Transcript for Heart to Heart Sales - The Podcast
02 Why connection leads to sales with ease
Hi, and welcome to heart to heart sales, the podcast. The podcast for heart led business owners who want more sales, who want to learn how to sell in a way that really never, ever, ever feels like selling because it's completely authentic and aligned with everything that they want for themselves and their business.
Today's episode is all around the second pillar that underpins Heart to Heart Sales. It's the way I sell. And it's the way I teach sales and that's connection. Every single conversation that you have with your client sales conversation can be a connected conversation. That's all there ever needs to be.
Part of that connection comes from building your 'Know, Like, and Trust' factor. Maybe you've heard of that before, probably, it's a common phrase, your 'Know, Like, and Trust' factor. This is all around your client's connection with you.
So, le'ts consider the 'Konw' - now, in the online world that might be via Instagram or TikTok or, or Pinterest or any of the above, but it might also be via you turning up regularly in the same place at the same networking event. When we show up, people start to get to know you, it might even be via your podcast, that's a great way for people to get to know you, because what happens is they grow to understand what makes you tick, and your ideal clients, they'll grow to know how you do things.
And when you start dropping in information about who you are, how you operate, what your life's like, what else is going on in your life then that also helps build the knowing you side of the 'Know, Like, and Trust' factor.
For many of us, we don't want to share too much of our lives online, we feel uncomfortable with that. That's okay, you can have boundaries around what you share and what you don't share. So let's take me as an example, online, I will share about my kitten, he's growing up fast, and I share about the fact that I'm in a house that needs lots of renovation, and I sometimes talk about my struggles, either my past struggles or my current ones as well. I rarely talk about the rest of my family and that's just a boundary that I have. I don't share that information widely with others, and that's not because I don't love them or any other reasons other than that, that's what the things I've chosen to share. Now, some of it still gets mentioned, of course it does, and that's okay too! It's okay for you to have the boundaries that you have around the information you share. So don't feel like you have to share everything, feel what share what feels good. What you feel can help your clients get to know you and understand you better because from knowing you comes liking you.
Liking... oh, that's still quite triggering for me, the like bit as a kid, I always felt a bit of an outsider and a bit on the edge, so sometimes, you know, being liked is actually, yeah was more so in the past than now was quite a major thing for me. And it meant that I behaved in ways that weren't totally authentic. If I'm honest, the liking bit really is not something you can do anything about.
We all know that what we do, isn't unique, the knowledge that we have, isn't unique. It's the combination of our experiences, how we apply and use the knowledge that we have and how we express that to our clients is unique. For some people I'm just not gonna be their person. I'm just not, I, you know, I have a different energy to us, to some other people. I have different cadence, different pace, a different understanding of things, a different language that I use that may not resonate with them.
You can't do anything about the like factor, but by doing something about the know factor and then the trust factor, the like comes because people will stay with you if they like you. If they like what you're saying, if they like, your vibe, what it doesn't mean is they wouldn't like you as a friend or that you are not worthy of being liked by anybody. Yeah. It just means that for the service that you are offering, you may or may not be the right person for them. And really just want to breathe into that one, uh, which I still need to do, as I said sometimes.
So the trust factor comes from showing up regularly. And again, it doesn't matter where you are showing up, well, it does to a certain extent that that can be another episode one day, but actually it's about regularly showing up and certainly showing up. When you say you're going to look, we all make mistakes and we all miss things in our diaries, but you know, that commitment to showing up and being there for people regularly so that when they think they're gonna see you, they do, this really really builds on that trust factor. So whether it's a face to face networking thing that you go to regularly, or whether it's TikTok or Instagram or wherever it is, if you say you're gonna do something, go do it and do it regularly enough that people keep seeing you turn up because it's that, that builds the trust.
If I'm gonna do this podcast. I have to keep doing it. And I'm gonna be honest here. I've started a couple of podcasts and not continued with them because I wasn't fully aligned. And. Now I'm aligned, everything is flowing and I believe it's going to be much easier for me to continue doing this now because the alignment is there. The messaging is there. I know who I'm serving. I know what I'm, what I'm offering. And I know the benefits of what I do now, because I've taught people through, you know, in. One to one clients, uh, aren't aren't in treble figures, but they're certainly well, well, well into the double figures and that really builds its confidence because I know the transformation I'm offering happens.
And so that trust factor and that alignment in what I'm doing now means I'm more committed to continue doing what I'm doing right here right now. The 'Know, Like, and Trust' factor is so important for your clients to connect with you. And I just want you to think about how you might incorporate that into your daily business life and how you can build on that and build those areas for your clients.
Now, conversely, the other side is your connection with your client. And that is around understanding your clients more. And what you'll find, even if you haven't particularly chosen a niche or a specific type of client to work with, you will find that the clients who work with you have a lot of common ground.
And it's that common ground. That's the gold dust for you because when you take that and start talking about that common ground, more often, that shows that you have a connection with your clients, that you understand them, that you get them, that you understand their struggles, you understand their dreams and their aspirations and their wants in this life and that connection with your clients.
So key to then you attracting those clients connection, connection, connection. How can you connect with people? How can you connect with your clients? How can your clients connect with you? Because by growing these two areas, then no, like, and trust, and you understanding your customers, your clients, then it exponentially grows.
Your sales because you are reaching the right people and the right people are reaching for you. Go do that connection. It's the second pillar that I work within with heart to heart sales, very much believe that connection is really key. And that sales conversations are just connected conversations with your clients that lead to a yes.
Remember sales is a business skill. It's certainly not a personality trait. It's certainly not something that needs to be slimy or sleazy. It can feel great selling every time, once you are completely aligned and completely connected, that's it for today? I'll talk about the third pillar on the next episode.
In the meantime, if you enjoyed this episode, I'd be really grateful if you reviewed it on, um, your favorite podcast app and subscribe, please subscribe, because actually that way you'll know when you episodes hit, and I'm really grateful that you are here today with me. So I look forward to seeing you soon.
Take care. Bye for now.