Latest / Six-Figure Chicks / Tish Times: Authenticity, Sales and Scaling Your Business
Transcript
- Mel C: Hey there, welcome back to another fantastic episode of Six Figure Chicks. I'm delighted to be joined by fellow chick Tish Times. Thanks so much for joining us, and why don't you share your awesomeness with all of Tish Times: Well, I am so glad to be here. I've been looking forward to this forever. I am Tish Times and I own Tish Times Sales Agency. And we just help amazing, high performing, high impact female entrepreneurs to put sales processes in place, to put systems in place, to empower their team to sell so that they can continue to scale their business. Mel C: Well said and I can attest to that. Yes, she helps Tish Times: Yeah. Mel C: keep me and my team on track. Okay, Tish. Tish Times: Woohoo. Mel C: So let's start off with the fun fact. Not a lot of people know about you. Give us the dirt. Tish Times: Yeah, and it's funny because I was like, shoot, I tell like everything online. But there's one thing that I don't ever talk about publicly. It's not a big deal, but it's kind of funny. So I played basketball all through junior high, high school, supposed to play in college, but I broke my ankle and didn't get to play in college. but I was the first person in the entire city of El Paso who was able to both be a cheerleader. and a basketball player because that was like a no-no back when I was in school. So I went to the school board and I petitioned and they allowed me to be the first one. And now there's girls all throughout El Paso who get to both play basketball or volleyball, whatever, and be a cheerleader at the same time. Mel C: Good job for making the way for others. Tish Times: No, Mel C: I love that. Okay. So I mean, talking about like you started at a young age pushing past those roadblocks. What are some of the roadblocks and challenges that you face in business today? Tish Times: Ooh, good gracious. Well, I mean, I think the biggest one for most people is really figuring out like how do you as the owner continue to like have this big vision and and move forward while still like delivering and being, you know, sometimes we're the person who does all of the deliveral deliverables in our business. And so for me, I'm right now, as I think we you and I talked about it, it's like, okay, we have to figure out how to reimagine our business so that I'm not the person who's needed all the time. And that's what I help people do. And that's what my business is forcing me to do right now. So I think that's the thing that we all come come up against. It's like we meet the goal and then it's like, Lord, what's next? We gotta do something different now. Mel C: Right, yeah, because they're different when your business grows, when you reach Tish Times: Mm-hmm. Mel C: that next level of revenue, clients, you you don't have the same problems and or you need the extra support, right? Tish Times: For sure, absolutely. Mel C: Yeah, so what's one tip for somebody that has reached a new level in business that's reach like resurfacing their need for extra support or extra cells? Tish Times: Yeah. The thing that I am talking to all of my clients, and you know you've heard me talk about this, is creating an environment where someone else can step in and do the work that you desire for them to do. For most entrepreneurs, especially female entrepreneurs, our business lives in our head because we've been doing it. We do we know it like the back of our hand, we know what the next step is, and because we don't always create, you know, standard operating procedures for our own business. We did it when we were in corporate, but now that we have our own companies. Frequently we don't consider doing that. And so it makes it hard to delegate, even though we might have the new hire. The new hire feels like a failure because they don't know how to do it just like owner does it. And they're like scared to take a move, you know, make a decision or take a move because they've been watching this person be so successful. So I say the tip is make sure that everything you do gets put into a process so that you can not only delegate it, but the person you're delegating it to can be successful. They know how to do it. And to be honest with you, they might do it differently, even better. And that's okay. But being willing to trust that if you give them what they need, they can actually take it and run with it and probably take it further than you could have yourself. Mel C: Yeah, and I love it when somebody can do it better than me. It's like please, please do it. And or, you know, if that person leaves or Tish Times: Me too. Yes. Yeah. Mel C: goes on vacation even, you've got to have somebody be able to step in right away. Tish Times: Yeah, for sure. But many of us we don't do it because it's what we've always done. It's not that we don't want to, it's just how we've always done it. And so I love seeing business leaders gain freedom. Freedom they didn't even know was possible when they get their team members involved in the entire process, especially the sales process. Mel C: Yeah, most definitely. And so it goes hand in hand with like the sales process and growing your business or bettering your process when you are looking for more strategy, visibility. What's one thing that can help a business owner, entrepreneur stand out from this crowded market? Tish Times: Well, number one, it sounds almost like ridiculous or just common sense, but it is the thing. Authenticity in this day and age is missing, it's lacking. And so when you can show up fully as yourself and be unapologetic about who you are, it's believe it or not, it's refreshing. People in this AI age, which I love AI, I'm not I'm not hating on AI, but in this age, when someone is just vulnerable. And authentic, and you know, with the books, it's like writing the real story, it changes people's opinion, it causes people to stop the scroll and and and lean in and listen. And so I would say, number one, get on the stage, because I believe that we can really captivate our idle clients' audience at best when we are in that authoritative position on the stage. or you know, create your own stage, but when you're there. Be authentic, be yourself because people will lean in and they will be drawn to it in ways you never would have imagined. Mel C: Yeah, no. And thanks for, highlighting six figure chicks a little bit 'cause I know you really took the leap in sharing something that you didn't talk about, even your family Tish Times: Yeah. Mel C: didn't know. Like how was that experience and how has that helped your business grow or you grow per personally? Tish Times: It is cracked open doors. And I mean, not just professionally, right? But I mean for me, because it's number one, it really pushed me to a place of healing that I didn't even know I needed because again, it was one of those things you just press down and you push away and you're not gonna talk about it. And so writing my chapter was so cathartic. It was so cathartic and I don't know what I expected people to think or or say, but it wasn't that, you know. I was very hesitant. And he goes, you know, I went straight to the editor that was like, you know what? Let me take that back. I'll give you a different story. She was like, no, this is what the people really need. And I've had so many people who've reached out and said, thank you. Me too. I've dealt with that same thing. We need to talk more about this. And so it has been a healing journey for me. It's definitely open doors. And again, it's made me more. Real, more authentic, because now I'm talking about it, whereas I wouldn't have ever talked about it had I not really taken that leap. Mel C: Right, exactly. And like this little book, as cute as it is, like it does open up those conversations Tish Times: Yeah, done. Mel C: that you would not have had when somebody wouldn't have been able to relate to you on a deeper level when just all they see is surface online. Tish Times: Yeah, I mean, I don't know if I've even told you this story, but my husband and I, we pastor a church and we have a person that we contract with to do like all of our signage, print, and you know, or sign on the building and everything. And he and I only we only talk a few times a year, but he called me and he said that he had gotten a hold of the book and he read my chapter, and it touched his heart so much that he he was literally in tears. And I was just like, my God, who would have ever thought that? That would be the reaction that someone I knew but, you know, not knew well was touched by that story. You know, so it's like, it's well worth it. God, I'm so glad I did it. So glad. Mel C: Yeah, and it just takes that one person to Tish Times: Mm-hmm. Mel C: say, wow, you really changed the way I think, the way I look at my future, and or just I hold you to a whole new level and thank you. Because the Tish Times: Yeah, yeah, for sure, for sure. Mel C: people in our lives, love supporting the people in their inner circles, right? They we love Tish Times: Indeed. Mel C: being happy for other people. Tish Times: Absolutely. Mel C: I'm so proud of you for taking the leap and you know, saying yes to six figure chicks. So thinking Tish Times: Yeah. Mel C: back though on your younger self, who may not have been at that point of going, Tish Times: Yeah. Mel C: hmm, I can't be vulnerable, what would you say to her today? Tish Times: my God. I would say to her, so many things. But specifically, that you are worth so much more than you're giving yourself credit for. I don't share it in my chapter, I don't think, but I've shared it before. I was in a domestic violence scenario. My very first marriage was very abusive. And that little girl didn't know her value. She didn't know that she could have. the best she could, you know, say no to things that did not serve her well. And so I would say to her, girl, you are amazing. You're valuable. Don't sell yourself short. Don't say yes to things you ought to say no to, and don't say no to things you ought to say yes to. Mel C: Mm, well said. Drop the mic. Tish Times: Yeah. Mel C: I love that. Okay, so when we are in a funk because of work or personal lives or just not enough time in the day, like what's that Tish Times: Mm-hmm. Mel C: one song you're gonna turn on and really change the mood? Tish Times: It's called Unstoppable and it's by an author artist called her name is Corinne Hawthorne and that song will get me pumped up every single time I hear it, no matter what. It's my walk-on song when I speak. I just I love it so much. Yeah. Mel C: Hmm, I I love that. And so speaking of speaking, when you are looking or inquiring about opportunities to speak, I know you have multiple books now. Have you found that being a published author, international best selling author has helped move the needle forward on those opportunities? Tish Times: No doubt about it. Absolutely. Interestingly, it's one of those things that it not only opens doors that may not have been opened before, but it also creates opportunities for more sales. Because I often will say, Hey, do you want to buy some of the books we can give away at the event? Or you know what mean? So there's opportunities on both sides, but it's definitely made a difference. And people look at you differently when you're an author. It's just interesting how that happens, but people see you differently when you've written a book. Mel C: Right, yes. I mean the title alone next to Tish Times: Yeah. Mel C: your signature on your profiles and being able to offer a book during a speaking event to the attendees or to have it afterwards, give them a tangible piece of you that they get to walk away with and they're never gonna forget you because they're never gonna throw away that book. Tish Times: That's so true. Very true. Mel C: Yes, most definitely. Okay, so with that said, how is the best way for people to find you Tish Times: Yeah. So yeah, Tish Times on all the platforms. However, if you go to Tish Times.com, I would encourage you, if you're kind of like, Hey, I'm doing all this work and I'm not getting great conversion, take our utilize our sales metrics or sales conversion calculator. If you go right to the website, it's the first thing that pops up. You can grab it for free and look at it and say, wow, maybe I need to have more conversations or maybe I need to change the this or that. So it's a great tool. So Tishtimes.com is where you go to find me and grab your free sales conversion calculator. Mel C: my gosh. So we have a couple of minutes. So let the listeners know how powerful this free little, you know, few minutes of data entry can change you. Because it did me. I was like, mm, Tish Times: Yeah. Mel C: I don't have enough time in the day for all those conversations. Tish Times: Right. And it takes people back to, okay, maybe I need help. Because frequently people would come and say, Hey, I've reached out to like twenty five people this week and nobody has said yes. And when we do the calculation, they're like, I needed to reach out like to 200 people. my God, that's a lot, right? Now, obviously we have ways to automate some of that and you know, hopefully you have someone that we can delegate some of that to. But at the end of the day, if you're not having enough conversations. you're not gonna have as many conversions and your numbers are always gonna suffer as a result of that. So it's a great tool. It's a huge eye opener and it only takes a couple of minutes to do it if that Mel C: Yeah, most definitely, because guys, listening to this episode, people are not gonna be knocking on your door if you haven't even reached out to them first. So Tish Times: Yeah. Mel C: Tish, what do you say is your best go to mode of communication? Is it reaching out on DMs or calls or emails? Tish Times: Yeah, I'm actually a big texter. And if I, you know, reach out to someone with my number, they always respond. You know, I'd say at least ninety percent of the time people respond. So I'm big on that because it's very personal. And then beyond that, I probably pick up the phone more than anything else. probably because we sell how we buy. I'm not a big lover of emails. I'm not saying don't email, please do, you know, send your newsletters out. But I know how I respond to those, so I tend to reach out to people the way that I would probably respond. And that's what tends to work for me. So I'm texting them first just to kind of reach out and I'm trying to get them on a call immediately thereafter. Yeah. Mel C: Goodness. Thank you so very much, Tish. Fellow six figure chick, dear friend, sales coach Tish Times: Yeah, yeah. Mel C: for me and my growing businesses. Ladies, gentlemen, if you want some help with sales, please do contact Tish. And with that said, thank you very much, Tish, for joining me today. Tish Times: Thank you for having me. It's been a pleasure. Mel C: Together we rise, together we change lives.