Episode 75: Systems that Sell Series: GET MORE CUSTOMERS BY SELLING with Terra Bohlmann

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.

Terra Bohlmann (00:52): Welcome back to the fast track woman. I am your host, Terra Bohlmann, and I can't even believe it's here already. This is the third part of the three-part series systems that's out and today's episode it's episode 75, which is means we're getting closer to episode 100, which just feels like amazing. But in episode 75 of the system that sells series, it's going to be all about how to get more clients by selling better, get more clients by selling better. That's the third part of the system and the previous, the second part of the series, it was all about creating your marketing system and getting visible through strategic marketing. So it really starts with being really clear on what you want to sell. Then you need to know where your leads are going to come from and creating your marketing system and how you're visible. That was the last episode in the series.

Terra Bohlmann (01:56): That was episode 73. So if you want to go back and listen to that, I would invite you to do that because it really is a step-by-step system here that I'm teaching you around the systems that sell. So we need to be clear on what you're selling. You need to know where your leads are going to come from and last, but definitely not least. It's all about doing the sales process, which I love, but I didn't always love it. I'll be completely honest. I didn't always love sales. I was very turned off by them. I, it was very icky to me. I wasn't comfortable doing it, but here's what I was good at. So I came from the corporate world where I was great at what I would call upselling, because I would go in, in the corporate consulting world and I would do a good job.

Terra Bohlmann (02:48): And then by doing a good job, I would keep my ears open. So when clients needed more, I could then go and offer that and then go back to my company, put together a proposal. And then I even got a good percentage of commission to do that. So I was pretty good at the upsell part, but it was about me getting into service first. And so if that feels like it's an alignment with you, that's great. You're going to love this episode because all we need to do is be in service. Now it just, we come out about it in a different way. So I want to teach you some things that were mind blowing to me. It was like these gaps that I had in my sales process when I went from, oh, I'm good at upselling, but I don't know how to generate leads and get a new sale.

Terra Bohlmann (03:38): But once I was in my foot was in the door, my work spoke for itself. That's what I came into, being a business owner and having, and starting my business coaching practice like 10 over 10 years ago, that's where I was coming from. And so one thing I did do, which was really take some time to understand the new sales process. And so what I did was like, I would ask to be on the projects where we would be doing things like salesforce.com implementations. And my first order of business really was investing in learning how to sell. And even though it, it felt weird. You have to do a lot of, you might have to do some mindset work, which is why I also am like all about I'm getting working by the time this airs, I'll almost be done with my masters practitioner training for NLP neuro-linguistic programming, which is about how to use words to make.

Terra Bohlmann (04:40): Just, and I won't even, it's not even to influence. Cause I feel like that even feels something like odd. I don't want you to think like, oh, you use words to con people into buying from you. No, that's not the point. The point is when you can use words, which are very powerful to be able to help people make a decision that might be a yes for you, but sometimes it's a no or not right now. And that's okay too. So I want you to think in terms of sales, not going into a sale with any desperate energy, but instead not being, I've never tied to a woman saying yes to me, I'd be excited. I love it. I know I can help her, but in some cases I get on discovery calls or consultations, whatever you call them. And I say you know, internally I'm saying, you know, this isn't the right fit.

Terra Bohlmann (05:32): And so you have to remember sales is a two way dance. Sometimes it's a perfect fit. And often you go and sometimes something feels off for you or maybe something feels off for the person that you're talking to and either nurturing needs to happen so that you can better build trust and stuff like that. Or sometimes it's just like, man, this just, we're not on the same. We're not vibing, not vibing as my kids would say. So when we think in terms of getting more clients by selling better, I want you to think in terms of how you can sell better. So I've been doing this whole business coaching thing before business coaching was even quote unquote cool. Like I, a lot of my part in my sales process was having to educate what is a business coach? Why should you get one? What do they do?

Terra Bohlmann (06:24): What does that mean for you? What do you expect from a business coach? Because the industry was fairly new 10, 11 years ago, 12 years ago, you know, I have totally lost track of like years, especially with the last year and a half that we've had. So I want you to think in terms of where can you improve? Okay. So the, usually the first thing you can prove improve upon is the very first question that I asked all my private clients when I was like doing tons and tons of one-on-one coaching back. When I first started, I would ask them, how do you track your sales? And women would get really quiet and go one of a couple of things I don't or in my head. And I was like, okay, well, the very first way you're going to improve in sales is by tracking your sales and having some sort of sales system.

Terra Bohlmann (07:26): Now, before you hit, you know, pause, stop or move on or whatever, I don't want you to freak out because a sales system is probably not what you're thinking in your head. Okay. A sales system truly is the process in which you track your sales. So for some people, a sales system would be, oh, I have a post-it system that I use on my wall, or I use my dry erase board. And I just write down who I'm talking to and who I'm working with and oh, okay, cool. These are systems, right? I'm not here to say you need to have some fancy technological dream system that manages all of this. You don't have to, you can, and I'll share with you one of my favorites, but it doesn't take a ton of effort to have a sales system of play as a repeatable process and how you track your sales.

Terra Bohlmann (08:28): It could be a notebook that you use that you a couple of times a week, open the notebook. Who am I talking to? Who should I be following up with all that kind of stuff. And I'm going to share with you the five stages to track your sales, which normally, I mean, this I'm, to be honest, I'm like putting it all out there for this episode. So if you're listening to this episode, I want you to know that this process, when I'm sharing with you, it costs me five, maybe even six figures to learn, but I'm sharing it with you because I want you to be successful. I'm going to also share how you can quick start your sales on this podcast episode, because I want you to be successful because maybe someday when you're ready, it would have worked with me and take your business to the next level.

Terra Bohlmann (09:17): I, you know, I'm not going to hold you back. Like I don't, I don't want you. I don't want to be one of these coaches or business trainers or, or whatever. That's like, let me tell you all the things, but I'm not going to tell you the how to do it because this episode is all about the, what you need to do step by step by step. So after you listened to it, as long as you're willing to take some probably uncomfortable action, I can promise you when you get into this action, you're going to get results because that's just the way it is. That's that's the way it works. And a lot of the times sales feels very scary. It feels uncomfortable. But what I also know for sure is I work with really smart women and I tend to interact with smart women and they're not doing what it takes to be successful in their business because it feels scary.

Terra Bohlmann (10:16): It feels uncomfortable. Or maybe they simply don't know part of the sales process. I'm going to share with you, but I know that you need to be serving more people because you're going to over-deliver and you actually care. So the people who know this quote unquote sales process, unquote, I guess are the ones that are out doing it. And they're getting the sales because they're putting themselves out there and they're having conversations and they're, they're managing and tracking. And it all comes down to tracking the sales. Okay. And tracking your sales sounds uncomfortable. Track your conversations. That's all I'm asking you to do through some sort of system through. You can choose to have a spreadsheet. You can have a notebook, you can use a sticky note process. You can use a dry erase board. You can have whatever you can, or I told you, I can tell you when my favorite sales apps, there's a bunch of what's called CRMs customer relationship management tools, right?

Terra Bohlmann (11:20): Which are things like I'm a Kartra fan, but there was also infusion soft, which has now keep there's what people would consider like active campaign. There's things like Dubsado. There's some great tools that help you either market your business or deliver when it comes to sales. There's a, an app that I like that I've like I've forever. I used a spreadsheet and I was able to re purpose the spreadsheet into this app. And it's called pipe drive super affordable every month pipe drive.com. Not an affiliate with them. Go check it out. I think it will. Back when I knew it was 15, maybe 20 bucks a month, but it's a way that you can track where people are. And there's a ton of other sales systems that are very sales driven. I mean, when I say Salesforce, it's an option. There's an affordable option.

Terra Bohlmann (12:18): But from an entrepreneur kind of scaling standpoint, pipe drive is great. If the thought of using an app overwhelmed you, or you're like, not ready, just use a spreadsheet, just write it down, use a notebook, pick it, do your sticky notes, have a dry erase board, whatever works for you. But here's what I don't want you to do, which is use all of them. I think at one time I had the spreadsheet. I had stuff up on my whiteboard and you know what? Pick one, because when it's simple and you're, and it's easy, you're going to do it. And the whole key to getting more clients by selling better is to be able to be consistent and track it. Okay. So remember, all this is based on when a new lead comes in, you need to do something. So a lead a not even a lead, but like, you know, yeah.

Terra Bohlmann (13:11): I guess a potential lead we'll call it a potential. Lead is somebody who is demonstrating that they may be interested in buying your thing. Okay. So the lead generation process comes from your marketing. So let's separate marketing from sales. And I may have said this on a previous episode, but all the time you see companies, if you ever worked in the corporate world, one minute sales and marketing are combined because they need to work together because, and then there's like this blurred line on who does what? And then they'll separate it because marketing can be strategic and sales and, but they still need to talk, but you know, and then they'll bring it back together. So it's one of these things that in your business, for this sake, I want you to think of marketing as one thing that needs to be done so that you're visible.

Terra Bohlmann (14:00): So people know it's equivalent of hanging your shingle outside. I'm open for business. What are you doing to get in front of people to be visible so that they know you're available to serve them? That's a separate system. Then your sales system, your sales system, to me kicks in when somebody raises their hand and says, I'm interested, or I'd like to know more. Okay, cool. You now are going to move them into your sales system. And there are certain stages that you have to track where people are in. They're not either, oh, I'm interested. Ooh, I'll buy from you. No, no. I mean, there's a whole dance that has to happen. And it's a five step process that I'm gonna share with you along the way. And sometimes it goes really fast. Like if you don't, if you saw something it's not super expensive, it can happen quickly.

Terra Bohlmann (14:51): As soon as, oh, I saw your website add to cart, done. It can happen really fast. And if something you sell is more expensive and there has a conversation involved and then there's thinking, and then there's, it may be longer. So usually the more expensive your offer is the longer the sales process takes that's and that's fine, right? As long as you know, what's called, it's called your sales cycle. So as long as you know, so when somebody raises their hand, some you, they move into step one of stage one of your sales system. And remember your system, you're tracking this. So if you're using a spreadsheet, you're going to have a column that says, stage one, I need to connect. I need to, or I need to do something. You can name it, whatever you want. These are the people who've raised their hand or shown some interest, been referred to you, or they can simply people you want to reach out to, because at the end, I'm going to teach you how to go start your sales.

Terra Bohlmann (15:53): And that person in column one stage one is I need to do something they've raised their hand, or I want to connect with them. So I call it need to connect stage one. And this could be an area on your white board. Need to connect stage one. We're going to have five. So you want to leave plenty of room. Everybody fits into one of the five stages. So then after you connect with them, it may be you scheduled an appointment, you scheduled a conversation, you scheduled a demo, whatever your stage two, they move from. I need to connect with them, or I need to do something with them. And to stage two, which is they've scheduled something, we've scheduled something. I just call it scheduled. So if you're in a spreadsheet, you're thinking, okay, so I'm going to put Jane DOE. I need to connect with her.

Terra Bohlmann (16:47): Whether, you know, however, she came in through lead generation or you're deciding I need to talk to Jane DOE. So you put her there and then to move her to stage two in the second column, you're going to cut her. And you're in a pace that name into the second one. And what's really cool about doing this process is when you're selling your one thing, like the first part of the systems, that south series to come up with your one thing, your signature offer that you're known for, you know, how much it costs. So maybe it's $2,000 or maybe it's 20,000 or maybe it's 100, whatever that number is for you. We're not custom packaging and custom proposals necessarily in this process. So if I know on average, it's $2,000. We'll just use that. I know Jane DOE, I need to connect with her $2,000, right?

Terra Bohlmann (17:37): And then I may put Mary Smith $2,000 under, right? And I'm like building out this thing. So every time count I have of the people who I need to connect with, I can go 2000, 4,000, 6,000, 8,000, 10,000 at $10,000 in my pipeline, you hear all the time, the term pipeline for that I need to connect with. I need to do something with, so then our job is to move them, which is why I like sales systems, because I'm like a, I guess, a type a like, I, I want to feel empowered. And when you have a sales system, you feel empowered because you're doing something to move them along the way, whether it's cut paste, cut paste, cut paste. So anyway, so getting back to stage one, I need to do something with them. Stage two. I need to know if Mary is in she's now in the scheduled stage, she has an appointment.

Terra Bohlmann (18:27): We're talking next Thursday at 2:00 PM. Whatever. After we have the conversation, she moves to either stage three, which is you're going to give her an offer, give her that $2,000 offer or whatever the thing you sell, the signature offer. Or if it's not a fit, she moves to nurture. So she'll come out of the stages and to nurture because nurture doesn't mean if no doesn't mean no forever. It can mean no, not right now. Cool. Well, it's on you to follow up with our next month next week, next, whatever, have your nurture system, which plays along with your sales system to stay in front of her. So if not, you know, she may go to the competition or whatever, you know, if you know, you can serve her, nurture her. So Mary had, so let's say in this case, she's like, oh yeah, I like that.

Terra Bohlmann (19:22): Okay, cool. I'm going to then now move her from, she's not in the scheduled stage anymore. I'm going to move her to the gave offer stage. So then, you know, sometimes people go right from gave offer to yes, great. Then move them to stage five, which could be closed or whatever you want to call it, or new client or new co whatever you want to call it. That means they're getting ready to transact money. And then they're gonna move into that PR system they're out of the sales, they're in the new customer onboarding system. Or if she's thinking about it, move her to follow up. So let her sit in the offer for, I mean, no more, maybe depending on what you sell, but like I like a week max, two weeks. Right. And then, but then you really need to be, actually need to be falling within a few days actually anymore.

Terra Bohlmann (20:16): But like, you know, so when you have your stage three that you've given her an offer, you had a great conversation. She's thinking about it. I'll usually say, take a few days, think about it, you know, that type of thing. And when you're ready to say, move forward, do this right? So you, you give an offer. And then when she says yes, or hits reply, hits yes. Or clicks on the button or whatever, great. She's moving to stage five close nurture. If I say, you know what? It sounds like you needed to take a few days to the processes. You know, I get it, that type of thing, take a few days. And, and let me know. Right. And if she doesn't let you know, she's going to do one of a couple of things, she's going to not reply or ignore you, or she's going to say yes, or she's going to hit reply and say, no, not right now, no, this isn't a fit.

Terra Bohlmann (21:11): That type of thing. You're only going to get one of three responses. So if she's not responding, it's you gotta move her to stage four, which is follow up. So then you start the followup process. That's what I want you to only keep her in there for maybe a few weeks max. And then if you're not getting a response or whatever, you can just move her to nurture it. It's obviously a no, not right now. So I mean, you can follow up, you know, I, I think the new term is like follow up like 10 times. I'm like a, follow-up a couple of times. Cause I don't want to get to the point where I feel like I'm stalking somebody. That's just me personally. But I have plenty of clients who do a ton of followup, but I have, I've had some people who, before we start working together, they don't follow up at all.

Terra Bohlmann (21:55): You know? And they've like, I need new leads. No, you don't. You just need to follow up with everyone who you've already talked to, that didn't respond to you or whatever, follow up, nurture. That's the key. So stage one need to connect with them. Once you do something, to get them into stage two, which is scheduled and then stage three, after you've scheduled and you've had a conversation and stage three is all about giving them that offer. And if you give them the offer and they haven't responded, you're gonna move into stage four, which is follow-up. And then stage five, they either become closed or they go into your nurture. That's it five stages. And you just have to, your job is to move their names and how much your signature offer is along the way. And when you know, oh, I have 10 people with offers out there under my stage three gave offer, oh, there's $20,000 that people have and out, you know, that I bought, done offers to like, when you do this and you track it, you completely understand where you need to focus your time.

Terra Bohlmann (23:04): Because if you don't have anyone you need to connect with and you need to put effort into putting names in there to connect with them, which leads me to the quick start that I promised him. So if using this five stage system sales system, I want, if you need to quick start your sales and be like, oh yeah, great Terra. Like, I don't have anyone to put in my stage. One need to connect with. Yes you do. So to Quickstart your sales, because once you have your signature offer, you're going to sell, which is, you know, part of the first step of the series. Once you have that, you can start putting names and the need to connect with. And these names come from, pull up your phone, look at people who are well connected. Look at people who were previous clients. Customers look at people who you've had conversations with, but never really were clear on what you were selling.

Terra Bohlmann (23:58): Put 20 names in the, I need to connect with section column, area of your whiteboard, sticky notes, spreadsheet, book, download and get onto pipe drive or whatever you want to do. But you put 20 names in and you can decide. And I would look at who are the people I know that are the most connected and just schedule a conversation with them. It doesn't even have to be like your consultation process. Just kickstart it, ask them what's going on in your life. Great. They'll go. What's going on in yours? You know what? Oh, I'm super excited. I'm like, use it, you know, tell them about your offer. And if they're like, oh, you know what? You'll be surprised that people go well, can I do that? Can I work with you? Can I buy your thing? You know what? Sure. Or if they're not ready, you know, all you need to do is tell them, Hey, if you know anyone, who's a fit.

Terra Bohlmann (24:49): I in kick into a referral process, right? If you can pay for referrals, pay some money, make a donation to a charity, do something that if they give you a referral, they get something, send me a gift card. Like whatever that could be, that's it. So that's how you can kickstart your sales. It's just a matter of filling in 20 people, not companies, or if you work in, you know, if you work with in the, with the, with corporate or companies, not companies, people, so put in 20 names and stage one need to connect with and then move them through, get something scheduled on your calendar, fill your calendar for the next two weeks with conversations, virtual zooms coffee, things, whatever, like just fill your calendar for the next two weeks for 30, with 30 minute sessions to have conversations with people. This will Quickstart everything for you. Okay. So need to connect with, get them scheduled, give them an offer, follow them up if needed, put them on the close or nurture. And at any point in that they can fall out and go right to nurture and then just nurture them. So that's what I have for you today. That's the end of the systems that sell series.

Terra Bohlmann (26:05): Now you can go get more clients and because you know how to sell better. That's all it is. So use a system, track those sales. If you have any questions, pop into my Facebook group, which is the fast track club on Facebook. That's my public group connect with me on Instagram. Or if you want to learn what it's like to work together, look at my signature offer, which is Terra Bohlmann.com/accelerator. That is my signature program for women entrepreneurs that are ready to fast track their success. So until next time take care and don't be scared of selling. You got this

Outro (26:50): 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 word.