It's Curiosity that Converts Prospects
We create content.
We build funnels.
We set up systems.
We write marketing and business plans.
But do you know how to create curiosity and become known?
Curiosity is a soft skill that most people miss.
Exceptional communicators and sales pros don’t focus on stuffy scripts.
No one needs more jargon.
We crave intrigue and desire.
Gary Vaynerchuk agrees.
When you post something that grabs (and keeps) someone's attention, you've intrigued them.
They want to know more.
You get them:
Thinking (not confused)
Feeling
Reacting
Involved
Curiosity moves conversations forward.
You planted the seed.
They look at your website or Insta profile.
Maybe they subscribe to your newsletter.
You get points if they share your post.
You create a buzz around you and your brand.
This happens when you make people curious.
It rarely happens when you ask "open-ended questions” and grovel hoping you'll close a prospect.
For f**k's sake.
I approach every conversation—sales or...
The Only Place To Be In Business Is In Your Prospects Head
The best place to be in business is in someone else's head.
Don’t tell prospects everything you do. Introductions are often like that.
A verbal vomit.
Share the right things.
Tell them the right things in an order that makes sense to where they aspire to be.
Our brains need info that flows logically and seamlessly.
Your prospect wants to quickly understand in an easy and clear way what your expertise means to them.
How is your business going to help THEM?
Your introduction and message aren't about you. (Helloooo!)
Oh, people may look interested.
Don't be fooled. Your process and credentials only matter when someone asks about them.
That's because people care about themselves. They want to know how you can make their life easier.
Until then, they don't give a rat’s ass about how you work your magic.
The tricky communication part is that no one tells you this!
People want to be polite (most of the time).
But I know that in business, the best place you can...
Stories Are Your Marketing Strategy
The highest-paid people in the room are exceptional storytellers.
That’s because stories connect us emotionally as human beings.
And people who know how to capture the essence of a good story become marketing machines.
No weirdo sales pitches or presentations.
No chasing.
No worrying about the economy.
Or having that hard talk with your partner or kids that the holidays will be lame cause money is tight.
When you skillfully use stories in business, there are no weirdo sales pitches. Instead, you have easy, friendly, and heartfelt conversations that convert.
You’re gold.
You have sustainable business growth with new clients who are exciting to work with.
Look, storytelling isn’t a fad that’s going out of style anytime soon.
There IS a place for it in business.
I remember being told for years that emotions don’t belong in the workplace.
That ship has sailed.
And that’s where stories come in.
So how...
How to Stop Wasting Time on Sales Calls — and Still Make 6 Figures
No one-off sales or discovery calls. No weird scripts or pitches. No “pick your brain” peeps who won't hire you anyway.
I’ve had these calls before too. You know, first, you meditate, rock out to a favorite song to get energized (Bruce Springsteen’s Thunder Road for me), recite mantras…blah blah blah.
What if instead of talking with one prospect at a time, you could speak to 20 prospects…or 200?
And they're all warm leads coming to YOU at one time. #Stopthechase
Sweet, right?
This is the business and marketing strategy of successful (paid) speakers.
- It’s what I learned in 2000 when I started my PR company and joined the National Speakers Association.
- It’s what I’ve been teaching to entrepreneurs, coaches, and business leaders for years.
- It's the business of speaking.
- It's a sales funnel before I knew what a sales funnel was.
Here’s how it works.
When...
Your Big Wins Don't Matter; This Is the Story Prospects Really Want to Hear
There’s long been hype about thinking big and dreaming big.
You know the adage, shoot for the moon. If you miss, you’ll hit the stars.
That’s lovely and inspiring.
But, it doesn't work for entrepreneurs who want more visibility and clients.
Here’s why.
People don't care much about the “big” events in our lives.
The graduations, certifications, weddings, or other "moon and stars" milestones.
Formal events tend to feel staged and predictable.
They're boring.
Same for our introductions, stories, and "About Me" pages.
If they are filled with milestones, people lose interest.
Look, prospects will get to your qualifications.
First, though, you've gotta show up real and relatable.
Like a human being who is easy to connect with.
That's why successful speakers and entrepreneurs pay close attention to ordinary (smaller) moments.
The gold in your story is the seemingly mundane smaller things in life that have deeply affected you.
Ordinary moments often morph...
My Client Was Full of It, and You Probably Are, Too
Humans are born with only 2 fears: the fear of falling and the fear of loud noises.
Science proves it.
Everything else you’re afraid of was learned, most likely in your childhood (0-7 years old)
And we carry these fears—and the stories behind them—with us…for years.
• You talk about being afraid of heights.
• You talk about being afraid of dogs, spiders, or snakes.
• You talk about your fear of public speaking. Then, you give momentum to your (learned) story by talking about the presentation you messed up…in 2012.
Our words create our worlds.
And they usually keep us from growing ourselves and our businesses.
So, what are you afraid of, aside from maybe falling and loud noises?
My client, Don, was reflecting with me about how transformative this fear lesson has been for him.
Don’s a super smart techie.
He was studying computer languages long before the rest of us found the Internet.
His programs have been used by the Pentagon and...
Don’t Forget to Bring Your Audience Along
I can’t count the times I’ve stared at a crisp new landing page that’s about to go live, wondering: will this convert?
Will my message land? Will the words resonate so people opt-in, reply, or join…whatever…?
Your words—and mine—only dance off the page and into the hearts of prospects when we use THEIR exact lingo.
When we talk about
- THEIR pain
- THEIR aspirations
- THEIR desires
This was glaringly obvious in one of the women entrepreneurs Facebook groups I’m in.
A member—let’s call her Lauren—wanted feedback on a landing page for her new offer. She specifically asked for comments on her 2-minute welcome video.
When I looked and read the few lines of text above the video, I had no clue what Lauren was offering.
Would the video bring clarity?
The page layout was visually appealing, but the words...
The #1 Issue that Keeps Slowing Your Business Growth
I want to get in front of people who can hire me; I want to grow my business!
That’s what I’ve been hearing these past few weeks on social media and from my own client calls.
Look, social media gives each of us access to the masses.
So, it’s not hard to get in front of people—even the right people who are your dream clients.
Still, there’s a challenge that most entrepreneurs and coaches don’t recognize.
It’s this: What do you SAY when you get in front of your peeps?
If you’re like most of my clients, when we first start working together, they say the same thing.
You’re not alone…
- Maria thought her problem was only having a few small clients (and struggling to make money). Then she realized she needed the confidence to talk about herself in a big, bold way.
- Chris thought he wasn’t closing enough sales. Then he realized he didn’t feel worthy enough to speak up.
- Heidi knew she...
You Don't Need a Good Sales Pitch to Land Big Clients. You Just Need This.
Celebrating my INCREDIBLE client John Woods who is adding $250,000 in new business over the next 12 months (a 400% ROI) during the Pandemic while using my Story Funnel System!
And that’s only for part of his business!
John and I met when I was the keynote speaker at a Mastermind coaching program he was in.
Even though my presentation was online, John and I were able to connect quickly.
Yes, he was already enrolled in a high-level and high-priced business coaching program.
Still, something was missing around his message and mindset that kept him from reaching his true potential as an entrepreneur.
When the virus hit 18 months ago, John knew it was finally time to clean up his messaging and communication so he could speak confidently with corporate CFOs and close more clients.
...How Not to Screw Up Your Credibility and Introduction
Entrepreneurs, here is a HUGE lesson from a simple 10-second interaction between a reporter and a celebrity after last night's Emmy Awards.
Watch this video for a a priceless lesson on business growth, questions and paying attention.
