is adebriefing module, which is
basically a two page debriefingthing with a series of a few
questions to do Brief yourinteractions with people. It's
very, very powerful. We want togive this to you as a gift. And
(35:06):
we want to encourage you thatthe next time you have a
conversation, the next number oftimes, you have a conversation
with a potential client, thatyou take a moment to debrief and
write your notes on this, dosome printouts or do it on
screen. However, whatever worksfor you, but actually debrief
and get in the habit ofdebriefing. And those of you who
(35:26):
are clients, we're going to,we're going to hold you
accountable to do this. Andwe're going to get you to share
your debriefing. And we're goingto discuss that with you so that
we can help reveal any blindspots are anything that you
might not be seeing and help yoube on that that pattern of
continuous incrementalimprovement. So that's our gift
for you. If you'd like a copy ofour debriefing process, quick
(35:49):
little t, you know, two pageworksheet, process, then just
type debrief in the commentssection.
Jaimie Skultety (35:57):
And I just want to bring attention to mark at
the top it says your gift, TheUltimate Guide to raise your
price that was. So I don't wantto I want to make sure that if
there is any confusion thatpeople know that's not the
offer. This week, it's theselling with style and
integrity. Yes,
Mark Kanty (36:10):
it's the picture in the middle there and just ignore
that first line. Thank you alittle bit of a typo there.
Again, those of you who are ourguest today, just to reiterate
why we're here and what we do,very briefly, if you're ready to
implement a proven step by stepmethod for creating a coaching
business that earns you a fulltime income, and exceptional
(36:31):
full time income, doing what youlove without being stressed,
overwhelmed, or simply boggeddown doing things that aren't
getting you the results that youreally want, then go ahead and
book a time and we'll have achat, we'll have a coffee
together. And we'll talk about agame plan for you and see if
there's a fit. And if there's away that we can help you move
the needle to the next step.
Once again, no pressure, nopersuading necessary or involved
(36:55):
just a great call where we cando some problem solving
together. Love to get yourquestions and comments and also
love to get your feedback. AndJamie, if you have the ability,
I just put a link in. This issomething that and full
disclosure here, we changedformats back a few months back,
probably late in the year lastyear, early in the new year,
(37:19):
where we were using a differentplatform. And this all appeared
we had it all set up. And itappeared automatically on your
screen at the end of thepresentation. But when we
changed platforms, we forgotthat little piece. So we just
had this aha moment that wehaven't been getting feedback.
And we finally went why aren'twe getting feedback? Well,
(37:41):
because the infrastructure isdifferent. So we're gonna see if
we can figure out a way to havethis automatically pop. But we,
we we want you to please please,please take a moment right now
just even if you're stickingaround for the rest of the call
as a client, just open thatwindow, do us a favor, click
that link opened the window,then you can just leave that
(38:01):
tab. And after we wrap up, we'dbe grateful if you would give us
feedback. Those of you who areguests, please click that link
right now. So you've got thattab open because we're going to
conclude this part of ourmeeting and our session. And
we're going to move on to ourclients only implementation
call. Unless there's any otherquestions or comments.
Jaimie Skultety (38:23):
Yeah, feel free. If you have a question or
comment, you want to open yourmic, go right ahead and do that
and call on you
Mark Kanty (38:29):
will give her a countdown here.
Jaimie Skultety (38:33):
But he does have any questions or comments
like Mark said, we're going totransition to our client only
we've got several clients on thecall. So we'll transition there
and those of you who are guests,I don't mean this to be rude,
but we're going to if you don'tleave on your own, I'm going to
just invite you to the to thewaiting area.
Mark Kanty (38:50):
So we're gonna we're gonna bump you up, but please
click that link. we'd love yourfeedback. Please, please let us
know how we did. And if youfound value in this, click that
link. Go ahead and do that. Andwe will say adieu to all of our
guests, and we'll transition nowinto our client only.
Unknown (39:07):
Thank you for listening to the upscale your business
podcast. If you liked thisepisode, and want to learn more
about launching or growing anonline coaching business, be
sure to add this podcast to yourlibrary. To learn more about how
you can get more clients onlinefor your coaching or consulting
business visit upscale yourbusiness.com
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