Latest / Unshakeable with Human Design - A Human Design For Business Podcast / 285 - How Entrepreneurs Can Increase Sales Using Human Design

Transcript

285 - How Entrepreneurs Can Increase Sales Using Human Design · Unshakeable with Human Design - A Human Design For Business Podcast

0:01
Welcome to Unshakeable with Human Design, the show dedicated to
0:05
helping entrepreneurs use human design to shift from hustle to
0:09
flow without sacrificing results.
0:11
Come here to become an unshakeable human and build an unshakeable business
0:15
according to your human design.
0:17
I'm your host, Nicole Laino.
0:22
Hello and welcome to Unshakeable with Human Design, everybody.
0:24
I'm Nicole Laino.
0:26
We are here together today.
0:27
This is going to be an entrepreneur focused episode.
0:29
Entrepreneurs and human design combined.
0:32
What I do best here, what I do most here.
0:35
But this is going to be much more about the business side of human design.
0:39
And really what I want to break down for you are three ways that human
0:43
design can help increase your sales.
0:45
And these are three things that I'm seeing across the board with
0:49
entrepreneurs who come to me in various ways through various programs.
0:53
Inside my Business by Design Mentorship, people who have signed up for the
0:56
unshakeable Human Program, even, they're entrepreneurs starting out, not ready to
1:01
take a leap into my mentorship just yet, they're looking to embody their design,
1:06
but their ultimate goal is to start using human design in their business.
1:11
And also just in my networking groups, other entrepreneurs that I work
1:14
with that are friends of mine, what I'm seeing and what we're hearing.
1:18
Now, I want to break down these three things that I notice come
1:22
up with entrepreneurs all the time when it comes up with sales.
1:26
And there's a shift with sales that we're seeing, we're definitely
1:29
seeing things change, and that can be really scary for people if you
1:33
aren't what I call unshakeable.
1:36
It's not scary for me.
1:38
It almost feels like an of course, and I'm welcoming it.
1:41
And we're going to talk about that a little bit more too, but the three
1:45
things that I hear entrepreneurs saying all the time, and if you fall into this
1:48
category, you're definitely going to want to stay till the end of this episode.
1:51
Cause I'm going to break each one of these down.
1:53
Sometimes we need strategy and sometimes we need energetic practices.
1:57
And that's why I teach both.
1:59
I don't just say all you need is human design.
2:01
I know that there are people out there who say that all you need is human
2:04
design or some other energetic practice.
2:07
All you need to do is get into the energy of something and then
2:10
the rest takes care of itself.
2:12
Now I agree that the energy makes the strategy so much easier.
2:17
A lot of the bumps in the road, a lot of the so called blocks that we end up
2:21
bumping up against when we try to make something happen, when we try to take
2:25
action and we get stuck can be solved through understanding that the problem
2:30
probably lies within you and starting to look at that and becoming a master at
2:35
leading yourself through life in general but certainly being able to navigate those
2:41
times when things aren't flowing smoothly.
2:44
Do you know how to get back into your flow?
2:48
And that's becoming more and more important because we're
2:51
seeing the strategies of yesterday not work all the time.
2:56
So I think that's why people are turning to these energetic practices.
2:59
But we still do need strategy.
3:01
But I'm going to talk about the shifts that we're seeing with strategy.
3:04
And even in my own business, I'll talk about how we had an 80 percent close
3:08
rate on our last launch with the sales for the Business by Design mentorship.
3:12
So it's a high ticket mentorship.
3:14
I'm not selling a $37 product or even a $500 product.
3:17
It is in the multiple thousands of dollars because it's a year long mentorship
3:21
with private coaching and stuff from me.
3:23
So it's very involved, but we saw an 80 percent close rate.
3:27
And I'm going to talk to you about the shifts that we made,
3:30
and the shifts that I made within my business and what I didn't do.
3:33
Actually, in order to make that happen.
3:36
So, first of all, the things that we hear entrepreneurs saying a lot around
3:43
sales, I hear that sales are icky, I hear that I wish I didn't have to
3:49
sell and I could just coach, heal, create, whatever it is that you do,
3:55
insert your job right at the end there.
3:59
And then I hear people say that people aren't buying as much as they used to.
4:03
And like I said, there's a shift in buyer behavior, yes.
4:08
But I'm going to tell you how this can actually work in your favor,
4:11
how this shift in buyer behavior is actually a good thing for you.
4:18
So that's what I'm going to break down in today's episode.
4:20
I'm going to take you through all of that and I'm going to tell you how human design
4:24
fits into this, and I'm going to help you understand where strategy is necessary
4:29
and where energetics are necessary .Because there is an energy to sales.
4:34
And if you read even old sales books, they might be talking about strategy, but
4:38
they used to refer to it as confidence.
4:41
But now I think that we're seeing the veil be lifted on phony confidence.
4:47
And people want something deeper.
4:50
We're going to break all of that down in today's episode.
4:52
So if you want to know how to increase your sales using both strategy and energy
4:56
and incorporating human design into that process, then you're going to want
4:59
to stay until the end of the episode.
5:00
I also want to let you know that if this is a topic that interests you, if
5:03
you're an entrepreneur who's interested in incorporating human design into your
5:06
business, you should come to my party that I throw every couple of months.
5:11
My Authority Accelerator Masterclass.
5:13
This is a five day masterclass.
5:15
This is my flagship free teaching that I do outside of the podcast.
5:20
And what I'm told is that this free masterclass where I break down my entire
5:24
framework, my sole strategy framework of how you bring in sales regularly, how you
5:31
can have a semi evergreen process for your business and how you can use human design
5:35
to elevate your business more so than anything else will ever allow you to do.
5:41
I break that down for you in five days.
5:42
It is a totally free masterclass for now.
5:45
I haven't decided if I will charge for it in the future,
5:47
but right now it is still free.
5:49
All you have to do is DM me on Instagram.
5:51
I'm @NicoleLainoOfficial DM me masterclass and we will register you right there.
5:58
And if you want to go to the website, go to nicolelaino.com/masterclass and
6:01
we'll register you on the website there.
6:03
We'll also link all of this up in the show notes for you.
6:05
So if you can't write it down, don't worry.
6:07
All right, let's dive into the episode.
6:08
First of all, let's tackle the first one.
6:10
Sales are icky.
6:12
Now you've probably heard this, but I'm going to say it again.
6:15
And when I say it, I want you to pay attention to where
6:19
this lands in your body.
6:20
What do you feel when I say this?
6:24
Selling is a service.
6:27
What do you feel when I say that?
6:29
Does it feel like, of course, yes, absolutely.
6:33
Selling is service and you feel that to your bones, that when I sell
6:38
something, anything that I do, it is a service to the people I am selling to.
6:45
And do you believe that?
6:47
Do you have that in your bones?
6:49
Or does it feel like total bullshit?
6:52
Like that sounds like something that sales people say to get you to buy
6:55
something and then screw you over.
6:58
Is that where selling as a service lands for you?
7:02
Or do you roll your eyes?
7:03
Yeah, right, selling as a service.
7:04
Yeah, service for you because you're collecting the money.
7:08
Or is it, is it somewhere in between where it's like I intellectually know that
7:13
selling is a service, but I don't feel it.
7:17
Or I don't feel it about my products.
7:21
So this is one of those energy things.
7:23
Selling is a service when you are living your purpose.
7:28
When you're living your purpose and you're truly embodying your
7:31
purpose, then it changes the way that you feel about what you do.
7:37
Because you feel like you're doing what you are meant to do.
7:40
And if you weren't doing what you were meant to do, then the
7:42
world would be worse off for it.
7:46
So when I show up and I teach human design and I teach business and I
7:50
teach everything that I teach, I truly, truly believe in my bones this is
7:54
of service, but it's only of service to the people who are right for it.
8:00
And we're going to get into how we determine that in topic number three
8:03
that I'm going to talk about in the show.
8:06
But I know that I'm living my purpose.
8:10
I know that every day I will deepen that connection.
8:14
I will get better at it.
8:15
It will get clearer to me how it will change and morph.
8:20
But right now, I am embodying my purpose every day.
8:25
I am working on it every day.
8:27
I'm conscious of it.
8:28
And everything that I do is of high integrity.
8:32
I care.
8:35
I told my team at the beginning of this year, we are obsessed with client results.
8:38
That is number one, even before our results.
8:42
We are obsessed with client results.
8:45
And we're constantly changing and shifting things within my programs and
8:49
within my other containers to make sure that we are showing up for our clients.
8:54
I can't make you do the work.
8:56
But I can help you get over whatever it is that you need to get over if
9:01
you come to me for the right things.
9:03
And that's my job.
9:04
So when I sell, my whole purpose is to help you get clarity, to help you figure
9:11
out if I'm the right person for you.
9:14
That's my whole job.
9:16
I don't hard sell.
9:18
I don't push.
9:19
I don't manipulate.
9:21
I just show up, I'm honest, and I allow you to experience my energy.
9:26
I do workshops like the Authority Accelerator, so that you can experience
9:30
my teaching style, and you can decide whether I am for you or not.
9:36
So, selling is a service when you are embodied in who you are meant to be.
9:44
When you're doing what you're meant to do.
9:47
It starts to take care of itself.
9:51
So that's number one.
9:52
Number two, I wish I didn't have to sell.
9:56
I wish I could just coach.
9:57
I wish I didn't have to market myself.
10:00
I wish I didn't.
10:01
I get that.
10:02
I used to say it too.
10:03
I don't say it anymore.
10:05
Because underneath that statement, here's what you're
10:07
really saying, selling is hard.
10:10
I suck at it.
10:11
It's no good.
10:13
You wouldn't be saying that if you were making sales every time you sold or
10:20
if you felt good and you felt like you were serving every time you showed up
10:23
and you allowed somebody to experience you, experience your genius, experience
10:27
your energy and let them decide.
10:29
That confidence of the right people will find me would take care of that.
10:34
But ultimately, underneath it, you're like, selling is hard.
10:38
Here's what makes selling not hard.
10:41
This is a strategy and energy combination and human design fits
10:46
into this in the second half.
10:47
The first half is the message.
10:49
And it can sound manipulative when we talk about messaging, you have
10:53
to be able to speak to the problems that your ideal client is having.
10:57
You have to speak to the desires that your soulmate client
11:01
really wants to connect with.
11:04
And that can sound manipulative, like we're going to exploit their pain.
11:07
That is not at all what I'm talking about.
11:10
But products have to solve problems, or deliver on a desire.
11:13
They have to do that, or they aren't worth the person's money.
11:17
So in order to have integrity with what you sell, you need
11:20
to know what the problems are.
11:23
Otherwise you have people get out of your program, and they look
11:26
at you like, this was good, but I didn't get what I wanted out of it.
11:30
And the reason for that is, you never knew what they wanted in the first place.
11:35
You didn't know what they wanted.
11:37
You sold them on four calls a week and some sort of features.
11:43
You're going to get Voxer with me.
11:45
You're going to get access to this program, but you didn't really tell
11:49
them what they would get at the end.
11:51
So they're not clear and you're not clear.
11:54
And then their expectation is that they will have something that
11:58
you don't even know what it is.
12:00
So how could you deliver on that?
12:02
How could you create a program, an offer?
12:06
Something that delivers when you don't know what they want you to deliver on.
12:11
It's your job to know.
12:12
That's how you create a better product.
12:16
Do you think Apple isn't taking in user data and feedback about what
12:22
people love and don't love about their products, what they wish they could do?
12:27
Why do you think they keep upgrading the camera?
12:29
Because it's the thing that most people will buy a new phone for because
12:33
they want to take better pictures.
12:36
Okay, that's how they decide what goes into these products and what doesn't.
12:40
What do they put research and development dollars into and what don't they?
12:45
Because of what people want.
12:46
Because they understand that they're in the business of selling solutions.
12:51
Products are solutions.
12:53
So it's not manipulative.
12:54
If you don't understand your message, then you don't understand the product
12:58
and the offer that you need to create.
13:00
And this is what makes selling hard because you feel like you're
13:03
begging people to like you.
13:06
And that sucks.
13:08
Nobody wants to do that.
13:09
And honestly, that's not what delivers results for people or for yourself.
13:14
But when you start solving problems, then it takes the pressure off of you to
13:17
sell because you're selling the solution.
13:20
It becomes less personal.
13:22
But let's talk about the personal side, because there is another aspect
13:25
to being able to sell without selling.
13:29
I call pitchless selling.
13:32
The second half of that is your personal brand.
13:34
What I call your genius brand.
13:37
And I call it a genius brand because it should be rooted in your unique genius,
13:43
as laid out through your human design.
13:46
Why?
13:46
Not because it says it on a piece of paper so that's what you have to do, but because
13:53
the gifts in your human design are shadows until you start paying attention to them.
14:00
Or have the potential to dip into shadow.
14:04
And that means you live more in the shadow.
14:09
The more you pay attention to your gifts and the more you lift into them, the
14:13
more that's what people feel from you.
14:16
That's when it becomes like a no brainer about what offer you should create
14:20
because it's rooted in your genius.
14:22
It's what you do.
14:24
It's what you can't help but talk about.
14:25
It's how you naturally show up.
14:29
And then the more you focus on the gift, and the more you lift up into
14:32
that, and the more you embody the gifts, the more it just becomes who you are.
14:38
And then that becomes your brand.
14:40
You don't have to think it through, you don't have to sit there
14:42
and be like, what are my people loving on Instagram right now?
14:46
I'm gonna make that my brand, because they really love this style.
14:50
And so many people come to me looking for human design to tell them who they are.
14:55
They want to do a reading and I tell you who you are.
14:58
Now I can tell you what I see, but only you can understand how that
15:04
plays off of your life experience, how you feel as a unique human being.
15:10
And then that's the work that we do together.
15:12
That's what my mentorship is all about.
15:14
We help build a strategy, but that whole time, I'm helping you
15:17
embody your design and figure out what does this all mean to you?
15:22
How has this been triggering you your whole life?
15:25
And how can we get over that trigger so you could start
15:26
living in the gift of this?
15:29
That's the magic.
15:31
And that's when you start showing up and people feel something different from you.
15:37
There's a massive shift between when I was learning about my design and talking about
15:40
it and just giving keynotes versus when I shifted over into really just being it.
15:46
And the way people reacted and interacted with me is completely different.
15:52
People now feel from me, I don't know why, but I just need to work with you.
15:57
I think I need to work with you.
15:58
I hear that all the time.
16:02
And that happens when you are embodying your gifts.
16:05
People are reacting to that.
16:08
The other aspect of this is that, I look at my clients inside my program right
16:12
now, and so many of them have aspects of my design that I have embodied.
16:18
They are attracted to the fact that I'm leading them to a path to
16:23
maybe embodying that themselves.
16:26
That's it.
16:27
And some people will try to engineer that.
16:29
Okay, well, Gate 64 means imagination and illumination, so if I talk
16:33
about that, then I'm gonna get those people who want that.
16:37
That doesn't really work.
16:38
It might start there, you start to turn the rock over that way.
16:42
But, when you start to actually become someone who embodies illumination,
16:47
where you actually have that to offer.
16:49
Where that's how you look at the world.
16:52
That was the shift that had to happen for me.
16:54
So, when you're leveraging your gifts and you're embodying them, you start to become
17:00
your genius brand and that's where I say that you get to achieve pitchless selling.
17:05
Where your energy is doing a lot of the work for you.
17:09
You don't have to think about all of this all the time.
17:11
And you pair that with some strategic messaging and you get a really,
17:14
really powerful brand and business.
17:17
Now the third thing is what we were talking about in the beginning.
17:21
This buyer behavior shift.
17:22
People aren't buying as much as they used to.
17:25
They are just buying differently than they used to.
17:29
People have been burned.
17:31
People have not gotten an ROI on previous investments.
17:35
So they are more discerning about what they buy and who they invest with.
17:42
This is a great thing for anyone with integrity because you will stand out.
17:48
But if you are shaky in your energy and you pair that with a buyer
17:53
who is more discerning and who is like, I'm not just jumping in.
17:57
Even if you've got testimonials and stuff, I really want to
17:59
make sure I validate those.
18:01
I want to interact with you.
18:02
I want to feel your energy a bit.
18:06
Because I just did a post on this recently.
18:08
The fake it till you make it era is over.
18:10
Thank God.
18:12
Of people just saying things that sound good to other people, but not
18:18
having anything to back them up with.
18:20
That bullshit confidence, that veil that I was talking about in
18:24
the beginning being lifted now.
18:27
People sense whether you are for real or not now.
18:33
And their guard is up.
18:35
So even if you are for real, they're still going to probably spend a bit
18:38
more time and energy sussing that out.
18:42
But this is an amazing thing for you, for the embodied coach, for the embodied
18:48
entrepreneur, for the person actually leading themselves with integrity.
18:54
Cause that's what people are trying to figure out.
18:56
If you can lead yourself, if you are what I call unshakeable, That's what people
19:02
are looking for, because especially the people who are trying to figure this
19:05
out, they're going through a transition, they want to create something new.
19:09
That's very rarely a very smooth, flat, paved road.
19:13
It's gonna have bumps, and hills, and pitfalls, and they need to know that the
19:19
person that they invest in can hold them.
19:24
And that starts with you demonstrating the fact that you can hold yourself.
19:28
More important than it is for anybody, than for the coaches and
19:33
for the healers, and for the people who provide a service to others.
19:40
I'm talking to you copywriters, if you're a copywriter and you are frantic and you
19:47
are reactive and you're producing the copy for like their launch or something.
19:53
You're going to stress them out and they're going to regret ever hiring you.
19:58
We don't want that.
20:00
You want to be a steady force.
20:02
If you're a real estate agent, when I sold my house in LA, I had two
20:07
brokers that I could go with and I chose the agent I chose because
20:11
they checked all the same boxes.
20:13
It was like, okay, you guys all have great experience.
20:15
You have great track records, all of that.
20:17
But one of them had such a calm, grounded, yet powerful presence,
20:23
not meek and meager at all.
20:25
She was powerful, but super chill.
20:29
And I was like, she's gonna make me feel really good through this process, and
20:33
the other one I think will stress me out.
20:35
And I chose the chill, calm one.
20:37
We had an amazing experience.
20:38
I couldn't recommend her more to anyone.
20:42
But we had an 80 percent close rate for our last launch.
20:45
I mentioned this at the beginning of the episode.
20:47
We had an 80 percent close rate on our last launch into the
20:52
business by design mentorship.
20:54
And the reason that we did that, one thing that I did not do, I did not
20:57
use a sales script, that old school sales script where you walk somebody
21:01
through, tell me what your desires are.
21:03
What do you hope to do?
21:05
What is it that you really want to accomplish?
21:07
What are the implications?
21:08
Okay, fast forward six months from now, or a year from now.
21:11
Where are you if you don't make this happen?
21:13
Where you can just feel the script being read.
21:16
I recently did a sales call with somebody I was gonna maybe invest with.
21:20
And I got walked through that script.
21:22
And he was fine.
21:24
I liked his service and everything, but there was just something so icky
21:27
about that sales process where I was like, Oh God, could you just talk to me?
21:32
It's making me not trust you.
21:35
Because I feel like you are just following this script to get me to say these things
21:39
so you know what your next answer is.
21:41
You're manipulating me.
21:44
I don't do that.
21:45
I threw all of that away and I just sat there, and I answered
21:48
their questions, and I helped them identify what their issues were.
21:53
And then I told them honestly, whether I felt that I could help them or not,
21:58
if I thought they were ready for this.
22:00
And some people weren't.
22:02
And I suggested, book a reading with me, do something smaller, but I don't
22:08
think that this will serve you right now.
22:09
I think it will be more of a burden for you, so I don't recommend it.
22:14
That's integrity, and that's what people respond to.
22:19
That's being unshakeable, because I didn't sit there and think that if
22:21
one person didn't sign, that another person wasn't right behind them.
22:25
I know that if you're not right for me, somebody else is.
22:28
And you're right for somebody else.
22:31
That's power.
22:33
So I hope you liked this episode.
22:35
I hope that this broke down and demystified some of the energy versus
22:38
strategy of sales and how human design can start to tune you into
22:44
what I call pitchless selling and get you to that place where you're
22:47
selling all the time with ever having to actually hard sell anybody.
22:51
This is how sales feel good.
22:53
This is how revenue starts coming in and generating itself and you
22:58
start to feel very supported by your business, very supported by money.
23:03
Without having to feel like you are manipulating or messing with people.
23:08
And it helps you deliver the best product as well.
23:11
So I hope that this became clear for you.
23:13
Please, register for the Authority Accelerator Masterclass.
23:16
DM me the word Masterclass on Instagram, I'm @NicoleLainoOfficial.
23:19
Or go to nicolelaino.com/masterclass and we'll register you
23:23
there right on the website.
23:24
You can go to the show notes and we have all of those linked up
23:26
for you there if you need to.
23:28
Thank you so much for being here, I appreciate you.
23:30
I hope to see you in the Masterclass.
23:32
And remember, in order to have an unshakeable business, you must
23:34
first become an unshakeable human.
23:36
So thanks for letting us help you become unshakeable with human design, everybody.
23:39
We'll see you next time.
23:41
If you love this episode and you're a fan of the show, please show
23:43
us the love on iTunes, Spotify, or wherever you're listening to
23:46
the show and leave us a review.
23:48
And if you'd like to connect with other entrepreneurs on their human
23:50
design journey, join our free Facebook community, Human Design for Entrepreneurs.
23:55
Go to nicolelaino.
23:56
me forward slash podcast links to join the group, book a human
24:00
design reading with me, or access our free human design resources.
24:04
We'll see you there.