One key to growing your business: Sales calls that give value
Explicit content warning
06/10/21 • 19 min
One key to growing your business: Sales calls that give value
I definitely fall into the camp of not having any regrets because all of the fuck ups and failures and totally embarrassing & cringe-worthy experiences I’ve gone through has gotten me to where I am now...
But I did do a mental exercise the other day & ended up thinking about “What do I regret not doing sooner in my business”
And there were a good 5 things that I identified as key elements that would’ve gotten me to a successful, scalable, profitable business in 2 or 3 years instead of 10.
I’ll take you through all of them in time but one I really want to highlight today is sales.
It’s one thing that I know limited my earning potential - being unwilling to do sales calls.
Probably beyond even that was not realizing that I should be doing sales calls in the first place.
A massive perspective shift I had relating to this was going from thinking of myself as a marketer, as a freelancer, to thinking of myself as an agency owner - a business owner.
I see this over and over again with service providers. They love their craft - they love being a healer or graphic designer or coach, and they totally identify with being that identity - that service provider identity.
And it IS important to be obsessed with your craft - to think the work you do in the world is insanely important and transformative & so interesting & fun!
But to not identify first and foremost as a business owner is causing you to have a bottleneck in your business.
And a part of being a business owner is focusing on marketing & sales.
And a part of growing a business as a service provider is doing sales calls.
So many people want to avoid this - to go straight to launching a course or program instead of getting good at sales.
But the way to most easily grow your business & to hit success quickly in your business is to fall in love with sales calls.
Is that a stretch??
At least to be willing to consistently prioritize doing sales calls.
To get comfortable doing sales calls.
Maybe you call them discovery calls or initial consultations... but they’re still ultimately sales calls.
So let’s start with a little affirmation to open you up with this:
I am open to prioritizing sales calls.
I am open to sales calls being fun.
I am open to sales calls being of deep service to my potential clients.
The truth is that sales calls are money generating activities.
One big action item I have the magical people do in the Alchemical Business Intensive is to cut the fat out of their business.
To cut out the shit that doesn’t matter.
We can talk about systems and automations and delegating all day long. I love all of those things so so much.
And hiring a team & delegating things off your plate is a sexy sexy thing. It makes you feel powerful & like a boss.
But.
If you’re hiring & delegating and building systems for things that don’t actually make a large impact on your business then you’re just wasting time. And you’re wasting other people’s time. And you’re paying people to waste time.
Yikes.
So first - you got to get clear on what actually matters & what actually moves business forward in your business.
And that is on you.
You may be tempted to do research and take more courses and (procrastinate) in the most innocent and seemingly productive ways...
But if you have generated sales in your business, then you know how to make more sales. Just do more of the shit that worked.
And if you haven’t generated sales in your business then you need to commit to experimenting and taking action and doing the hard & potentially triggering things.
Like reaching out to real humans to schedule some fucking sales calls!
When you’re below capacity in your business - as in you can take on more clients - then your first order of business is to focus your attention on marketing & sales. And of course delivering stellar work & results.
But cutting out the fat in your business looks like cutting out the things that are not bringing you more clients & bringing your clients more results.
If you’re a service provider then that is most likely getting people onto sales calls with you. At least if you’re charging enough & selling larger packages & higher end offers. Which is a great way to go & focus on if you are starting out or if you’re below 6-figures or even multiple-6-figures in annual revenue.
So what happens when you cut out the fat & you just start focusing on the needle moving, revenue-generating, results-creating activities?
As in you stop spending hours a day on Instagram & instead focus on relationship building?
Time & space opens up.
And you may be tempted to FILL that time & sp...
One key to growing your business: Sales calls that give value
I definitely fall into the camp of not having any regrets because all of the fuck ups and failures and totally embarrassing & cringe-worthy experiences I’ve gone through has gotten me to where I am now...
But I did do a mental exercise the other day & ended up thinking about “What do I regret not doing sooner in my business”
And there were a good 5 things that I identified as key elements that would’ve gotten me to a successful, scalable, profitable business in 2 or 3 years instead of 10.
I’ll take you through all of them in time but one I really want to highlight today is sales.
It’s one thing that I know limited my earning potential - being unwilling to do sales calls.
Probably beyond even that was not realizing that I should be doing sales calls in the first place.
A massive perspective shift I had relating to this was going from thinking of myself as a marketer, as a freelancer, to thinking of myself as an agency owner - a business owner.
I see this over and over again with service providers. They love their craft - they love being a healer or graphic designer or coach, and they totally identify with being that identity - that service provider identity.
And it IS important to be obsessed with your craft - to think the work you do in the world is insanely important and transformative & so interesting & fun!
But to not identify first and foremost as a business owner is causing you to have a bottleneck in your business.
And a part of being a business owner is focusing on marketing & sales.
And a part of growing a business as a service provider is doing sales calls.
So many people want to avoid this - to go straight to launching a course or program instead of getting good at sales.
But the way to most easily grow your business & to hit success quickly in your business is to fall in love with sales calls.
Is that a stretch??
At least to be willing to consistently prioritize doing sales calls.
To get comfortable doing sales calls.
Maybe you call them discovery calls or initial consultations... but they’re still ultimately sales calls.
So let’s start with a little affirmation to open you up with this:
I am open to prioritizing sales calls.
I am open to sales calls being fun.
I am open to sales calls being of deep service to my potential clients.
The truth is that sales calls are money generating activities.
One big action item I have the magical people do in the Alchemical Business Intensive is to cut the fat out of their business.
To cut out the shit that doesn’t matter.
We can talk about systems and automations and delegating all day long. I love all of those things so so much.
And hiring a team & delegating things off your plate is a sexy sexy thing. It makes you feel powerful & like a boss.
But.
If you’re hiring & delegating and building systems for things that don’t actually make a large impact on your business then you’re just wasting time. And you’re wasting other people’s time. And you’re paying people to waste time.
Yikes.
So first - you got to get clear on what actually matters & what actually moves business forward in your business.
And that is on you.
You may be tempted to do research and take more courses and (procrastinate) in the most innocent and seemingly productive ways...
But if you have generated sales in your business, then you know how to make more sales. Just do more of the shit that worked.
And if you haven’t generated sales in your business then you need to commit to experimenting and taking action and doing the hard & potentially triggering things.
Like reaching out to real humans to schedule some fucking sales calls!
When you’re below capacity in your business - as in you can take on more clients - then your first order of business is to focus your attention on marketing & sales. And of course delivering stellar work & results.
But cutting out the fat in your business looks like cutting out the things that are not bringing you more clients & bringing your clients more results.
If you’re a service provider then that is most likely getting people onto sales calls with you. At least if you’re charging enough & selling larger packages & higher end offers. Which is a great way to go & focus on if you are starting out or if you’re below 6-figures or even multiple-6-figures in annual revenue.
So what happens when you cut out the fat & you just start focusing on the needle moving, revenue-generating, results-creating activities?
As in you stop spending hours a day on Instagram & instead focus on relationship building?
Time & space opens up.
And you may be tempted to FILL that time & sp...
Previous Episode
How to Use Your Business As a Playground for Your Soul's Evolution
I’m sharing an epic presentation I gave during the Women’s Ascension Summit.
I covered...
- What “business as a magical practice” even means
- Why business is an excellent medium for spiritual growth
- Common blocks magical people have in building their businesses and how to overcome them
- Practices we can use to catalyze our businesses as a magical practice
If you’ve always known your business is more than the way you make money — but it’s also a way you can express creativity and bring intentionality into your life — this episode is for you.
Why is business an excellent medium for spiritual growth? (4:00)
Marketing is all about relationship dynamics. It’s always human to human — even if it’s B2B or B2C. Part of being a spiritual business owner means deprogramming the idea that your work is tied in with your worth — especially if you own a business and care deeply about what you put into the world. Being a business owner means working on your relationship with other humans and with yourself.
Why magical people often have a block around being paid to do what they love. (18:20)
A lot of us think we should be paid the most for things that suck, that we don’t enjoy doing. But we should actually be paid the most for things we do in our sphere of genius — the things that feel easy and come naturally to us. And we should be spending 90% of our work time in that sphere of genius. But to get there, you have to let go.
“As business owners, we hold the power. Our work is to integrate our conscious and unconscious, to heal ourselves, to clear karmic patterns, and decide on better beliefs. All of this impacts our business.” - Sam Garcia
Why you need a deeper mission or “big why” in your business. (31:00)
Maybe you started your business because you hate working for someone, you can’t sit in an office, or you wanted to have access to a lot of money. That’s all great! But if you don’t create a bigger “why” to your business, you might hit a level of sustainability where you’re happy with your income, but suddenly the money doesn’t really matter. And you have to find a new fuel for your business... especially when things get hard. Having a bigger mission is important to prevent you from falling into the slump.
“How your business runs impacts what you manifest in your life.” - Sam Garcia
References:
- Carolyn Elliott’s Existential Kink (aka “EK”)
- Meditation to meet the soul of your business (Business as a Magical Practice ep. 24)
Stay in touch!
Join the Business as a Magical Practice private Facebook Group
Follow us on Instagram: @thedirtyalchemy
Visit our website: thedirtyalchemy.com
💡 Ready to take your business to the next level?
Explore our library of trainings and resources to fuel your growth, creativity, and success. From launch strategies to regenerative business practices, find everything you need at learn.thedirtyalchemy.com/store.
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Next Episode
Creating a Business Action Plan that Aligns with the Seasons + A guided summer solstice meditation
Today we’re talking about Creating a business action plan that aligns with the seasons. And make sure you stay on ‘til the end, because I’ll be leading you through a guided summer solstice meditation!
Quarterly planning in your business is so fucking important.
I don’t think it’s talked about enough in the online business space - or it’s talked about only in the higher level spaces that fewer entrepreneurs hang out in.
While annual planning is fine - and it’s the most common planning since everyone is so rabid for change with a new year starting... we can’t realistically see beyond 1 quarter.
It’s an easy rhythm to set up NOW. And it probably takes less time than you think.
Go on, head to your Google Calendar & section off a full day near the solstices & equinoxes each year. A day for your quarterly planning, or as we’re talking about today - a day to create your business action plan that aligns with the upcoming season.
This is something I’m making all the folks in the Alchemical Business Intensive set up, too. It’s a day for them to really step out of the day-to -day & embody the Visionary CEO. The one who is steering the ship & visioning the future. The one who sees 5 years, 10 years out, while staying grounded in the present of their biz so they can make the next level steps for the next phase of their business - whether that’s hitting $1 million in revenue in the next 18 months, or hiring their next team member, getting their first client at their dream pricing for the very first time, or just taking a fucking vacation because their systems are finally in place.
So let’s get you on this train! Or on this unicorn? Onto your desired transportation unit of choice, for sure.
Summer solstice is JUST around the corner - meaning, it’s on SUNDAY! This Sunday, June 20th.
And while we COULD say that we’re heading into Q3 of the year... we’re not muggles so let’s acknowledge the very real & tangible fact that SUMMER starts on Sunday!
The seasons are a beautiful way to section off the year so that our businesses are more aligned with nature.
Whether or not you have an online business, the natural world affects your business.
And that’s a GOOD THING!
Because the natural world is a very abundant place.
When a tree is in season, when it is bearing fruit, there is more than you even fucking know what to do with.
There are more apples on there than you even WANT to eat. Or more than you could even COMFORTABLY eat.
You have way way way more than enough. You have to share. You have to give them away or sell them.
Or even compost them so that they feed the worms and creatures and turn into fertile soil to grow even more future fruit from.
And the more-than-enough comes from honoring each season.
It comes because you watered the tree & gave it the nutrients it needed when it first started to bloom in spring. Because you let it rest and gave it space in the winter. And now it’s summer & it’s overflowing with fruit.
Honoring the truth that there’s a season for growth and blossoming, a season for ripening and shining, a season for harvesting and reflecting, a season for recuperation and quiet.
We need it all.
Our meat suit needs it. Our minds need it.
We’ve covered the Seasons of your business before on the podcast - I’ll put the link in the show notes if you want to listen - it’s episode 18 from November 2020.
But here’s a quick overview
Spring is about seeds being planted and taking hold. There’s fresh energy & new ideas.
It’s all about TAKING ACTION and the flow of ideas outward. Deciding how you’re going to bring your creative projects from your heart & your mind out into the world.
Summer is like a tree laden with fruit - things are slower & juicy. It’s a social time with late muggy nights.
You might find yourself wanting to take some time outside, spend time with family, go on vacation -- hopefully you have the systems in your business set up so you can actually do those things without being glued to a computer all day.
Autumn is the harvest. Again, a time for action and reaping what you sowed. You’re reviewing and assessing and being vigilant.
This is a time for reflection & death. You’re thinking back on your projects & letting go of what didn’t serve you. Releasing any pent up resentment.
Winter is about calm and peace. The natural world is asleep, so our inner world turns brighter.
We’re huddled around fires & we’re taking rest. Resting & recouping.
Obviously we’re going into Summer as I’m recording this. But if you’re listening to this episode at another time of year, all of this still applies. There just may be some energetic shifts you’ll want to make based on what season you’re in.
...
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