Latest / The Kathie Owen Perspective Podcast / 231. Selling Nuvita? You’re Leaving Money (and Magic) on the Table

Transcript

231. Selling Nuvita? You’re Leaving Money (and Magic) on the Table · The Kathie Owen Perspective Podcast

• 0:00
  Okay, wellness coaches, let's get real for a second.
• 0:03
  Have you ever stared at your website, your sales page, or worse, a blank LinkedIn post and thought, what am I even selling?
• 0:13
  I mean, you've got a killer app.
• 0:15
  Hello Nuvita.
• 0:17
  You have a powerful platform.
• 0:20
  And you've got all the features listed out, but something is still not clicking because you're selling the tool, not the transformation.
• 0:33
  In today's video, I'm going to show you exactly how to flip the script, how to go from confused to confident in your corporate wellness offer, and I'm going to share a behind the scenes story of how I made the shift in my own business using the Better You Challenge.
• 0:53
  So grab a coffee or take me on your next walk and let's dive in.
• 0:58
  You are listening to Kathie's Coaching podcast.
• 1:00
  I'm your host, Kathie Owen.
• 1:02
  So let's start with the big problem I see over and over again with new and even experienced wellness consultants.
• 1:11
  They think the platform is the product.
• 1:14
  They tell me things like I use Nuvita, it has heart rate tracking.
• 1:19
  The app includes nutrition tracking, team challenges, and even mindset videos.
• 1:25
  I just need to show people the features and they'll buy.
• 1:29
  But here's the truth, most people don't buy features.
• 1:33
  They buy outcomes.
• 1:35
  And when you lead with tech, you become the messenger.
• 1:39
  When you lead with transformation, you become the guide.
• 1:45
  So I remember one of my first pitches using that presentation that Nuvita.
• 1:50
  Teaches us and some of the people actually memorize word for word everything.
• 1:57
  They're gonna say, well, I practiced with a local credit union.
• 2:01
  I showed them the dashboard, the heart rate zones, the AB demo.
• 2:05
  I showed them the better you presentation that we were taught.
• 2:09
  And they were like, cool, but how is this different from.
• 2:14
  The system we already have and how does this answer some questions that we have about other wellness issues?
• 2:23
  And I left that meeting thinking, oh no, I just sold a tech demo, not a transformation.
• 2:29
  I.
• 2:31
  So I started shifting my approach.
• 2:33
  I realized I had to lead with me, my strategy, my coaching, and my understanding of workplace dynamics and burnout.
• 2:44
  Not the better you challenges.
• 2:47
  And the first thing I changed, I started with the executive, not the team, not hr.
• 2:56
  Actually, I bet if you're a wellness coach, you have helped A CEO or a C-suite executive get their wellness goal intact.
• 3:06
  But we wanna do that with heart.
• 3:11
  We don't want to do that with a pressure to we need to understand what they actually want.
• 3:19
  And when we work with that CEO or that C-Suite executive, or even an HR representative or somebody in the company that has wellness initiatives, that's where the magic happens.
• 3:32
  So before I pitched any challenged, I worked with the CEO.
• 3:37
  I worked with the CFO.
• 3:39
  That CFO is still training with me today, 15 years later, and I worked with this company too, and I realized that's where the magic happens.
• 3:49
  You hear me say this all the time.
• 3:52
  I build healthy, happy teams one heart at a time.
• 3:56
  Start with that one.
• 3:58
  Heart.
• 3:59
  So today when I'm talking to a C-Suite executive or just something like that, I start to talk about their leadership stress.
• 4:09
  What's their sleep like?
• 4:11
  What's your energy like?
• 4:13
  Let's start there.
• 4:14
  Because once they saw what was possible in their own lives, they'd ask for a solution for their team.
• 4:22
  That's the magic of consultative heart-centered.
• 4:27
  Selling.
• 4:28
  You lead with your wisdom.
• 4:30
  You ask them their dream, their vision, what do they want?
• 4:36
  And yes, we do that in the Nuvita presentation, but there's still something missing because what happens after we ask those great questions that we ask at the very beginning of the call, we jump into the presentation on these challenges.
• 4:53
  And sometimes that is not where we want to start because that's just telling them what they need instead of offering a real solution.
• 5:06
  So there was one CEO, I'll call her Jan, and she was exhausted.
• 5:12
  She was not sleeping.
• 5:14
  Her team was disengaged and she couldn't even focus.
• 5:18
  We worked together for a few weeks, just the two of us and no app yet.
• 5:24
  When she started sleeping better and getting compliments on her energy, she said, Hmm, I wonder how you could help my team feel like this too.
• 5:33
  That's when I introduced the Better You Challenge and I didn't have to go into where my expertise was, what I did all these years, how I'm positioned in corporate wellness.
• 5:47
  No, guess what?
• 5:48
  She already knew because she had a win with me.
• 5:52
  I didn't have to start with that.
• 5:55
  So here's how I reframe that presentation, or how I reframe my consultative selling now and how I teach my other corporate wellness consultants to do the same.
• 6:10
  I position myself as a solution, not the app, not the features, me.
• 6:17
  My approach, my insights, my unique way of helping team thrives.
• 6:23
  Then and only then do I say one of the tools I use to support this transformation is a platform where we have better you challenges for teams.
• 6:33
  And in fact, sometimes what I'll do is I will just put them through the Nuvita platform and let them do the weigh-ins, let them do the workouts.
• 6:45
  Just working one-on-one with them.
• 6:47
  And my favorite size team to work with is less than 60 members because it's more intimate and you get to know everybody better.
• 6:57
  And then guess what?
• 6:58
  You don't have to charge that through the Nuvita platform.
• 7:01
  You can do that on your own.
• 7:04
  Because this helps us track progress.
• 7:07
  It helps us build momentum, and then it helps us keep the team connected between coaching sessions.
• 7:14
  That's a supporting role, not a starring role.
• 7:18
  The tech supports me.
• 7:20
  It doesn't define me, and that's where the hole is missing in that presentation.
• 7:25
  We are letting the tech define us when it really just supports us.
• 7:31
  And I really didn't feel authentic and aligned just memorizing that presentation and jumping into it.
• 7:39
  And in fact, what happened with me was I practiced with one of my mentors in business, and when I did this practice, he kept interrupting me and kept interrupting me.
• 7:51
  It's because I wasn't talking to him, I wasn't listening to what he needed, and he did not need the challenges.
• 7:59
  Yet, let me emphasize that he didn't need them yet.
• 8:03
  And that's when I woke up and I go, oh my gosh, I've got to start talking about that because this is important.
• 8:11
  And you know I've noticed when people are practicing this.
• 8:16
  In our workshops, they feel like they have to prove themselves with their tech and, but once I made this shift, I felt free.
• 8:25
  I felt an integrity, and that is very important to me and my company values.
• 8:30
  I was finally selling my zone of genius, and I've also taught a chiropractor to do the same thing and also a sound healer and a communication expert, and it just works across the board.
• 8:47
  So let's do a gut check together.
• 8:49
  If you're unsure what you're selling right now, ask yourself, am I leading with features or outcomes?
• 8:57
  Am I showing up as the guide or hiding behind the app?
• 9:02
  Am I solving real company problems?
• 9:05
  Or just delivering a product.
• 9:08
  Remember, your clients don't want another app.
• 9:11
  In fact, they'll tell you when you're asking them these questions.
• 9:15
  Yeah, we did a step counter or we did a certain app.
• 9:19
  In fact.
• 9:20
  I worked with a company that had the CALM app and only a few of the employees used it, that you've got to understand what the employees actually want.
• 9:30
  Do they even want this?
• 9:32
  And your zone of genius could be communication.
• 9:35
  Guess what?
• 9:36
  I lead communication workshops.
• 9:38
  And you can come in with.
• 9:40
  That.
• 9:40
  And then when they start to go, what else do you have to offer?
• 9:43
  What else can you do?
• 9:44
  Oh, I have these challenges and it looks like your team has kind of fallen back on certain things and they may enjoy it.
• 9:50
  Let's try it.
• 9:51
  Let's just try it and see if that one, if that works.
• 9:55
  Because really and truly what companies want is they want fewer sick days.
• 10:00
  They want better morale and they want stronger leaders.
• 10:04
  A team that actually wants to show up on Monday and doesn't have those Sunday scaries.
• 10:11
  In fact, one of my strongest assets is Monday motivation and.
• 10:16
  I help the team find a way to make a Monday, especially a Monday after a long holiday weekend, something fun, something exciting to happen on that Monday instead of that dread of coming to work.
• 10:31
  And one of my clients actually saw an engagement jump of 40%.
• 10:36
  It after we introduce something like, you know, um, a Monday motivation, like gratitude journaling or energy resets into their challenge, or even just into what I'm working on with them.
• 10:51
  Yes, the platform helped track progress, but that culture shift, that strategy, not software.
• 11:00
  Here's what I want you to remember.
• 11:02
  Your coaching and your expertise is the transformation.
• 11:07
  Think about that for a minute.
• 11:08
  Think about what is the transformation that you provide me as a fitness trainer and a motivational speaker, I provide a transformation of better energy.
• 11:21
  Better sleep at night.
• 11:23
  And also motivation, because I am constantly talking about motivation and my keynote speech is all about motivation.
• 11:31
  I.
• 11:32
  Okay.
• 11:32
  And the tech, that's just your paintbrush.
• 11:35
  That's not the painting.
• 11:36
  So I use that tech to show that CEO, exactly how we use heart rate monitoring.
• 11:42
  To test your workouts, to see how you're doing personally, one-on-one.
• 11:47
  I train all of my clients on the CorSync exercise platform.
• 11:53
  But some of them that interest them, some of them that don't.
• 11:57
  And guess what?
• 11:58
  I'm getting to give that tech demo one-on-one.
• 12:03
  That's a, that's a transformation that happens right there.
• 12:07
  So step into the role of a wellness strategist, a transformation coach, and a trusted advisor.
• 12:14
  That's who you are.
• 12:16
  That's what your clients are waiting for.
• 12:19
  The moment I started selling me and my coaching, instead of that presentation, everything shifted.
• 12:29
  My sales calls felt easier, and I don't even like to call'em sales calls.
• 12:33
  It's a conversation, an exploratory conversation, and.
• 12:39
  These clients trusted me faster, and most importantly, I was finally in alignment with my true purpose and my values.
• 12:51
  So if this resonated with you, I wanna hear from you in the comments.
• 12:55
  What's one shift you can make this week to center yourself, not the platform in your sales conversations?
• 13:02
  And if you wanna dive deeper into this kind of consultative, soul aligned and value aligned selling, come join my community of corporate wellness consultants.
• 13:15
  We're building real businesses here with heart strategy and results.
• 13:20
  Let's build healthy, happy teams one heart at a time.
• 13:24
  I'll see you in the next episode.
• 13:27
  All right, that's my episode for today.
• 13:29
  I trust that you found it helpful, and if you know somebody who could benefit from this, please share it with them.
• 13:34
  And until next time, I will see you next time.
• 13:37
  Peace out and namaste.