Jana Niksa - Authentic Sales Coach: mixing the woo with the do to make it work for you.
In this compelling episode, Jana Niksa challenges traditional sales tactics, advocating authenticity. The discussion explores the simplicity of client acquisition through intentional conversations and critiques the hustle culture, emphasizing work-life balance for female coaches managing diverse responsibilities.
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Transcript
Hi and welcome to the You World Order Showcase podcast. Today we are joined by Jana Niksa. Jana is an authentic sales coach mixing the Woo with the Do - to make it work for you.
::I love that so.
::Much Jana and I'm really glad that you're on this show. And even though we are in the same industry.
::Just, you know, right up front we had.
::Pretty good conversation with.
::That's just for themselves.
::15 minutes in fact.
::Yeah, our pre show is at the show. Sorry, you guys. You missed it. Just kidding. Welcome to the show.
::Jana, thank you so much. We'll try to conjure it back up a little bit. I'm sure that we can find our way back into some of these conversations since we.
::Share so many.
::Similar views so.
::We do, we do. We were both in sales.
::For many.
::Yours, like my whole adult life, I've been in sales. That's just what I did. And we both have kind of the same idea about how selling doesn't have to be icky and pushy and all the things that we were taught early on, they.
::Had to be.
::Always have to be closing ABC.
::Yes, God.
::It's, you know, it's really interesting. I've obviously reflected about this having been in sales for over 2 decades, wondering like where did we get off track, right, like, how is it that so many people loathe the idea of sales and selling, and yet it's still what is taught.
::Primarily in the industry, whether it's you know, in in the sales industry or the coaching industry and it's just kind of mind boggling to me, but you know the truth is it was created for men by men, 100 plus years ago.
::And we've really evolved past it. So can we just
::Please get an upgrade.
::Like can we move on?
::For sure for.
::Sure, the whole.
::The whole way of.
::Just trying to like pressure people into things and manipulate people into doing things. Everything in life involves selling.
::Yeah. Honestly, if you're gonna, if you're gonna be an entrepreneur, you're going to have to exchange your services or products for some medium. Generally, it's money and things have value, intrinsic value, and that value is what somebody is willing to pay for. The thing that you're offering.
::And it's about making it as attractive as possible, but it goes beyond that today.
::To me, and it it's, it's about helping people more than pushing them into something that may or may not be in their best interest.
::Well, and when you think about it, when you're in where in your coach or even a service based entrepreneur like you're in the people business and the last thing I want to do is push somebody into working one-on-one with me for what potentially a year more possibly.
::And they don't want.
::To like how? How good do you think the results are going to be, you know so.
::It's when you really think about it fundamentally.
::It's just flawed.
::We want people that want they're like, yes to you. You are an absolute 100%.
::Full body, yes.
::And then I mean, those are the people they're going to.
::Get the results.
::Because they're your people and they really like trust. What? What you're telling them. But if you're already pushing them, you're breaking.
::Trust right up front and then you know they're not going to. They're not. They're it's just going to be awkward, you know, for the rest of the God potentially here. So why would we do that to somebody else and ourselves? It's draining.
::And wrecked your reputation in the long run.
::Yeah. You're not gonna get testimonials referrals. I mean, none of that stuff is coming your way when you don't give the person, you know what they wanted, right? And if they're being pushed into it, it's not what they want.
::And you can manipulate people into things I mean, we both know how to do it, but I don't want to do.
::It and I've.
::I've spent.
::Several years as a closer, which is somebody who sells someone else's program, and I was taught all of the manipulative tricks to get somebody to say yes, and I've made it my mission to not do that.
::In my own coaching practice.
::And to not teach other people to do that because it's not necessary.
::You know, somebody wants a few days to think about it and just sit with it, especially with coaches.
::Could just always like to sit with something and see how it feels and maybe think about it.
::And you know, if they're people, they're coming back. If they're not your people, that's fine. There are other people out there who do need you.
::Absolutely. And I think what it really comes down to is the older model and just society in general, like if we want to go into that like it's based on fear, you know, and what we're offering to our clients and to the industry is a sales model that's based far more on. I know this gets overused.
::By the pushy one service.
::And love and just that human connection. And what I find working with people once they dump the whole. I don't want to do it. Slimy, sleazy, all the things they they're they find that it's actually fun. Like they just get to have incredible conversations with potential people that they can help.
::And you know, maybe they offer them.
::A. A tip or two in the process that they.
::Go. Oh wow.
::Yay. You know I needed that and it just sort of comes together.
::Naturally, it doesn't.
::Need to be.
::See all the force and the push and all of those things. It's like I said, it's so many of us.
::Have evolved past that. We see.
::It when the offer stack and it's.
::Like you're going to get this and moose and moose, moose and moose.
::And usually it's worth $1,000,000, but today you're going to get it for 599. I mean, come on.
::Like let's.
::Let's just all agree that.
::Do we really believe that? I mean I've.
::Well, I mean, it's just.
::Said it's worth whatever.
::Really, it's so silly. It's as silly as.
::The whole and I don't. It's fine that they do it, but it's as silly as the thing that they do at.
::Concerts right where?
::They're like thank you. And then they close the.
::Curtain and everything, they're going to come back in and do another right.
::Five more songs.
::And so and it's just.
::Sort of silly. And I think that that's kind of what people see now. They just see through the Razzle and the dazzle. And frankly, I don't want a bunch of bonuses. I don't.
::Want. But you know what I want is the next thing that I know I'm going to need or the one missing piece that I don't think this program is going to provide. I don't need one million things that's not valuable to me. And for somebody that has ADHD and that's just going to overwhelm me, you know, because I also feel like, oh, I bought it. I definitely need to go through it and it's like.
::No, you don't, Jenna. It's about.
::Running a radio station, you're not going to be.
::Doing that so just let.
::It go, but you know they just put it in there.
::Because it looks good.
::And we just got to get past all that surface. See Razzle dazzle stuff and get real.
::Intentional and authentic. You know we're.
::We're heading into a more minimalistic.
::World with short attention spans and.
::The people that I know don't want to sit around for an hour and a half watching a video about something when they really only need 10 minutes worth of the information that's being.
::Presented to you and.
::When I start seeing things like, you know, I'm just going to overwhelm you with stuff.
::I'm like.
::Right. No, too much.
::And then you're kind of like, where do I even begin? I thought I just needed this one thing. Now I feel like I need, like, 50 more things that I don't.
::Need which is another whole part of the issue.
::You know, really and truly when you boil it down, getting clients is not that complicated, right? It's all about a three-step process from how do I message and attract them, right, which is a huge art, you know, to it's a skill. It's not just strategy and it's just about.
::You know, basically like turning on your bat signal and like your people will see it. So how do I do that? You know, and you can call it lead generation, call it whatever you want. There's all different ways outbound and it.
::And then the.
::Middle of the process is OK, now they're.
::Here, what do I do with them like? How do I get them to really know who I am and more importantly, which people don't focus on? How do I get to know them right? Like how do I make that a dialogue? This is not just you're in my world now. Watch how great I am, you know.
::It's, it's.
::A2 way St. and then of course, what?
::We're all talking about now.
::Right, the sales pic.
::And but yet what happens? And I speak from my own experience, even having been in the sales world forever, I came in here and I was like, oh, I guess I do need this. I oh, I do need. I need the website and I need, you know.
::The brand colors and the logo and.
::The oh, I'm going to.
::Create a course now and I'm.
::Like how about?
::You just get back to getting clients.
::Like, how about you just go back to that three-step process and stop the shiny object syndrome because the truth is they're they. And if they overcomplicate it and they may not be doing this consciously, but then they have things to sell you.
::You know, like check out my XYZ that just does XYZ and you'll be, you know, a millionaire in in 30.
::Days, you know, and so, so people just.
::Get this is.
::Where they really get stuck, I think is.
::That's the answer.
::They feel like they need.
::A whole bunch of.
::There got the answer.
::There's and so they're implementing all over the place, and there's no like fluidity. No consistency, no, no.
::And they feel.
::Like they need to provide as coaches that they need to have like 47 different things to offer instead of just one. All you need is 1 offer and one client.
::Right.
::You can build from there. Let's just get that one client.
::Right.
::For you.
::And you get it by having conversations with real people who need what you have to offer, whose problems you solve really well.
::Right.
::Right. And you know it's about developing the skills to do that, not the little plug and play shortcut. There aren't. There's no skipping steps. You know, I had a client that was really resistant to networking and talking with people. And I'm like, listen, you got to get in there and do that because.
::That is a big part.
::Of not only getting clients, but serving clients like we have to talk. And so you can't hide in the DM's forever, you know, not if you're going to be a coach that has a high ticket offer. You know, maybe if you want to sell, you know, lower ticket programs, whatever. That's fine. But if you're in that place and that's where you.
::Want to serve?
::You got to get really comfortable being able to talk about who you are, what you do, who you help and how you do it differently.
::And that's.
::Key and that's so that's another piece of this that you know I try not to get triggered but you know some of the younger crowd is like.
::Never have to ever talk to anyone and sell your stuff. And it's like, sorry at.
::The end of the.
::Day it's a human to a human. I mean, you can get. You can connect in the DM's and you can e-mail and do.
::All these things, but we can't hide behind the screen forever, you know.
::Yeah, it. It's all about connection. We are we are designed to be connected to other human beings.
::Absolutely. And so it just, it just blows my mind. And then you've got these coaches that latch on to that and then perpetuate it, right? Like just make money in your sleep with ever never having to do it.
::And just like.
::Come on now. Like if it were that easy, everybody would do it. Like, let's really call it what it is. It's a strategy. It's a skill development. It's a lot of inner work, and it's not an overnight thing, you know? And so that's another big part of my mission.
::Is to undo this programming. That's been done here. That says just buy my thing and you'll have 30K in 30 days.
::And so you've got all these newer coaches running around.
::Where's my 30K in 30 days, you know? And for some. Yeah, they can come in and do it, but I guarantee you there's more to the story. Right. They've already. They already know how to mark it really. Well, they know, you know, social media, you know, whatever it is. But all those things have to be built one way or another.
::And it does it, it's.
::Just not an overnight success.
::It's not an overnight.
::Success and there's steps to it and it everybody starts at the beginning and I find that a lot of times coaches will go to coaching school and they'll get a certification.
::And then they'll hang out their shingle and realize usually they create a website and realize that.
::Nobody's coming, so maybe I need another certification. So they go back and get more.
::Right. That's another way they get stuck.
::If it's not in like the key to success like this is the missing piece should bill they're in like, I'm not enough bill. Like, let me just get more things.
::And then and then people will come, which?
::You know, I'm suggesting, and I know you're suggesting that it's really.
::It's about having conversations. It's about really being clear about what you do and then you know, the big piece that makes most people the most uncomfortable is and then asking them to if they want to work with you, you know?
::And that should be a natural extension of the.
::Conversations that you've had though.
::It should be like.
::You know, you know them so well that you know you can help them. There's no doubt in your mind that.
::But you know, this is what I do. This is my superpower.
::Let me help you please.
::Yeah, you know, I was on a call earlier with a potential client and.
::You know, it's almost. She's like, you know.
::You know my problem better than I even do.
::Like you are, you're.
::Giving me really just by describing who you help, you've just.
::Given me insight into what my problem.
::Is and that's and that is where the magic.
::I guess and that takes a lot of intentional time to know somebody and what you do and how you help them it you know that's it doesn't need to be. I know people struggle with their niche and it's like got to be just right. But really the clarity comes with action. It comes with having the conversations. It comes with putting yourself out there.
::You know, I mean the woo and the.
::Do thing that.
::That came from. I don't even know.
::People love it like I know every time I say it, you know?
::They're like yeah, the woo and.
::The Doo you know. And so I know that's part of a lot of my messaging now and that that just comes with doing it. And so it's almost silly that you can have an idea of those things, but until you really get out there.
::In test which?
::I don't think people talk about enough.
::That just the trial and error and testing and not taking it personally if nobody raises their hand for your lead magnet and just paying attention, I mean that's really it's like just staying curious in that because just because nobody wants it doesn't mean you.
::Stink. It just means you didn't share about it properly.
::That's all. That's it. So now go back and try.
::To figure out.
::What's going to resonate more, you know?
::And clarity, you're right, clarity.
::Does come often from talking to enough people.
::That you like.
::That you want.
::To work with and finding out you know what, what is your problem? How do you describe your problem? Because if you can find out how they describe the problem, then you can give it back to them.
::In that way, it's.
::So many times, I think coaches come from the position of. This is the thing I.
::Do I hope there's people?
::Out there that need it.
::Or they do the message, their message where you know they overcame something, but they really don't know how to express that to other people in a way that other people can hear it because they forgot they forgot what.
::What the problem was originally that they were suffering from.
::And kind of.
::The beginning, the beginning questions they were looking for answers to yes.
::You know they're not Googling. I need more joy. They're Googling. How do I save my marriage? You know they're not Googling. I just. I want more clarity, you know. Peace. How do I get more peace? They're saying how can I talk to my teenager without, like, wanting to rip her?
::You're out.
::You know, yeah.
::So and that and.
::That's where people miss the mark, because they're talking about the bigger thing, but it's really the story underneath the.
::Thing that people want and when you figure that out for your people, then it becomes like I said, like a bad signal. It's like oh.
::My gosh.
::That there she is. And so when you can message in that way, then people before they even you.
::Know back to the whole sales piece.
::They already the biggest thing with sales and I know you know this with all your experiences. You know, they don't buy when they really understand all that you have to offer. They buy when they feel understood and if they can already feel understood within your messaging and you're nurturing, then by the time you they're on the sales call, they're just.
::Like how much?
::You know and.
::Yeah. And they don't really care what the process is to get them there and they don't care that, you know, you're going to do all this mindset work with them because every coach you'll ever come across is going to talk to you about mindset because it all starts in our head.
::Everything starts in.
::Our head right. All they want to know is.
::Are you going to get me to the solution that I'm looking for? I just want the result. I don't care how I get there.
::I just want my teenager not to hate me.
::How do I do that?
::Don't tell me you know, and I I'm not a big fan of the pro club, but I, Alex Hermosa. I don't know if you're.
::Familiar with that?
::I do love how looks Rosie.
::I do to a.
::Says. Not really.
::Degree. I'm not a big fan of the I'm going to work like 24/7 because I don't think it we. I think that hustle thing needs to die a little bit. I mean it, you need to work but you know.
::Part of the.
::He's crazy.
::But anyway, that's beside the point.
::I don't know if you know his story, but I.
::Mean he.
::Used to like sleep.
::Him and he wouldn't cook, he just eat.
::Chipotle and it was just like.
::You know, I mean, you gotta you got.
::That's a serious work.
::Ethic and I'm a hard worker myself. But you know, I don't want to. I don't want people to.
::Feel like they?
::That he is a wife.
::Yeah, and he has always had a wife.
::Or a girlfriend, or you know this.
::The woman in his life has been in his life this whole.
::Oh yeah, it's not like most of the coaches we know are women, and they don't have a wife. They have a husband, which means they're doing for someone else, and they probably have kids.
::You don't get away.
::With I'm just going to go get Chipotle. Better. Yeah, I'll just have it delivered like, 2 times a day. That would not fly in my house. I have kids on top of it, you know, which is a whole nother thing. You know, that you have to layer in there.
::Yeah. And the idea.
::That you know you don't run.
::The vacuum for two days.
::Right. It won't get vacuumed, like, ever, right? They just lack the vision to know that if I don't do something, I probably am going to die. This mom, mom will do it.
::Right. They don't.
::Yeah, they like they have that tunnel vision.
::But what I will.
::Say that I like about him is one he is more woo than he.
::Lets on and he's certainly more connected in in that like.
::Part space. Then you know some of the others. But back to the whole sales thing where you were talking about how they don't care about all the steps and all the things in the modules, and you're going to be in this Facebook group and we're going to, they don't care. They just want the result. And I love his explanation. And I think your audience will too, if they haven't heard it.
::He says sell the vacation, not the plane ride. And that's it. And. And it just really hits home with my clients too, because it's like.
::You know, so are you going into your potential customers like, so you're going to go to the airport and then what we're going to do from the airport is we're going to put your bag, you're going to stand in this line, and then you're going to get on a plane and so on and so on. So much of the time when they really.
::Check themselves, that is what they're talking about and not.
::You're going to be in Hawaii and we're going to go to this waterfall and it's going to be amazing. And I know how you said you want to go rock climb, we're going to do that too. And you.
::Said also that it was.
::Important to you to jump off a.
::Cliff, we're going to do it, you know? And that's the stuff they want to hear. So, you know, back to the whole. I just want my team and this.
::Is not my. My kids are not teenagers yet, so this is not.
::My but it's just a good example of like. I just want my kids to talk.
::To me again.
::I just want a hug from my husband.
::You know that's the result I want. I want to go to dinner with him or I want him to look at.
::Me, like you've still got it.
::You know, and so whatever it may be, but those are the results, not we're going to do all this inner work.
::Yeah, the.
::Journal every day and I'm.
::Or I just don't want to have hot flashes at night and I want to sleep all night for the menopause coaches out there. I mean, those are questions people are Googling. How can I sleep? How can I lose this stupid 15 lbs that like overnight?
::Going to meditate.
::Right.
::Right. You know, those are those.
::Are crushing questions, and when you're talking to people.
::To try to get them into your coaching program.
::You're going to be talking about, you know.
::It's really easy.
::It's simple, it's fast. You're going to get this result like tomorrow if you just do what I tell you to do.
::True and you'll sign people up left and right.
::Not right. And you know, and it's not, you know, back to the whole manipulation thing because I know my clients when they hear that they think well, isn't that like you know the whole sell them what they want and give them what they need. And The thing is this.
::If you're like, well, is that manipulative? Is that misleading? But no, it's not. They just don't know what they need.
::They think they know and they're Googling the wrong things. So it's your job as a coach to meet them where they're at. Sure, that's what we're going to do. It's going to be quick and easy and painless. But then when they start to come inside the container and they see they see the value in it and they see how things are shifting and.
::They say, oh, wait.
::I don't have to change him. I actually just need to get better with me. But if you try to tell them all that on the outside, they're going to be like, it's not me, you know? And so that's another big, big, missed step. I see coaches, you know, they're creating content around you need to do the inner work you need to.
::Do you know?
::If this is all you.
::And while that may be true, a lot of people aren't ready to hear that quite yet. You know, and so it's meeting them where they are.
::And then you.
::Get to meet you. Get to give them.
::What they want, but just.
::So much more too, by the way. Right. But it's just not going to be the way.
::They expected.
::You know.
::And if they had expected it, if they knew what the answers were, they wouldn't need you to begin.
::With right, right.
::And you know, with the go ahead, yeah.
::I have.
::I hadn't explained one time where.
::You're showing people a gift.
::What you're going to describe is the wrapping paper, and you better make it pretty and have.
::A nice bow.
::They're not going to know what's inside until they unwrap it.
::Right.
::Yeah, I mean that's and that's really.
::It we have to appeal.
::To that surface layer that.
::Is driving them to want to make a change.
::We can't try to educate them on why they're wrong. You know, way back in the sales world, we used to call that calling your baby ugly.
::You can't do that because then.
::They're they, don't they?
::Like you said, if they were ready to hear that right up front without going through that transformational process that they're going to go through.
::With you then they.
::Wouldn't have the problem.
::So it just.
::It's just interesting, but you know, back to the whole stuff around sales, you know, for anybody that's listening and just wanting to know more about like, what does that look like, like, how do we do that? I would say, you know, some of the values that I really instill in my clients.
::Is deep listening, active listening?
::Because one of the biggest things people don't get in this fast-paced society is heard and seen and validated, you know. And so when you can really hold that space and let them just open up that that on its own is so powerful. And then if you can be present.
::And like really let that in.
::It energetically it. They notice it's a whole different experience versus the person that's just like kind of reading off the script and just sort of waiting for them to stop talking, pretending like they're listening. But really they're just waiting to talk.
::You know, so and then.
::Asking questions.
::When you can.
::Yeah. And so then, yeah. And so asking those good open-ended questions that really gets them not only to maybe think about what they think they're paying is, but just to even explore a deep at a deeper level and and then from there, you know it's just.
::Like I was saying.
::Like, really also trusting your intuition in this.
::You know, maybe we need to spend more time here. Maybe we need to go there and I don't know if you felt this, but some coaches, they'll just.
::Kind of. Oh, we.
::Got to rush through this thing, we.
::Got to do and you feel that?
::Like and you really want to be of service.
::And remain unattached.
::Which is beyond key.
::Make eye contact. Yes, if you're doing it on zoom, there's a trick, and I'm going to share this trick with everybody. Squeeze your screen up, stick it under your camera. So there's just like two people.
::On your, on your screen, and they're one on.
::Top of the other.
::The guest is always going to be on top, so when you're looking at the guest on your screen, you're looking into your camera. So it looks like you're looking right at them.
::That's a great tip. I'm. I'm. I'm. I'm so going to use that and here's why. I just end up looking at the guest because I'm such a like I have to. I have to feel into their energy, you know, and I. But so I just like screw it. I know. I don't look like I'm looking at the camera but whatever. But now I can. So that's perfect.
::Because I just I don't want to. I don't want to sacrifice. I just want that connection, you know.
::Yeah, it's really important. And as a person on the other side, even if you're going to go on a zoom call and it.
::They call it a discovery call whatever they want to call.
::It if you squish the screen up.
::So that it's.
::Kind of maybe a third of your screen, but you just centre in the center of your of your of your screen then.
::You're looking like you're looking at whoever's talking at you, and it makes the conversation go better, and it doesn't make you look like you're looking.
::I love that.
::Over to the side.
::Right, right. Like I'm doing right now.
::That's totally fine.
::No, it's.
::It actually looks like you're looking at me, so.
::It's probably even.
::Oh good, I feel.
::That too, but I don't know, everybody says look in the camera. But whenever I do, it looks funny to me, but anyway.
::All, all that aside.
::You know, back to this unattached moment, because this always comes up too. And I like, I like to read people's minds, not really, but sort of just because I know what you're thinking a lot.
::Of the time, like how do?
::I remain unattached. This is I mean, I got to.
::Eat. You know, like that's sort of like the ego in there, like trying to stir it all up like this feels crazy. How can I not?
::Fair. Well, here's the thing. Like whenever you're in lack scarcity, whenever you're in, I make it all happen. I'm the doer of it.
::Wall and whenever you're in that like I need to control the outcome like those three, those are all currencies or languages of the ego. So just by knowing that you can start to like separate yourself and ego is is I guess for lack of a.
::Better it's a.
::Another word for fear, and it's just it's here to keep us small, and it has certain languages that it speaks to us to make sure that we sort of stay safe and we stay where we are.
::And so.
::The Long story short here is when you get in that space.
::Here's the here's the trick. Couple things one, you just, I imagine, like I'd like literally flick my ego like, just not now. You know, I appreciate it if I'm walking into oncoming traffic, but in this moment you're not necessary because it doesn't serve the other person. It may be true that you need money. We all need money, money.
::Makes the world go.
::However, it doesn't belong in the sales conversation, because all that's going to do is put more pressure on you internally, which is going to put more pressure on them externally and everybody's going to feel it. And so if you can learn to detach and go, oh, there goes my ego again. Yeah, yeah, I'll deal with you later.
::Then you can just really be present and show up and just be of service and learn to really trust that when you show up in that way, the people that are meant to work with you are absolutely going to and it doesn't. The fear doesn't help. And so then people will always say well.
::But I mean, it's so true. Like, how do I, how do I how can I separate that right and this is my funny little thing. I came up with. Oh, you have to let me know what you think. It's a little morbid. But the truth the truth with the capital T is we're.
::All going to die.
::Right now, of course, we all have different beliefs about what happens after that, but your human suit is going to not live forever. But how well is that fact going to serve you in your everyday life?
::Like what if you walked around with that same ego sitting on your shoulder, saying you're gonna die? Don't have kids. You're gonna die. Don't get married. You're gonna die. What? You don't need to, you know, like, I mean, just imagine how damaging that would be. And the only reason it doesn't is because that's not one of the languages of.
::The ego I would actually venture to say the ego makes you think you're going to live forever.
::And so, but it's very much true.
::But it doesn't like just put this enormous amount of pressure on us on a daily basis. I mean, maybe, yeah, when you're.
::In your 80s, you know, you start to feel that. Ohh crap, this is coming.
::To an end, but ultimately it doesn't. But it's still true, and so I share that example so that people can understand that there can be a truth, but it doesn't have to sit right here.
::On you.
::And it obviously wouldn't serve you.
::And when you when you talk to your clients, you need to genuinely.
::Be curious about them and.
::And you need to accept that you know you're not meant to work with everybody and it's OK if they say no. Getting a maybe is.
::Is worse than getting a. No and maybe is like false hope. Often it's somebody who wants to say no, but they don't want to hurt your feelings.
::Right.
::Or they don't really understand what you're talking about. Another really big tip I would have for people is really know what you're offering.
::And how to express it in a way that paints a really good picture of the solution that you provide the result that your client's going to get?
::And use the language that they've used during the conversation and feed it back to them. If they say I want to make $10,000 a month, then this is.
::How we're going to get you to that $10,000 a month barrier and it's not about.
::Product stacking, it's about we have a process and we're going to take you through this process step by step. It's going to be easy. It's going to be simple. It's going to be fast.
::You can do this.
::And imagine how good it's going to feel. You were saying you would be able to do XY and Z when we were talking. If you could get to this.
::Whatever result you, you just said you wanted, it would allow you to do the thing that they already told you that they wanted to do. You're helping them paint themselves into the picture that you're trying to draw for them, and that's how you make sales. And then if they tell you I can't afford it.
::You ask them.
::Well, putting money aside, is this something you want to do? Because if it's not something they want to do, then your conversation is.
::And that's such.
::A yeah, it is such a big point too, because people will use that as a smokescreen because it's just easy, right? Like, I don't have to tell her that. I don't really like the program. I can just say I can't afford it. And so it's often not the objection. It's the objection under the objection. So asking a very pointed.
::Question like you did. Like, OK, totally understand. You know, money is a thing, but all that aside is this the program for?
::You know, and then that really calls. And again, that's very hard for people. We have to work through self worth. We have to work through fear of rejection. We have to work through money blocks and some of the things that just come and just sit on us. I say sales is like having children. It brings up all your stuff.
::And but. But then when you.
::Were able to ask that.
::In a very, you know, unassuming way.
::OK.
::Without a bunch of fear attached.
::Then they can tell you they.
::They feel safe enough for that. For to tell you, you know well, I mean, I've had people say, you know what, especially when I'm selling a newer program.
::A while back.
::And they're like, I'm still not entirely clear. I'm like, well, let's go back. Like, let's find out, where are you not clear? Like what you know? So you get to actually.
::Talk about whatever the elephant in the room is versus people who just say, oh, I can't afford it. And then you get uncomfortable because of your money stuff.
::And you're like.
::OK, see you.
::Later, you know, it's like, just stay curious. Stay neutral. Stay curious. Stay neutral.
::And it also helps you.
::When you get these objections.
::You're going to always get the same objections. It's just the way it is. You sell one thing long enough and you're going to always hear the same thing, and it helps you to refine the way that you explain it.
::Or it should?
::Because the reason you're getting these questions and they're really more questions than objections and.
::Is because they don't understand something. They don't understand how something is going to work for them.
::Clearly enough to make an intelligent decision about whether it's going to benefit them or not. And if you get to that point and.
::You just give up.
::Then you're really doing them a disservice because you haven't explained it properly. It's really on you and it's not.
::It's not personal.
::You know, they wouldn't be on the call if they weren't interested at some level.
::And what you had to offer?
::It's just a.
::Matter of will.
::It work for me and that.
::That that, that is really the ultimate objection. And that I think is why.
::I get so.
::Feisty and fired up around. You know, some of the other practices in the industry because what they're doing by serving up these things and then not be getting the results for people.
::Is they're making that a that belief in themselves, like it's just diminishing, diminishing, and then it comes along, they actually made a coach that.
::Can really help.
::Them, but they're so their confidence level. I had it. I'd call with a girl and she's like.
::I'm and I. I've been in this space too. Maybe you have. And she's like this feels like a full body. Yes, like I just adore you, Jana. And then she's like God, I felt that the last time too. Like, I feel like I've lost trust in myself.
::You know, and I'm like, ah, and that.
::And that just it kills you because.
::The really good ones, you know, they're, they. And I walked through it too. I fell for it too. And that's why I speak so much up about it, because.
::We need to be really truthful and honest and these people just, I don't know, I think as we shift into more of that heart energy and as consciousness expands, more people are just not going to be able to do that anymore. Like, I just can't do it. I couldn't, you know.
::Yeah, I I'm not interested in that. I'm not interested in growing a really big practice. I'm not interested in.
::Helping Brazilian people personally and when I coach people, I coach people personally. I have a vested interest in my clients success and I will work with you.
::For a really.
::Long time I I'm not.
::I gather friends really, and connections with people more than I want just people to give me money. It's.
::Right.
::It's just such a shame, but I have to believe it's changing, you know, and I'm going to do all that I can in my power to shift that from outside of, you know, what's in it for me to what's in it for all of us, like, how can we, you know, like how can we all support each other?
::And so I'll just continue to.
::Keep shouting it from the rooftops.
::You go girl.
::Yeah, well, you know.
::Light workers unite. I don't know, but I just know that people are here on a miss.
::And it's a mission of really helping me raise that consciousness. And I don't.
::Want them to get stuck in that 3D matrix? See illusion then thing and then give up on themselves. You know that that. I mean, give up on their mission.
::I mean that.
::It just goes so deep.
::I don't know if you can.
::Late, but it's so deep for me and I know it's deep for them.
::I do what I do. It's.
::It's like to me it's the most important work out there is helping these coaches really get out and be seen and get their message out in a way that they can be heard because they are changing the world. They're changing the way we interact with each other. They're changing the way we.
::They're healing it.
::Heal ourselves, and by extension, healing the planet. Yeah, I mean it.
::All starts with.
::One person and that person has an effect on one other person, and that person's family is affected and their communities become affected and the whole world becomes affected and it's really.
::A big, big deal.
::It is a big deal and I think you know that's why it gets me so riled up because.
::Is, you know, the old way is dying. I wish it would.
::Die a faster?
::Death. But it's not going out without a fight. And I'm just here for the new way of doing it.
::You know, and probably I've been doing it that way for a long time, especially on the sales side of things and so.
::I feel real comfortable here and I want to make sure that other people know because you know, it's such a hard program to break. Like you mean, I really can get clients without all the tricks.
::And pushing any and it's like absolutely you can like that's just a way. It's not the way you know.
::Not necessarily. A way that feels all that great and you shouldn't do things that don't.
::Feel good.
::That's right. And it's not just, you know, we have to make that delineation between fear and just absolutely out of integrity and alignment, you know, and that discernment piece is big. It's a big one. It's a big one. And the this day and age, you know, what's real, what's not and.
::Where do I fit into all of?
::This, but you know, the more you can continue to just keep that Channel open, you know.
::Yeah, that's all available.
::To you, and that doesn't stop when you build a business, you know, that's another thing I find working with a lot of the more spiritually minded is they're like, yeah, I.
::Know about the law of attraction.
::I get energy totally. I'm like, well, how well is it working for you in your business?
::And they're like, it's not. It just kind of goes to by the wayside. It's like, well, that works here, too. It doesn't just work, you know, by getting a cup of coffee or a parking spot or, you know, meeting your soul mate like it actually works in business, too. So let's not forget that. And that's where.
::That whole woo and the do.
::Comes back in because you know, but the whole industry is just like make. Take the step, then take this step, then take the step and then that's.
::It and then you're.
::Good, you're good.
::And I think I already said this, but.
::If it was.
::Just about plug and play and just taking action. Then everybody in the industry would be millionaires.
::You know, unfortunately it's not that simple.
::I know that you have a.
::A gift that you give to people.
::When they visit your website.
::You want to talk about that for a second.
::Yes, thank you so much. So the gift is.
::It's a lot of what?
::We've been talking about what am.
::I missing in my biz quiz.
::And it walks through both. All three of those stages, right, the messaging and bringing people in the connecting piece and then the enrolment piece and just like where are my cracks? Where are my holes? You know, a lot of my clients.
::Are just like I need.
::More leads and like how many do you?
::Have in your.
::Oh, I have like.
::You know, a couple 100. I'm like, well, what are you doing with them?
::Ohh yeah like.
::I need to do stuff there too, you know, and it's just. It's not just about leads, I know.
::It's hard to hear that.
::But it's what you do with those people. And so that's this quiz is going.
::To show you.
::Where you may you may already have people in your audience. I'm sure you do that. Want exactly what you have, but we're not. There's cracks in this, you know, very basic funnel. And so if you take that assessment, it's going to tell you where you might be dropping the ball throughout this, this little funnel process that I talked about.
::Not to be confused with like big fancy funnels and landing pages, this is just the client buyer journey.
::Yeah, and it doesn't have to be difficult.
::It doesn't. It's just.
::Having conversations with the right people.
::That's it. Get sharing your message, sharing your message, connecting and making them offers when it feels right, you know, and.
::And making an offer.
::But yeah, you know, a big thing I talk about is simplify to amplify and I think a lot of people need that. They are shiny, objecting their butts off. And it just they got to reel.
::It in it's so easy to get distracted by all of the different pieces of all of these different kinds of funnels out there.
::And they're all different marketing systems.
::But when you're first starting out, it's really hard to recognize that you're seeing bits and pieces of systems that aren't really one system.
::Like somebody's doing a workshop and somebody else is doing a freebie and somebody else is doing paid advertising to.
::Look and somebody else is doing e-mail marketing and using solo lists and somebody else is doing podcasting. I mean, these are all different systems. They're complete systems. There's like a beginning, a middle and an end.
::To these funnels and they're and when you start trying to take pieces and mash them together because you only know how to do this piece and this piece.
::And you.
::You missed all of the other connecting pieces that make the process really simple.
::It you're not going to get the result you want, you're.
::Going to be really busy.
::Yeah, you're going to be really busy. You're going to be really busy, feeling like you need to do all these different things, and I'll. I'll leave the audience with them one of.
::The things that.
::I'd really like.
::For everybody listening to consider all strategies work, but it's the one you decide it's going to work and you stick.
::To it and you work it.
::Is the one.
::That's going to work.
::Even when it's boring, and even when you're like.
::Ohh God I.
::Just don't want to do this one more.
::Day do it one more day.
::Do it and you know if you need to take breaks, let the doing come through the being, you know, let it feel joyful and inspirational as much as you possibly can. But you know, just stick to it. You know, decide what it's going to be for you and do it because.
::You know, know, I know.
::It looks good, and they're so good at telling you were missing this. If you just had.
::This one thing.
::It would all change and don't forget, right? Don't. Don't put the blinders on because and.
::They have these.
::Guys have marketing teams, they know exactly.
::What to say?
::To make you go, that's the thing.
::Right. And so you be aware of that and I'm not saying their thing doesn't work, but I'm saying keep your head down and work your thing.
::You know, and then when you.
::Can do that. That's.
::When things start clicking, but as long as you're just kind of bouncing around in should Ville.
::It's a long road. It's a long Rd.
::And the shiny object syndrome is it's a real thing, you know. You see something that looks like, oh, God, that's what I need. And.
::That's the best answer.
::That's the answer and you try it and you're like, oh, God, this is so hard and you keep at it and then you see something else.
::And.
::You just keep in that that cycle instead of just.
::Go through the hard part.
::Just stick with it through the hard part and I promise you that it will pay off. You will start climbing out of the hard part eventually. You just ought to do it enough.
::You do and instead of asking the question.
::How do I do it? How do?
::I do it like start asking the question.
::How do you want to do it? Because.
::The more in this.
::Little funnel that you enjoy.
::And then it's going to be that much easier for you to do it. You know, I don't love writing. So, you know, I want to do more videos of, you know, so other people don't want to do. But, you know, so.
::Don't do the things that aren't the.
::Good fit. Pick the stuff that you're strongest at and decide, oh I can really get on board with doing that.
::OK. Well, let's look at connecting. How do I want to do that? I think I really want to do a lot of videos and, like, have people from my Facebook group come on and let me interview them like that. Sounds like a much better way for me to connect than sending, you know, 5 emails a week and. And so, you know.
::Just finding and of course I have to say working with a coach that's going to help you with that, right? Because just because you kind of have an idea of like, what do you want it to look like now have to have somebody help you execute it, let them like infusing you the shortcuts and the best practices and the.
::Where? Oh where are you getting blocked and?
::All of the blind spots that we can't see.
::Keep you on track.
::Because it's really easy to just go.
::It's like oh.
::No, no, no. Remember Jill.
::We were not doing that. We didn't talk about doing TikTok.
::Workshops and tick tocks.
::Yeah, yeah, just do pick the thing you're going to do and just do that. And if you have a coach who knows the steps, just been through the path and can help you stay focused.
::Because that's really one of the bigger things. Just it's just doing the same things over and over. That's how you get to.
::Be a master at your craft and then you'll get to do the coaching part, which is you know what? We all signed up for, not the.
::Right.
::Not the selling part.
::Right, right.
::Most coaches didn't sign up to be entrepreneurs. They signed up to.
::Help people.
::I know, I know, I know. And I know they want to help people, but unfortunately in order.
::To do so.
::It's just, it's not like Field of Dreams, you know, like if you build it, they will come like there's just more to.
::It, and that's just the.
::World we live in.
::A lot more but.
::A little bit more.
::Yeah, yeah, you got it. You got.
::It they have to know you exist.
::I've really enjoyed this conversation. Jenna do.
::You too. We could just go on forever. Thank.
::You for having me? It's my favorite topic.
::About it.
::Again, just another hint like why did we choose what we chose as our ways to serve? Because we could talk about it all day long.
::You know, it's it lights us up and that's what you want to follow, you know.
::What's the one thing you want to?
::Leave the audience with today.
::To just really, you do have the answers. They are in within you. It may take people to help you tease them out and become clearer about them. But you are your biggest guide, your biggest coach, your biggest cheerleader and so really leaning into that.
::And trusting.
::Trusting it because it's not. It's obviously wants what's best for you, you know? So why not? And chances are it's what got you into the space in.
::The first place.
::So let's continue to listen to that.
::Amen. Amen. Thanks so much for joining me. And I will be sure and put your links in the.
::Show notes below so people can get in touch.
::With you.
::Sounds great. Thank you. So.
::Much Jill.
