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Mastering Follow-Up for Success in Sales · The One Small Change Podcast

• 0:00
  Welcome everybody to The One Small Change. I am thrilled to
• 0:03
  embark on this journey of exploration and transformation with you. And if you
• 0:07
  haven't been here before, I'm your host, Yvonne McCoy, and I bring
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  almost 30 years— actually over 30 years— of entrepreneurial
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  experience. And I have an insane passion for
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  discovering growth through the power of seemingly small change. And
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  every week I try to bring you somebody who's interested
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  interesting and can help you grow your business and help you
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  expand your perspective on how to grow your business. And this
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  week I am talking with Sabrina Victoria, and
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  she is going to share with you what made her
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  decide to do what she do— do what she does. Sorry
• 0:44
  guys, do what she does and makes her the
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  best at it than anybody else. Victoria. Victoria.
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  Sabrina, sorry. Thank you so much for being here,
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  and I apologize for the, the weird lips I'm having. Girl,
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  that's fine. I get called Victoria often, and,
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  um, some people call me Samantha, dude. So I mean,
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  yeah, well, I won't call you Samantha. Now that you've said that, I probably will.
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  But so, so you have a really
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  interesting story. Um, so tell everybody what you
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  do and what happened that made you to be so good at
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  this? Yeah, so what I do now, I run a community
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  called Her Nation Global. Um, I run a media side, so I run a
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  podcast and a digital magazine, and then I also run a mastermind. The,
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  uh, idea or the mission behind the entire thing is to help
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  women business owners create thriving businesses
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  versus businesses that are barely surviving. I am all about
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  community. I really do believe that when we're doing hard things It's
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  best to do hard things in a group with other people that are doing that
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  same hard thing. I absolutely agree. I
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  mean, the very first thing that you said that was
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  like, you know, made my antenna go up is community. Because
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  I think one of the biggest things that
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  people don't do early is get into community because that gives you an
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  outside perspective. You know, you, you're automatically
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  gonna grow your confidence, but, you know,
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  too many people think I need to wait till I'm good enough before I can.
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  But you add value just by being in the community.
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  Yeah. Yeah, absolutely. I always say there's something that I
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  know that you don't know, and there's something that you know that I don't know.
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  And when we can get into a room and we can share those knowings together,
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  then we both walk away one step up. And that's the whole idea behind the
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  whole thing is you only know what you know, you know? So it's like, and
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  sometimes there's things that you don't even know that you don't know. So it's like
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  you don't even know what questions to ask because you don't even know to know
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  the thing. So I remember this brings me back to when I first started my
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  mastermind. It's so crazy thinking about this, but I actually started my
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  mastermind on how to run a business before I even knew what
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  a CRM was. Which is crazy to
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  me. Uh, but one day I was like showing my ladies this like really thick
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  binder that I had and I'm like, you got to get organized and you
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  have to like get forms and they have to, and they're all looking at me
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  like, girl, and I'm running it. They're like,
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  why are you not on a CRM? I'm like, I don't even know what a
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  CRM is. Okay. So I want to, I want to stop
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  because there are a couple of things here. Yeah. That are really important.
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  So the first thing is, the place that you don't know what you don't
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  know is your blind spot. Okay? And you
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  operate as if it's not there. And so it can be a really dangerous hole
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  that you find yourself in if you don't have some perspective. And
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  it's— other people can help you put up the guardrails so that you don't fall
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  in. So that's the first thing. The second thing is,
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  If you will notice, she said, I'm running
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  this thing and there are people in it that know more than I know. And
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  so I don't want you to, to not step
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  out and do your business. Yeah. Right? Because you're going to be
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  helpful. You're going to know things that other people don't know. And so you don't
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  know— you're never going to know everything. That's the whole thing.
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  Yeah. You are never going to know everything. You are never going to be good
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  at everything. And so So there's no reason for you to put
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  off doing what, what you do well.
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  Yeah. Yeah. The whole thing started because I was trying to help women sell, right?
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  So I'm really good at the marketing, promotions, and
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  selling, right? But the whole organization of the whole thing, I had
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  absolutely no idea. And I always say that it was so interesting
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  opening the mastermind because my mastermind business
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  exploded because of the mastermind. So I was
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  using the mastermind just as diligently as the women
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  investing in the mastermind were using it. And because I was so
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  open and curious and asking so many questions using the
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  mastermind, as you are supposed to, my business
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  exploded 10 times faster than it would've if I would've done it on my own.
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  Absolutely. Absolutely. So tell us what
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  happened to get— that makes you so good at this, because this is an
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  interesting story. Yeah. So I was raised as a Jehovah's Witness.
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  So I always say I've been knocking doors since I was 5. I've been hawking
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  religion since I was 5, or hawking something. I'm no longer a Jehovah's
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  Witness, but I, um, got into door-to-door sales. I
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  ended up in door-to-door sales pretty much straight outta high school. I started
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  business-to-business, eventually went to door-to-door. And, uh,
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  pre-COVID, I was running 150 sales reps, 6 offices,
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  4 different states, predominantly men. Uh, very aggressive
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  masculine sales, pulling in well over a million a year.
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  And, um, yeah, I wound up converting during that COVID
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  time because door-to-door got closed down into online sales. I didn't do it
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  willingly. Um, and there's a huge difference between door-to-door.
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  People don't realize there's a huge difference between door-to-door and online. Door-to-door, you have
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  the, the vibration, the energy right there with you. You can touch people, you can
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  go to their house, you can compliment their kids. You can kind of feed off
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  the energy of the whole family, uh, versus online you're talking
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  to, you know, individual boxes. You know, the
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  vibe is different. You can't touch people or compliment people the same way you
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  can when you're actually in person with individuals. So there was definitely a
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  huge barrier for me when I first got on. I was like, how am I
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  supposed to sell this person? I can't touch them, I can't smell them, I can't,
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  you know, see what's happening in and around them. They're just confining to this
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  little box. This is all they're letting me see. Um, so
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  yeah, it was a, it was a huge change for me, and I've learned a
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  lot as I've gotten into this. But that was, uh, that's the beginning
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  story. So there's something that you're
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  talking about that I think is really important. What you
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  talked about was, you know,
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  you had a physical person in front of you that that you
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  could actually start building on. Yeah, building a
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  relationship, building a connection, reading feedback kind of thing.
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  How do we do that online? Because we still need to do that.
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  Yeah, absolutely. So this is the way that I say it. I say we have
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  5 senses. So we have hearing, seeing, smelling,
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  tasting, feeling in real life. When
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  you're online, you only have 2. We have seeing and
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  hearing. That's it. So we have to amplify
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  the seeing and the hearing times 10
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  in order to overcompensate for the things that we don't have.
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  So one of the things that I always teach my ladies is to make sure
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  a lot of times when we're in public, we put— we move our hands, we
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  move them down here. On camera, you can't see that. So you have to move
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  your hands up here, go in and out of the camera, really
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  using your voice. So going fast and going slow. Yeah. going soft and
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  going high. So really using the 2 things that
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  we do have, right? Seeing and hearing.
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  Hearing, but you're hearing with your mouth in order to really capture someone's attention,
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  to get them to feel the energy of what's going on. One of the biggest
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  compliments that I get a lot of times is like, I've never met someone so
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  dynamic over, over the Zoom call before. And that's because
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  I've been working on this for a very, very long time. Like, how do you
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  become dynamic when you're in a little box? How do you
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  do that? So really working on certain things like that. There's, you know, a
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  list of things that I go over with my ladies, and that's just a few,
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  in order to really help individuals understand, um,
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  you know, how to, to amplify the 2 things, the 2 things that you
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  can use when you're in a box. I think there's another dimension
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  to that. I mean, I absolutely agree with you because one of the things,
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  one of the things that I found was that when I first started,
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  I was using kind of my corporate persona, the kind of
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  presentation structured, like, you know, da da da da da.
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  And one of my clients said to me, I don't know who that person was
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  doing that workshop, but it's not the coach I love working with, 'cause she had
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  never seen my workshop. And I was like, oh my God, you know? And so
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  now, you know, I'm like kind of a little goofy, you
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  know? Yeah. In my thing. And people say to me when
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  they book calls, they go, I love your energy. Yeah. Which means that the
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  people that don't love my energy don't call, which is good because they would probably
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  not like my energy working with me either. Yes. Right. So
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  the other piece that I think that you're not talking about
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  is not one of the senses, but a really
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  important part of Making
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  people understand that you get them. Ooh, love that.
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  Right? If I don't think you
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  understand my problem, there's no reason for me to listen to
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  you. And that is a really important thing. And I
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  mean, it's a simple curiosity thing.
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  Like, you booked a call.
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  What can I help you with? Or what are you having problems with? Or,
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  you know, anything that kind of gets that engagement going,
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  especially if it's an open-ended question. Mm-hmm. Right?
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  You know, it's really simple. I mean, when I start my workshop and it, you
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  know, the 3 things about being found is, um,
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  getting, you know, consistent clients, getting confidence, getting
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  clarity, right? And I'll say, which ones of these are you the
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  most interested in? Clarity, consistency, you know, uh, what you call
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  getting clients, or all, you know, more than one? You know, and that gets them
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  thinking automatically, like, oh, so she's, you know, she's really trying to
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  talk to me, right? Yeah. So I
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  think that, that, you know, and then the delivery that you're talking about, you
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  know, kind of gives you that exponential, you know, because they're listening.
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  Yeah. So that, that's amazing. Um, what's the
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  hardest thing that you think most women have
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  dealing, you know, doing sales?
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  It could be anybody, but since we both are, you know, into
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  women. Yeah, I mean, there's so
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  much, but I would say naming the price, pitching. So I would say
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  pitching or closing, as people would say. They have no problem talking about what they
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  do. They have no problem showing what they do. They have no problem giving
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  value. But when it comes down to stating the
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  price and actually pitching and saying, do you want this product? That
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  last, like, minute of a call a sales call,
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  networking call, a sales pitch, um, 1 to 3
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  minutes at the end is where you're pitching, I think is where, um, women
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  have the biggest, the biggest struggle as far as just like seeing
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  the price, um, and, and asking for the sale.
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  And what do you think their belief is about that that, that holds them back?
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  There's a few things. One of the main things I believe is just, is their
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  product any good? A lot of times When somebody buys your— not
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  a lot of times— when somebody buys your product, they get your product, and
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  then is the product going to be good, right? So
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  like, there's a lot of just self-doubt around, are they going to like
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  it? Is it any good? Is it stupid? Does it make sense? Are they going
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  to get a transformation from it? And if they don't get a transformation, what does
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  that mean? Are they going to do it? That's another one that I hear a
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  lot. Like, I don't know if they're going to do it. Like, half the people
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  don't even do the program, the course, the whatever it is.
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  Um, and then the judgment on it. Like, is it going to be any good?
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  I think it's a lot of times where they— why they have trouble, you know,
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  even just selling the thing because, because it's like a direct
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  reflection of like who they are. And are they— is the buyer going to think
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  it's stupid? I think the thing that I see
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  all the time is seeing
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  selling as a service. It— when you
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  are selling, it's like, you know, it kind of— people have this thing
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  about the used car salesman. Do you know that, you know,
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  but if you are selling as a service that this is going to
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  help you, I know this is going to make your life better. I'm not doing
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  you— I'm not helping you if I let you not make a
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  decision about this, you know, because you told me that you
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  need it. Yeah. So I think that's the first thing
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  where you are saying what you're
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  willing to hold people accountable. Like, you know,
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  the decision is yours, but you need to make a decision, a conscious
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  decision. Yeah. Right? Because it seems, it seems like we're
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  not used to that. And the second thing about the pricing
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  is we are much too, um,
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  we have much too much empathy. It's like, I don't have the money. And we're
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  like, oh yeah, I understand. Do you know? That's kind of not
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  your job. Yeah. You know, because money and time
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  are just the first things that people say. Yeah. Whether it's the
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  real reason or not. Yep. So, I mean, when I first
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  started, I would say, if this was free, would you do it?
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  And if they said no, then I said, I can respect that. And
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  that's the end of it. If they go, if it was free, I would do
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  it, I go, okay, so it really isn't a, you know, it really isn't a
• 14:17
  money issue. Let's talk about what else is there. You know,
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  um, I think that, you know, and one of the coaching— one of the best
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  things that I ever heard a coach say is
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  it is, it is much easier
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  to have— buy— it's much easier to sell a
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  product or program at a price point that you've already bought
• 14:40
  one. And it was like, it was interesting because, you know, if
• 14:43
  it was $200, it was like, hey, that's nothing, you know. And then it was,
• 14:47
  you know, if it was a couple thousand dollars, you know, I you know, I
• 14:50
  didn't have trouble pricing my stuff there because I had bought, I had
• 14:54
  bought some, you know, and then, you know, I bought some really high-ticket things for
• 14:58
  $25,000. So, you know, I don't have a problem
• 15:01
  having a product that's only a couple thousand dollars, right? So I
• 15:05
  think that's also part of it that they have not, you know,
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  besides all the other doubt that's going on.
• 15:13
  Yeah. When you buy a product that's at the same price
• 15:17
  point as your product, It makes it a lot easier to sell it.
• 15:20
  Yeah, absolutely. And I, I was actually just talking about
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  this recently in one of my, uh, one of my classes.
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  Just whatever price you're comfortable
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  saying with your mouth. So like whatever price,
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  it doesn't matter if it's too low or too high, whatever, whatever price
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  you can comfortably say with your mouth is the price you need to sell
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  it at. So a lot of times people are like, oh, I have a coach
• 15:45
  and my coach says that I'm priced too low. Screw your coach.
• 15:49
  Just sell the product. Sell the product, whatever price that you
• 15:53
  can say with your mouth. Then as you start to get comfortable saying
• 15:57
  that price, then just raise it by $100, raise it by
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  $500, raise it by $1,000 slowly, but just
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  start to sell the product. A lot of times we're just stuck in this whole
• 16:07
  conundrum of like, oh, she tells me I need to sell it for $5,000 and
• 16:10
  I just don't feel it. So then we never sell it, girl. Like
• 16:14
  money, a little bit of money is better than no money. Which would you rather
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  have? I always say, do you want a little bit of money or no money?
• 16:21
  A little bit of money. Well, then sell it for a little bit of money.
• 16:23
  Are you going to be overworked for a little while if it's a one-on-one? Yeah,
• 16:27
  but you sold a product and you've practiced selling and pitching and
• 16:31
  closing. The next time, once you realize—
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  this is what happens once you realize, like, dude, that was a lot of work
• 16:38
  for that much money— then all of a sudden you'll be like, screw
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  $2,000, dude, that was so much work, I need
• 16:45
  $5,000. Now you're more comfortable selling at
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  $5,000. The issue is that they never sell it one time
• 16:52
  to even get the feeling of what it feels like and why your coach is
• 16:55
  telling you to sell it at $5,000, because it is a lot of work for
• 16:58
  2. So I always just say, just sell it, just
• 17:02
  sell it. You'll figure it out as you go, and you can raise the price
• 17:05
  as you go. And, you know, there— I think some of us feel
• 17:09
  like, well, you know, if I sell it to this person at this price, and
• 17:12
  I should always sell, you know, that kind of like, I have to be, I
• 17:15
  have to be fair. Yeah. The way that you're fair is say to somebody,
• 17:19
  I, this is, this is, um, you know, this is an
• 17:23
  early introductory offer. It won't be here forever. I mean, it's,
• 17:27
  I'm not being, you know, I'm only gonna give it to 5 people or something
• 17:29
  like that, you know, and then the price is gonna go up. And so then
• 17:32
  you're being authentic and you're being truthful about, about what you're doing. But you're
• 17:36
  absolutely right. I, I, Too many times when I was
• 17:40
  starting my— because I, I, I, um, like a lot of people,
• 17:44
  my business, you know, pivoted during COVID
• 17:48
  I was doing, I was doing, um, executive coaching for women
• 17:51
  who ran nonprofits. And so it was, you know,
• 17:55
  the company was paying for it. They were high-priced packages,
• 17:59
  um, you know, and a lot of it was solving
• 18:03
  problems on the run. It wasn't a you know, there was, you know, there was
• 18:06
  a framework and stuff, but it was kind of— there wasn't but so much
• 18:10
  prep that went into it, you know, I, you know, but
• 18:14
  when you're working one-on-one, there's a lot more that goes into it, takes a lot
• 18:18
  more time. And so it'd be like, you know, this, I'll do
• 18:21
  this thing. And I was like, darn, this has taken me a lot
• 18:25
  of time to do this. Yeah. You know, so I
• 18:29
  think, you know, just under, you know, one of the things I work with people
• 18:33
  a lot is Really
• 18:36
  recognizing what your
• 18:39
  undervalued strengths are. What are the things that
• 18:42
  you do naturally that are your gifts that you don't think? And one
• 18:46
  of the things I say this all the time, one of the clients said to
• 18:49
  me, I did a deep dive with her and she said, and we,
• 18:53
  you know, we basically reorganized all her, you know, all her
• 18:57
  products and courses and repriced them and gave them a
• 19:00
  framework with an acronym. And, you know, we did all this like in 2 hours.
• 19:04
  And she was like, I had no idea we would go this fast.
• 19:09
  And I was like, you've been struggling with this for years. Why wouldn't
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  you, you know, why wouldn't you think I would take you through this fast? Because
• 19:16
  we need to solve this. But it was something that I never said,
• 19:21
  you know. And so what I have to say now is we will go as
• 19:24
  fast as you can go. Love that. Because some people
• 19:28
  can go really fast and some people They want fast
• 19:32
  results, but they don't wanna go but so fast. Yep, yep.
• 19:36
  So tell me 3
• 19:39
  things. No, I have another question for you. Okay.
• 19:44
  One of the other things that I find is a major issue is follow-up.
• 19:50
  Why don't people follow up? Ah, going back
• 19:53
  to your car salesperson, they don't wanna be a creepy car
• 19:57
  salesperson and annoy people. Um,
• 20:00
  but as you know, the money's in the follow-up. Yeah, you
• 20:04
  gotta follow up. So do you have one piece of advice? So if we do
• 20:08
  the 3 things you can do right, do one piece of advice that—
• 20:13
  You gotta get to 10. So majority of individuals, I think
• 20:16
  it's 80% of individuals stop the follow-up at number 3.
• 20:21
  Um, and then no one ever follows up with them. So I always say get
• 20:25
  to 10. 10 is when somebody becomes almost like your super fan. They recognize your
• 20:28
  voice, they recognize your face. And they know quite a
• 20:32
  bit about you. My whole thing is you
• 20:36
  follow up until they buy or die, like jokingly, but like kind of
• 20:40
  seriously. You just keep following up. And there's, there's people in my CRM that
• 20:43
  I followed up like 70 times, just back and forth over text, over
• 20:47
  email, over social media, just constantly. I mean, you
• 20:51
  know, I'm in their orbit. There's people that have bought into my,
• 20:56
  into my program a year later. I've been following up with them. for a whole
• 20:59
  year. It's the name of the game. It's all in the follow-up.
• 21:02
  People make decisions at a different rate. And people,
• 21:06
  people, I have a model that I use that has like 4
• 21:10
  steps in it. And the first step is that people may
• 21:14
  recognize a general problem. You know, people may
• 21:17
  recognize that women get breast cancer.
• 21:21
  If you're lucky, you never will get it. You will never know anybody that
• 21:25
  gets it, and you will never need a breast cancer survivor coach. Wow.
• 21:28
  Right? Yeah. But when you walk into
• 21:32
  the doctor's office and he goes, I'm sorry, I have bad news,
• 21:37
  you are ready to move. You're ready to start investigating a solution
• 21:41
  right away, which is not the same speed as somebody who's
• 21:44
  decided, my knees ache. I'd like
• 21:48
  to get better. I'd like them to stop aching. But, you know, it could go
• 21:52
  on for several months. And so that timeframe has a lot to do with the
• 21:56
  follow-up too, that you need to be in front of them more
• 21:59
  because they're taking a long time, right? Absolutely. So that when they
• 22:03
  get ready to make that decision, then they're ready. And,
• 22:07
  you know, the other thing I think that happens that doesn't happen with the
• 22:11
  follow-up that I'm just like starting to play with, and I call
• 22:15
  this the refrigerator question. Yeah. Where's your
• 22:18
  refrigerator? And the short version of this is I bought this thing
• 22:22
  for my girlfriends. It goes in your freezer. It's a beauty treatment. And
• 22:26
  I love it. I use it every single day. I bought 10 of them. It
• 22:29
  costs $5. It's like a silicone thing that you put beauty
• 22:33
  stuff in, right? And 2 weeks later, I called.
• 22:37
  I mean, and I, you know, I told them what to put in it. I
• 22:40
  sent them some stuff. I gave them directions. I mean, I put together a whole
• 22:44
  thing, right? So, 2 weeks later, I called them and nobody
• 22:48
  had used it. And I was like, what? What
• 22:52
  do you mean you didn't use this great thing? Because I didn't ask them
• 22:55
  where the refrigerator was. I have a refrigerator on the second floor.
• 22:59
  I go and take my medicine, I do my beauty thing, and I, you know,
• 23:03
  but if you have to go downstairs, you're not going to
• 23:07
  do that. It's too much trouble. I mean, the reason I got the silicone cube
• 23:11
  is I'm not going to do a full body plunge. I'm not going to do
• 23:13
  a big bowl. I mean, it's too much mess and bother, right?
• 23:18
  If I had said to them, where's your refrigerator? Maybe you would use this in
• 23:22
  the evening. when you want to have a little bit more energy in the evening
• 23:26
  for your personal life. Maybe you would use it on the weekend when you're giving
• 23:29
  yourself a spa treatment. Maybe you would only use it if you have a
• 23:33
  headache. Then they would have used it. When I went back and had
• 23:37
  that discussion, they were like, oh, I didn't realize that was what was
• 23:40
  keeping me. You need to have that where's your refrigerator
• 23:44
  question. You know, how do you see yourself using this?
• 23:48
  Yeah. You know, tell me more about how you would use it, when you would
• 23:51
  use it. This is how it applies to you. And I think
• 23:55
  when you are giving value about your
• 23:59
  program and stuff about how they are going to get the benefits,
• 24:03
  because they don't care that it has 7 steps and that it
• 24:07
  costs a certain amount, they want to know how they're going to feel on the
• 24:09
  other end. Yeah, absolutely. And that's, you know, and,
• 24:13
  and, and when you're feeling a little shaky, you're like, I'm going to give them
• 24:17
  the facts. I have a 7-step program. It's got this and this.
• 24:21
  It's 6 weeks long. It's, you know, and they're like,
• 24:26
  oh, this is just one more thing to take up my time. This is not,
• 24:29
  you know, how is this, how is this helping me? So, all right.
• 24:34
  Um, before we run out of time, because I'm having a good time.
• 24:39
  Um. What are 3 things that people can do that you can think of?
• 24:44
  Uh, for— to, to, from what you know about
• 24:48
  sales, to help them get more sales and close more sales. I, and I know
• 24:51
  one thing that I can add if you don't put it in. Yeah. Oh, okay.
• 24:56
  Um, what, 3 things that somebody do can to make more sales?
• 25:00
  Yeah. That they can get better at the process. Yeah. So one thing that I
• 25:04
  teach my ladies predominantly is learning to market. They gotta learn how
• 25:07
  to market themselves. If you can, I always say that you can, if you're a
• 25:10
  great marketer, you can be the worst salesperson. So if
• 25:14
  you're a person listening right now to Yvonne's podcast and you're like, hey,
• 25:18
  listen, I get it. Like, Yvonne, selling, I'm just not good at selling and I
• 25:21
  don't want to be creepy and I hate sales and I don't want to pitch
• 25:24
  and la la la. If you're that type of person, learn to
• 25:27
  market yourself. So I have what's called an
• 25:31
  AEEA method, which means make somebody aware of
• 25:34
  what you do. Make sure you tell emotional stories. Make
• 25:38
  sure that you're educating them on what you do and then making sure that there's
• 25:42
  actionable steps. This could be through blogging, podcasting,
• 25:45
  posting, lives, reels, whatever it is. Always
• 25:49
  make sure that you're doing one of those 4 every single time. And
• 25:53
  as those people are getting to know, like, and trust you— that's the know, like,
• 25:56
  and trust, that's how you start building that know, like, and trust— when you actually
• 26:00
  promote something, which is the second step— first you market something, then you promote
• 26:04
  something— once you actually promote something, the probability
• 26:08
  of selling— or I mean purchasing it when you're actually selling the
• 26:11
  product is way higher, number one, just in general. And
• 26:15
  then number two, when you're actually on a call with that somebody, confronting
• 26:19
  somebody, you have an ad out, you have a pitch out of some
• 26:22
  sort, um, then purchasing that product is a lot
• 26:26
  higher if you're marketing correctly. So I always say that if you're
• 26:29
  asking for 3, like market heavy, promote often,
• 26:33
  and then your sell is a lot easier. And then the thing that I would
• 26:37
  say is, and, and this goes so against me, but it's so
• 26:41
  important, is look at your numbers. Because it, to a certain extent,
• 26:45
  it is a numbers game. How many, how many contacts do I need
• 26:48
  to make to do whatever? And, and
• 26:53
  the more you look at that, the better you get to focus on the
• 26:56
  people that are the right people. Yeah. Right. And you get to see
• 27:00
  where you where you're, you know, so for instance, for my workshop, the signup rate
• 27:04
  is good, the attendance rate is good. You know, I wanna do
• 27:08
  better on, you know, I work on what do I need to
• 27:12
  do to make the, you know, people book a call with me better. Yeah. You
• 27:15
  know, it used to be when it, when I had really small numbers, it used
• 27:18
  to be about 25%. You know, the numbers got bigger, but the,
• 27:22
  you know, the absolute number stayed about the same. So it's like, hmm,
• 27:26
  that needs some work, right? And the other thing that I was gonna say that
• 27:29
  you didn't say, that I think almost everybody is
• 27:33
  guilty of, is, you know, when you talk about the last 3 minutes,
• 27:37
  your whole demeanor and voice changes, and you don't wanna do that.
• 27:43
  Do you know, you don't wanna be like, you know, you're like, ah, and then
• 27:46
  you're like, and I have an offer for you.
• 27:49
  Absolutely. Absolutely. That
• 27:52
  happens. And, and, and, and one of the ways that I found
• 27:56
  that makes that a lot easier is when you're talking to
• 28:00
  somebody, you know, at the very beginning, say, you know,
• 28:03
  part of the purpose of this call is to see if we can work together.
• 28:06
  Yep. Because you— and then you've already set the, the intention.
• 28:10
  Yep. So it's not a surprise at the end. Yeah.
• 28:15
  The other, the other thing that I always like to add in is to always
• 28:19
  to have more numbers in your pitch than just at the end. So if
• 28:23
  the only numbers that you mention is the price at the
• 28:26
  end, that could also feel very heavy. So another thing that I tell my women
• 28:30
  to do is make sure that you have numbers throughout the entire script—
• 28:34
  percentages, ratios, other dollar amounts, other
• 28:38
  comparisons— in your, um, your webinar,
• 28:41
  your pitch, your live, whatever you're doing. So this way, at the end, when you
• 28:45
  just say another number, which happens to be the amount that you're
• 28:49
  asking for, it's just another number. So it doesn't feel as
• 28:53
  heavy on you as far as like it's the only number that you
• 28:56
  mentioned the entire time. I have one other thing that I'm going to add and
• 29:00
  then we gotta, we gotta get going. Yeah. And one of the things that I
• 29:04
  find that works is what is the, you know, what is the cost of a
• 29:07
  client for you? Yeah. And so when you can, if,
• 29:11
  if their client is, you know, like $1,000 and your
• 29:15
  product is only, is only $500.
• 29:19
  If you get one client, you have paid for it twice. Absolutely.
• 29:23
  You know? All right. When was the
• 29:27
  last time you did something new for the first time? Oh,
• 29:31
  okay. So this— I just thought I wrote this down. Um, so
• 29:34
  my team and I just made our very first AI
• 29:38
  video. Was— yeah, it's a full, full
• 29:42
  1 minute long, uh, that has like people in it and it's
• 29:45
  moving and it's promoting my mastermind, House of Villani, and it
• 29:48
  looks Gorgeous and just
• 29:52
  super excited to be playing with that. Fantastic. Can you—
• 29:56
  I don't know whether you get— at some point, give me a link and I
• 29:59
  will add that to the notes. Yeah. Because I didn't ask you about your gift.
• 30:03
  We got so wound up, I didn't ask about the gift because that obviously is
• 30:06
  one step that you want to take. Yeah, definitely. Well,
• 30:10
  for the women in your group, I would love to invite them to the
• 30:13
  mastermind if they want to try out the mastermind. I can give out a free
• 30:17
  ticket or 2. to our mastermind if they want to just try it out, meet
• 30:20
  the ladies. It's great to network and kind of see how a mastermind is run.
• 30:24
  That's fantastic. And you will get so much even from
• 30:28
  one, from one session, just because
• 30:31
  you'll be with different people that you haven't been with and get a different
• 30:35
  perspective. You will learn so much. Okay, guys, we
• 30:39
  got to go. So make sure that you subscribe and share. I hope you will
• 30:42
  engage on social media with this and share this with other people. The
• 30:46
  reason that I do this is I want to give back to the
• 30:50
  community in a way that will fuel your growth and your impact. So
• 30:54
  I hope that you'll continue to join me on The One Small Change. And
• 30:57
  let's look at how the smallest shift, the smallest little
• 31:01
  change in insights can yield monumental transformation.
• 31:05
  And so, as you know, I like to talk. So if you haven't listened to
• 31:09
  the first episode or some of the other clarity Um,
• 31:13
  you know, Clarity episodes that I'm just talking all by myself, you check
• 31:17
  them out. So Sabrina, what's your last words? What would you
• 31:20
  like to say to people you want people to remember?
• 31:24
  My mantra that I've been carrying since I was in my late 20s is everything's
• 31:28
  gonna be okay. Sometimes in entrepreneurship it gets real hard. The
• 31:31
  tech is hard, the sales are hard, network, everything is just all
• 31:35
  the time, always. And I always say, remember all the hard things
• 31:39
  you already did. You're still here. Everything's going to be okay.
• 31:44
  So, remember that, guys. And if you're with other people,
• 31:48
  especially in Community, it definitely is going to be okay. All right. So,
• 31:52
  this is what I want to say that I say every time.
• 31:56
  Change may seem like it's simple, but it's not always easy. And it
• 31:59
  requires courage, resilience, and a willingness to step out of your comfort
• 32:03
  zone. If you are not feeling uncomfortable, you are stagnating. And if you're
• 32:06
  stagnating, you're not moving forward. forward, you're going
• 32:10
  backwards. So embrace the
• 32:13
  discomfort, know that it's part of the journey and that you're doing something
• 32:17
  good. And I hope that you will continue to join me with One Small Change
• 32:21
  as we do this. And until the next time, please stay
• 32:24
  very, very, very curious. Sabrina, thank you.
• 32:28
  Yes.