SPEAKER_01: 0:06

Well, hello, this is really it's episode 319, and I am so excited that you're here today. We're talking about how to stop getting just random sales. So many of you have settled for this in your business, and you've even been upset about it. You don't understand why you're not getting more of a steady flow, a steady stream of sales. And you feel like you're just kind of getting one off here and there, praying for sales, hoping for more sales. And today I want to end this. We're going to fix it and I'm going to tell you exactly how you're going to start getting those steady stream of sales that you need to support a profitable business. So make sure you pay attention all the way through the end because this is going to massively help you. And if you're new here, welcome. I'm so glad that you found this podcast. I have no doubt it's going to help you along your business journey. You're in the idea stage, starting or growing, whatever it is. This is for you. If you've got an online business, you're a coach, you're a consultant, service provider, maybe you even have a local business. This content is all for you. I'm sharing everything that I've learned over my last 25 years and everything that I learned from people just like you who are building their business streams. And I hope that you really plug in and take this seriously. Now, what you can do first is scroll down in the show notes and get connected. Okay. I've got a free Facebook group. I've got some free downloads and printables and trainings for you that are going to help you. In fact, I have one that pertains to today, to today. So after you listen to this episode, you can go get my free masterclass. It's how to stop flailing and start growing and get your eyes and ears on that. I think it's really going to help you. And you've got time here. It's about to be the holidays, and you can take some time to work through this and really help your business. And if you've been listening a while, thank you so much to all my loyal listeners. Y'all are amazing and awesome and wonderful. I'm so proud of you. Y'all are just living your dream and it's amazing. Some of you are just scrounging around trying to make this work and you're doing so many things. You're learning so much. You are spending time becoming a smarter business owner. You're researching, you're testing things. And I think it's so awesome. And I'm so proud of you. And if you've been listening to this podcast for a while and you find value in it, could you do me a huge favor today? And that would be just to rate this podcast. You can hit the five stars. Like if you're an Apple Podcast, it allows you just to one click, hit the five star rating. And if you have 30 seconds to write a review, that would mean the world to me. And I can't help but think that it tells Apple and all the players out there to show this to more people like us.

SPEAKER_00: 2:50

So that is it. Okay, on to the episode.

SPEAKER_01: 2:57

Well, hello, friends. How are you? How is everything going in your business? I'm so excited for you. I'm so proud of you. Like I said a second ago. I really am so proud of y'all. Y'all are doing so many great things, and it's just wonderful to watch. And today we're talking about how to go from those random sales that you may be getting to a more steady stream to dependable income. Like, how do you do this? And I know it can be super frustrating, especially if you're just starting your business. You're like, okay, I got a sale. Now I need another one. How do I get it? You know? And you have to be putting things in place. But I think a lot of business owners sometimes don't realize what they're doing wrong. So let's kind of go through how many small business, how most small business owners, I see, especially new ones, are kind of operating. Okay. And this is what many of you don't want to admit. Okay. You don't want to admit this. But many of you rely, first of all, on one sales avenue for your business. So whatever it is that you're selling, you are putting all your money on black and like hoping that that works, right? It's like me. If I just had social media, I was only depending on social media to get clients. Do you know how hard that would be for me? I am not great at social media. I don't have the whatever it is. Um, I'm on there, but I just don't find that my customers are coming, like new customers are coming from social media. Now, some of you may be totally opposite. And you're like, yes, that's this is how I get my clients is social media because I'm amazing on social media. Awesome. That's amazing. But my point is that if you just pick one method and that's all you ever do, like one sales avenue is what I mean. And that's all you ever do, it's going to make it hard. Okay. Some of you think that just putting up a website is your sales avenue and that people are going to come from just your website. Some people think it's just word of mouth. If you just talk to people and that's it, that's your only sales avenue. You don't do anything else, you just do word of mouth. Some people think that just a podcast or just a YouTube channel is enough. And I have to tell you that it's not. Now, some of you that are my longtime clients know that I teach that you need to pick a main method. And that's the key. You're picking a main method that's going to attract the most. But if you don't do anything else, it's going to make it hard for you, right? We've got to have all sorts of things. We've got to have a website, we've got to have word of mouth, we got to have a podcast or a YouTube channel or social media, or maybe your guest speaker locally, or you do networking events. Like you have to have those other things, but there has to be one that's like, this one works, but I've got to have other ways too. You can't just rely on one thing. Okay. A lot of small business owners post and pray. Have you heard this? Where they just post on social media and hope that people come. Uh, they wait for someone to magically discover them. We all want to be like Usher discovering Justin Bieber. We want to be Justin Bieber, where we're just this kid doing something fun and we are talented, and someone discovers us and blows us up, right? And makes us amazing. Um, but many small business owners treat sales like like luck, like almost like gambling instead of maybe a system. And sometimes too, when sales slow down, a lot of business owners will just jump to a brand new tactic instead of really analyzing why their sales are down and really being smart about that. Okay. And a lot of them I see too just kind of scrap things and start over and are like, okay, whatever I'm doing isn't working. And they're not really analyzing what the issue is. Okay. The they just don't look at the structure of it. They more just think they're bad at sales. Those this is kind of what I'm seeing in general. Some of these may resonate with you, some of them maybe not. But let me tell you why this approach fails. Because one channel is just putting it all on black. Now, I am not saying to have a TikTok, have a YouTube channel, have Instagram, have email marketing, have, you know, a podcast, have all these things, be a guest speaker, because you can't do it all. You can't do it all. But what I'm saying is some are literally just picking one and just saying, okay, I have my website up. Where are the people? And they hear crickets. You can't just do one. Okay. You're you're actually having several things going on. Now you're going all in on one main visibility method. And my clients, again, y'all know what I'm talking about. But for those of you that are new to me, my point is you can't hide and just expect one simple way to be the way that continually brings you sales. Okay. You have to realize too that why that approach fails is that sometimes there's not really a warm-up system. There may just be one thing you're doing and people don't get to know you enough and trust you enough to buy. There's no like ongoing invitations to you know keep you around. Customers easily forget. Uh, there's money left on the table because there's no real follow-up or anything like that. And you just are constantly chasing new people instead of also leveraging people that might have been interested or may have already purchased. Okay. We can't build our our businesses and consistent revenue on hope. We have to actually create a system. This is why many of you are just getting random sales or you're frustrated because the one method that you chose maybe isn't working. You have to realize that your people need multiple intentional touch points. It didn't used to be this way in the world of buying. Like you people could see something and they'd walk in a store and they'd be like, I better get it now because I don't want to have to come back to the store. Now people get inundated with Instagram posts. Sometimes we're getting stuff in the mail, not as popular anymore. We're getting emails, we're getting texts, all this stuff. But there's multiple touch points. And I want you to start thinking about the businesses that you frequent and maybe something you signed up for, you put your name on an email list, or you saw something. I mean, I'm getting those little forms for entering my email all the time. And they're getting really clever about them, right? You have to have several ways that prospects can enter your world. Again, it could be word of mouth. It could be you, you know, showing up on social media and then having one major main platform, like a podcast, a YouTube channel. You do public speaking, right? And then maybe you have your email list. That's another touch point, right? We don't often think about that, but it is. It's another way that you are marketing to your people. And you have to have clear, repeated invitations to take the next step. You have to constantly be reminding them, showing them stuff. And you have to have a simple and smooth buying experience. We don't want any hiccups along the way. Your clients or prospects need this whole what I'm gonna call ecosystem. Have you created an ecosystem? Do you have like a world that people enter the moment that they first get in touch with you? I want you to think about it right now in your business. Say you, you know, post something on social and someone wants to maybe keep following you or to know more about it, or they they were searching and found you. My question to you would be what happens next? Do you lead them somewhere? Do you invite them to get on your email list, to get a coupon, to an invent? Do you invite to an event? To follow you, to listen to you, to download something, to get a free sample, get a free quote? Is there something that you're doing? Is there like a world that they enter? And when they enter the world, do I feel like or do they feel like that you're the one for them? Like, are you helping them understand that you're the expert? Here's an example. I have been looking at some new patio furniture. We we have a little fire pit outside, and I was like, I need to get maybe some Adirondack chairs, but some of them sit too low. And I know the go-to brand is Pollywood. I don't know if y'all are familiar with Pollywood, but they last outside. And our weather here is so horrible with like humidity and rain and and all this stuff. So you have to have really durable outdoor furniture, or it just doesn't work, like in an uncovered environment, like outside. But, anyways, I've kind of known that Pollywood is the go-to. I'd seen it at Costco, and y'all know that I'm a frequent Costco shopper. My husband had gotten some for our lake house. So, anyways, I was gonna get some for our back and do the little fire pit. And I was like, I guess I'm just gonna look at Pollywood. So I get on their site and I start reading about how they have a 20-year warranty, you know, all this stuff. So I'm looking at it, but you know, some of it's expensive. Some other pieces are expensive that the Adirondack chairs are actually pretty reasonable. It's all the other stuff. Like I was trying to look at some Chase lounges and stuff. And I just keep going back because everything they have, like I keep going back on their site. It's like the 20-year warranty. I go look at any other outdoor furniture and the outdoor furniture that I currently have that I bought from a really nice place has just completely worn out. And I want the 20-year warranty. I feel like they're the experts in this. Like no one else I can really find this quality. And so now their ads are popping up on my social media. I'm getting emails from them about the different pieces. And the touch points are just all around. Like now I got into the vortex. I got sucked into the vortex, and now all I see is their stuff. Again, I'm getting emails. I did place an order for some more modern-looking Adirondack chairs that weren't so deep because my daughters are little. We're all like, I'm five, three and a half. My youngest is like five, two and a half. And my other one's five foot and a half. And we get in those Adirondack chairs and we feel like we got sucked in and we can't get up. We literally can't get up. And so now I'm like, we need some that aren't so deep to the ground. Anyways, I found some more modern-looking ones that aren't so deep. Anyway, so I ordered those, but I am in their world. I'm seeing how they make their products. I'm seeing all the beautiful colors, the warranty and every touch point that they're having with me now is in this voice and personality. Like I got an email update on my order, and it was like, we're so excited to have you in our circle, something like that. I'll have to look it up. But it was like to have you with us or in our family. Like all of a sudden, I entered a family. Are you making people feel like this? Have they entered your world, your family, where they keep getting updates on this world that you you've created, this utopia? You've created this utopia that they're looking for, like where someone understands your needs and gets it. And what are all the touch points? This is what you have to create for your people these days. You have to create a world, an ecosystem, a utopia, whatever you want to call it. But you have to create it. So you have to ask yourself when someone enters my world, whether it's they talk to me, they hear my podcast, see my YouTube channel, see my TikTok, if when they keep getting stuff like, like how are they gonna get more stuff? And what is the voice? What is the imagery? What is the feel? What is the vibe that they are getting from you now once they enter your world? And if you have not created a world, then you've just created a random, like little planet off in outer space where you're forgettable. That's basically it. You're forgettable. You have to welcome them to the family. You know, when you go somewhere new and then people are welcoming and kind and want you to try something and and share something with you, you do. You're like, whoa, I feel welcome here. This is making me happy. I feel seen. What's the world that you are creating for people? Y'all, this is what a lot of small business owners miss, especially new ones, and don't realize that you are just not a drive-thru restaurant. You are just not getting one-off sales. You are creating a world that they enter and you have to capture them and you have to make them part of the family. It's your job. It's your job to welcome them in and say, now you're part of us. Isn't this awesome? We have a 20-year warranty. We have trendy colors, we have comfort, we stand by our product, we have a 30-day warranty. We love this. We love the outdoors. We, you know, all the things. Like I'm thinking about the Pollywood furniture, right? Like everything that they've done, like all of a sudden, I'm part of this like ecosystem. All of a sudden, I'm in a new club. Are you creating that for your people? So think about it today. Think about the people that you already have in your circle somehow. Maybe they bought something from you, they're a podcast listener of yours, whatever it is, they're on your email list. Be intentional today about the world you have created and have you created a world. Be honest with yourself. Have you created a fun vibe that's consistent? It's it's a brand, high level. We call it a brand, but it's the world that you've created for them, the cozy feel, right? It's just like when you frequent a restaurant that has different locations and different states, it's the same feel every time. Like we have these Chewy's Mexican food restaurants near me, and all on the wall are customers' dog pictures. Like their pet dogs, they put the dog photo up on the wall, and there's all in some might say it's tacky. I think it's the cutest thing ever. And it's just all these dog photos over the wall in all over the wall in the bar area. Like if you go there, just get like appetizers or whatever, and you can look at all the pictures of people's dogs and they put the name under it. Like I've been to several locations and they have those. And it's the same feel. It's like this eclectic, casual, and the best salsa and jalapeno ranch ever. Anyways, what's the world? That I enter that world and I'm in it.

unknown: 18:54

Right?

SPEAKER_01: 18:54

I go into Nordstroms, I'm entering a world. Target, I'm entering a world. It's a consistent world. Starbucks, people would say, right? What's the world? This is what small business owners miss. They don't create a world, they just create a fast drive-thru restaurant where someone buys something and they're off. Like they're driving through a town, they'll never be back in. You want to create like a hometown for them versus a random town that they're just driving through. So the payoff of having this is that you have people that have entered your world and they start believing in you. They buy and they rebuy and they share it with their friends. That's what you want. You want your business to be so great that they tell other people about it. You're not dependent on one platform. You stop chasing people, you stop guessing, you stop living in a sales roller coaster mode, and you get steady, reliable revenue. It's amazing. And your customers feel connected. They don't feel like pressured to buy. They want to buy. Costco doesn't pressure me to buy anything. I'm like excited to see what's going on in the store and go there on a Sunday afternoon after church and see that what the heck they have that's new. Right? So think about it right now how you've created a world and have you created like this whole ecosystem that's set up. Again, this is what many small business owners miss. I have a free training that gives you the five steps for how you create the system. It's called how to stop flailing and start growing. And I talk about the system. It's basically your ecosystem, it's your sales machine, it's how you're going to do this and keep people involved and there and show up and get consistent sales. So you can get that free training. And then I do have my course. It's my Grow Getters course. It's a self-paced course. It's the same one I taught to my group programs. And you can get access to it. And I go through all of it in detail. So you can have your whole ecosystem all set up and you have this flow and you don't just have a drive-thru business. You have one that people feel a part of, and that you're able to maintain this whole system and go out and market it and run your business in a way that fits into this season of your life without burning out and all that, that you can have repeat customers, you can have consistent sales and you can continually and easily grow your business. So again, check out the free training below. Make sure you check out the GrowGetters course where I teach you everything. And I'm just so excited for you. I think when you have this aha moment that you realize you're not just creating a sale, you're creating a whole world for an ecosystem for people to be part of and to continually buy from. And they're so excited to refer you to other people. This is how you're going to make the impact that you treat. So that is it. Y'all have a great day.

SPEAKER_00: 21:50

Until next time, bye now. Now, this episode may be over, but our relationship does not have to end here. Head on over to Kimberlybrock.com, and yes, you can get more valuable information for your journey. And you know what? You don't need to go through this alone. I would love to help you. Thank you so much and have a great day. Bye.