Last month we invited Jula Pereira, CEO of On Time Social and Laurie Lacey, Owner of Myriad Marketing strategies on air for an open discussion about business growth and sales tactics for 2019! Our very own Jennifer Christensen hosted on Facebook Live.
The conversation focused on a few key sales tactics and how to set a foundation for successful sales in your personal life. Here are the takeaways!
- Practice sharing your wins! Doing so will teach you how to sell naturally.
- Respect your work and raise your prices if you feel ready! Not only will you make more money, but your clients will have more respect for you too.
- Consider your personal life and place time value where it belongs. Draw healthy work-life boundaries at home!
Watch the full video or read the transcript below!
Jenn: There you go–Okay, I think we’re actually live. Looks good! This is Jennifer with Beacon Media. I’m excited to have Jula here today, the CEO of On Time Social and also Laurie Lacey. Are you CEO or President of Myriad Marketing?
Laurie: I’m CEO!
Jenn: CEO of Myriad Marketing. And today we’re talking sales goals for 2019 and some techniques that we hope to share that you guys can actually use right away–practical things. Everybody wants to talk about the kind of books you should read and things like that but I’d love to talk to people who I know are doing well with it and what’s actually working. So the reason that I reached out specifically to Jula is that I’ve been following her in a couple of my groups and there are thousands of people in some of these groups and you just completely stood out to me and I know you do to others because I see the interaction that you get. So what do you attribute that to and does that actually lead to sales for you? Those two questions.
Jula: Yeah sure well thank you so much for those kind words! So for me it was actually quite a long journey to get to this place of having a really positive mindset and especially when you’re an entrepreneur, there are ups and downs that you’re gonna experience on a daily sometimes basis, and so what I have started to do in my own practice is to do a gratitude journal every day. So I just set aside five to ten minutes and it’s a really simple practice. I just write you know six or more things that I’m grateful for and then I also do meditation with the Calm app and I try to do that every day as well. Sometimes I’m not so good about that but I find that if you just spend five to ten minutes a day devoted to yourself–before you jump on emails, before you check your phone…you know you’re nurturing and nourishing yourself so that you can give to other people. It sets a great tone for the day. And then the other thing that I like to do at the end of the week are my “Friday wins,” which I just make a collection of all the good things that happen that week. I post them on Fridays.
Jenn: I love that.
Jula: Thanks. It’s knd of a way to make myself accountable to the outside world and to showcase and practice being able to bring myself out instead of stay inside because I think what you have to learn in sales, is how to have a natural conversation with somebody and talk about your wins very openly because a lot of people are conditioned to believe that that’s a bad thing and they don’t want to boast about themselves or talk about themselves and elevate themselves above other people, so it’s kind of a way to practice that and to also celebrate, “Hey I’ve made this much progress in my work week and I should be proud of what I’ve accomplished,” even if it’s as small as I wrote a 500 word blog post. You know if that’s a big achievement for you, you should celebrate that.
Jenn: So interesting when you were talking about that. The first things that were coming to my mind when I thought about myself putting stuff like that out there is how people are gonna think I’m self-congratulating or I’m being arrogant or any of those things, but the interesting thing is when I read yours I’ve never felt that way. It feels personalized and you know it’s not false humility. You’re talking about what you’re doing well and things that you’ve overcome and I don’t know–It’s just interesting that I had the judgement of myself but not necessarily when I see it on somebody else so I need to think about that.
Jula: Yeah and that’s very common. I mean a lot of my coaching clients felt the exact same way and I think especially as women entrepreneurs we have a tendency to downplay what we’ve done well and so if you actually look at our male counterparts they, a lot of them, you know not everybody, I can’t make a generalization, but a lot of them you know share very freely about what they’ve accomplished. And I came from a household where my dad used to boast a lot and be very proud of his achievements. He was an electrical engineer. And my mom really downplayed herself and valuing herself, so it’s interesting that you bring up that point that if you’re noticing something that might feel uncomfortable it’s probably a sign to try it out, because it can change the way you view yourself and absolutely work on your sales in your presentation. It will change the way you perceive yourself and how others perceive you.
Jenn: Yeah, I love that.
Laurie: Well coming from a sales background I gotta say that every time I walked into a sales situation I felt very unprepared and very scared, “Oh man, this guy is gonna beat me up, I know it.” If I just took a minute and breathed and said, “Hey, I’m here–I’m here for a reason, I’ve gotten this far–it’s just one more step guys, it’s just one more step,” and then kind of pumped my way through it, I always won, always. Whether I learned something or I signed the deal or whatever it was I always came out on top from those. So you’re right, the scary situations are the ones that are the best ones to kind of move forward through just to test it.
Jenn: I think what’s interesting is my impression of you, is that you are fearless, right? So isn’t that interesting how we see the outside and you look fearless to me and not afraid to present anything and that’s not how you were feeling.
Laurie: Not ever, yeah. Not ever, not once.
Jenn: So I would just like to talk about, and I’d love your perspective on this–one of the big things that’s happened in the past year is really seeing if we were charging enough. We weren’t making money. And seeing the results that we were getting for clients and knowing, “Okay they’re making good money off of this but we’re not making enough that it’s sustainable for us to stay and do this,” so I had to raise our prices to a more reasonable and fair amount. But what I’ve noticed is that as we’ve gotten to be more reasonable, and we’re certainly not the highest but we’re in that more mid-range, I feel like people actually respect and they think we do a better job. And so the two kind of go hand-in-hand where I never expected that reaction. I actually expected quite a bit of pushback and I’ve had very little very little pushback on that, so I mean part of my sales strategy for 2019 is to continue that–to not necessarily have to sell more, but to sell it for a better price, which means that increases our overall revenue in sales obviously. So what are your thoughts on how to price yourself in value?
Jula: Yeah, I mean you bring up some really good points and I think people traditionally tend to actually under-price themselves rather than over-price themselves especially when they’re starting out. And so what I really believe is finding the price that you’re really comfortable with because there are also gurus out there that say, “Oh you should just charge $10,000 or $20,000,” but if you internally don’t feel ready, or that you’re worth that amount, that’s gonna come through on your sales call us too. So you have to maybe step up and push your comfort zone, and then know that your goal eventually is to continue to raise your prices because yes, it does attract a higher level and a higher quality of clientele when you’re raising your prices. It actually attracts people who have less of that high-maintenance attitude. They respect you more, like you were talking about, and it’s because you respect yourself and you’re confident that you can produce the results and get them these amazing return on their investments, and you have proof, maybe some case studies or things that you can show prospective clients which increases your confidence. But it’s actually not a good idea to go from, if you’re charging 500 bucks a month, to suddenly a twenty thousand dollar setup fee because you’re internally not going to make that jump in your calls. So I like the way you’re thinking and as you’re gaining momentum and confidence, that’s how you can apply that in your life and in your business. Because I mean, it’s really not realistic to think that all of a sudden you’re gonna be this completely different person. Your mindset is gonna be different. It’s really kind of more of a cyclical process and it’s not really linear from my experience. You know there might be some amazing people that make that shift. They might have less issues to deal with or a process from their past but from my experience and going through therapy and looking at my limiting beliefs and all of that stuff, it took a really long time. I’m 39 and I’m only now feeling that level of confidence and being in my body and being able to confidently say, “Hey I get these results for people,” and actually then when I close a client I’m able to produce that. I mean, if you don’t have experience or you’re just beginning and you’re just trying to feel your way around it’s better to start slow and then build that confidence. And it might be that confidence increases in only a couple months but at least you’re building up to that level.
Jenn: I appreciate that so much. I’ve heard the opposite of that. I’ve definitely heard that, “Raise it immediately,” and to me it’s like, last year after ten to fifteen years of being unhealthy and not working out and not eating well I finally jumped in. But what I decided was to do one thing at a time because in the past I tried to do the whole thing at once and then I would fail pretty quickly and just stop. And so, it’s been like nine months now and I’ve been working out and I haven’t gone a week where I haven’t done three days a week of work out, and so that proved to me and it actually built this confidence that now that I’m starting to work on the food part, well I know I can do that now. It’s not like I have to retrain my mind to do that. I feel really confident like I didn’t let myself down this time, so now I can move on to the next piece. And so I think our personal beliefs about ourselves–I see this all the time with our clients–the personal belief about yourself is reflected in your company every day. So if you’ve got issues that are unresolved that you’re not dealing with, you might think that you have a different image or different brand, but the way it is nowadays it’s all connected.
Jula: Absolutely. And you’re gonna attract people that trigger all of that stuff.
Jenn: So what about you (Laurie) going from sales to marketing. And we’re here talking about sales. You own a marketing business, so how connected do you think they are? I mean, what have you seen now that you’re doing marketing versus sales–are they different? What’s similar?
Laurie: “So what led me to that was that I loved my clients, and I loved sales, I loved the hunt and the kill of at all. But what I found lacking was the full conversation. And so that’s what led me to the marketing side of things, is that I was so in love with my client’s goals and their missions and what they wanted to accomplish. But I was frustrated at the end of the day that I always felt like there was that door closed, right? I could only talk to them about those one or two things that I was selling them. I couldn’t get through to the other side where I knew the conference was going on, where I could really find out everything. I felt like I was only helping with a piece the pie, not the whole pie, right? I was just adding in the cornstarch or the salt or the sugar, I wasn’t actually helping mix all the ingredients together. So it led me there and the experience has been pretty crazy and a lot of fun but it’s a jump and was actually a lot easier than I expected it to be.
Jenn: I think you were way prepared for it for sure.
Laurie: “So I asked a lot of questions first and I looked around at other women that I admired and saw their companies and their ups and downs and I said, “Well dang, I can do this too and it’s been nice having freedoms and flexibility. I’m not answering to anybody, I said that the other day. My son was sick and I didn’t have to call anybody and justify why I wasn’t going to be there because I had a sick baby, what was I gonna do? And it was great! I pretended to call myself actually.
Laurie: It’s become a thing now wherever I start to feel guilty about work taking over for family or family taking over for work. I pick up the phone and pretend to call myself and say, “Well, what’s more important.” Where’s my time value. If I value my time at $20 an hour, is my time more valuable spent at swim practice with my daughter, hands-free focused on her, or is it more valuable spent working on a website. Like I’m justifying my life kind of on a different scale.
Jenn: It’s interesting. So when you think of 2019 sales goals are you thinking about it in perspective of–I mean it sounds like your perspective is more about freedom and your goals are maybe more tied in with your personal time and all of those things as well–are you thinking about the whole thesis when you’re making the goals?
Laurie: Yes, because I feel like for me one leads into the other. I can’t sit here and tell you that I want to bring home a paycheck of $8,000 a month without that tying into my daughter’s schooling and you know the tutoring she wants and the private coach she’s asked me for and that all adds into that for me. That sets the tone for my year, so I sat down and I reevaluated and I said what does my family need this year? What does my family want this year? What are my husband’s personal goals and his financial goals and business goals? And I kind of took everybody in and I said, okay that’s what that adds up to. And what about me and so then I kind of put that all together and that’s how I got by 2019 knowing… So the pressure is not the pressures on me but I’m held accountable to their goals and their dreams as well.
Jenn: So I feel like, one of the main things that we’ve all three talked about now that I think is maybe one of the main points of this conversation is that you need to consider yourself personally. You need to consider where your mind is at. Like these goals are just arbitrary if you’re not looking at all the other pieces right, you’re not looking at how you value yourself. So when you’re doing coaching, Jula, do you ask those type of questions? Do you go deeper into that? I feel like I grew up in the 80s and so the whole concept was like work was way over here, right, and then everything else was over here. And I’ve been a little bit of a late adapter to push them together.
Laurie: You don’t have that choice anymore! Look at what we’re doing right now like, work is in our home, it’s in our emails, it’s in our text messages, in our phone calls. It used to be “Well I’ll get to that fax when I get back to the office.” Right? The fax is coming through your phone everywhere you are, out to dinner, ballet recitals, doesn’t matter.
Jenn: So do you (Jula) talk about that, the whole personal approach?
Jula: “Oh, of course. I mean, if you are not clear about what you want and on a personal level and what you want for your family like you were mentioning and just for your health in your life, like everything is connected, and you know we live in it in a culture that really advocates for working a certain amount of hours every week, but in actuality as entrepreneurs you have the ability to make it whatever you want. Like I only take calls from 9:00 to 3:00, for example. I write in the mornings from 8:00 to 9:00 and do my meditations and journaling in the mornings. And I want that schedule. I want to be done by 3:00. And I don’t really want to pay attention to these people who work 60 hours a week and say that you have to always hustle like Gary Vee talks about. So I mean if you have a family… I don’t have any kids but I have a partner and I want to spend time with him. But I mean you can make it what you want, and some entrepreneurs who are parents actually–they’re working overtime and they think that they need to hustle, hustle, hustle like there’s this mentality around that, so I kind of help my clients actually ask that question, “What do I want? What do I love? What is going to be profitable for me and what do I value?” Your time is really valuable and you don’t have to buy into the delusion of working, working, working all the time. And that includes having the boundaries at home. I work from home and I refuse to actually answer any work emails after five o’clock. So when you have really clear boundaries, but you’re able to also be very flexible, I think that you can be really successful as an entrepreneur.
Jenn: I love that. This isn’t the place that I thought the conversation was going to go at all, which I think is really cool. It’s always neat–I think it’s so much more real and important because we’re talking about all the foundational pieces that if you don’t have them, the goals you have are gonna be worthless anyway. Have you heard of the book, Dying for a Paycheck? It’s a total slam against the culture and I’ve actually done a bit against the whole hustle culture as well because I really got sucked into it. But I mean there is more and more data showing that, literally, we are killing ourselves as a society by the amount of stress and then that leading to diabetes and not being healthy and all these other things that go along with that, that we pretend don’t have a cost, but they do. Thank you so much for your time! I’d love to have a link, Jula, in here so if anybody wants to contact you… Can you give just a little quick spiel about what you do offer for the sales coaching so that’s really clear and then I’ll put a message up in the live as well.
Jula: So my focus is working with women entrepreneurs. I work with two types of women entrepreneurs, service providers, so therapists, coaches, experts, authors who really want to overcome their fear of selling and be more confident on their calls. And I also help women who are already earning six figures or more to create their sales teams so if they want to hire a team and train them, I help with that as well.
Jenn: Excellent. Well if I remember, you have a link where people can schedule a first consultation call, right?
Jula: Yeah, I’ll put that in the link below, but it’s calendly.com/ontimesocial.
Jenn: Great, thank you so much for your time! That was really helpful for me if nobody else!
Jula: Thank you so much for inviting me and it was great meeting you as well!
Jenn: Have a good one!
Jula: Happy New Year!