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Short Bursts: 10 Sales Moves That Take 10 Minutes or Less · Sell Well: Helping Agencies Close More Deals and Grow Revenue

• 0:00
  SPEAKER_00: This weekend I ran my first mountain trail race.
• 0:03
  SPEAKER_00: Technically, it was part of an ultra weekend, and the people around me had run 31 miles the day before.
• 0:09
  SPEAKER_00: My race was the baby version, baby meaning 15 and a half miles and 3,500 feet of climbing.
• 0:16
  SPEAKER_00: The most important thing to know is that I ran it with almost no training, and my brother and I signed up for it five days before.
• 0:22
  SPEAKER_00: We try to do something hard together every year.
• 0:24
  SPEAKER_00: Last year it was the Marine Corps Marathon.
• 0:26
  SPEAKER_00: I trained for it very intensely and got super focused and made this my giant goal.
• 0:32
  SPEAKER_00: He did not.
• 0:33
  SPEAKER_00: He showed up after having run, I think, twice and still ran a four-hour marathon.
• 0:40
  SPEAKER_00: It was one of the most athletic things I've ever seen.
• 0:43
  SPEAKER_00: The only thing I can credit is that he is 23, and I think maybe that gave him some advantage.
• 0:50
  SPEAKER_00: This year we wanted to do something that we had never done.
• 0:52
  SPEAKER_00: We've run plenty of half marathons, a full, a lot of road races, and we both grew up running cross-country.
• 0:59
  SPEAKER_00: Trails felt like something that was really intimidating, but also really exciting.
• 1:04
  SPEAKER_00: We both love hiking.
• 1:05
  SPEAKER_00: And this time of year, it is just gorgeous in Georgia, especially in the mountains.
• 1:10
  SPEAKER_00: So we were really excited about this, but really didn't know what we were walking into.
• 1:15
  SPEAKER_00: We also didn't look into it very much after we signed up.
• 1:19
  SPEAKER_00: So we signed up on a Tuesday, around Friday before, I give him a call and I'm like, hey, um, have you looked into this at all?
• 1:26
  SPEAKER_00: What do you know about it?
• 1:27
  SPEAKER_00: So we pull up the document together and we start looking through the FAQs.
• 1:31
  SPEAKER_00: At this point, you might be thinking, but wait, Suzy, you seem kind of intense about sales and about business in general.
• 1:36
  SPEAKER_00: Yes.
• 1:37
  SPEAKER_00: Business Suzy is very competitive and can be pretty type A.
• 1:40
  SPEAKER_00: Real life Suzy tends to be pretty chill and type B.
• 1:44
  SPEAKER_00: It is very, uh, it's an interesting situation for my friends and family.
• 1:48
  SPEAKER_00: The thing that stood out to me the most on this FAQ is that it said the race is 14.5 ish miles.
• 1:56
  SPEAKER_00: I have run a lot of races and I've signed up for a lot of them, and they have all been super descriptive about the distance you are running.
• 2:04
  SPEAKER_00: This was the first time I had ever seen ish used on any kind of formal registration document.
• 2:11
  SPEAKER_00: A quick note: the race ended up being about 15 and a half miles.
• 2:16
  SPEAKER_00: So big emphasis on ish there.
• 2:18
  SPEAKER_00: Okay, so we wake up Sunday morning, we get out to this race, we figure it all out, and we are standing there in our road race gear while everybody around us is dressed for like an expedition, and we look at each other like, what are we doing here?
• 2:33
  SPEAKER_00: Then the organizer starts giving one of the best pep talks I've ever heard.
• 2:38
  SPEAKER_00: I've never been to a race where they like give an inspirational speech beforehand, but it was pretty awesome.
• 2:43
  SPEAKER_00: About 120 people there.
• 2:45
  SPEAKER_00: One of the things he said though, Cole and I both just burst out laughing.
• 2:49
  SPEAKER_00: He said, If you showed up today thinking that this was going to be a trail race, you're missing you're probably mistaken.
• 2:55
  SPEAKER_00: And everybody starts kind of laughing, except for Cole and I.
• 2:58
  SPEAKER_00: And we look at each other and he goes, This is a mountain climb.
• 3:02
  SPEAKER_00: And we both just burst out laughing.
• 3:03
  SPEAKER_00: We're like, oh no, we are in trouble.
• 3:07
  SPEAKER_00: For those of you who have been following along with the podcast for a while, I just spent the month of mid-September through mid-October in Florida, which is not known for its mountainous terrain.
• 3:19
  SPEAKER_00: So I have been running on the flattest flat roads you've ever been to.
• 3:24
  SPEAKER_00: So I'm not exactly mountain ready at this point.
• 3:27
  SPEAKER_00: If at this point in the podcast you're listening to this going, Susie, when are you going to talk about sales?
• 3:32
  SPEAKER_00: I didn't sign up to listen to your running podcast.
• 3:34
  SPEAKER_00: I promise it's coming.
• 3:35
  SPEAKER_00: I'm going to tie it all back together, but you have to go on this journey with me for a minute.
• 3:39
  SPEAKER_00: So the race starts, and we climb 3,500 feet over the course of that race.
• 3:45
  SPEAKER_00: We, it was the hardest thing I've ever done in my life.
• 3:48
  SPEAKER_00: Like, truthfully, it was so much harder.
• 3:50
  SPEAKER_00: It was very close in time.
• 3:53
  SPEAKER_00: My 15 and a half-ish miles was very close in time to my full marathon time, which is 26.2 miles.
• 4:01
  SPEAKER_00: So it was so intense and a very different kind of race than I've ever run.
• 4:08
  SPEAKER_00: One thing I learned during this race is that you're not really supposed to run the whole thing.
• 4:13
  SPEAKER_00: Before they start, they even told us, hey, don't sprint up this first climb, pace yourself.
• 4:18
  SPEAKER_00: The people who won started this race out by walking.
• 4:22
  SPEAKER_00: They were not concerned at all.
• 4:24
  SPEAKER_00: They were going to pick up speed later.
• 4:26
  SPEAKER_00: They were going to pass people like Cole and I who started jogging right away and were like, this is a race.
• 4:31
  SPEAKER_00: We start running.
• 4:32
  SPEAKER_00: And they were like, no, no, you walk up the climb because the first two miles are a beast.
• 4:37
  SPEAKER_00: This is not typically how I like to work out.
• 4:40
  SPEAKER_00: Most of the time, I try to work out in some kind of an endurance push.
• 4:46
  SPEAKER_00: I love a long run where I can lock in, keep going, even when I don't feel like it.
• 4:50
  SPEAKER_00: And this race needed something totally different for me.
• 4:54
  SPEAKER_00: And like I said, we signed up five days before.
• 4:56
  SPEAKER_00: So we hadn't had a lot of time to like go into this with a really clear plan.
• 5:01
  SPEAKER_00: My husband even stopped me and was like, should you go like run on a trail at all before you do this?
• 5:07
  SPEAKER_00: And I was like, I'll figure it out.
• 5:09
  SPEAKER_00: We also, I went for a run in my new trail shoes like three days before, which is also a big no-no.
• 5:15
  SPEAKER_00: So as we're doing this and we're finding ourselves like half hiking, half jogging, kind of trying to figure out how to do this 3,500-foot climb, we found ourselves doing what we started calling short burst.
• 5:27
  SPEAKER_00: Um, I'm sure everybody's like, you did not coin that.
• 5:30
  SPEAKER_00: But that's what we started calling it.
• 5:32
  SPEAKER_00: One of us would get the urge to kind of start running or loosen up our legs a little bit after we had been climbing for a while and we've been walking for a while.
• 5:39
  SPEAKER_00: And somebody would say, short burst.
• 5:42
  SPEAKER_00: And we would try to run, we'd say, let's let's run to that branch or let's run to that tape over there.
• 5:48
  SPEAKER_00: And we would try to run a quarter of a mile or a tenth of a mile at a time, just trying to pick up some momentum and kind of keep things going.
• 5:55
  SPEAKER_00: Somewhere on that mountain, uh, we started talking about how the idea of short bursts really is such a beneficial concept outside of running.
• 6:06
  SPEAKER_00: Like I said, this race took us so much longer than any other race I've ever done.
• 6:10
  SPEAKER_00: We had a lot of time to chat and uh really dive into life a little bit.
• 6:16
  SPEAKER_00: We started sharing things that we both have been through in terms of just things that have been challenging for us in our careers or academically or things that popped up personally and how the idea of a short burst, like, hey, my legs are shot and I think I might need a quad replacement tomorrow, but I can run to that next branch.
• 6:35
  SPEAKER_00: I can push it for a little bit.
• 6:37
  SPEAKER_00: I've got more in me than I think.
• 6:39
  SPEAKER_00: That mental grit and knowing, hey, I don't have to say, I'm gonna run the rest of the race.
• 6:46
  SPEAKER_00: I just have to be able to run from here to that branch.
• 6:48
  SPEAKER_00: I've got to give it a little bit more for a short amount of time.
• 6:52
  SPEAKER_00: That is such a beneficial concept in business, professionally, personally, in any kind of situation where you're feeling worn down and you're not sure if you can keep up this endurance for much longer.
• 7:07
  SPEAKER_00: Okay, I told you I was bringing it back to sales.
• 7:09
  SPEAKER_00: Did I not?
• 7:10
  SPEAKER_00: So many of us treat sales like it's this endurance sport.
• 7:14
  SPEAKER_00: Can I keep going?
• 7:14
  SPEAKER_00: Can I go faster?
• 7:15
  SPEAKER_00: Can I put in more miles?
• 7:17
  SPEAKER_00: It turns into this race where you're either running the whole thing or it doesn't count.
• 7:21
  SPEAKER_00: But the business owners I see who are doing this well are the ones that do this in short bursts.
• 7:28
  SPEAKER_00: They aren't going full speed the whole time.
• 7:31
  SPEAKER_00: Now, real quick caveat, I do want to be really clear about who I'm talking to.
• 7:35
  SPEAKER_00: If sales is your full-time job at someone else's company, endurance really is the name of the game.
• 7:39
  SPEAKER_00: And you should keep cranking.
• 7:40
  SPEAKER_00: You can because you don't have to wear every other hat.
• 7:43
  SPEAKER_00: When you're the business owner, you're getting pulled into team problems and client problems, and your CPA is calling and there's paperwork.
• 7:50
  SPEAKER_00: I remember one day I had six sales calls back to back, and I decided to take a quick break.
• 7:55
  SPEAKER_00: I was like, I'm gonna go touch grass, I'm gonna go walk out to the mailbox, get the mail, come back inside, grab a LaCroix.
• 8:01
  SPEAKER_00: Huge mistake.
• 8:01
  SPEAKER_00: I opened up a letter from the government saying it owed the money.
• 8:04
  SPEAKER_00: It turned out not to be true.
• 8:05
  SPEAKER_00: An hour later, I had lost all this time trying to figure out with my CPA is this true?
• 8:11
  SPEAKER_00: Is it not?
• 8:12
  SPEAKER_00: But that's the life of a small business owner.
• 8:14
  SPEAKER_00: You think you're taking a break for a minute to go out to the mailbox, and next thing you know, your whole day is derailed.
• 8:20
  SPEAKER_00: So, what does that mean in terms of trying to commit to a new sales process or I'm gonna do lead gen?
• 8:27
  SPEAKER_00: That feels like such a big thing, right?
• 8:29
  SPEAKER_00: I'm gonna commit to doing more lead gen.
• 8:32
  SPEAKER_00: I'm gonna commit to selling better.
• 8:34
  SPEAKER_00: Instead of trying to conquer the whole mountain, ask yourself what short burst you can do today.
• 8:40
  SPEAKER_00: A short burst builds up this momentum and buys you time in a race without the pressure of running every step.
• 8:46
  SPEAKER_00: Even though we were super tired and we felt like, man, we've never walked this much ever in a race before, those short bursts actually helped us finish in the top 30%.
• 8:56
  SPEAKER_00: They helped push us forward, they helped move us along, they helped keep us on pace in a way that we weren't even sure if it was adding up.
• 9:04
  SPEAKER_00: And when we got to the end, we were like, oh my gosh, this actually really helped move us ahead of the rest of the pack.
• 9:11
  SPEAKER_00: Uh, real quick personal note before you were like, dang, Susie, like it sounds like this is a story where you weren't sure if you could do it, and then you showed up and did it.
• 9:20
  SPEAKER_00: Um, I have not been able to walk super well for the last few days, and I'm really regretting every decision and every short burst.
• 9:28
  SPEAKER_00: But for the sake of this sales analogy, I actually think uh this worked out really well.
• 9:32
  SPEAKER_00: For the sake of my quads, I don't think I'll ever be the same.
• 9:35
  SPEAKER_00: The good news is you don't have to run an ultra marathon.
• 9:39
  SPEAKER_00: You just need to work on your business and get some momentum selling and have some short bursts that will help you build up that momentum.
• 9:49
  SPEAKER_00: The other reason I think this is so cool is when you start to see how far those short bursts get you, and you start to see, wow, I'm a lot stronger than I think, and this added up over time, you start to recognize, oh, I've got a lot more in me.
• 10:05
  SPEAKER_00: And typically that helps propel you forward in the same way that putting this off over and over again and being like, I need to do lead gen this week, I need to do lead gen this week.
• 10:15
  SPEAKER_00: A couple of weeks ago, I have written down on my to-do list, reach out to people question mark.
• 10:20
  SPEAKER_00: This is all I do is talk about lead gen and sales and all of these different things now.
• 10:24
  SPEAKER_00: And I still had this vague to-do of reach out to partners, reach out to people, question mark.
• 10:31
  SPEAKER_00: Those kinds of things on your to-do list are a really easy way to feel behind, to feel like you're not making any progress.
• 10:40
  SPEAKER_00: Because how in the world are you supposed to get to that?
• 10:42
  SPEAKER_00: So today I want to give you 10 short bursts that are going to take you 10 minutes or less that you can do to start building momentum in your business.
• 10:52
  SPEAKER_00: So we're gonna run through them together.
• 10:53
  SPEAKER_00: Number one, you can email three past clients just to check in.
• 10:57
  SPEAKER_00: Ask how they're doing, ask how the website or whatever you built them is serving them, ask them how they're enjoying their photos.
• 11:04
  SPEAKER_00: You don't need a referral system or feedback form for this.
• 11:06
  SPEAKER_00: You don't need to spend time.
• 11:08
  SPEAKER_00: That's the kind of stuff that used to bog me down.
• 11:10
  SPEAKER_00: I'd be like, well, if I'm going to email them, I should ask them for this and I should build out this form.
• 11:14
  SPEAKER_00: And by the time I know it, I've spent six hours on that and have reached out to no one.
• 11:18
  SPEAKER_00: Sit down, email three people that you've worked with before and make sure they're nice clients.
• 11:23
  SPEAKER_00: Don't email people that were mean to you.
• 11:25
  SPEAKER_00: Email your nicest clients.
• 11:28
  SPEAKER_00: Number two, follow up on one proposal that went quiet.
• 11:31
  SPEAKER_00: Just a quick note.
• 11:33
  SPEAKER_00: Hey, I wanted to see if anything changed with the budget.
• 11:37
  SPEAKER_00: I know that you were going to talk to Stephanie about this.
• 11:39
  SPEAKER_00: Try to include some personal details, but just follow up with something and do not send the email of just checking on this.
• 11:47
  SPEAKER_00: Like, put some thought into it or have your robot put some thought into it and come up with something that they feel obligated to reply to.
• 11:56
  SPEAKER_00: Number three, text a referral partner or somebody who serves the same people you do that's not a partner yet.
• 12:02
  SPEAKER_00: Ask who they're working with lately and if there's anything you can help each other with.
• 12:06
  SPEAKER_00: Send a voice message, just be like, hey, I just wanted to see how things are going for you, what you've got planned for Q4, if there's anything you want help promoting.
• 12:16
  SPEAKER_00: I've got some stuff I'd love to talk through.
• 12:18
  SPEAKER_00: Maybe it makes sense to jump on a call.
• 12:20
  SPEAKER_00: So easy.
• 12:21
  SPEAKER_00: Number four, go back through your last couple months of sales calls and find somebody who told you not right now.
• 12:27
  SPEAKER_00: Send them a quick note and just be like, hey, I said I was gonna follow up.
• 12:31
  SPEAKER_00: This is me following up.
• 12:32
  SPEAKER_00: I just wanted to see where things are at.
• 12:34
  SPEAKER_00: Right now, might be now.
• 12:36
  SPEAKER_00: Um, things are changing so much in Q4.
• 12:39
  SPEAKER_00: And just send them a quick note checking in, seeing how they are.
• 12:43
  SPEAKER_00: Sometimes too, this works like if you guys went back and forth on LinkedIn and then you switched over to email once you got on the call, go back to LinkedIn.
• 12:51
  SPEAKER_00: Like just mix it up a little bit.
• 12:53
  SPEAKER_00: Number five, leave a comment on someone's LinkedIn post that you'd love to work with.
• 12:59
  SPEAKER_00: Just don't put like great post, or you know, Stephanie, comma, way to go, exclamation point.
• 13:07
  SPEAKER_00: Make it a real comment and show that you actually read it, like engage with the post.
• 13:13
  SPEAKER_00: Nothing salesy, just engage with the post.
• 13:15
  SPEAKER_00: Think about how self-conscious we all are about putting content out there, especially on LinkedIn.
• 13:22
  SPEAKER_00: It's so easy to like get roasted on LinkedIn and people love to like jump in and add mean comments.
• 13:28
  SPEAKER_00: It makes someone's day when someone comments back and is like, wow, this is really insightful, or hey, I actually do have a book that I would recommend on this, or whatever.
• 13:37
  SPEAKER_00: Like, just engage with the post.
• 13:39
  SPEAKER_00: It's telling somebody the work that you put into this, I recognize and I'm seeing it.
• 13:44
  SPEAKER_00: The amount of times just acknowledging somebody else and putting out some of the good juju on social media and giving somebody a shout out has come back and turned into a conversation about work for me is unbelievable.
• 13:58
  SPEAKER_00: Number six, send a voice memo or even just a quick loom video to a warm lead instead of another follow-up email.
• 14:05
  SPEAKER_00: So this is somebody you're in conversation with right now.
• 14:09
  SPEAKER_00: Remember that people are so quick to dismiss emails and texts now because they get so many of them.
• 14:16
  SPEAKER_00: But it's a lot harder to walk away from somebody's voice, somebody's face.
• 14:21
  SPEAKER_00: Just mix it up a little bit and be like, hey, I was thinking about you, or one more thing that I was thinking about in your proposal.
• 14:27
  SPEAKER_00: I just wanted to send this over real quick.
• 14:30
  SPEAKER_00: Voice messages I have found just make such a difference when following up with people.
• 14:35
  SPEAKER_00: Number seven, ask one happy client for an introduction and be specific about who you're hoping to meet.
• 14:41
  SPEAKER_00: So reach out to that favorite client who hasn't referred you anyone in a while and say, Hey, we are super excited that we're able to offer websites at this, you know, we've got a couple spots for websites opening up, or we've got this new package, or we are opening up our branding wait list again.
• 15:00
  SPEAKER_00: I just wanted to see, we loved working with you so much.
• 15:03
  SPEAKER_00: Do you have any?
• 15:04
  SPEAKER_00: It's kind of like when people are like, Does he have any brothers?
• 15:08
  SPEAKER_00: Like, I've had people ask me about that with my husband.
• 15:11
  SPEAKER_00: We're like, so like, what's the situation?
• 15:14
  SPEAKER_00: Like, how do I find one like him?
• 15:16
  SPEAKER_00: That's basically what you're asking your client.
• 15:20
  SPEAKER_00: Like, how do we find more people like you and see what they say?
• 15:23
  SPEAKER_00: You can be cheeky about it.
• 15:24
  SPEAKER_00: And honestly, the worst thing they can do is be like, I don't know anyone right now, bummer.
• 15:29
  SPEAKER_00: Move on to the next one, which brings me to number eight.
• 15:32
  SPEAKER_00: Check your LinkedIn notifications for anyone who has started a new job or hit any new milestones in your target market.
• 15:40
  SPEAKER_00: Okay, not just anybody and not other people who are also agency owners or people like that, but specifically people in your target market and see if there's anybody who has started a new job, new milestone, anything like that, and send a quick congratulations.
• 15:57
  SPEAKER_00: Sometimes these new roles come with new budgets, new problems.
• 16:02
  SPEAKER_00: You want to be top of mind for them.
• 16:04
  SPEAKER_00: So think about I worked with a lot of interior designers, right?
• 16:07
  SPEAKER_00: Be on the lookout for people that you went to college with that you're like, wow, you joined an interior design firm and this is what you're doing now.
• 16:16
  SPEAKER_00: Congratulations.
• 16:16
  SPEAKER_00: That's so cool.
• 16:18
  SPEAKER_00: You want to be top of mind.
• 16:20
  SPEAKER_00: You just want to encourage people.
• 16:22
  SPEAKER_00: And again, I'm not telling you, like, hey, I think you should go and, you know, be super awkward.
• 16:29
  SPEAKER_00: I'm telling you to congratulate someone you kind of know on their new promotion.
• 16:32
  SPEAKER_00: That's about as tame as the internet gets these days.
• 16:36
  SPEAKER_00: Number nine, post a client win.
• 16:38
  SPEAKER_00: Just post a testimonial.
• 16:40
  SPEAKER_00: I don't need you to build out a whole system.
• 16:42
  SPEAKER_00: I need a new page on my website and need to do all this stuff.
• 16:45
  SPEAKER_00: No.
• 16:46
  SPEAKER_00: Short story about what happened for them.
• 16:48
  SPEAKER_00: Post on Instagram, post it on LinkedIn.
• 16:50
  SPEAKER_00: I don't care.
• 16:51
  SPEAKER_00: Just get it out into the wild.
• 16:53
  SPEAKER_00: We launched this website this week.
• 16:55
  SPEAKER_00: We started working with this new client this week.
• 16:57
  SPEAKER_00: Whatever it is, just share a win, who you're working with, get it live, and stop dragging your feet on it.
• 17:05
  SPEAKER_00: Number 10, invite one person to a live in-person coffee.
• 17:09
  SPEAKER_00: Former colleague or maybe somebody that you hope to work with, somebody you met at an event and never followed up with.
• 17:16
  SPEAKER_00: Just send out an invite.
• 17:17
  SPEAKER_00: Hey, I'd love to grab coffee sometime.
• 17:19
  SPEAKER_00: And then say, and this is always the part that gets me, does this time work for you?
• 17:24
  SPEAKER_00: I find that so many people are like, we should get coffee sometime.
• 17:27
  SPEAKER_00: And they're like, totally.
• 17:28
  SPEAKER_00: And then we never do it because somebody doesn't say a date.
• 17:32
  SPEAKER_00: Even if you're like, hey, Saturday at 2 a.m.
• 17:34
  SPEAKER_00: And they're like, oh, that doesn't work for me.
• 17:36
  SPEAKER_00: Like, I mean, obviously don't say that, but throwing out a time gets the ball rolling on scheduling.
• 17:43
  SPEAKER_00: Just shoot them a note.
• 17:45
  SPEAKER_00: Most people like to be invited to things.
• 17:47
  SPEAKER_00: They like when people comment on their posts.
• 17:49
  SPEAKER_00: They like when people engage with them online.
• 17:51
  SPEAKER_00: They like the validation, and they like being invited to coffee.
• 17:55
  SPEAKER_00: Reach out to people, say, hey, I would love to get coffee with you, and just hear what you're working on right now.
• 18:01
  SPEAKER_00: Okay.
• 18:02
  SPEAKER_00: These are my 10 things.
• 18:03
  SPEAKER_00: These are your short bursts that you can do in Q4.
• 18:06
  SPEAKER_00: Um, and you can work your way through this list.
• 18:08
  SPEAKER_00: You could work your way through this list this afternoon, probably.
• 18:10
  SPEAKER_00: None of these things are a good replacement for a legion system or strategy.
• 18:16
  SPEAKER_00: None of these things are going to blow up your business overnight and help you hit seven figures tomorrow, but there are going to be things that can move the needle and start to build that momentum, helping you finish the race better and stronger with a faster time than if you just kept doing what you were doing yesterday.
• 18:33
  SPEAKER_00: Cole and I walked 70, 80% of that race, but those short bursts were the reasons that we were able to build some momentum, keep things moving, finish well, and probably want to do another one again at some point if my legs ever recover.
• 18:51
  SPEAKER_00: Short bursts are the same in sales.
• 18:54
  SPEAKER_00: These things on their own aren't going to build you a massive business overnight.
• 18:59
  SPEAKER_00: You're not going to wake up from sending a comment on a LinkedIn post to a seven-figure business, but it will give you momentum.
• 19:05
  SPEAKER_00: It will give you positive reinforcement that this business is working.
• 19:08
  SPEAKER_00: You're going to start to see relationships turn into deals.
• 19:13
  SPEAKER_00: And that is going to give you enough confidence to keep going and keep building, even when you're feeling like you are buried in all of the different things you have to do as a business owner.
• 19:24
  SPEAKER_00: When the things pop up, the client fires, the team struggles, all of these things happen.
• 19:30
  SPEAKER_00: Having a short burst where you know you're building momentum, and this isn't something that's getting pushed to the bottom of the list can help you stay on track, help you know that you're moving in the right direction and help you keep moving forward.
• 19:43
  SPEAKER_00: As we head into the end of this year, you might be a little tired.
• 19:46
  SPEAKER_00: It might have been a really hard one.
• 19:48
  SPEAKER_00: Revenue may not be where you want it to be, and your time might not be going where you want it to.
• 19:53
  SPEAKER_00: In fact, it might be going everywhere except where you want it to go.
• 19:55
  SPEAKER_00: And I get it.
• 19:57
  SPEAKER_00: But you can have a short burst.
• 19:59
  SPEAKER_00: Pick one thing off this list this week and just push a little bit, see what it gives you, and then do another one.
• 20:05
  SPEAKER_00: Run to that branch, run to that piece of tape, and then you can take a break.
• 20:10
  SPEAKER_00: I don't need you to commit to a whole new lead gen strategy before the end of this year, but just plug in a couple short bursts and see what you find as you start to build momentum.
• 20:22
  SPEAKER_00: One last piece of advice.
• 20:24
  SPEAKER_00: Sometimes when we talk about lead gen, I find that people can get really emotional.
• 20:28
  SPEAKER_00: If this is you, know that you're not alone.
• 20:31
  SPEAKER_00: Talking about some of these things can make people really angry or disappointed or just feel really down because they're like, I just feel like my business should be in a place where I'm not having to do these things as much anymore, or I'm just really frustrated that I've done some of these things and it's not working.
• 20:46
  SPEAKER_00: When we start to get emotional about doing some of these things, that's normally when it's time to bring in a coach.
• 20:51
  SPEAKER_00: Somebody who can look at this unemotionally, somebody who can help you and say, hey, timeout.
• 20:56
  SPEAKER_00: Actually, we're gonna work the plan.
• 20:58
  SPEAKER_00: Actually, now's a great time for a short burst.
• 21:01
  SPEAKER_00: Go now.
• 21:02
  SPEAKER_00: Somebody who can walk alongside you and tell you this is working.
• 21:06
  SPEAKER_00: We're on the right path.
• 21:07
  SPEAKER_00: We are headed in the right direction.
• 21:09
  SPEAKER_00: If this is you, I would love the chance to chat with you.
• 21:12
  SPEAKER_00: You can head over to susieconsoli.com.
• 21:15
  SPEAKER_00: You can check out I've got a ton of free resources on there.
• 21:17
  SPEAKER_00: I've got a private podcast, I've got one-on-one coaching options available.
• 21:22
  SPEAKER_00: I would love the chance to meet you, get to know you, and help you figure out what is your best next step.
• 21:28
  SPEAKER_00: Go to susieconsoli.com and you can find all of these resources as well as a way to connect with me directly.
• 21:35
  SPEAKER_00: Thank you so much for listening.
• 21:37
  SPEAKER_00: I promise next time to talk a lot less about running and not have you process my race with me in real time.
• 21:44
  SPEAKER_00: But until next time, sell well.