Episode 64: (Sales Success Series) Create a Sales System that Works for You with Terra Bohlmann

The Fast-Track Woman Podcast: Episode #64
(Sales Success Series) Create a Sales System that Works for You with Terra Bohlmann

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 Meet Podcast Guest, Megan Haney.

Megan Haney is a professional conversion copywriter and the founder of Megan Words, a purpose-driven business created to help women entrepreneurs with worthy causes communicate their value with the world. She has a B.A. in Communications, and worked for 12 years in diverse corporate communications roles at a multi-billion-dollar Fortune Top 5 Company, and as the Senior Writer for the CEO of a Forbes-ranked top 10 best employer in Canada.

But where Megan really finds her meaning is in helping women entrepreneurs write words—websites and email sequences, specifically—that they’re proud of and excited about, that reflect their voices and those of their brands. She believes in and fervently supports the value women bring to the entrepreneurial landscape, and is passionate about what strong writing and storytelling can do to humanize a business, connect with readers, and inspire action.

 About this Podcast Episode.

In this final episode of the "sales success series", Terra Bohlmann breaks down how to put a Sales System that works for you in your business ASAP. Too many women business owners are not tracking their sales opportunities which leads to feeling overwhelmed and out of control of your business's financial future. Using a simple sales system (with 5 standard sales stages), you can drive your own business success.

Interested in putting a sales system to work in your business? Apply for a Fast-Track Session with Terra at TerraBohlmann.com/apply

 Resources, Tools, and Links Mentioned in this Episode.

 Read and Download the Transcript for this Episode.

Intro (00:01): When you give smart women a five-year plan, simple business strategies and a positive mindset. It's amazing how fast your business can grow. Welcome to the fast track woman podcast with your host and business strategist, Terra Bohlmann. She helps women business owners stop winging it and board the fast track to success. When she's not making high flying dreams, the reality you can find her traveling to random destinations, desperately tracking down Chanel, broaches, or sipping overpriced coffee drinks. Her purpose in life is to help you build a profitable first-class business, smooth out the bumpy ride, and finally have more time, energy and freedom. So buckle your seatbelt because this episode of the fast track woman takes off right now. Welcome back

Terra Bohlmann (00:53): To the fast-track woman. I am Terra. And today we are going to do the final episode in a three-part sales success series. And today's podcast episode is all about creating a sales system that works for you. Now, if you are just listening to this one, I highly recommend you go back to episode 56, which is the first part of the sales success series, which is on the three things that hold you back in sales. And then the second episode I did as part of the series is episode 60, which is how to sell without feeling icky. And if you listen to those two, this is a perfect cap on those two other sales episodes. All right. So let's dig in to creating a sales system that works for you. Let me tell you this. I have talked to thousands of women business owners throughout my decade of being a business coach.

Terra Bohlmann (02:01): I mean, thousands literally. I mean, I I'm feel like I'm one of the only coaches out there and I know I'm not, but you know, based on people who I do talk to they're like you're you actually do consultations. I can't fast track, fast track sessions, right? Where we actually talk you and I one-on-one. And you know, there's a, there's a, a process that happens before you even begin work with me. So some people can call them a right fit call, or I like to make sure everyone I talk to and I will continue to talk to women as long as I have the capacity to do so. I feel like a lot of business coaches, this is me getting on my soap box, right. A lot of, not just business coaches, but all coaches in general, once they start getting to a certain level in their business, they are like braggadocious about not having to do sales conversations anymore or right.

Terra Bohlmann (02:58): Fit or whatever. And I'm just, I'm just not that way. Like I really, I know you're making an investment. I want you to feel comfortable with your investment and the side thing around it is. I also want to know about you to make sure that we're a good fit as well. So it really is a two way street. There's plenty of coaches out there you can go with. So take the time to really do your research, find the right person that you really vibe with. Okay. So that being said, if we're not a fit to work together, I will always give people, I talk to a resource or a recommendation, not a problem that being said, we got to have a sales system. So I talked to many, many women, as I said in, if I ask a woman business owner, I say, how do you track yourself?

Terra Bohlmann (03:53): I love to ask that question. How do you track yourself? And honestly, when I first started in business coaching a decade ago, I was very much a sales coach. Like that was kind of my niche and, you know, and it just became to where I continued to hear the same things over and over again. You know, I would give them, give my client, the sales system. We would coach about it. And you know, my job was to help them make more money. And as I've continued to leverage and grow myself, it's been less about the sales side and more about the strategy, right? So, but sometimes I do get clients that want a strategy and they also are struggling on a sales system as well, which is why I wanted to do this podcast episode. So when I would ask a woman, Hey, so tell me about how you're tracking your sales.

Terra Bohlmann (04:42): I get a couple of answers, always, never fails one, which is, Hmm, I don't, or two, I track it in my head three. Maybe they have, and rarely, rarely do they say I have a notebook or I, you know, whatever. And then even more rare is do they use like in sales app or something like that? So usually it is very much I don't track or it's in my head, you know? And then there's always things in between. Sometimes it's like, you know I do it through my email or, you know, like whatever, there's a million different things, but usually it's very much, I, you know, it's in my head or maybe they track on their phone and notes or something like that. Hey, at least that's a system right. Being in our head is not a real viable system because we have enough in our head.

Terra Bohlmann (05:39): We need to get it out of our head. And in some sort of system that works. The second thing is usually people who will track potential customers and whatnot and people they're talking to and whatnot, they will say, Oh, I'm, is this person a yes, no. And they haven't given them an answer and it's just like, okay, follow up, follow up. You know, but there's no specific sales path. And let me repeat the, the path is something that's really important in the sales system and the path being a, a journey that when somebody you get a lead, right? So you get a lead, whether it's, you decide to reach out to somebody or you get a lead on Instagram or through email or a referral, however, the lead comes in. That's like stage one. And then we have to go to stage two, three, four, and five.

Terra Bohlmann (06:36): So not only do we need to know, yes, this person is in my world, my, my hemisphere of potentially, you know, transacting with me, but we also need to know what stage they're in because based on that, it's going to tell us what we need to do next. Okay. And I'll go into those stages and all that kind of stuff as well. But first, what is a sales system? So to me, it is one is a process or a system like that's, you know, it's a step-by-step that allows you to track who your potential customers, future customers are and what sales stage they're in. So that's all a sales system is they can be as complicated as using a CRM, like you know, there's salesforce.com there's pipe drive, which is one that I think is really affordable. You know, I've created before a sales system, as part of dub Sato there's sales systems, you can set up and whatever, but at the end of the day, you can also use a spreadsheet or Google, a Google sheet, which is what I give my clients who don't have anything, you know, and there's all kinds of custom sales systems based on niches and all that kind of stuff too.

Terra Bohlmann (07:53): So a system tends to be, let's think of it as a tool. Your sales system is a tool that tells you where potential customers, or if you wanna call them leads are and what stage they're in the process, so that it helps you drive your business. Okay. And it's one of these things that I find, I don't know why women business owners are so resistant to it because the minute you take what feels emotional, which could in this kind of goes back to what we were talking about, how to sell without feeling icky and episode 60, when you take what feels icky and you put that into a system where the main goal is, would you want to, do you want to buy my thing or not? Like, we're not, don't be tied to a yes or don't be tied to a no, just be tied on their clarity, whether they want to say yes to you or not.

Terra Bohlmann (08:54): Right. So that's all it is. And oftentimes we get so distracted or take things personal and it doesn't need to be that way. So let's, let's think about it this way. You know, say we're talking, Mary comes in, in, reaches out to me via a Facebook message. Hey Terra. And I keep hearing about this business map. I think I need one of those, you know, can we talk? And I'm like, hi Mary. Absolutely. And give her my link, Terra, bohlmann.com/apply. Right. And she'll answer some questions. And then after that, she gets to go to my calendar, pick a time that works for her. Awesome. Then right then she's on my calendar. I, before the call, I will get on and review her intake form, see how I can best server. And within 30 minutes, you know, just have the conversation could be a, yes. Could be a, no, it could be, I need to think about it.

Terra Bohlmann (09:51): Right. That's it. So once I have that conversation with Mary, then it goes to the next step. And then the next step, right. Until you get to either your yes or your, I have two categories, I used to just have an nurture category. So if I didn't hear back, or, and I followed up a few times, or maybe with Mary she says, Oh, I can't swing it right now, but whatever, you know, can you let's circle back in three months, you know? So I'd make a note and I'd move her to my nurture category, which with a note that says, Hey, follow up in three months or whatever. And then, you know, I've got this documented so that when I'm needing to, when I go and work on my sales, it's all in a system. And then recently, well, not recently, it's been a couple of years, but you'll find that maybe you have to have another category besides nurture, which would be not now not ever. Right. If it's just a weird vibe when you're doing your consultation or whatever, it's like, you can have that. And Mark it as you know, it's just not a good fit, right? So you can have that, that section in your, in your sales stages as well, if you want to.

Terra Bohlmann (11:10): So that being said, it's just really a matter of setting it up and using it. And I so many times, so many times, I can't tell you how many times I've said this is if I ever have a client come to me, it's like, I'm off on sales. I'm kind of freaking like, I what's, I need to make money on gone. I'm like, okay, well we don't, let's not get caught up in the feelings around it. Instead let's get into action. And if you're, if that is your number one priority, you need to go to your sales system. If it's a Google sheet, an Excel spreadsheet, a notebook, I don't love it, but Hey, it's better than nothing. Sticky notes on your bulletin board, whatever we need to know who you need to be and, and moving people in to your sales system and moving them along.

Terra Bohlmann (11:59): Right? And this instantly instantly gives you a sense of it's an empowerment. It's, it's a feeling of, I can do something about it instead of just being mad at the universe for not sending you like clients that are just dying to hand you all the money, right. Instead we want to be very strategic about it. And if that is one of your number one things right now, one, you got to make sure you have something that you're selling. You got to have a product, you got to have leads and marketing to bring them in. And then the sales is where it's about the conversion, right? So, and it's really a fit again. I said this in the previous episode, on the sales series, if you're struggling with the word I got to sell, just turn it to, I got to serve. I get to serve today.

Terra Bohlmann (12:46): Like that's cool. So if you need to be in service to people and working with you then requires a transaction. We want to have the step-by-step process. And I'll give you an example of what mine is and ones that I've put in place for my clients and whatnot later on in this episode. But I just also want you to know that a no is completely okay. Again, be tied to their clarity. It isn't, no, it's not a personal attack against you. People show up when they're going to be in a sales conversation with you, they may show interest, but they're going to show up with you with their own, what, you know, in the mindset space, we call it the filters and views they're going to have, you know, this is what I think she cost. This is what I want out of it. This is, you know, they're going to show up with that.

Terra Bohlmann (13:37): And if it's not an alignment, don't force it. Because if you take up space, serving somebody who you had to really push in there, it's going to exhaust you. And you're not leaving that space open for the right people. So this is why in the business map method, it's, we're very intentional on your perfect customer profile so that we know who we want to be attracting in the first place. Okay. Again, be committed to the clarity on there. Yes or no, not to the yes. Itself. Okay. Very important. Because if we show up that energy, it's not good. So that being said, let's talk about the different things around your sales pipeline. So say I go back and forth with sales system sales pipeline. Sorry, I don't mean to confuse you on that. But I think it's important to, to understand that. All right.

Terra Bohlmann (14:38): So now let's dig into your sales funnel, your sales system, your sales pipeline setup. All right. To me, there's five stages. Well, really? Yeah. Five stages. But then with the little caveat of nurture and, or not now not ever, right? Those are for the people who, it's not time to go in stage one. It's really about the people who are making inquiries, the leads, how they come in originally. So say I have, you know, I get it in that inbox from Mary on Facebook, maybe a client refers a woman named Kim to me. And you know, I've got all this stuff like in stage one, which are people who are inquiring about working with me. And if you're like Terra, that's great. I don't have anyone inquiring. You can do two things. One, you can make the list of the people who you want to reach out to, right.

Terra Bohlmann (15:40): To have a conversation with you. And that's very empowering. I've have tons and tons of women I've worked with that are like, I don't have anything in my sales pipeline. And I'm like, yeah. Do trust me. If you've been in business for more than a hot minute, you have, you have leads in your head. And I, you know, I teach my clients how to go find that. And when they do it, they're like, Oh my gosh, I've got like a hundred thousand dollars in my pipeline. I'm like, yeah, it's just a matter of getting it out of your head and into a system. Okay. So in stage one, we really want to put down their name, who you know, is in your world as a stage one, which is they haven't done anything yet. There it's a lead that came in somehow or someone you want to connect with stage one.

Terra Bohlmann (16:23): So you put their name down and you can estimate how much that lead is worth. This is really important, you know, and I, this can bring up a lot of money things or whatever, but all I want you to do is put your stake in the ground and say, okay, in my case, my referral that came in, you know, from someone in my mastermind say, and she's, you know, like, Hey, you need to meet with Kim. She's interested in the mastermind. Oh, okay. Then I would logically know that lead is worth $18,000. Right. Cause that's what my mastermind is. So I would put Kim Sullivan, if that's her name, making up these names, $18,000 next to it. Okay. You can kind of see how this will be built out into even a Google sheet or an Excel spreadsheet, or if you're setting it up in a system or you're putting it in a notebook, whatever.

Terra Bohlmann (17:10): And then once I have my leads and my stage one, what's cool about being able to estimate the money. And if you don't know, if you're totally don't know, like how much that person's worth, just put in your signature offer, you know, like assume everybody is, if your main thing that you sell is a thousand dollars put in a thousand dollars. Right. And then you can always adjust up or down accordingly. So, you know, we have your stage one and what's cool. So say I had Kim say, I hadn't married, who maybe would be interested in the accelerator, you know? So that's, you know, $2,000 for illustration purposes, you know? And then I have, you know Bethany parent who may be interested in, you know, as kind of indicated, you know, doing a business map, you know, or being a VIP client that could be where 7,500, like I'm what I'm doing is I'm organizing the people who are interested in working with me.

Terra Bohlmann (18:06): Right. And then what's cool is if you're doing this in Excel or Google sheets, you can do a column. Like some to know that in stage one, how much potential money is in your inquiry, stage your stage one inquiry. And like, it adds up pretty quickly. And then your job becomes, okay, cool. I'm going to take them from stage one. Okay. I want to take them now to stage two. So say I have my Kim Sullivan and she was worth 18,000. Right. So I'm going to then reach out to Kim, you know, thank you for referring me, blah, blah, blah. Hi, cam would love to chat with you. Would you mind filling out this quick form or in some cases you can just send your link directly to your calendar. Sure. If you're not that fancy calendars that you can use, I love acuity scheduling. [inaudible]

Terra Bohlmann (18:59): Has a built-in calendar. People use TimeTrade, there's all kinds of tools. There's one in CA I'm a big Kartra person. So there's one built into Kartra. There's, there's a lot of different scheduling tools that you can use, or you can always just do it old school. It still works to go. Hi, Kim. I would love Chad does next Monday at one 30 or Thursday at 9:00 AM. Work for you. Right. And go back and forth that way. So, you know, you don't have, have to be all caught up in all the fancy tools and getting that all integrated and set up. It can, you can business. Isn't that hard. We just make it hard. Okay. So work. Do what works for you with the tools that you have access to. All right. So then say with Kim, I know, okay. She's in the stage one inquiry, $18,000 potential client for my mastermind.

Terra Bohlmann (19:55): I then reach out to our schedule and once I've done that, and I say it, Kim's like, okay, great schedule talking to you next week. Awesome. I then would cut and paste her from stage one and cut her from stage one and paste her into stage two. Yeah. Which is scheduled. So stage two is scheduled. You've done something to get her on your calendar, or you've done something to move her along further in the sales process. Okay. So then stage two, I then have her scheduled after I have my conversation with Kim. She's delightful. We're totally, if it, I give her an offer and remember, this is stage three give offer. And I remember not everybody has to have an offer from you. It has to feel right. And if it's not, then that's okay. Just move it's they go out and they cut and paste and you move them to know or nurture, you know, like, and then they're out of your sales system for now.

Terra Bohlmann (20:51): Right. And, and that's okay, because remember, it's your choice from when you have a conversation or give them, you know, that opportunity to connect. And, and then if you choose to give them an offer. Awesome. So then Kim moves from she's in, wasn't a lead anymore. I cut her, I pasted her into scheduled. After she got on my calendar, then I cut her and I pasted her to move her along to stage three, which was give, offer, gave, offer, however you want to word it. And then what's cool is all the people who are, I have offered out there in my stage three, and I can add that up and be like, Oh cool. I used to have a hundred thousand dollars in my leads. Now I have 80. And then maybe I have 10,000 and in my, that are on my calendar. And now I have 10,000 out and offers.

Terra Bohlmann (21:42): So w you know, however the math works out. So you can kind of see based on the stages, the money flow and how, when it goes the higher, the stage, the closer it is to you, transacting payment. Right. And I don't want to overcomplicate this. This is one of those things that's harder to describe in a podcast episode, as it would be. If I were just doing it in a masterclass, or, you know, there was some visuals and stuff. So stage three gave them an offer. Here's where most women business owners lose it. Right. Let them hang out. And I gave them an offer stage way. So every stage of your sales system, we have to have time restrictions. So if I give Kim my offer for here's $18,000, she is reviewing it. Whether it's a proposal, or maybe you just, you know, she's, you know, quote unquote, thinking about it, you know, any time they can go from conversation to, yes, you try, you can choose to get her enrolled right then and there, and working with you or payment over the phone, however you want to do do it.

Terra Bohlmann (22:51): And it's just then three, three, four, five comes really fast. But you know, if they're following a kind of a proposal or typical sales stage journey, then it's like, you give them an offer of some sort. She may think about it. And I'm a big person of, please do think about it. Like, you know, I don't feel forced to make a decision right now on the phone, because I'm going to cut the price. And like, I don't play those games. Right. I want it to feel good. Good on both sides. So stage three gave the offer. I give Kim a week to let her hang out in the offer. That's it at a week. Something's got to move, right? Some people can give less, a lot of people do a couple of days, right before they kick in stage four, which is follow up.

Terra Bohlmann (23:45): Okay. So stage three offer. You're going to either get a yes or no. If you haven't heard back, then you need to do something else. We need to move her out of stage three in the stage four, which is up. And that may be you know, Hey Kim, just reaching out. Do you have any questions? You know, Hey, Kim said, you know, do you want to hop on a five minute clarity call on you? You know, whatever, whatever you want to do. But the followup stage needs to be very, you need to decide. And your sales system, how long you let people hang out in the follow-up stage as well. They don't hang out here indefinitely. At some point, you just need to be like, all right, I did a couple of touch points. Clearly she's not ready to roll. I'm going to move her cut and paste over to the nurture tab or column, or however you want to set it up.

Terra Bohlmann (24:37): And that way out of sight, out of mind, you have to, because you have to be moving people from stage one, two, three, four, right? And then eventually to stage five, which would be customer, and then stage five as either they're a customer. Yes, they are a not noun nurture or a not now, not ever. So there's three things within stage five that they can do. And that's, and that's it. What's really cool is if they're a not now nurture, they never come back into stage one. You've already had the conversation. It could be a simple five minute call or an email or an add to cart or whatever. They don't need to go through that whole process. Again, they just come in as a customer and transact. Okay. So that's it stage one, two, three, four, or five stage one is your inquiry. When the first, the lead first comes in and remember, you want to estimate the potential money, and you're just putting a stake in the ground on what you think they would want.

Terra Bohlmann (25:36): As you get further, along in the sales stages, you're going to be able to refine that it could be up. It could be down, but you're going to be able to refine and change the money that's associated with them. The potential value of that lead, I guess I would say I'm using my corporate sales language for this specific podcast episode, because I want to just kind of get to the point. But I also want you to know that when I look at sales, when I'm in like a sales mindset, it's not like I'm seeing Ooh, 18,000 duh. No, it's just kind of, I'm tracking it because if you need to know where to spend your time, you know, I'm going to go reach out to Kim at 18,000 than I am going to reach out at, you know, someone else at like a hundred dollars a template or something that they want to buy from me, which I don't even sell that.

Terra Bohlmann (26:24): So it helps sort your priorities a little bit. Okay. So stage one inquiry with how much it's potentially worth. Then you move them out of inquiry into stage two, which is scheduled. Once you get something on the calendar and then you move them out with them, then after you have the conversation or you do something and maybe it's just, you send them a video. I don't know you're doing something to give them an offer. After they're scheduled, then you go to stage three gave offer. You may have to refine the money estimates. That's totally fine. And then we don't let them hang out. And that gave them an offer too long. It could be a couple of days. It could be a week, whatever you decide, you're driving this. That's, what's so empowering about sales is like, you can drive. It becomes like this fun game when you have a system, which is really cool.

Terra Bohlmann (27:17): So then after you give an offer, then it's kind of like, okay, there, you're all you're tied to. Is there? Yes or no? Yes or no. Yes or no. Like, that's it not, you know, my gosh, so many people are like, somebody went and it's like, Oh gosh, she's tough. She's going to work with me. Or he said, he's going to, I'm just, Oh, he said, no, no. I mean, it's like, you got to drive this so they can hang out there for a week. And then you have to move them into followup. The longer they stay in followup, the less likely they're going to do something, to be honest. So we want to keep them in followup for only a specific time as well. So as you're setting up your, your sales stages, be specific about how long you let them hang out in that space because your sales system is, you know, it's, it's, that's your time and that's your energy.

Terra Bohlmann (28:03): Right. And it's okay if they don't, you don't hear back, you can either cut and paste them, move over to not now, not ever. That's absolutely fine. And it, sometimes it hurts to move like a big potential sale away, but it does free up space so that you can keep moving people over. Okay. And then after the followup stage, stage five, they're either a customer and then you get them onboarded or they are not now nurture or not now not ever. Okay. That's it. So there's only the five steps. Sometimes they can go right from inquiry. Sometimes they can come from inquiry. I have that quite a bit inquiry, enroll in accelerator. And then they just go through all the sales stages really fast. They don't need to have a conversation. They've been watching me for a while, whatever, like totally fine. But then sometimes they go from inquiry.

Terra Bohlmann (28:55): I'm interested. I want to have a conversation. And then they buy right there. And then they go from one to two to five fast. Right? Sometimes it's let's they come in as a lead. We have a conversation. I give them an offer because I want to take a few days. I want to respect that, to think about it. And they'll follow back up with me in those few days and say, yes, customer, they never went to follow up. But then sometimes I, you know, they, so they need to think about it. I give them their few days. I do, I move them to follow up. I reached back out and they're like, yes, I want to be in right. Then they moved to, they actually go through every single stage sometimes, you know, people and even definitely in my world, it's like you given off.

Terra Bohlmann (29:44): And they're thinking about it, thinking about it. And you know, I have to move them from follow-up to not now nurture. Maybe it's just timing. Wasn't it's totally fine. So that's it. So when you have your, your sales system, it's a matter of having your specific stages and the parameters around it. So all we need to have is their name, how much the potential opportunities worth, and then how long you let them hang out in each stage. And remember when somebody inquires about working with you, it's not a matter of taking them right from, Oh, Terra. I think I might need a bit of a flap. Okay. Here. Do you, what credit card you wanna put that with? I'm not taking them through that. I'm taking them through a journey because I want him to feel good about it. I want to feel good working with them too.

Terra Bohlmann (30:34): It's like, okay, awesome. Well, let's chat. Move them to scheduled. Then after that, they may say, I want to go I'm in. Okay. Well I can choose to say, all right, let's get you onboarded right now. Or they could say, or I could say, you know what, let me send you some information, take a few days and think about it. And when you're ready to go, yeah. Just hit reply to this email or hit, add to cart or whatever you want to do. And then sometimes they need to be more in the follow-up side because they need to think about it. But we've not going to let people hang out too long and follow up because this is you're, we're not being a victim of everyone else's determination or everyone else's un-clarity right. We're just holding space for the yes or no. Let's take emotions out of it when it comes to sales, that's it.

Terra Bohlmann (31:26): Right. And then eventually want to move them into the stage five customer paying customer, or however you want to word it or not now not ever, because that just was like, no, or not now nurture and then kind of keep notes. Or if you feel like, you know, Oh, who did one to work with me or whatever, but they weren't ready at that time. You can always go to that nurture and just reach out to them. And I'd venture to say, you have a pretty good pipeline. If you've been doing this, we've been in business for, like I said, more than a hot minute, you have a potential of having a huge amount of leads. It's just a matter of getting them out of your head or reaching out to previous clients or customers, or, you know, reaching out to people just to start the conversations.

Terra Bohlmann (32:16): Okay. Like that's all it is. I it's just like having a jumpstart and number one way is to get it out of your head and into a system where we can disconnect a lot of the personal feelings that comes from it. Or you may have people that it's time to just let them go, right? Like they said, they want to work with you and it's over and over. And you're spending so much time and, you know, either answering questions for free or, you know, doing that kind of stuff. And it's just time to let them go and move on and then we need to move them out of, into not now not ever, or if people are continuing to not be part of your, not how do I word this if they're not being part of your boundary system. And I mean, I think of everything as systems, but like, if they're trying to bounce against your boundaries and it doesn't feel good, let them know, be like, you know, Hey Susie, you know, more than happy to answer this last question, but anything going forward, you know, you'll have to buy my thing or whatever.

Terra Bohlmann (33:24): Right. Cause there's always going to be people who want things for free. And I don't want you to be taken advantage of as a provider and an expert and whatnot and what you do. So yes, we want to save our space and energy and overcommitment and over-delivery to those people that are paying to be a part of it, our world. Right? So that this is what I have for you on this episode. I think it's really important to have a cell system in place so that you're not ever one of the people it's like, how are you tracking yourself? Well, either you'll, you'll be able to say, Oh, I have a up-to-date Google sheet that I use, or I use dope Sato, or I use pipe drive, or, you know, whatever. I want you to be able to have something that you're using using, and not just using it to just do it as a one-off project to kind of see what you have out there.

Terra Bohlmann (34:23): But like every, I mean, I have clients every day. I want them pulling the spreadsheet up. It's your dashboard, it's what, it's the engine to your business. And you know, when we have a business that makes money, that's what we, that will give us the freedom that we want versus no, I just like what I'm doing and whatever. And like, you know, that's a hobby. We don't, I don't want that. I want for women who want profitable businesses, we gotta be able to be okay to, to really drive the sales and, and whatnot. So that concludes the sales success series. And I'm super sorry, or what is upcoming in the podcast, all kinds of exciting things happening in the share. So I hope you really, really have learned some value on sales. A lot of people don't talk about it because they want you to pay, to learn these strategies and tips and tricks and whatnot.

Terra Bohlmann (35:23): I decided just to put it all out there, yes, you could go take this podcast, analyze it, create your own thing. And, and if that's what you want to do, that's awesome. Hey, I am happy to be of service and value to you. If you want support in this area, then I'm more than happy to have a conversation with you. All you have to do is go to my website, Terra, bohlmann.com/apply and schedule your fast track session. And we can kind of dig into some things to see what you need in your business. And, you know, and I've got all the different tools and whatnot. And when you get your business map, like there's sales is one piece of that, right? It's it's an important piece, but there's some other things that need to be in place before you really can let loose on that sales engine and make the money that you want, but we can completely have that conversation.

Terra Bohlmann (36:14): So just go to my website, Terra Bohlmann.com. And remember it's Terra, T E R R a Bowman, B O H L M a N N two, ns.com/apply and answer a few questions. And then you can have access to my calendar and we can have a real conversation like a real one. You and I, private. It's pretty awesome. So and if I can be of service and you want to work together, you can ask me about that. If not, you know, I'm happy to give you value at what you need at this point in time. All right? So take care. And until next time,

Outro (36:49): And there you have it. Another jam packed episode of the fast track woman podcast, don't forget to visit Terra Bohlmann.com, where you can get more business tips and strategies learn how we can work together to accelerate your business success or access this podcast. Episode show notes, the full transcript and links to resources mentioned today. If you enjoyed this podcast, I invite you to leave a review so that we can help serve more women business owners like you until next time here's to owning your time and valuing your word [inaudible] and there you have it. Another jam packed episode of the fast track woman podcast, don't forget to visit Terra Bohlmann.com, where you can get more business tips and strategies learn how we can work together to accelerate your business success or access this podcast. Episode show notes with a full transcript and links to resources mentioned today. And if you enjoyed this podcast, I invite you to leave a review so that we can help serve more women business owners to like you until next time here's to owning your time and valuing your work.

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