Christine Schlonski [0:02]
Hi Gorgeous, this is episode number 047 with your host Christine Schlonski and you are listening to Heart Sells! Podcast. I am so thrilled you are here! We are in for another variety Friday and on variety Friday, I’m just going to share my knowledge with you, I’m going to present amazing resources, or I am answering the questions that you have sent in.

Christine Schlonski [0:31]
So, to always be up to date with the newest podcast episodes and also to get some empowered content, empowerment content into your inbox hop on over to christineschlonski.com and sign up for the Empowerment Note that is my weekly newsletter. And I’m super excited that when you have over you will also find obviously the podcast and in addition to that, you will have the show notes, the transcripts and all the mentioned resources, as well as all the social links so that it’s only a click away.

Christine Schlonski [1:12]
So welcome again to variety Friday and today we’re going to finish off the P.O.W.E.R Formula. So I talked about the Sales P.O.W.E.R. Formula in other episodes and P.O.W.E.R. stands, each letter stands for yeah, like a module that I have created and I’m sharing it here with you like more on a “surfacey” side but nevertheless, with the content you are learning, you can implement it right away and understand how you can take your business to the next level.

Christine Schlonski [1:53]
So P.O.W.E.R. stands, P for the past, O for the opportunities and the outcome the W for the why, the E for emotions, and we just talked about that in Episode Number 044 and then we’re finishing off the R. And the R stands for results. So, a lot of heart-centered driven business people, entrepreneurs, coaches, healers, lightworkers, therapists, creatives don’t really know their numbers. And today, I’m not talking about like all of your business numbers that you should know today, we’re talking about numbers that make sense in sales.

Christine Schlonski [2:46]
Where you need to look to understand, why maybe your processes and working. One number for example, is the number of leads that are coming in, another number is obviously the number of people you are able to talk to. Then another number is the number of people who actually booked with you, and then who pay you. So you see, these are already numbers, that it’s seems simple, but often it’s kind of misunderstood or not really clear of what to do with them. So in order to define the action,s you need to take each and every month, or each and every week, or each and every day, is to understand how your numbers work. And it’s also to understand that once you become better, like once sales becomes more fun, maybe at a point sales is love for you as well. Once you are making that shift in mindset, you will notice that you need to talk to less people to make an invitation. And you know, the outcome will be the same or if you still talk to the same amount of people, your outcome, your revenue flowing into your business will be bigger. So understanding where your leads are coming from. Understanding how many interested people you need, that have a problem that you solve, need to come to you each let’s saya week. How many people do you need to talk to, to then, invite them to make an offer, and then for them to book with you to become your actual client? Once you understand those numbers.

Christine Schlonski [4:51]
So just for simplicity, let’s say you need to talk to 10 people. And out of those 10 people, two say yes, right, that’s at the beginning. That’s a pretty common number that I see that when somebody does not have their sales confidence, when the sales mindset is not really good. And it’s definitely not a sales-success-mindset yet, then, you know, the number of actually converting, even though that’s not such a nice word, but it’s what it is converting somebody into your client, getting them to really serve them and support them and getting them to say yes to themselves. Is not that easy at the beginning. So you will learn how to do that in a so called strategy call or discovery call or get to know your call, or however, you might want to call that call. Just having the conversation to figure out if you guys are fit. And obviously, you will not do that you’re just offering an online product that people can buy for $47 for $97, $197, $247 whatever. I think just online delivery up to $1,000, you can probably just sell that online with a with a good launch strategy. But anything that’s like, let’s say over $2000, maybe if you’re not really confident and not really known in the market, you need even to start at the thousand and up. You need to have a personal dialogue with your potential client to be able to make that invitation. And for them to say yes to themselves. So I’m not going to go into the psychology of what it means to say yes to yourself, because today is about the results and numbers.

Christine Schlonski [6:55]
But it’s such an important mindset shift for you to understand that the client is not saying yes to you. They’re saying yes to themselves. Alright, so let’s move back to the number. So let’s say you’re speaking to 10, and two become your clients, you can serve two people that’s already amazing. But what about those other eight people who you did not serve?

Christine Schlonski [7:22]
So in this case, we’re just going to assume that they all would have been your ideal client. But they all a had some kind of excuse or objection, why they could not move forward and you were yet not skilled enough to show them what an amazing work you are doing, and how you can guide them to do the work to find a solution and to yeah, not have the challenge anymore, or the problem that they’re coming with.

Christine Schlonski [7:56]
So it’s just if somebody says no, to your offer most of the time, it’s because they have not yet understood. And it means No, not now. So let’s have a look. So you probably know how many leads, so interested people, you need to have to get out of those number, those 10 people that want to talk to you. And it’s probably around the same that you might need, like 100 people that have some kind of an interest, and then 10 come to take it a step further, they are more ready for transformation, for change, to have a conversation with you to see if you can work together.

Christine Schlonski [8:45]
And out of those 10, you are closing two. So then, you know your package size, and then you basically know what kind of money you made that week or that month, or whatever the time frame is that get that result. So what we want to do now is we want to kind of reverse engineer, we want to have a look, what do you need to do on a consistent base . So you are feeding these numbers, you are improving. So then all of a sudden, out of 10 people speaking to you, maybe three, four or five, say Yes, right.

Christine Schlonski [9:23]
So you can leave everything and the processes same hundred people coming, in 10 are requesting communication with you, a call. And then out of those 10, instead of winning two, it’s three, four, and five and that obviously already changes your game in terms of revenue and income by getting better in those strategy sessions, right.

Christine Schlonski [9:51]
And those discovery sessions by really discovering where your ideal client is, and showing them how you can lead them. So this is a really, really essential piece that I always work on with my clients. Because it is so important, you do all the work, and then you don’t close the client that’s, you know, really lost potential. And that’s leaving money on the table.So you will definitely want to improve here.

Christine Schlonski [10:22]
So knowing those numbers is already the first step that helps you to predict your sales results because then you know, where you can tweak. So let’s say out of 100, you want to talk to 20 people. So, it’s, you know, you can experience a little bit this, changing your marketing, changing your copy, changing the way you speak, or finding a way how to increase those hundred leads to 200 leads, there’s so many options and ways you can do that. But that would then lead to the result that, you know 20 talk to you. And if you’re still not very much experienced out of those 20, you win four new customers.

Christine Schlonski [11:09]
So you’re seeing that game, right, you have to increase some kind of number to get a better outcome to increase your outcome as well. And to be able to know that you need to know where your leads are coming from, you need to know how to have that consistent flow of what you need to do to get to speak to people to get them excited about your services and products that you’re offering. And then you really know, okay, if I don’t want to talk to 10 people a week anymore, because, you know, I’m kind of tied in my schedule, I would prefer to only talk to five. But out of the five, I want to win two new customers because I want more time and I’m happy with the financial outcome, then that would be a way to tweak it to just get better in that strategy session. So that yeah, to get better in the strategy session.

Christine Schlonski [12:11]
So you have a bigger outcome, but you need to talk to less people. And you know, you can play around with specific numbers. So just an inspiration for today, because many people don’t even know have a look at that know exactly how many people you need to talk to, for one single new client and find out why they said yes, that would be an important one as well. Because that’s how you on this, what you can work and then also know like, How much time do you need to spend with them to show them like, do you need to be with them on the phone, like for an hour? Is maybe 30 minutes enough? Would you need 45, it all goes into your scheduling, right? So you want to make you have enough time to talk to somebody because if they are interested, sorry, if they are interested, you want to make sure that you have the time to get the details and to get them on board. So I really hope that this helped. And I hope you know where to get your numbers. And if you have not yet tracked any of these numbers, start today. Get out a flip chart or put it on your whiteboard, put the date and then give yourself a time frame like a week or two weeks or maybe a month and then really track how many leads are coming in. How many people do you talk to? How many people out of those people are becoming your clients? And what’s the amount of money that came in to your company?

Christine Schlonski [13:53]
And when you do that over a certain time period, then you can start to tweak and to make your processes best, better your conversations better. And then you really have like the foundation to plan how you want to grow your company because it’s organized. It’s clear you know exactly what are the next action steps and that helps you to produce a steady income.

Christine Schlonski [14:21]
And I really hope that this episode helped. Thank you so much for listening. Thank you so much for being here. Thank you for all the amazing reviews that you have already left for Heart Sells! Podcast. If you have not yet I would be very grateful if you enjoyed that episode that you’re hop on over to Stitcher, iTunes or wherever you’re listening into and just yeah, leave a review and rating for the podcast. Thank you so much. Have a wonderful day wherever you are in this beautiful world. And bye for now.