June 27, 2024 • 19 mins
Unlock the transformative power of empathy in sales with Darleen Priday, a maestro of relational selling, who joins us to decode the intricacies of connecting with clients on a deeper level. Say goodbye to aggressive selling and hello to the art of active listening and understanding your clients' unique needs. Darleen unveils the essence of providing value first, advising listeners on how to position themselves not just as salespeople, but as invaluable resources. This shift not only resolves immediate client issues but also plants the seeds for future referrals and flourishing, long-term relationships built on trust and genuine care.
Moving beyond the initial connection, we tackle the often-neglected art of the sales follow-up, an area where many drop the ball. With an astonishing 70% of salespeople overlooking this golden opportunity, we lay out a blueprint for creating a personalized follow-up cadence that mirrors your clients' previous interactions, ensuring every detail is woven into maintaining a robust connection. From leveraging CRMs for non-robotic reminders to the pivotal role of timely follow-ups, our conversation is brimming with strategies and actionable advice, poised to revolutionize your sales process with empathy at its heart.
Need a website? Get a free website designed by our team at nadora.org/freewebsite
Reach out to Darleen:
Website: dp-consults.com
LinkedIn: @darleenpriday
Master the art of virtual business & create a life you love! Join Natalie Guzman, your host on Virtual Antics, a weekly podcast for digital entrepreneurs seeking work-life balance.✨
Ready to revolutionize your success? Tune in & subscribe for weekly episodes!
____________________________
Instagram: https://www.instagram.com/ngvirtualassistant/
Facebook: https://www.facebook.com/ngvirtualassists/
____________________________
Join Natalie Guzman:
Instagram: https://www.instagram.com/itsnatalieguzman/?hl=en
TikTok: https://www.tiktok.com/@itsnatalieguzman3?
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:00):
Welcome to the Virtual Antics podcast, where we
help entrepreneurs streamlinetheir business to six figures
and beyond.
These short, sweet and infopacked episodes will inspire,
educate and leave you feelingmotivated to take one more step
forward in your business.
So put down your never-endingto-do list, because in this
podcast we are interviewing thebest of the best in the
entrepreneurial world as theyspill their secrets to success.
(00:23):
This podcast is sponsored byNandora, the all-in-one software
for entrepreneurs to grow theirbusiness, with unlimited
landing pages, automations,emails and text campaigns, and
so much more.
I'm your host, natalie Guzman.
Now let's get into it.
Hey y'all, welcome back to theVirtual Antics podcast.
I'm your host, natalie Guzman.
Today I have the amazingDarlene Perde on the call.
(00:44):
She is passionate aboutempathetic and relational sales.
She equates business coachesand entrepreneurs with the
strategy and confidence to selltheir services.
Welcome, darlene, how are youdoing today?
Speaker 2 (00:56):
Thank you, natalie, I'm excited to chat.
Speaker 1 (00:58):
Hey, I'm so excited you're here, especially because
we're talking about one of myfavorite subjects, which is
sales, but also because that'ssomething I feel like a lot of
businesses struggle with andthey feel, you know, it can be,
you know, kind of like slimy, orsometimes I feel uncomfortable.
So I'm so excited.
We're going to deep dive intothis, but first tell me how you
(01:18):
got started.
Speaker 2 (01:19):
Yeah.
So I've been in sales basicallymy whole life and I did what
naturally came to me.
I also, you know, during mycareer I had some sales coaching
or I took some programs andthey never seemed to fit with
how I operate.
It just did not seem authenticto me.
(01:39):
So you know, I'm a little bitof a rebel.
If somebody tells me you haveto do something some way, I just
kind of work my own path.
So I just continue to operateauthentically and how.
You know how I sold.
I work with a lot ofentrepreneurs.
So I was seeing a recurringtheme of people just not feeling
(02:01):
like they were able to selltheir own services.
They were either not not doingit where they were really
getting their value across, orthey were following successful
business people and it was notauthentic to them and it became
forced or slimy, or you know.
(02:22):
So they just avoided it all alltogether.
So that's what really spurredme on, because I feel like just
giving them a little bit ofinformation, a little bit of
encouragement and some processescould really set them on fire.
Speaker 1 (02:35):
Oh, that is awesome.
That's so cool.
And so tell us what isempathetic and relational sales.
Speaker 2 (02:43):
Empathetic and relational sales is really
understanding, active listeningand understanding what your
client needs.
A lot of times salespeople goin with a script or what they
want to get across and they wantto make that sale.
The reality is if that persondoes not need your services, you
(03:04):
are not better for selling them.
You want to really understandif your service can help them.
You know if you can bring valueto the engagement and, if not,
give them resources.
So this way you build thattrust with your potential client
.
Whether they buy from you now,whether they refer somebody to
(03:25):
you or whether they're just, youknow whether they want to move
forward with you.
They feel from you that youreally care about them.
Speaker 1 (03:34):
Oh, that's great.
So that's actually what we do,that's how we close our sales,
and I've always kind of calledit like the soft sales approach,
because I always felt like thehard sales was like, you know,
you're kind of going after ayear, you're like really promote
, promoting your business,promoting your services and
you're attacking, whereas Iwanted to come from a place
where I was really helping thepeople.
Even in that call right, Ialways give away, like some
(03:57):
people say, too much value in mydiscovery calls was because I
could give you all the knowledgethat I have.
Yeah, that doesn't mean you'regoing to be able to apply your
business.
That's like where, like, thecustomization and the services
come in, and so I love givingfree value because they can, you
know, take the time they wantto do it themselves.
They're more than happy to.
But I kind of like wrap thatinto my discovery approach
(04:19):
because, like you said, we'resolving a problem.
So is it what it be called softsales?
Is that the correct term?
Speaker 2 (04:26):
I guess.
So, like I made up like theempathetic sales, because that's
like I was trying to like kindof pinpoint what I do and how I
approach each conversation iswith empathy.
I want to put myself in someoneelse's position and I want to.
I want to offer them what isgoing to bring them value, just
like you, if you have adiscovery call with me and I
(04:48):
love how you said discovery call, because instead of a sales
call, right, we're going todiscover do you need my services
?
How can I help you and reallyuncover that?
And if that results in a saleand a client, that's wonderful.
If not, if I give them valueand they want to go and pursue
it on their own, that'swonderful too.
(05:08):
Most times, then, not even ifthey do pursue it on their own,
at some point they kind of hit awall and they're like you know
what?
Now I think I got as far as Ican.
Let me come to you and I canget them over that home.
Speaker 1 (05:21):
Yeah, and it's going and they will come back to you,
because are they going to goback to the person who tried to
do hard sales or are they goingto go back to the person that
gave them free value?
That's what I always thinkabout.
You know, kind of the same withsocial media, right?
You see, all these really bigbusiness influencers and people
that businesses that got most oftheir clients from social media
.
The way they did that was bygiving free value.
(05:42):
So I feel like that should beever, should be your social
media, should be your email,should be in your sales calls
Super important and our closingrate is like then we have like a
97% closing rate on discoverycalls.
Which is like I know it's notlike unheard of.
It's also because of how we getour leads to.
It's not like we don't reallydo social media, so usually they
(06:03):
know about us when they come onthe call.
But I feel like a big part ofit is because of that.
We're giving value and wereally just want to help and
that comes across so genuine.
You can tell when someone isjust trying to get the sale and
then when someone actually caresabout your business and just
wants to add their expertise toyour business right and to help
it grow.
(06:23):
I think that is huge.
So I love that you are, youknow, teaching everyone about
this.
I think it's something really,really important and I had to
kind of figure it out on my own,right From.
I never actually had anyone tocoach me in this area.
I never could find about it onYouTube.
I literally went with my gutand then also about how
conversations went, and then Itweaked it.
(06:45):
It took me years of reallylooking at to get this far.
So what are some tips you havewhen it comes to doing this type
of sales?
Speaker 2 (06:54):
Yeah.
So I think that you need toreally do your research on who
you're speaking to reallyunderstand what is their
business.
You know, obviously you don'twant to go in and just think you
know what they need.
You want to actively listen andunderstand what they need.
But doing your research givesyou a good window onto that
person you mentioned.
(07:15):
You know, closing 97% of sales,which is super impressive.
But you know where is the leadcoming from?
Is it a warm lead?
Is it a referral?
Like referrals are much easierto close than just cold outreach
and that type of stuff.
What I find is sometimes myclients are beating themselves
(07:36):
up.
I just had a recent client.
She had a great close rate Ithink it was like 80% but their
marketing campaigns widenedright and she was like I don't
know what I'm doing wrong.
My sales to close rate, call toclose rate went down and the
reality was she was not doinganything differently and she was
(07:57):
still closing a lot of business.
Her window opened up wider, sothat number is gonna go down.
So I tell my client don't gethung up on those numbers and
feel defeated.
You have to look at the biggerpicture Now, if you're so, I do
my research, I actively listen.
(08:19):
I really like you.
I bring value, I wanna bringvalue.
You will never go wrong withoperating with a generous spirit
.
A lot of salespeople claim thatthey're amazing hunters.
I say I'm a farmer, right, yousow those seeds, you nourish
them, you water them and then itcomes in.
(08:41):
So it's about perspective andreally caring about what that
person is looking for.
Speaker 1 (08:48):
That is awesome and that's what I found too, is like
asking the right questions.
So really you think about yourfriendships, right, if you have
any really close friends.
The way you got there was byreally investing yourselves in
the relationship, right, askingthem how they're doing, asking
what they need help with, reallyinserting yourselves in their
(09:09):
lives.
And I kinda do that in mydiscovery calls, where I'm
asking them questions to figureout more, to really involve
myself deeper.
And another thing is being 100%honest.
I've had people ask mequestions.
If I don't know the answer, Idon't bull, crap my way around
it.
I tell them I actually don'tknow, but I can find out or I
(09:31):
can ask this person.
I have the connections I have,the someone on my team that is
actually an expert at that.
That's usually and I've gottenclients from saying I don't know
because they appreciate it.
They know that I'm not givingthem false info.
I have my stepfather is.
I talk about him a lot on thepodcast.
He was entrepreneur and heretired in his 20s you know,
(09:55):
from the money that he made andas an investor and one of the
things that he is very, very,very careful about is not
answering a question that hedoesn't know the answer to.
He'll say it straight up.
He's like you know, I don'tknow enough about that or I'm
not in that world anymore.
He said that to me recently andhe's like I'm just not sure how
to answer this And-.
Speaker 2 (10:17):
That's so wise, that that's wisdom right there,
because you can't knoweverything right and you build
that credibility by being honestand authentic and like, if I
don't know it, I can eitherfigure it out or I have a
resource to get you the rightinformation, but just kind of
BSing your way through.
(10:38):
It comes across, you know,inauthentic and the people know.
Speaker 1 (10:43):
Oh yeah, 100%.
We all have a gut feeling,right, most of us.
We build our businesses off ourgut feelings and they have
these gut feelings in thediscover calls.
Imagine when you've been on adiscover call.
I think that was another thingthat really helped me with my
closing ring, which I wasn'tfocused on the numbers for a
very long time.
I'm only now just because Itrack a lot of different things.
I know better, but so I reallyloved your advice about not
(11:06):
getting caught up on thosenumbers.
But one of the really importantthings is like just really
making sure that you know you'renurturing this relationship and
, like you said, you're notbeing sneaky, you're not lying,
you're being upfront and it'sjust really helped also build
really cool connections and like, if I wasn't able to help them
(11:27):
sometimes they respect me enoughand maybe it's not a good fit
they might refer me to someoneelse that would be a good fit.
So you're really this is anopportunity.
Sales call isn't just anopportunity to close sales.
Speaker 2 (11:38):
I feel like it's an opportunity to build a
relationship and to, you know,collaborate with really cool
people and you're really youknow you're representing your
company, so it's reallyimportant to just you were
speaking my language, Natalie,because I tell my clients all
the time the goal of the call isnot that the success of the
(11:59):
call is not in the sale, it's tobuild trust in that
relationship right.
Once you do that, yes, it cantranslate to a sale, it can
translate to a referral,networking partners, so many
different things.
But we are bombarded by crazymessaging, hard sales, you know,
(12:19):
overstimulation.
The voices that in AI, which isfantastic, and all of that the
voices that are going to beremembered are the ones that are
operating authentically and canbuild that trust.
Speaker 1 (12:34):
Now we talked a lot about like during the call.
So now what about follow-upprocedure?
What is kind of, Because I'vetried a lot of different things
and this is probably one thing Idon't have completely cinched
down, so I love your thoughts onfollow-ups.
Speaker 2 (12:47):
So with follow-ups, you know, I did a study before I
kind of launched my businessand there was a number that said
70% of salespeople do notfollow up, which was I did not
believe it until I startedcoaching people.
So maybe not professionalsalespeople, but people that are
selling right, because we allsell, no matter what role we're
(13:10):
in.
So 70% do not follow up.
The problem with that is thatagain, we are bombarded by
messaging and if somebody is notbeing nurtured, they may have a
conversation with you.
They may be like who did Ispeak to?
Oh, wait a minute.
Like I know I spoke to somebody, but I don't know.
(13:32):
Or, you know, they may getinitial information, be kind of
interested, but it's not theright timing and then, six
months down the road, have noconnection with you whatsoever,
even if they were bought in atthat time.
So what I do for my clients isI set up a cadence that makes
sense, like think of each salescall and put them in the right
(13:56):
bucket.
Right, they're interested, theywant to move forward, they need
information, they need todigest it.
That's number one.
They are thinking about it.
They have to talk to partners.
They have to, you know, talk totheir team.
Blah, blah, blah might belonger, maybe Q2,.
Put them in a different bucket.
Love your service, but this isnot a great fit for me right now
(14:20):
.
Maybe sometime in the futureput them on a different cadence
or I will never use your service.
But you know what I have.
I may have friends that I needyou.
That's a different bucket,right?
So like it's not just you can'tand I know I've listened to
some of your podcasts and I loveautomation as well but not
(14:40):
everybody.
You can't just hit everybodywith the same cadence, because
then if I do not need yourservices and I just want to, or
I say you know what, two, three,hit me up again.
If I'm getting a weekly emailfrom you, I'm going to
unsubscribe and that's the endof it.
Right, cause I don't want to bebombarded.
So really using your emotionalintelligence and figuring out
(15:04):
what is the best cadence forthat person and then automating
it this way you don't have toremember everything.
Speaker 1 (15:13):
Love that, yeah, and I think it's so important
because, like you said, you know, automations are great up until
a certain point and I was justthinking, you know, kind of like
my follow-up emails.
What I really like to do is Ilike to write about something
that we talked about in the callbecause that shows it's not
automated and being thoughtful,maybe it's like hey, I told you
about that resource that Iwasn't sure on and I talked to
(15:34):
my people Like I feel like evenfollow-up, saying something like
that, is super important.
You told them that you weregoing to figure out something on
the call.
You better be following up withit.
Speaker 2 (15:43):
I feel like 24 hours with that resource or what you
said, and there's also there'sways to automated or send
reminders without.
But I love what you saidbecause I feel the same way,
like if somebody is on vacationfor two weeks and they're like
checking in two weeks, justsending them a canned email is
not good.
Now you can have a can emailfor a chunk of what the
(16:06):
information you want to give andthen personalize it.
So I make a lot of tasks, youknow, in my CRM.
So this way I know, okay,natalie was going on a vacation,
how is Spain?
Blah, blah blah and then sendadditional information.
So it does, you are invested.
(16:27):
But when you talk to a lot ofpeople too, it can get jumbled.
So make notes, make notes andas more detailed as possible.
That's going to make sense toyou and really have the client
feel like that you care aboutthem.
Speaker 1 (16:44):
Awesome, and then you gave us so much value.
Today I really appreciate youtelling us and I hope that we're
like actually applying this toour business, because you guys
just learned something super,super valuable.
So I hope you're listening,taking notes and you're applying
it to your business.
Where can we find more aboutyou and your services, natalie?
Speaker 2 (17:02):
Sure, so you can visit dp-consultscom.
That's my website.
You can also connect with me onLinkedIn.
I am always on LinkedIn and I'dlove to have a discovery call
with anyone to see.
Again, it's not a one size fitsall.
I custom my packages to whatpeople need.
Sometimes just that little bitof coaching gets them over that
(17:24):
hump.
Speaker 1 (17:25):
Awesome.
I'll make sure I put that inthe show notes as well.
Thank you again, darlene, andwe'll talk to you guys next time
on the Virtual Intx Podcast.
Welcome to the Virtual Antics podcast, where we
help entrepreneurs streamlinetheir business to six figures
and beyond.
These short, sweet and infopacked episodes will inspire,
educate and leave you feelingmotivated to take one more step
forward in your business.
So put down your never-endingto-do list, because in this
podcast we are interviewing thebest of the best in the
entrepreneurial world as theyspill their secrets to success.
(00:23):
This podcast is sponsored byNandora, the all-in-one software
for entrepreneurs to grow theirbusiness, with unlimited
landing pages, automations,emails and text campaigns, and
so much more.
I'm your host, natalie Guzman.
Now let's get into it.
Hey y'all, welcome back to theVirtual Antics podcast.
I'm your host, natalie Guzman.
Today I have the amazingDarlene Perde on the call.
(00:44):
She is passionate aboutempathetic and relational sales.
She equates business coachesand entrepreneurs with the
strategy and confidence to selltheir services.
Welcome, darlene, how are youdoing today?
Speaker 2 (00:56):
Thank you, natalie, I'm excited to chat.
Speaker 1 (00:58):
Hey, I'm so excited you're here, especially because
we're talking about one of myfavorite subjects, which is
sales, but also because that'ssomething I feel like a lot of
businesses struggle with andthey feel, you know, it can be,
you know, kind of like slimy, orsometimes I feel uncomfortable.
So I'm so excited.
We're going to deep dive intothis, but first tell me how you
(01:18):
got started.
Speaker 2 (01:19):
Yeah.
So I've been in sales basicallymy whole life and I did what
naturally came to me.
I also, you know, during mycareer I had some sales coaching
or I took some programs andthey never seemed to fit with
how I operate.
It just did not seem authenticto me.
(01:39):
So you know, I'm a little bitof a rebel.
If somebody tells me you haveto do something some way, I just
kind of work my own path.
So I just continue to operateauthentically and how.
You know how I sold.
I work with a lot ofentrepreneurs.
So I was seeing a recurringtheme of people just not feeling
(02:01):
like they were able to selltheir own services.
They were either not not doingit where they were really
getting their value across, orthey were following successful
business people and it was notauthentic to them and it became
forced or slimy, or you know.
(02:22):
So they just avoided it all alltogether.
So that's what really spurredme on, because I feel like just
giving them a little bit ofinformation, a little bit of
encouragement and some processescould really set them on fire.
Speaker 1 (02:35):
Oh, that is awesome.
That's so cool.
And so tell us what isempathetic and relational sales.
Speaker 2 (02:43):
Empathetic and relational sales is really
understanding, active listeningand understanding what your
client needs.
A lot of times salespeople goin with a script or what they
want to get across and they wantto make that sale.
The reality is if that persondoes not need your services, you
(03:04):
are not better for selling them.
You want to really understandif your service can help them.
You know if you can bring valueto the engagement and, if not,
give them resources.
So this way you build thattrust with your potential client
.
Whether they buy from you now,whether they refer somebody to
(03:25):
you or whether they're just, youknow whether they want to move
forward with you.
They feel from you that youreally care about them.
Speaker 1 (03:34):
Oh, that's great.
So that's actually what we do,that's how we close our sales,
and I've always kind of calledit like the soft sales approach,
because I always felt like thehard sales was like, you know,
you're kind of going after ayear, you're like really promote
, promoting your business,promoting your services and
you're attacking, whereas Iwanted to come from a place
where I was really helping thepeople.
Even in that call right, Ialways give away, like some
(03:57):
people say, too much value in mydiscovery calls was because I
could give you all the knowledgethat I have.
Yeah, that doesn't mean you'regoing to be able to apply your
business.
That's like where, like, thecustomization and the services
come in, and so I love givingfree value because they can, you
know, take the time they wantto do it themselves.
They're more than happy to.
But I kind of like wrap thatinto my discovery approach
(04:19):
because, like you said, we'resolving a problem.
So is it what it be called softsales?
Is that the correct term?
Speaker 2 (04:26):
I guess.
So, like I made up like theempathetic sales, because that's
like I was trying to like kindof pinpoint what I do and how I
approach each conversation iswith empathy.
I want to put myself in someoneelse's position and I want to.
I want to offer them what isgoing to bring them value, just
like you, if you have adiscovery call with me and I
(04:48):
love how you said discovery call, because instead of a sales
call, right, we're going todiscover do you need my services
?
How can I help you and reallyuncover that?
And if that results in a saleand a client, that's wonderful.
If not, if I give them valueand they want to go and pursue
it on their own, that'swonderful too.
(05:08):
Most times, then, not even ifthey do pursue it on their own,
at some point they kind of hit awall and they're like you know
what?
Now I think I got as far as Ican.
Let me come to you and I canget them over that home.
Speaker 1 (05:21):
Yeah, and it's going and they will come back to you,
because are they going to goback to the person who tried to
do hard sales or are they goingto go back to the person that
gave them free value?
That's what I always thinkabout.
You know, kind of the same withsocial media, right?
You see, all these really bigbusiness influencers and people
that businesses that got most oftheir clients from social media
.
The way they did that was bygiving free value.
(05:42):
So I feel like that should beever, should be your social
media, should be your email,should be in your sales calls
Super important and our closingrate is like then we have like a
97% closing rate on discoverycalls.
Which is like I know it's notlike unheard of.
It's also because of how we getour leads to.
It's not like we don't reallydo social media, so usually they
(06:03):
know about us when they come onthe call.
But I feel like a big part ofit is because of that.
We're giving value and wereally just want to help and
that comes across so genuine.
You can tell when someone isjust trying to get the sale and
then when someone actually caresabout your business and just
wants to add their expertise toyour business right and to help
it grow.
(06:23):
I think that is huge.
So I love that you are, youknow, teaching everyone about
this.
I think it's something really,really important and I had to
kind of figure it out on my own,right From.
I never actually had anyone tocoach me in this area.
I never could find about it onYouTube.
I literally went with my gutand then also about how
conversations went, and then Itweaked it.
(06:45):
It took me years of reallylooking at to get this far.
So what are some tips you havewhen it comes to doing this type
of sales?
Speaker 2 (06:54):
Yeah.
So I think that you need toreally do your research on who
you're speaking to reallyunderstand what is their
business.
You know, obviously you don'twant to go in and just think you
know what they need.
You want to actively listen andunderstand what they need.
But doing your research givesyou a good window onto that
person you mentioned.
(07:15):
You know, closing 97% of sales,which is super impressive.
But you know where is the leadcoming from?
Is it a warm lead?
Is it a referral?
Like referrals are much easierto close than just cold outreach
and that type of stuff.
What I find is sometimes myclients are beating themselves
(07:36):
up.
I just had a recent client.
She had a great close rate Ithink it was like 80% but their
marketing campaigns widenedright and she was like I don't
know what I'm doing wrong.
My sales to close rate, call toclose rate went down and the
reality was she was not doinganything differently and she was
(07:57):
still closing a lot of business.
Her window opened up wider, sothat number is gonna go down.
So I tell my client don't gethung up on those numbers and
feel defeated.
You have to look at the biggerpicture Now, if you're so, I do
my research, I actively listen.
(08:19):
I really like you.
I bring value, I wanna bringvalue.
You will never go wrong withoperating with a generous spirit
.
A lot of salespeople claim thatthey're amazing hunters.
I say I'm a farmer, right, yousow those seeds, you nourish
them, you water them and then itcomes in.
(08:41):
So it's about perspective andreally caring about what that
person is looking for.
Speaker 1 (08:48):
That is awesome and that's what I found too, is like
asking the right questions.
So really you think about yourfriendships, right, if you have
any really close friends.
The way you got there was byreally investing yourselves in
the relationship, right, askingthem how they're doing, asking
what they need help with, reallyinserting yourselves in their
(09:09):
lives.
And I kinda do that in mydiscovery calls, where I'm
asking them questions to figureout more, to really involve
myself deeper.
And another thing is being 100%honest.
I've had people ask mequestions.
If I don't know the answer, Idon't bull, crap my way around
it.
I tell them I actually don'tknow, but I can find out or I
(09:31):
can ask this person.
I have the connections I have,the someone on my team that is
actually an expert at that.
That's usually and I've gottenclients from saying I don't know
because they appreciate it.
They know that I'm not givingthem false info.
I have my stepfather is.
I talk about him a lot on thepodcast.
He was entrepreneur and heretired in his 20s you know,
(09:55):
from the money that he made andas an investor and one of the
things that he is very, very,very careful about is not
answering a question that hedoesn't know the answer to.
He'll say it straight up.
He's like you know, I don'tknow enough about that or I'm
not in that world anymore.
He said that to me recently andhe's like I'm just not sure how
to answer this And-.
Speaker 2 (10:17):
That's so wise, that that's wisdom right there,
because you can't knoweverything right and you build
that credibility by being honestand authentic and like, if I
don't know it, I can eitherfigure it out or I have a
resource to get you the rightinformation, but just kind of
BSing your way through.
(10:38):
It comes across, you know,inauthentic and the people know.
Speaker 1 (10:43):
Oh yeah, 100%.
We all have a gut feeling,right, most of us.
We build our businesses off ourgut feelings and they have
these gut feelings in thediscover calls.
Imagine when you've been on adiscover call.
I think that was another thingthat really helped me with my
closing ring, which I wasn'tfocused on the numbers for a
very long time.
I'm only now just because Itrack a lot of different things.
I know better, but so I reallyloved your advice about not
(11:06):
getting caught up on thosenumbers.
But one of the really importantthings is like just really
making sure that you know you'renurturing this relationship and
, like you said, you're notbeing sneaky, you're not lying,
you're being upfront and it'sjust really helped also build
really cool connections and like, if I wasn't able to help them
(11:27):
sometimes they respect me enoughand maybe it's not a good fit
they might refer me to someoneelse that would be a good fit.
So you're really this is anopportunity.
Sales call isn't just anopportunity to close sales.
Speaker 2 (11:38):
I feel like it's an opportunity to build a
relationship and to, you know,collaborate with really cool
people and you're really youknow you're representing your
company, so it's reallyimportant to just you were
speaking my language, Natalie,because I tell my clients all
the time the goal of the call isnot that the success of the
(11:59):
call is not in the sale, it's tobuild trust in that
relationship right.
Once you do that, yes, it cantranslate to a sale, it can
translate to a referral,networking partners, so many
different things.
But we are bombarded by crazymessaging, hard sales, you know,
(12:19):
overstimulation.
The voices that in AI, which isfantastic, and all of that the
voices that are going to beremembered are the ones that are
operating authentically and canbuild that trust.
Speaker 1 (12:34):
Now we talked a lot about like during the call.
So now what about follow-upprocedure?
What is kind of, Because I'vetried a lot of different things
and this is probably one thing Idon't have completely cinched
down, so I love your thoughts onfollow-ups.
Speaker 2 (12:47):
So with follow-ups, you know, I did a study before I
kind of launched my businessand there was a number that said
70% of salespeople do notfollow up, which was I did not
believe it until I startedcoaching people.
So maybe not professionalsalespeople, but people that are
selling right, because we allsell, no matter what role we're
(13:10):
in.
So 70% do not follow up.
The problem with that is thatagain, we are bombarded by
messaging and if somebody is notbeing nurtured, they may have a
conversation with you.
They may be like who did Ispeak to?
Oh, wait a minute.
Like I know I spoke to somebody, but I don't know.
(13:32):
Or, you know, they may getinitial information, be kind of
interested, but it's not theright timing and then, six
months down the road, have noconnection with you whatsoever,
even if they were bought in atthat time.
So what I do for my clients isI set up a cadence that makes
sense, like think of each salescall and put them in the right
(13:56):
bucket.
Right, they're interested, theywant to move forward, they need
information, they need todigest it.
That's number one.
They are thinking about it.
They have to talk to partners.
They have to, you know, talk totheir team.
Blah, blah, blah might belonger, maybe Q2,.
Put them in a different bucket.
Love your service, but this isnot a great fit for me right now
(14:20):
.
Maybe sometime in the futureput them on a different cadence
or I will never use your service.
But you know what I have.
I may have friends that I needyou.
That's a different bucket,right?
So like it's not just you can'tand I know I've listened to
some of your podcasts and I loveautomation as well but not
(14:40):
everybody.
You can't just hit everybodywith the same cadence, because
then if I do not need yourservices and I just want to, or
I say you know what, two, three,hit me up again.
If I'm getting a weekly emailfrom you, I'm going to
unsubscribe and that's the endof it.
Right, cause I don't want to bebombarded.
So really using your emotionalintelligence and figuring out
(15:04):
what is the best cadence forthat person and then automating
it this way you don't have toremember everything.
Speaker 1 (15:13):
Love that, yeah, and I think it's so important
because, like you said, you know, automations are great up until
a certain point and I was justthinking, you know, kind of like
my follow-up emails.
What I really like to do is Ilike to write about something
that we talked about in the callbecause that shows it's not
automated and being thoughtful,maybe it's like hey, I told you
about that resource that Iwasn't sure on and I talked to
(15:34):
my people Like I feel like evenfollow-up, saying something like
that, is super important.
You told them that you weregoing to figure out something on
the call.
You better be following up withit.
Speaker 2 (15:43):
I feel like 24 hours with that resource or what you
said, and there's also there'sways to automated or send
reminders without.
But I love what you saidbecause I feel the same way,
like if somebody is on vacationfor two weeks and they're like
checking in two weeks, justsending them a canned email is
not good.
Now you can have a can emailfor a chunk of what the
(16:06):
information you want to give andthen personalize it.
So I make a lot of tasks, youknow, in my CRM.
So this way I know, okay,natalie was going on a vacation,
how is Spain?
Blah, blah blah and then sendadditional information.
So it does, you are invested.
(16:27):
But when you talk to a lot ofpeople too, it can get jumbled.
So make notes, make notes andas more detailed as possible.
That's going to make sense toyou and really have the client
feel like that you care aboutthem.
Speaker 1 (16:44):
Awesome, and then you gave us so much value.
Today I really appreciate youtelling us and I hope that we're
like actually applying this toour business, because you guys
just learned something super,super valuable.
So I hope you're listening,taking notes and you're applying
it to your business.
Where can we find more aboutyou and your services, natalie?
Speaker 2 (17:02):
Sure, so you can visit dp-consultscom.
That's my website.
You can also connect with me onLinkedIn.
I am always on LinkedIn and I'dlove to have a discovery call
with anyone to see.
Again, it's not a one size fitsall.
I custom my packages to whatpeople need.
Sometimes just that little bitof coaching gets them over that
(17:24):
hump.
Speaker 1 (17:25):
Awesome.
I'll make sure I put that inthe show notes as well.
Thank you again, darlene, andwe'll talk to you guys next time
on the Virtual Intx Podcast.
Popular Podcasts
On Purpose with Jay Shetty
I’m Jay Shetty host of On Purpose the worlds #1 Mental Health podcast and I’m so grateful you found us. I started this podcast 5 years ago to invite you into conversations and workshops that are designed to help make you happier, healthier and more healed. I believe that when you (yes you) feel seen, heard and understood you’re able to deal with relationship struggles, work challenges and life’s ups and downs with more ease and grace. I interview experts, celebrities, thought leaders and athletes so that we can grow our mindset, build better habits and uncover a side of them we’ve never seen before. New episodes every Monday and Friday. Your support means the world to me and I don’t take it for granted — click the follow button and leave a review to help us spread the love with On Purpose. I can’t wait for you to listen to your first or 500th episode!
Dateline NBC
Current and classic episodes, featuring compelling true-crime mysteries, powerful documentaries and in-depth investigations. Follow now to get the latest episodes of Dateline NBC completely free, or subscribe to Dateline Premium for ad-free listening and exclusive bonus content: DatelinePremium.com
Cold Case Files: Miami
Joyce Sapp, 76; Bryan Herrera, 16; and Laurance Webb, 32—three Miami residents whose lives were stolen in brutal, unsolved homicides. Cold Case Files: Miami follows award‑winning radio host and City of Miami Police reserve officer Enrique Santos as he partners with the department’s Cold Case Homicide Unit, determined family members, and the advocates who spend their lives fighting for justice for the victims who can no longer fight for themselves.