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Welcome to Make More Money without Selling Your Soul with me Polly Lavarello, evergreen marketing expert. This podcast is for you if you are an online entrepreneur who is looking to simplify their business to scale.  On this podcast you can expect to hear regular talk about wealth, about selling and about wellbeing. Because I believe these three core fundamental things are pivotal to your growth moving forward.

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Today I am talking about three ways to get three new sales calls. This week, and don’t worry if you’re listening to this and you’re like, I don’t do sales calls. Perhaps you don’t even sell high ticket offers yet, don’t worry about that. This is still gonna be highly relevant to you. There are gonna be strategies here to reengage old clients strategies to excite.

New people in your world and ways just ensure that people know how to buy from you. Because one of the things about online business is I see so many people dutifully slaving away in Canva, ensuring that they are getting their regular carousels and posts out there who are perhaps meticulously working through a launch plan or, you know, running ads and just sitting back on their behind waiting for the sales to come.

But I really believe an advocate for never, ever just having one way to bring sales into your business. So whether you are someone who is live launching, whether you are someone who has an evergreen funnel and some very successful ads running to it. It’s always important to recognize that there is so much untapped potential immediately under your nose, and if you are in the situation where you don’t have an evergreen funnel, you don’t live launch, you’re just starting out, all of these strategies are gonna work amazingly for you.

Now, what I will say is that most of these strategies work best if you are already building an email list or if you already have an email list. So please, please do bear in mind, I know there’ll be people listening to this who are various different stages of their online business. I’m here to encourage you.

Please while you are building your social following, do not neglect building your email list, your mailing list, whatever you want to call it, the people that you send your regular emails to, and even if you’re in that phase of business where you don’t have very much time to be sending emails. Make sure that you send at least one a week.

Just get in the habit of getting in regular contact with your list. You can be repurposing the same kind of content you’re sharing on social. You do not need to be constantly creating new content. This is the mistake actually, I see a lot of people make an online business in the early phases, is they feel they need to be saying something entirely different on their blog and their newsletter and their social media.

And actually when they all feed into one another, they. Way more powerful impact, and most importantly, it means that your message is less likely to be missed. So do not be afraid to be repurposing your content anyhow. Let’s get to the main subject here. How are we gonna be getting in three sales calls for you this week?

Now I know it’s January, which means. It tends to be the time of year where a lot of us are making hay while the sun isn’t shining. Um, that’s if you’re in England, that is, it’s not very, not very sunny this time of year, but you get the point. It tends to be a time of year that people have got fresh intentions.

They’re looking at the year ahead, it’s gray and miserable outside. So they are more than happy to find something to focus their energy on. So it tends to be a time of year where we see the most inquiries flying in. However, if it’s been a little bit slow for you, or even if it hasn’t been slow for you, like I say, let’s make hay while the sun is shining.

Let’s make sure that you, you are deploying all the things that can work for you. And what I will say is the three bits of advice plus one bit of bonus advice that I will be sharing with you today. All like, I’m just looking at them right now. Are they all five minute? Yeah, they’re, most of ’em are like five minute activities, guys.

Five minutes and they will all work in different ways now. I’ve mentioned sales calls. , obviously if you have something high ticket, like one-to-one or a high ticket group program, then this is gonna work perfectly for you to have people booking calls with you. However, if you are selling something that is a lower ticket, um, this still, this still works, this still works.

This works for any service-based business. So, and you may even listen to bits here that could apply to e-com. So let’s get the full rolling. So firstly, and very obviously, one of the things I encourage my clients to, is to, at the beginning of each month, remind people how they can work with them. It may seem really obvious to you, but we really have to remember when it comes to social media and email marketing that people are being bombarded by information all the time.

I’m now at this moment trying to remember exactly what the number is in terms of what they say is the number of times someone needs to have seen. Something by you before they trust. Like no one trust you enough to want to buy from you or even just register that it exists. And I think it used to be something like nine, which already people were like, oh.

But to be honest with you, I think it’s now something more like 72 . I’m kind of making that up here. I’ve heard various numbers thrown about, but the main point here is you get it right. A number that will make sense and that I’m a hundred percent sure of is that I think about two years ago there was a study on how many emails on average people receive a day and it’s something crazy, like a hundred.

A hundred new emails a day. Um, and I can tell you I certainly receive a hundred emails a day. And so the one thing I’m probably registering at this stage is more the names of who the emails are from than actually opening them all. I mean, it would be a full-time job to open all the emails I receive every day, and you are probably in a similar situation and your [00:06:00] ideal client most certainly will be as well.

So, you know, in the same way that WhatsApp groups have become a bit of admin that none of us ever asked for. So has our inbox. And of course one of the dangerous things about inboxes is you can often end up in the junk or in the promotion folder too. So you just don’t know when someone’s necessarily gonna see an email, be excited by it and open it.

It’s very much the same with social media content. Okay? People are scrolling. They’ve got a very limited attention span. So even if they see something you share. It may be like in that moment that they then have to run up and pick their child up from school. It may be that they’re scrolling and another funny reels come up, which has totally diverted their attention away from the, the trail of thought they had previously.

It may be that they’re watching it silently, so they’re not fully taking in everything you’re sharing. It could be a number of things. It could be that they’re looking at your stories and they’re just quickly like flashing through all of them. So where, well for you, you may feel like, ah, they just saw that really important story I just shared.

They may not have been paying attention. Okay, [00:07:00] so the main thing to recognize is people have a very, very, very, very limited attention span, which means if you are only inviting people to work with you, I don’t know, one week of the month or one day of the week, it’s, it wouldn’t be surprising if people have to, if that’s just.

totally bypass them that they haven’t even noticed. One of the things I recognize really often when I go through my Instagram account, uh, well not through my account when I, when I’m scrolling on Instagram, is I will see some really familiar faces who I’ve seen quite a few reels by, and I will look at them and think, I still actually have no clue how I would work with this person.

Sometimes it’s even as extreme. I don’t know if I’m the ideal client of this particular coach or business owner, or I don’t know if. that that service looks appealing, but I don’t know if it’s in a price range I can afford, or I don’t know if it’s, if it’s something that’s gonna be too time consuming for me right now, you don’t wanna be leaving people with any questions, particularly as to whether they are your ideal clients and as to whether you can help them.

The other staff is perhaps finer details, which you can kind of cover gradually in your content. But if people had a glance when they look at your content, can’t see that it is made for. and that you are the person that can help them, then your content is failing you. Now, one of the things we can be doing to make it really easy for people to know how they can work with you is something I tell all my skill with the power one clients to do, which is to make sure they have a, how you can work with me post or real.

I mean, I think carousels or reels both work really nicely for this pinned at the top of your Instagram account, and similarly, make sure it’s really clear on your LinkedIn so that when people look to learn more about your business, you are not just describing. Who you help and how you help them and why it matters.

But you have some really clear links there to make it really clear that they know what to do next. Don’t assume that someone’s just gonna visit your website and know to them book a call, make the invitation for them to book a call and make it really clear what’s gonna happen on that call. Again, one of the biggest game changers for my clients when I support them is they’ll say to me, oh, people aren’t booking calls.

And I’m like, well, how long are those calls? A lot of the time, the calls are too long. People don’t wanna be on a discovery call for 30 or 45 minutes. They don’t wanna be sold to for 30 or 45 minutes. So I have actually increasingly made my sales calls shorter and shorter, and as I’ve done that, I’ve increased more and more of them.

So cutting it back to like a 15 or 20 minute sales call and being really clear about what it is they’re going to gain. now, are you, are they going to leave with more clarity? Are you gonna help them recognize the next steps they need to be focusing on? Regardless of whether you choose to work together or not?

Are you gonna be learning more about their business to see if they’re a good fit? And if they are, you’ll be making the invitation to them to have a deeper conversation with you on the other side. I mean, this is the other advantage of short sales calls, right? I mean, this is like a whole other podcast of its own, but the advantage of, um, short sales calls is.

If they aren’t a good fit, you are not sat there for half an hour thinking, oh my gosh, how do I either politely allow this to drag out, or how do I shut this down without making this person feel bad? So you get to avoid all of that by having a really clear, obvious structure to your sales calls and, and ensuring that the people joining you on those sales calls know what that structure is too.

You will get so much more out of it, as will they, and more people will be booking them. So make it really clear how people can work with you on all your platforms. So pinning. On your Instagram, pinning it on your Facebook page, and doing it really regularly, at least once a month. So I often will do a post in, you know, January, saying how you can work with me in January, how you can work with me in February.

Sometimes I mix it up one month. I might emphasize the fact that I have a few one-to-one slots going. . Other times I may be promoting my group program, and other times I may just go really heavy with the fact that I’ve got a masterclass coming up that will help them understand more about what it looks like to work with me inside my group program.

As long as they know there’s a connection to all of these things, I can decide what works best for me. But these things are great because the truth is people have different buying behaviors. Some people will come into your world and they will not be. Refer to as solution Aware. So they may be intrigued by what it is you are saying.

They may want to know more about the subject area that you are speaking about, but they haven’t yet decided that they need somebody to support them in that area. However, in the time that they’re in your world, by consuming all the valuable content you are. and then eventually you sharing a post like this.

They will get off the fence and decide they want to come work with you. There are also people who will just just see one or two or three reels of yours. You know, discover you via the discover thing in Instagram. Watch a few of your reels and decide, oh my gosh, yes, I totally vibe with this person. I know I have this problem and I’m really intrigued to speak to this person about how I can work with them.

So don’t make it difficult for them. Make it that in your highlights, people can learn more about working with you. That in your link in bio, there’s not like a gazillion links that they have to scroll through to book a sales call. And that in the pinned at the very top of your account, you’ve got how to work with me so that they.

So many easy ways to understand not only how they can work with you, but what they need to do next. and don’t confuse them with all the off, you know, with all the different options. There’s a reason why alternate month to month my main focus. And it’s because if you give people too many options, they’ll off often be overwhelmed and not choose anything.

I see this all the time in the online business space. You’ll see someone say, there’s three different ways you can work with me. You can join my membership to lose weight. My one-to-one to lose weight, my group program to lose weight. And what they don’t recognize is, you know, they assume people are financially motivated and that’s all it boils down to.

But somebody like myself will look at that and go, , I just want to know I’m getting the, the appropriate level of support to achieve what it is I desire. And by the way, I’m not looking to lose weight. This’s just a random example. And I’ll look them, look at them all and go, well, is the membership going to be enough?

Um, and if it is, then why is, why is this person selling high ticket offers? If it’s the membership does enough already, then why is she selling more expensive things? But then I’d look at the one-to-one and think, maybe that’s a bit extreme. And I’d be like, weighing up all the different offers until finally I’d be like, oh, you know what?

I just dunno which one to choose. And even when I read the breakdown of each one, it still doesn’t really make sense to me because of course, the person who’s written the description is making each of them sound like they carry loads of value. And so I just end up overwhelmed and not doing anything. So this is one of the ways I’m, I’m kind of jumping around subjects here, but this is one of the ways that people cannibalize their, um, their, their.

Their own offers by people getting confused and so not taking any action at all. So always make it really, really simple. And like I say, inviting somebody to book a call is a really powerful way to connect. and wow, that one point’s already taken me almost most the way through what I forecasted for this episode.

So the next thing to do is what they call in the marketing world, low-hanging fruit. And that is people who’ve already worked with you, you know, the likelihood of people who’ve already worked with you, working with you again, is really, really high. So there are different things [00:14:00] you can do if you’re a service-based business.

One thing you can do is send out an email. Here are the three ways to work with me this year, X, Y, Z. Just keep it really simple. Really, really simple. Clear transformation, clear investment, clear timeframe, clear who it’s for, and you know, three different little breakdowns this time. Now, don’t do more than two to three different ways to work with you, or again, you will overwhelm them.

Another thing you can do is a really simple email kind of saying, I really valued working with unit last year. If you’d like to work with me this year, I’m offering you a, what they refer to as a boomerang discount, a return discount, whatever you wanna call it, and you can decide what that percentage is, but give them a discount to incentivize to work with them.

You could even perhaps make it bigger when they sign up in January and say at the end of January it’s gonna be going back down to the usual 15. But when you sign up now, it’s all the way up to fif. 25%, not 50%. I was pushing it too far. But these are things you can be playing with cuz this is a thing, right?

Like I’ve worked with people a year ago and their services have changed entirely since, but I wouldn’t have thought of looking out for them because I still associate them with how I work with ’em previously. So make sure you are letting your biggest fans know about how it is that they can work with you now.

Really, really simple. , but so many people ignore it. Like the amount of service-based businesses I’ve worked with in the last year and might perhaps see one email a year landing in my inbox, sharing information like that. And it’s such a shame because if there’s anyone I’m likely to go back and spend my money with sooner rather than later, it’s those who I’ve already had a positive experience with.

And finally, Hand raise the content. I love hand raise the content. It’s so, so gorgeous and what’s better is it’s so, so simple. This is stuff that you can literally implement in five minutes. In fact, last week I just did this with everyone Inside Scale with the power one. We did an implementation call.

Why had everyone write what their Handraiser email was gonna be and send it on the call because it was that quick and easy for us to all implement. And essentially the premise behind hand raiser content is being really clear on how many people it is you’re looking to work. Clear transformation and a clear, well, you can add a clear investment.

You don’t even have to do it. You can literally say, for example, one of the emails I send monthly is I’m looking for five women who are looking to scale their high ticket group program with evergreen marketing. If this is, you know, o over the next, um, to usually add a timeframe over the next 90 days. If this is you, reach out to me.

Let’s. That’s simple. So in any context, whether it’s, I’m looking for someone who’s looking for copywriting for a sales page over the next two weeks, or like to be done in a 48 hour, whatever, whatever it is you wanna frame it as, the most important thing is the number of people that it’s for. By having a L small number, people are sooner to reach out to you because they don’t wanna miss the opportunity.

Clear on the transformation and clear on the timeframe because one of the biggest objections anyone ever has is usually around time. If you want to throw in a financial incentive, you could even do that too if it’s the last time that you are offering to do it at a certain price point. If you increase your rates in April in the new tax year, then again it’d be a good opportunity to say, book these in now, cuz they will set out fast and uh, in April my prices are going up.

So this is the last opportunity to book in and be sure that you are in before the end of March. So many things, but the main premise behind this is that it’s like a one or two liner because people are used to seeing really long emails and not necessarily reading all of them, but it’s really hard to not read a short email like that.

And anyone who’s been sitting on your list for a while who has been not acting, rather than confusing themselves about various different elements of your sales page, they can see one really clear promise, one real clear timeline, and one real clear call to action to reach out to you or book a. So there could be booking calls off the back of that email that goes out.

The other thing you can do, of course, is do this in social media. So this is why I love poll stickers. This is why I’ll do an Instagram post saying, I am so excited to announce that I’ve just released three slots to work with me, one to one. If you are interested in scaling your business with more simplicity, and I might say, you know, if you want to look at your structures, systems and sales over the next.

Two months to double your revenue. I mean, that’s a bit of a broad promise, but whatever it is I decide to do book in a call and let’s talk. Because the reality is obviously on that call, I can then look at that and be like, is it realistic that they can double their revenue? Very often there are, you know, there are opportunities that people aren’t seeing immediately below their nose that will allow them to significantly increase their revenue, and it just takes an outside design.

But you know, like I say, bold promise, but this is where sales calls are really helpful, right? Because if someone jumps on and you’re like, no, you are barely making what you’re making, I don’t think this is the right time to be looking at doubling it. This is the time to still be working on your foundations.

You can say that in the nicest way. So there we have it. My lovelies, just to remind you the three different ways. Oh no, sorry. Oh my gosh. I almost wound this up without sharing my fourth bonus. Strategy. And this one is really, really simple as well and will take me two seconds to explain. And that is simply creating a carousel that outlines what your main offer is.

So it’s very similar with the how you can work with me in January post in that it’s really clear who it’s for, what the transformation is, and how they can book a call to learn more. And the nice thing about this kind of carousel strategy is you can use your stories. Like billboard space. So you can literally just be showing up, sharing whatever random stuff you wanna share and just dropping these, these kind of, you know, carousel, well not even carousel, but these, these story kind of billboards randomly throughout the week.

You know, once or twice a week you can just be sharing and this is how you can work with me. And people will regularly, regularly see it until at some point, perhaps I’ll act on it. It’s such a simple strategy, such a easy way to remind people how to work with you. And it also means if you’re having a week, you know, the week leading up to my cycle, I always really want to stay away from social media.

It’s a nice way for me to know that I have a really easy, effortless thing, that I can just pull out my favorites, stick on my stories, and feels to me like it’s a sales effort when I don’t necessarily want to be showing up as often. So there we have it guys. There’s a few ideas for you. to make more sales calls and make more money.

What this really boils down to, Is to make the invitation not to just assume that having made the offer and creating lots of content around the offer is enough for people to reach out and inquire how to work with you. When you make the invitation, you make it easy for people. So don’t be shy to make those invitations, whether that’s with a carousel, whether that’s whether how you can work with me.

Whether it’s re-engaging previous clients, letting them know how they can work with you now, whether it’s hand raiser content, where you are making it really clear who it’s for, the transformation and the timeline, and the fact that it’s for a limited number of people, and to inquire Now. These are also simple that none of them take long to implement and all of them will make a difference to your bottom line this month, this January.

If you go ahead and implement any of these, I would love to hear about it. So please find me on Instagram. I’m on on there under, at Poly Laar. Please do share any of your wins. I love, love, love celebrating with you, and if you are really serious about scaling your business in 2023, I am inviting you to a live training where I’m going to be talking to you about the five steps you need in order to turn your group program evergreen.

A little look inside my business and how it’s structured to maximize lead generation of profit. And finally, the all important numbers you need to be tracking in your business to ensure what you are creating is scalable and profitable. It’s gonna be a humdinger of a live training. People always go totally nuts for them.

And I’m also gonna be celebrating that we are launching a brand new portal for my group program. So that’s gonna be all sorts of celebrations and excitement going on. So do come and join us. The link is below this podcast episode, so do click on it. Do come in and. And please share it with your friends, anyone you think it’s gonna be relevant for, the more the merrier.

I’m so looking forward to seeing your face there. On the next episode, I am gonna be coming to you with is ADHD really a superpower in your business. See you soon.