Shownotes
- Part 1 - Makeup Talk to Show Up as Your Best Beautiful Confident Self
- Part 2 - What is Your Brand Story? How to Talk about your Small Business with Confidence <-- YOU ARE HERE
BUSINESS BUILDING INSIGHTS
- Understand that when you own a business, it means you're a salesperson. Don't be afraid to sell - instead, learn how to do it in a way that aligns with your values.
- If you know what your customer's problem is and the solution you have that solves it makes selling easier and more comfortable.
- Be honest and truthful when you give information to people. Avoid manipulating and making people fear that they’re missing out on something.
- Be of service to your customers so they can make a purchasing decision versus shutting down their critical thinking ability. Help people process your message rather than buying out of fear.
- You don't have to use the hard-sell marketing tactics you see online. Despite what 'bro-marketers' say, that is not the only or even the best way to sell.
- Tune in to the full episode to catch the full conversation about selling your one-of-a-kind or limited inventory items!
How To Tell Your Brand Story
- Tap into the excitement of creating whatever it is you create. Talk about your work, how it was created, or how they can use it from that place of excitement. If you're excited about your thing, the person you're talking to is will be excited, too.
- Knowing what to say in order to sell comes along with knowing your message and how you describe your product.
- Think about your audience or potential client - Why would they be interested in purchasing your thing? How could use it in their life? - and speak to that need.
- Make the conversation more about them than about you.
- Capture your client's language and how they talk about your product. When someone is looking at your product, ask them what they like about it. <-- Pro tip!
- Create a love file of positive reviews and nice emails you get from people about your products. Go into your love file to remind yourself your work has value. It has meaning. It touches people's lives. It makes their life better in some way.
- Prepare a statement that is short, conversational, and curiosity-provoking so you know what to say when someone asks what you do. It should include what you make, who it's for, and how it's different. <-- Hot tip!
- Your goal is to establish a relationship and keep the conversation going. You want to learn about the person in front of you.
- Create a 3-Word Rebellion: Position your business in a way that makes other people talk about it. <-- Listen in for the scoop on how to do this!
- To gain more confidence, figure out ahead of time what you want your words to be:
- Who you are and what you're about
- What's your 3-word rebellion
- Practicing. Do people respond when you share your 'what you do' statement? See what people respond to and what they don't. Tweak as needed.
- Use words that feel like you and practice until it feels natural.
- Your work matters. It's worthy of attention.
- Tune in to the full episode to get lots more tips
Resources Mentioned
Dr. Michelle's Contact Links
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Transcripts
Gift biz,
Speaker:unwrapped episode 306,
Speaker:reminding yourself like,
Speaker:Hey, it's okay to put myself out there and share the
Speaker:work that I'm doing in the world because it's important.
Speaker:I'm a big deal.
Speaker:Attention. Gifters bakers,
Speaker:crafters, and makers pursuing your dream can be fun.
Speaker:Whether you have an established business or looking to start one.
Speaker:Now you are in the right place.
Speaker:This is gift to biz on wrapped,
Speaker:helping you turn your skill into a flourishing business.
Speaker:Join us for an episode,
Speaker:packed full of invaluable guidance,
Speaker:resources, and the support you need to grow.
Speaker:Your gift biz.
Speaker:Here is your host gift biz gal,
Speaker:Sue moon Heights.
Speaker:Hi there.
Speaker:It's Sue And I'm so happy that you're here with me
Speaker:today has a handmade product maker.
Speaker:You create the most beautiful,
Speaker:delicious, and life enhancing products.
Speaker:I'm so impressed with your talent and you always put a
Speaker:smile on my face.
Speaker:When I see your newest creations,
Speaker:I'm always watching and I'm also always listening.
Speaker:Let me back up here for a second in our Facebook
Speaker:group, gift biz breeze.
Speaker:You know this,
Speaker:and I've seen this.
Speaker:If you're already there,
Speaker:I asked what you need help with the most right now.
Speaker:And you totally surprised me.
Speaker:It wasn't email marketing.
Speaker:It wasn't doing video or any other number of topics that
Speaker:make up a solid growing business.
Speaker:Nope. What you overwhelmingly are asking for is help with social
Speaker:media posting because I was so surprised at your response.
Speaker:I really needed to know more.
Speaker:That's when you told me that you're putting in the time
Speaker:you're posting frequently,
Speaker:maybe even every day,
Speaker:and you're discouraged because you aren't seeing any of this move
Speaker:the needle for your sales.
Speaker:I hear your frustration.
Speaker:Some of you have even told me you're at the point
Speaker:of just throwing in the towel on social media altogether,
Speaker:wait, please don't do that.
Speaker:Here's the thing.
Speaker:Some adjustments are needed.
Speaker:That's all you see putting in more time posting in the
Speaker:same way.
Speaker:Isn't going to magically bring you the sales.
Speaker:You need to change the way you're posting and what you're
Speaker:posting. You don't need to put in more work.
Speaker:You need to put in the right work.
Speaker:And that's when things will change.
Speaker:So based on all your comments and my followup conversations,
Speaker:I've created your solution.
Speaker:It's called content for makers and is specially created for handmade
Speaker:product makers like you because when you get your posting strategy
Speaker:and topics,
Speaker:right, everything else falls into place.
Speaker:Content for makers will enlighten you as to why your current
Speaker:social media activities aren't converting into sales.
Speaker:It'll also show you how to put in less time and
Speaker:start seeing activity that will lead to increased sales.
Speaker:Just imagine a day where you know exactly what to post
Speaker:and get it done in less than five minutes.
Speaker:Then you interact with potential clients,
Speaker:deepen relationships with those you already know.
Speaker:And all of this just continues to build upon itself naturally.
Speaker:Yes, this is possible.
Speaker:Content for makers includes a step-by-step strategy to formulate your unique
Speaker:plan based on your business and your products.
Speaker:Then you'll get 375 social media prompts.
Speaker:So over a full year of ideas,
Speaker:along with a 375 prompts come a 375 image suggestions.
Speaker:So you're not left hanging on the creative.
Speaker:These prompts and image suggestions can be used for all platforms
Speaker:and all types of posting images.
Speaker:Live streaming,
Speaker:reels, even email topics,
Speaker:but that's not all posts aren't going to work.
Speaker:If the right people aren't seeing them.
Speaker:So you'll also receive a video and worksheet on how to
Speaker:choose the right hashtags.
Speaker:This is the way to attract the right people who are
Speaker:most likely to become your customers.
Speaker:Most people are doing this all wrong.
Speaker:There's more to content for makers too.
Speaker:To see all the details,
Speaker:jump over to gift biz,
Speaker:unwrapped.com forward slash content for makers.
Speaker:But honestly at only $27,
Speaker:it's a no brainer.
Speaker:Why carry on posting as you've been doing all along expecting
Speaker:different results.
Speaker:Sign up for content for makers now and see the transformation
Speaker:of your posting experience change right before your very eyes,
Speaker:gift biz,
Speaker:unwrapped.com forward slash content for makers ready and waiting for your
Speaker:instant access right now.
Speaker:Go ahead,
Speaker:pause this podcast for a second and come back right after
Speaker:it's that worth it.
Speaker:Moving on to today's show.
Speaker:This is part two of a short series we're doing on
Speaker:confidence last week,
Speaker:we did a fun but important episode on how looking good
Speaker:on the outside.
Speaker:Boosts our confidence on the inside today.
Speaker:We're talking about that confidence and ensuring that you presented to
Speaker:the world through your words,
Speaker:meaning how you represent your business,
Speaker:by the way you describe what you do,
Speaker:because the way you show up and talk about your product
Speaker:can make or break a sale.
Speaker:What happens when people ask you what you do seriously?
Speaker:Think about it.
Speaker:No more stumbling over your words or timid talk for you.
Speaker:Dr. Michelle shares her powerful three word rebellion concept that will,
Speaker:along with the other things we talk about in the show
Speaker:set you up to show people your best,
Speaker:most confident self,
Speaker:the maker behind a business that deserves to be held in
Speaker:high regard whose products deserve to be talked about and highlighted
Speaker:in all their glory.
Speaker:Here's how to make that happen.
Speaker:Okay. Today I am so excited to introduce you to Dr.
Speaker:Michelle. Mazor Dr.
Speaker:Michelle works with brilliant business owners who are shaking things up,
Speaker:but having trouble talking about it.
Speaker:She combines the tools of successful social movements with the qualitative
Speaker:research skills she earned in her communications PhD to help them
Speaker:craft their powerful captivating message.
Speaker:The author of the three world rebellion host of rebel uprising
Speaker:podcast, and featured in fast company,
Speaker:entrepreneur and Inc.
Speaker:She knows that.
Speaker:Speaking about what you do in a clear and captivating way
Speaker:is the key to reach the people you could help the
Speaker:most and make more money in your business.
Speaker:Dr. Michelle,
Speaker:welcome to the gift biz on wrapped podcast.
Speaker:SU I am thrilled to be here talking to you today.
Speaker:Me too.
Speaker:We are going to dive into something that could be potentially
Speaker:life-changing for a lot of the people who are listening here
Speaker:just in the way they bring themselves out to the world.
Speaker:Yes. Before we dive in,
Speaker:I have a little bit of a tradition here,
Speaker:and that is for you to describe yourself in a creative
Speaker:way through a motivational candle.
Speaker:So if you were to envision the perfect candle,
Speaker:so by color,
Speaker:and then a quote or a saying that would be on
Speaker:your candle,
Speaker:what would it look like?
Speaker:It's So funny that you asked this question because I love
Speaker:it. And I have a candle that sits on my desk
Speaker:and on it,
Speaker:it says I'm a big deal to remind myself that my
Speaker:work is meaningful and worthwhile in the world.
Speaker:And it's scented.
Speaker:It smells like cookies baking in the oven,
Speaker:which is one of my favorite things.
Speaker:And the only thing I would change about it,
Speaker:it's a white candle.
Speaker:And I would actually make this candle like a purple because
Speaker:that's my favorite color in the whole wide world.
Speaker:And it would just bring me much more joy in my
Speaker:life. Well,
Speaker:you know,
Speaker:whenever I think of purple,
Speaker:I think of royalty and boldness and visibility,
Speaker:and that ties into being a big deal.
Speaker:Exactly. Yeah,
Speaker:Exactly. Like reminding yourself,
Speaker:like, Hey,
Speaker:it's okay to put myself out there and share the work
Speaker:that I'm doing in the world because it's important.
Speaker:I'm a big deal.
Speaker:Right. But you know what we do,
Speaker:we're all bright purple,
Speaker:but we make our own Lilac.
Speaker:Yes we do.
Speaker:Yeah. It's like we mute our voices and our shine.
Speaker:I think so.
Speaker:And this is going to be the topic that I really,
Speaker:really want to talk about and address today,
Speaker:but let's talk a little bit about your evolution to where
Speaker:you are now.
Speaker:Give us a little bit of your journey.
Speaker:Yeah. So I've always been involved in communication since my sophomore
Speaker:year in high school.
Speaker:So this has been a very long journey for me.
Speaker:I've realized the other day that I got my PhD 20
Speaker:years ago,
Speaker:I've been in the field for a very,
Speaker:very long time.
Speaker:It is my passion.
Speaker:So I started as an academic.
Speaker:I was a professor at the university of Hawaii,
Speaker:teaching persuasion and argumentation.
Speaker:And although I love Hawaii to visit,
Speaker:it's a very difficult place to live.
Speaker:And it's very difficult if you're a single Polish girl from
Speaker:New York dating was not a thing.
Speaker:And I knew that I needed to move in order to
Speaker:have the things that I wanted,
Speaker:like a husband,
Speaker:a relationship.
Speaker:So I moved back to the mainland and was in corporate
Speaker:for a while.
Speaker:I did market research,
Speaker:but all the while I was still doing a lot of
Speaker:communication things because my boss,
Speaker:my peers all knew that I was really good with messaging
Speaker:and helping people get on stage to speak or help them
Speaker:like figure out how to create a pitch.
Speaker:And so I would always be called into those things,
Speaker:even though they weren't my job,
Speaker:my job had nothing to do with that.
Speaker:I was doing like hardcore market research.
Speaker:And eventually one of my friends said to me,
Speaker:you know,
Speaker:Michelle, you just have so much talent in communication.
Speaker:You have so much knowledge.
Speaker:And it's a shame that you are not sharing what you
Speaker:know, with other people who could immensely benefit from it so
Speaker:that they can get their messages out into the world was
Speaker:like, just do something,
Speaker:start a blog,
Speaker:start anything.
Speaker:And I started a blog and originally it was just focused
Speaker:on public speaking.
Speaker:Cause that was a big passion in my life was helping
Speaker:people speak.
Speaker:I think it's because I wasn't very good at it and
Speaker:spend a lot of time in the woodshed making it happen
Speaker:so that I could master that skill.
Speaker:And I'll let you in a little secret.
Speaker:I don't love the speaking industry.
Speaker:I see an industry that undervalues speakers and undervalues the knowledge
Speaker:and experience that they bring.
Speaker:And by undervalue,
Speaker:I mean doesn't pay people.
Speaker:And eventually I was like,
Speaker:Nope, not going to work with speakers anymore.
Speaker:And that's when I happened upon my three word rebellion messaging
Speaker:framework. And I'm like,
Speaker:yeah, this is what I want to do.
Speaker:I want to help amazing business owners who either create transformational
Speaker:results, make amazing products and gifts and candles and whatever else
Speaker:communicate their message so that they can show up and market
Speaker:and reach more people.
Speaker:And so that kind of brings me where I am today.
Speaker:I love that first off.
Speaker:I can't imagine it would be hard to be in Hawaii.
Speaker:I've just have to say,
Speaker:but that's an aside because I understand why you'd want to
Speaker:come back,
Speaker:but I'm just like,
Speaker:Oh no,
Speaker:that sounded pretty good.
Speaker:It's interesting.
Speaker:Cause you get to a point.
Speaker:I think I was eight months in and I started watching
Speaker:the planes every day,
Speaker:leaving the Island and wishing that I was on them.
Speaker:And when I ever,
Speaker:I would go back to the mainland,
Speaker:it was the funniest thing because like I'm the person at
Speaker:the airport in Hawaii who was like,
Speaker:yes, I'm leaving.
Speaker:And then when I was coming back,
Speaker:I was the only person on the plane who was like,
Speaker:Oh man,
Speaker:do I have to go back?
Speaker:Ah, I have to go back to Hawaii.
Speaker:And everybody else is like,
Speaker:Oh, I'm on base.
Speaker:Yeah. I mean,
Speaker:my vision is landing in Maui and getting those beautiful lays
Speaker:and seeing the whales and all that.
Speaker:But then again,
Speaker:that's vacation.
Speaker:That's not living.
Speaker:Yes, I get it.
Speaker:But this mission that you're on,
Speaker:I can't underscore enough how important this is because I feel
Speaker:like in my community and gift biz listeners,
Speaker:I know you're going to feel it because we feel it
Speaker:in ourselves.
Speaker:We have so much passion around what we make,
Speaker:but for some reason,
Speaker:and I don't know that it's just handmade creators either,
Speaker:but it is really prevalent in our communities.
Speaker:It's hard for us to transmit that light and that excitement
Speaker:and that joy with confidence and commitment and all that our
Speaker:products really do deserve.
Speaker:So I'm really excited to get into that.
Speaker:But before we do I'm of course I'm delaying,
Speaker:right. But I think that this will be important.
Speaker:You were mentioning in our conversations earlier about this whole bro
Speaker:marketing, what does that mean?
Speaker:Where has that gotten us or not gotten us?
Speaker:Is this a good place to start?
Speaker:Yes. I love this question.
Speaker:Fro marketing is the use of psychological triggers and hacks things
Speaker:like scarcity and social proof and liking and authority to basically
Speaker:shut down.
Speaker:People's ability to think about a purchasing decision,
Speaker:thereby taking away their consent and really manipulating people and coercing
Speaker:them into buying.
Speaker:And that probably is making your listeners feel like,
Speaker:Ugh, that's a terrible way to market and sell.
Speaker:And I 100% agree.
Speaker:But if you have an on-line store,
Speaker:bro marketing is what is primarily taught as the way to
Speaker:market your business.
Speaker:In fact,
Speaker:it feels like it's the only way to market your business
Speaker:on line and that's not true.
Speaker:And I also think what happens when we're taught a way
Speaker:to market,
Speaker:a way to sell that isn't in alignment with our values,
Speaker:our ethics,
Speaker:our principles.
Speaker:It makes us feel like we're terrible at marketing.
Speaker:We're terrible at sales because we wouldn't want to be marketed
Speaker:to that way ourselves.
Speaker:We've been in that situation and then we're taught to do
Speaker:it. And so it undermines our confidence.
Speaker:And as I was telling you,
Speaker:before we started recording,
Speaker:I had a client recently who had this aha,
Speaker:that kind of shook me to my core because it was,
Speaker:Oh, I thought I was terrible at marketing and sales,
Speaker:but really I'm terrible at borough marketing.
Speaker:And so that type of marketing just cut away at our
Speaker:confidence for showing up and marketing our amazing gifts to the
Speaker:world because we think we're doing it wrong and we're not,
Speaker:Well, this brings to mind,
Speaker:to me,
Speaker:you're talking about online that this is how you're taught online.
Speaker:I also remember going to conferences where there are speakers on
Speaker:stage and how manipulative,
Speaker:not all speakers.
Speaker:Now. I'm not saying that right now,
Speaker:even though I know you're not a fan of the speaking
Speaker:industry overall,
Speaker:but I'm not talking about that.
Speaker:I'm talking about the people who strategically and I'll use the
Speaker:same word you dude,
Speaker:because it came to mind for me to manipulate the audience,
Speaker:right? Like the whole psychological,
Speaker:emotional upswing,
Speaker:and then scarcity,
Speaker:if you don't act right away,
Speaker:because the price is going to go up,
Speaker:the books are going to be sold out.
Speaker:Like whatever classes are going to be filled,
Speaker:any of that,
Speaker:that do it now or don't do it.
Speaker:And that just feels so what is it?
Speaker:Snake oil salesy to me.
Speaker:Yes. No,
Speaker:I know exactly what you're talking about.
Speaker:The speak to sell phenomenon where you ratchet up the buying
Speaker:tension and it's even worse in person because you see other
Speaker:people running to the back of the room to buy,
Speaker:Do it.
Speaker:I know it's terrible.
Speaker:And then you feel that pressure to like,
Speaker:Ooh, am I missing out on this?
Speaker:And like,
Speaker:you can manipulate the environment,
Speaker:like making it colder.
Speaker:So people feel more anxiety like,
Speaker:Oh Yeah,
Speaker:Ooh. I didn't even know that.
Speaker:Oh yeah.
Speaker:Like it's way worse in person than it is when you're
Speaker:just like reading a website or getting emails way worse in,
Speaker:well, I have to say you've already given me a realization
Speaker:about this confidence thing,
Speaker:because I also want to share with you that back in
Speaker:my corporate world,
Speaker:I was in sales and marketing.
Speaker:And when I was first learning sales,
Speaker:the idea was you went into a client,
Speaker:you found out what their need was and you made sure
Speaker:to work it so that the product you were selling merges
Speaker:into the solution of their need.
Speaker:If they didn't have a need,
Speaker:you would create one for them.
Speaker:Like tell them the problems with their business.
Speaker:Like this is the way I was taught to do it.
Speaker:Right? Yeah.
Speaker:Yeah. So you are manipulating and I'm used,
Speaker:there goes that word again,
Speaker:the events so that you could sell,
Speaker:it was all about sales.
Speaker:And I'm talking about in the late eighties,
Speaker:early nineties timeframe.
Speaker:So I'm dating myself.
Speaker:I know,
Speaker:but this is important or else I would never reveal it.
Speaker:Right. And then what would happen is when a new,
Speaker:and I know this happened in all industries,
Speaker:I have friends who are in the big name,
Speaker:computer industries.
Speaker:We would talk like Friday night drinks,
Speaker:whatever. We'd talk about our sales jobs,
Speaker:right? So I know this happens everywhere.
Speaker:But then when there is a specific product of choice that
Speaker:the company wants to push,
Speaker:then you have to change your need statement because you need
Speaker:to be selling the products that the company wants you to
Speaker:sell, regardless of whether they're the right solutions for your customer.
Speaker:Yeah. And I say all of this because it leads to
Speaker:the idea and it may be,
Speaker:everybody has their little version of this,
Speaker:but that leads to lack of confidence from someone like me,
Speaker:who's forward facing to the client who wants to do the
Speaker:best for the client and the business at the same time.
Speaker:But I don't want to sell something that I know darn
Speaker:well, we either have no solution for them right now,
Speaker:or a better product solution.
Speaker:But don't,
Speaker:you know,
Speaker:if I go back and tell the wrong thing,
Speaker:I'm gonna hear about it.
Speaker:Yes. And that,
Speaker:I never thought of it this way before that this is
Speaker:the origins of losing confidence,
Speaker:because it doesn't align with what you feel is the right
Speaker:thing to be doing.
Speaker:Yeah. I mean,
Speaker:as a sales person and when you're a business owner,
Speaker:you're a sales person.
Speaker:You want to give your client what they need,
Speaker:not what somebody else is telling you what they need.
Speaker:So being able to show up and say like,
Speaker:Oh, this is your problem.
Speaker:Oh, this is the solution that you need.
Speaker:And I feel like sales has moved more in that direction,
Speaker:in the corporate landscape now because they realized that it created
Speaker:a lot of resentment and dissatisfied customers and no loyalty.
Speaker:Buyer's remorse it,
Speaker:creating all of that when you're pushing a solution that doesn't
Speaker:actually solve the problem.
Speaker:And then yeah,
Speaker:you feel like you're a terrible salesperson when you know that
Speaker:that's not what they need.
Speaker:They need something else.
Speaker:But the good news is that when we own our own
Speaker:businesses, we steer the ship and we can do what we
Speaker:want. Yes.
Speaker:So that leads us to where most of us are today.
Speaker:But if any of you have had experiences like I have,
Speaker:and you felt less than confident in speaking or in a
Speaker:sales situation,
Speaker:because you've maybe been tainted by past experiences.
Speaker:I think when you recognize where some of this lack of
Speaker:confidence comes from,
Speaker:it's the first step to changing it.
Speaker:Not everybody,
Speaker:not everyone will be this way,
Speaker:but a portion of people who are listening well,
Speaker:you guys know if it resonates with you or not.
Speaker:So bro marketing,
Speaker:having a specific strategy and way to psychologically arrange your material
Speaker:or the way you say something or the way you position
Speaker:things that walk people into purchasing.
Speaker:Right? Yeah.
Speaker:And you're usually like manipulating making them fearful or fear of
Speaker:missing out a lot of,
Speaker:especially more in the services,
Speaker:like poking at people's pain points so hard that they're pretty
Speaker:much paying you just to shut up and stop it versus
Speaker:like, Oh,
Speaker:this is the thing that's going to solve my problem.
Speaker:It's like,
Speaker:no, just take my money.
Speaker:So you go away.
Speaker:Well, so let me challenge this a little bit in our
Speaker:industry. A lot of things that we make are one of
Speaker:a kind or original batches.
Speaker:So there is a level you're either going to get it
Speaker:now or we're going to run out.
Speaker:And that really is true,
Speaker:right? Yes.
Speaker:And that is kind of a scarcity tactic.
Speaker:Right? Buy it now,
Speaker:or it's going away.
Speaker:I love the ones where they're online,
Speaker:digital programs.
Speaker:So they're infinite.
Speaker:But if you don't get it now,
Speaker:you can't have it.
Speaker:And I get cart closing and all that.
Speaker:But in our industry,
Speaker:that can really be true because you may have only made
Speaker:five that looked like this,
Speaker:and you're not going to make more than that because you
Speaker:like making pieces original almost every time in that way.
Speaker:I think that's not real marketing.
Speaker:Cause that's an honest,
Speaker:no way it is,
Speaker:right? Yeah.
Speaker:Not at all.
Speaker:Yes. You are completely correct.
Speaker:Like when something is actually scarce,
Speaker:like you've only made five pieces or you used a,
Speaker:one of a kind stone in the jewelry that you're creating
Speaker:then yeah.
Speaker:There's natural scarcity built in.
Speaker:And when it's real,
Speaker:when it's truthful,
Speaker:then you're in integrity.
Speaker:When you tell people like,
Speaker:Hey, I only have five of these to sell and I
Speaker:won't be able to make any more because maybe you don't
Speaker:have the materials or you have a new idea you want
Speaker:to play with.
Speaker:So think that is being honest and truthful and actually just
Speaker:giving information to people.
Speaker:Yeah. That's also a strategic play.
Speaker:I mean,
Speaker:that may be the way your product is.
Speaker:Something might only always be one of a kind.
Speaker:If someone wants the exact one,
Speaker:you're showing whoever buys it first gets it.
Speaker:Yep. It seems to me,
Speaker:tell me if you agree with my thinking.
Speaker:It seems to me that if you're using that as a
Speaker:strategy to drive sales,
Speaker:which I don't think is a bad idea when it's honest.
Speaker:Nope. You also explain why it's that way.
Speaker:These are one of a kind based on the materials that
Speaker:we use.
Speaker:I'm thinking of one company in particular and every single piece
Speaker:is a little bit different.
Speaker:Like they have different colors.
Speaker:Like you can look at grays and blacks.
Speaker:You can look at brighter,
Speaker:bold colors.
Speaker:You can look at more citrusy colors,
Speaker:but in those different color streams,
Speaker:every single piece is different.
Speaker:And so I'm thinking when you present that,
Speaker:you still explain why there's only one of each one.
Speaker:So that adds some credibility to what you're talking about.
Speaker:Exactly. And here's the thing like Robert Cialdini in his book
Speaker:influence where a lot of these bro marketing tactics come from,
Speaker:it's a really excellent book,
Speaker:but it's been very abused would say that when something is
Speaker:one of a kind and it makes it scarce and it
Speaker:makes it more valuable.
Speaker:So someone who knows like,
Speaker:Oh my gosh,
Speaker:there's only one of this.
Speaker:There's only one piece.
Speaker:Then they're going to be more likely to buy and even
Speaker:pay more because it is a scarce resource.
Speaker:Right? So one other thing that comes to mind here,
Speaker:I'm not saying supporting the bro tactics,
Speaker:but twisting some of the tactics a little bit to be
Speaker:acceptable is we all know how often people will say,
Speaker:yeah, I'm going to do that,
Speaker:but I'll do it tomorrow.
Speaker:And then tomorrow comes and you forget.
Speaker:So sometimes some things that I think would fall into bro
Speaker:tactics are really on our part trying to get people who
Speaker:want it to actually take that action because they might still
Speaker:have wanted it,
Speaker:but just forgotten.
Speaker:Yeah. They jumped off your website.
Speaker:The kids are throwing things across the room and they never
Speaker:get back to it.
Speaker:Even though they wanted it.
Speaker:Some of us is just prompting the action to be taken
Speaker:now. Yeah.
Speaker:And I think what's important to keep in mind is like
Speaker:these psychological triggers are actually very neutral.
Speaker:In fact,
Speaker:we rely on them all day long to make decisions,
Speaker:to make purchasing decisions.
Speaker:When you go to the grocery store,
Speaker:you are relying on most of these tactics to get in
Speaker:and out of the store because you're not going to weigh
Speaker:the pros and cons of yogurt,
Speaker:right. We're not there to do that.
Speaker:And so when we start thinking about how we're using the
Speaker:tactic, how we're using scarcity or something,
Speaker:being a one of a kind or sending an extra email
Speaker:to remind people like,
Speaker:Hey, I noticed you were looking at this thing,
Speaker:are you still interested?
Speaker:That is more in service of them making the purchasing decision
Speaker:versus shutting down their critical thinking abilities so that they just
Speaker:buy because they feel fear or FOMO or whatever else.
Speaker:And if you're doing it in service of making a purchasing
Speaker:decision, you're helping people process the message and get to a
Speaker:yay or nay for my ethical principles.
Speaker:There's nothing wrong with that.
Speaker:I like that in service to go through in your mind
Speaker:and think,
Speaker:are you being in service of somebody versus your trying to
Speaker:push your product at them?
Speaker:Exactly. So let's transition the conversation to the biggest challenge.
Speaker:I think we all have,
Speaker:and I even have it still from time to time,
Speaker:even though I'm way better now.
Speaker:And that is talking about what our business and our product
Speaker:is when we're introducing ourselves to people or sharing like at
Speaker:a craft show,
Speaker:when people come up to a booth or something and it
Speaker:breaks my heart.
Speaker:When I see people who I'll ask them the questions,
Speaker:cause I go out to shows all the time and they're
Speaker:very demure and shy and timid about the product versus the
Speaker:person who I'm not going to say,
Speaker:being obnoxiously bold,
Speaker:but bold,
Speaker:confident, clear,
Speaker:excited. It's a whole different feeling that you get about the
Speaker:business and buying the product.
Speaker:When you have those two dynamically different ways of communicating,
Speaker:the products could be equal.
Speaker:In fact,
Speaker:the product of the more timid person might even be better,
Speaker:but the messages and getting across,
Speaker:yes, we need help.
Speaker:Dr. Michelle.
Speaker:Okay. So a few things to think about is you hit
Speaker:on something very important.
Speaker:The excitement,
Speaker:I think for me before messaging always tapping into the excitement
Speaker:of creating whatever it is that you create and speaking to
Speaker:people, especially in a one-on-one setting from that excitement to think
Speaker:about like,
Speaker:Oh, this person is right in front of me,
Speaker:they're at my booth at the show.
Speaker:And they're looking at my stuff.
Speaker:This is amazing.
Speaker:And harnessing that to talk about your work,
Speaker:talk about how it was created or how they could wear
Speaker:it or how they can use it in their house from
Speaker:that place of excitement.
Speaker:Because then I think selling becomes natural and easy because if
Speaker:you're excited about your thing,
Speaker:the person you're talking to is going to be excited about
Speaker:what it is you're selling.
Speaker:And then I think the second part of this is also
Speaker:knowing what to say in order to sell.
Speaker:And that comes with your messaging,
Speaker:right? It comes to how you're describing your product.
Speaker:It comes from thinking about your audience or your potential client,
Speaker:why they would be interested in purchasing it and how they
Speaker:could use it in their life.
Speaker:And speaking to that need when we're in communication with them
Speaker:and really making the conversation more about them than about you.
Speaker:One of my,
Speaker:like I love buying jewelry from makers.
Speaker:I have so much jewelry from different makers over the years.
Speaker:And what I love is when I'm buying an in person
Speaker:and they're like,
Speaker:Oh, I see you're looking at that piece.
Speaker:What do you like about it?
Speaker:Ooh. And I'd be like,
Speaker:Oh, you know,
Speaker:the color is just so great.
Speaker:And I have a photo shoot coming up and I really
Speaker:want something that's gonna stand out from the outfit I'm wearing.
Speaker:And I think this might be the thing.
Speaker:And then they can start a conversation from there and maybe
Speaker:they have something else they want to show me and I'd
Speaker:be open for it because now they know what my need
Speaker:is. They had the conversation with me.
Speaker:It's great market research too.
Speaker:Oh my gosh.
Speaker:Yes. I am a big fan of capturing your client's language
Speaker:and how they talk about your product.
Speaker:Like, you know,
Speaker:at the beginning of this,
Speaker:I was talking about the candle.
Speaker:That's sitting on my desk and I was like,
Speaker:yeah, this candle gives me confidence.
Speaker:I look at it every day and it is a reminder
Speaker:to me that my work has worth now the maker might
Speaker:not even know that,
Speaker:but it's an important insight into the candle that created Well,
Speaker:that also makes me feel,
Speaker:we talk and that's not for this show,
Speaker:but it's going to lead in to what we're talking about
Speaker:here is that it's standard best business practice to ask for
Speaker:product reviews.
Speaker:And usually that is so other people have confidence that you
Speaker:turn around the product quickly.
Speaker:The product is of good quality,
Speaker:all of that.
Speaker:But I'm thinking about it from a different end here with
Speaker:confidence that one of the things you talk about is think
Speaker:about the excitement that you have in making the product and
Speaker:the love of the product,
Speaker:because that allows you to share your story.
Speaker:But also think of some of the reviews,
Speaker:or maybe if you don't have reviews,
Speaker:some of your customers who've told you how much they love
Speaker:the product,
Speaker:because I'm also thinking our confidence is our uncertainty.
Speaker:Whether people,
Speaker:We like what we have,
Speaker:Like our continuing questioning of is my product really any good.
Speaker:And that comes out to me more than anything when see
Speaker:people who are a little more timid,
Speaker:they're new.
Speaker:So they don't have a lot of experience in those successes
Speaker:yet, but they're also then inhibiting getting to that place because
Speaker:they're representing themselves so much less than what they all are
Speaker:Already are.
Speaker:Yeah. And one of the things I tell my clients all
Speaker:the time is to create what I call a love file,
Speaker:which is basically taking those positive reviews,
Speaker:taking nice emails that you get from people and putting it
Speaker:in one place so that when you are feeling like,
Speaker:Ooh, maybe my work,
Speaker:isn't all that good.
Speaker:Like, I don't know if I should be selling this.
Speaker:Even you can go into your love file and remind yourself
Speaker:that your work has value.
Speaker:It has meaning it touches people's lives.
Speaker:It makes their life better in some way.
Speaker:And that way you can kind of tap back into that
Speaker:enthusiasm and excitement about the products you're selling.
Speaker:Yes. I'll also say that that file doesn't have to be
Speaker:huge because when you have one or two people who have
Speaker:said that they appreciate and love your product and probably not
Speaker:your friends and family one or two strangers,
Speaker:then there are more of them out there.
Speaker:Yes. Because those are the people you know about.
Speaker:Right. There's a whole host of people that you have no
Speaker:idea that have been to your website,
Speaker:or maybe they purchased something small from you and didn't leave
Speaker:a review,
Speaker:but they love it.
Speaker:And they use it every day.
Speaker:So we've talked.
Speaker:What about like the mental state of if someone comes up
Speaker:or you've been approached,
Speaker:whether you're at a networking meeting,
Speaker:you're at a farmer's market table,
Speaker:you're at a cocktail party and someone says,
Speaker:Oh, well,
Speaker:what do you do?
Speaker:And you go into,
Speaker:you know,
Speaker:they call it an elevator speech.
Speaker:I like to call it an introduction message.
Speaker:Yeah. But any tips for that,
Speaker:just like from zero to talking about your business of how
Speaker:to establish that confidence,
Speaker:We're going to get Dr.
Speaker:Michelle's tips on how to establish confidence when talking about your
Speaker:business right after this quick break.
Speaker:Yes. It's possible increase your sales without adding a single customer.
Speaker:How you ask by offering personalization with your products,
Speaker:wrap a cake box with a ribbon saying happy 30th birthday,
Speaker:Annie, or at a special message and date to wedding or
Speaker:party favors for an extra meaningful touch.
Speaker:Where else can you get customization with a creatively spelled name
Speaker:or find packaging?
Speaker:That includes a saying whose meaning is known to a select
Speaker:to not only are customers willing to pay for these special
Speaker:touches. They'll tell their friends and word will spread about your
Speaker:company and products.
Speaker:You can create personalized ribbons and labels in seconds,
Speaker:make just one or thousands without waiting weeks or having to
Speaker:spend money to order yards and yards print words in language
Speaker:or font,
Speaker:add logos,
Speaker:images, even photos,
Speaker:perfect for branding or adding ingredient and flavor labels too.
Speaker:For more information,
Speaker:go to the ribbon print company.com.
Speaker:Yes. The big thing is to know what you want to
Speaker:say. Right?
Speaker:So preplan it.
Speaker:Yeah. Already know your words.
Speaker:Yes. Especially like you're at an event or you're doing like
Speaker:some online networking and people ask you like,
Speaker:well, what do you do?
Speaker:What do you create?
Speaker:And you're like,
Speaker:well, I make jewelry.
Speaker:And it's nice.
Speaker:Like people seem to like it.
Speaker:This is exactly what people do.
Speaker:Dr. Michelle.
Speaker:Exactly. Versus saying something like I creeped jewelry that are statement
Speaker:pieces for bold women who want to show up fully for
Speaker:their lives.
Speaker:Oh my gosh.
Speaker:That's perfect.
Speaker:Right. Because then if it's the right person,
Speaker:they're going to be like,
Speaker:Oh, what does your jewelry look like?
Speaker:Like I'm a bold woman.
Speaker:Show me what I've got.
Speaker:And we try to wordsmith this like crazy and come up
Speaker:with all these fancy words that nobody even understands or knows
Speaker:what you're talking about.
Speaker:And what I heard you just say were nice.
Speaker:I should've been writing it down as we went,
Speaker:but all of them are easy words,
Speaker:but they lead to,
Speaker:like, you just covered all of it.
Speaker:What someone makes,
Speaker:who it's for and why it's different.
Speaker:Yeah. You just did all three of those right there.
Speaker:Yes. And it should be really short,
Speaker:really conversational and a little curiosity provoking because now when I'm
Speaker:talking about statement pieces for bold women who want to show
Speaker:up confidently in their lives,
Speaker:I'm like,
Speaker:Oh, well,
Speaker:I'm that show me,
Speaker:give me some examples.
Speaker:I want to see it now because now I'm interested and
Speaker:you probably ought to be wearing one of your pieces.
Speaker:Yes. Oh,
Speaker:please. Especially if you're in a business environment where you're representing
Speaker:your business,
Speaker:because then you could say,
Speaker:Oh, like this piece,
Speaker:and then you can tell a story about that piece or
Speaker:whatever it would be.
Speaker:And then it's a conversation and it's not selling.
Speaker:Yeah. I work with like a lot of service providers and
Speaker:with the three word rebellion framework,
Speaker:it's something like one of my clients,
Speaker:hers is like profit without worry.
Speaker:And so when she introduces herself,
Speaker:she's like,
Speaker:Oh, I help business owners to profit without worry.
Speaker:And immediately be like,
Speaker:Oh, tell me about that.
Speaker:What does that look like?
Speaker:Like I worry about money,
Speaker:right? So you're always wanting to create some kind of conversation
Speaker:because I feel like most elevator pitches they're dead ends.
Speaker:Right. You don't know where to go.
Speaker:It's like interesting.
Speaker:Always think about like,
Speaker:how can I say this in a way that's intriguing,
Speaker:curiosity provoking.
Speaker:That's going to make the right person say,
Speaker:Oh yeah,
Speaker:give me your card.
Speaker:I want to see your shop.
Speaker:Where is it located?
Speaker:Right. Like that's what you're going for.
Speaker:It's very interesting.
Speaker:Cause I have my little spiel that I do when you're
Speaker:familiar With it.
Speaker:It comes out different each and every time because you're just
Speaker:talking naturally.
Speaker:But that doesn't happen until you say it sometimes over and
Speaker:over again.
Speaker:Yeah. So often what'll happen to me is people ask me
Speaker:what I do and I'll say,
Speaker:well, I help women transition from a product that they made
Speaker:as a hobby,
Speaker:into a profitable business.
Speaker:And inevitably what I'll always get is someone.
Speaker:If they don't make anything,
Speaker:if they make things,
Speaker:they'll tell me about their hobby.
Speaker:Yeah. Or they'll tell me about a cousin,
Speaker:a friend,
Speaker:a mother.
Speaker:Like, there's always a story that comes up.
Speaker:Yeah. And then we can talk about that.
Speaker:Yeah. Because the goal is to establish the relationship,
Speaker:to keep the conversation,
Speaker:going to learn about the person in front of you.
Speaker:And then you can decide like,
Speaker:Oh, I have something that might be great for them that
Speaker:I would love to show them.
Speaker:Or maybe they're just not the right fit.
Speaker:Maybe you're not talking to a bold woman or they don't
Speaker:know anyone who has a maker business.
Speaker:And that's okay too.
Speaker:And we were starting to merge into networking here,
Speaker:but then,
Speaker:you know,
Speaker:when to stop talking and ask about them to not override
Speaker:the conversation.
Speaker:Yes, exactly.
Speaker:Because That is a no-no of selling also,
Speaker:no matter what environment you're in.
Speaker:Exactly. I was talking to somebody in my VIP group just
Speaker:yesterday and she was saying that she had a meeting recently
Speaker:and this was like an extension of a virtual chamber of
Speaker:commerce meeting or something like that.
Speaker:They didn't get together obviously in person yet.
Speaker:Yeah. But online.
Speaker:And she's like,
Speaker:Oh my gosh,
Speaker:45 minutes.
Speaker:All he did was talk about himself.
Speaker:And I'm looking at things saying,
Speaker:I have a lot of stuff to do.
Speaker:How do I get out of this conversation?
Speaker:Not one thing was about her.
Speaker:And then at the end,
Speaker:the guy had the nerve to say,
Speaker:Oh, and she was happened to be in a gift basket
Speaker:industry. And she said,
Speaker:Oh yeah.
Speaker:And I use a gift basket company down the way from
Speaker:me all like not even anything to do with her business
Speaker:at all.
Speaker:I mean,
Speaker:it was like so crazy.
Speaker:I hate,
Speaker:yeah. It's like conversations like that.
Speaker:They're not great for business.
Speaker:They're not good in dating.
Speaker:No, no one wants to be the person who talks about
Speaker:themselves. It's not all about you.
Speaker:Like don't get overconfident because that may be where it goes.
Speaker:Like, you know,
Speaker:when you're feeling really good,
Speaker:you there's a place to back off.
Speaker:Yeah. Exactly.
Speaker:Or give and take,
Speaker:because if someone's really interested,
Speaker:they'll talk more about it.
Speaker:Obviously that's different if you're at a show because the intention
Speaker:is to be talking about your product.
Speaker:I'm curious about the three word rebellion.
Speaker:Tell us about that.
Speaker:Yeah. So the three word rebellion is this concept that I
Speaker:developed to help you basically position your business in a way
Speaker:that makes other people talk about it.
Speaker:It's essentially a message for your audience,
Speaker:for your right clients that demands attention.
Speaker:It makes them curious.
Speaker:And how I developed this was I was in my transition
Speaker:from speaking to doing the work that I do now.
Speaker:And I was at this crossroads of,
Speaker:I recorded at a podcast episode.
Speaker:It was my last one for the year.
Speaker:And I was like,
Speaker:I can't talk about this stuff anymore.
Speaker:Like I know I am dun dun dun dun.
Speaker:And I didn't know what was next,
Speaker:but I felt like there was this idea percolating and what
Speaker:I observed because ultimately like I look for patterns and it's
Speaker:the way I do my work is like spotting patterns and
Speaker:noticing trends.
Speaker:And I noticed that social movements like black lives matter,
Speaker:me too.
Speaker:What they do particularly well is summarize the change they want
Speaker:to create in just a few words.
Speaker:And then I noticed the books that I love to read
Speaker:and the entrepreneurs that I love to follow,
Speaker:like Simon Sinek and start with why or Mel Robbins in
Speaker:the five,
Speaker:second rule,
Speaker:they were doing the exact same thing they were saying,
Speaker:here's my change that I want to create.
Speaker:This is the flag that I'm flying.
Speaker:This is what I'm showing up with every day.
Speaker:So I applied questions from social movements,
Speaker:like, what are you rebelling against?
Speaker:What change do you want to create?
Speaker:And from there,
Speaker:I was able to use my pattern,
Speaker:spotting research analysis,
Speaker:and quickly create these three word messages.
Speaker:Or actually they can be two to five words and help
Speaker:people position their business more from that place of what is
Speaker:the change?
Speaker:What is the result that my client experiences when they use
Speaker:my service or when they buy my products.
Speaker:And that is far more sticky and far more memorable for
Speaker:people then the regular elevator pitch or any other kind of
Speaker:positioning statement that you can,
Speaker:I have been thinking about a little bit of an idea
Speaker:and I'm not going to say it here live yet because
Speaker:it's still running around.
Speaker:Okay. But it's exactly along those lines.
Speaker:So I want to tell you after we're done and I'm
Speaker:not trying to not tell everybody who's listening right now,
Speaker:because I want to develop it a little bit so that
Speaker:it comes out in the way I really want it to
Speaker:come out.
Speaker:But so this is really interesting,
Speaker:but I'm going to swing it back to products.
Speaker:So if you made Michelle,
Speaker:you don't know this,
Speaker:but my very favorite thing in the whole world is candles.
Speaker:Well, candles and snow,
Speaker:but no,
Speaker:one's making the snow.
Speaker:So we're going to go with candles.
Speaker:Okay. So how could you see three word rebellion working for
Speaker:candles? Let's just brainstorm it a little bit.
Speaker:So this will be kind of fun.
Speaker:This is just a test.
Speaker:This is dosed to toast.
Speaker:Yeah. Well,
Speaker:I'm thinking about the candle that I have in front of
Speaker:me and what it does for me.
Speaker:It really helps me change my mindset.
Speaker:It gives me good energy and they have a lot of
Speaker:candles with these affirmations that are written on them.
Speaker:So if I was creating a three-word rebellion,
Speaker:I would want something around how this candle like changes your
Speaker:mind or creates positive energy.
Speaker:So you can go out and kick butt in life.
Speaker:So that's the kind of the flavor of the messaging I
Speaker:would be looking at for a candle company that has this
Speaker:like very positive affirmation oriented message.
Speaker:Right? Yeah.
Speaker:And every company obviously should be different.
Speaker:Yeah. Because if this three word rebellion concept needs to be
Speaker:focused, specially on you like Mel with her five second rule,
Speaker:I mean,
Speaker:there are other motivational coaches out there,
Speaker:right. And each person is a little bit different.
Speaker:So I like what you're saying is what is the benefit
Speaker:that you get?
Speaker:What you just said with candles,
Speaker:for me with candles,
Speaker:I'm in the office right now.
Speaker:I'm not at my home office,
Speaker:but when I'm at my home office,
Speaker:I always have a candle going because it helps me feel
Speaker:energized because of the scent.
Speaker:And I'm more productive.
Speaker:Yeah. Something like ignite your productivity could be the change that
Speaker:your candle is creating.
Speaker:Right. It's igniting your productivity.
Speaker:So that was like the top of mind thing that kind
Speaker:of popped in my head.
Speaker:That's a beautiful example.
Speaker:Yeah. And I'm thinking,
Speaker:but you want a three word rebellion that represents your business
Speaker:overall, right?
Speaker:Yes. Oh,
Speaker:absolutely. That's where you're going to write.
Speaker:Not just one candle or one situation,
Speaker:but your business overall.
Speaker:I mean,
Speaker:this would cause some thought and some brainstorming sessions for sure.
Speaker:But I totally understand what you're talking about and when you've
Speaker:landed on what that is,
Speaker:let me share one of mine.
Speaker:Okay. And I don't know if I said this to you
Speaker:before Dr.
Speaker:Michelle, and this is not really what it is,
Speaker:but it gives you an example.
Speaker:So I have named our audience here.
Speaker:Gifters bakers,
Speaker:crafters, and makers.
Speaker:So if ever those words are put together,
Speaker:people think of me.
Speaker:Yeah. But that's the intent of what you're going for.
Speaker:Yeah. And not just your business name,
Speaker:but if they see those words,
Speaker:there's some type of meaning and context around it and it
Speaker:funnels back to you.
Speaker:Exactly. It's really interesting because that message can be more sticky
Speaker:than your name,
Speaker:like before COVID I was at an event and someone across
Speaker:the room screamed,
Speaker:Hey, you're the three word rebellion woman didn't know my name,
Speaker:but knew the three word rebellion because that was like,
Speaker:got them wondering like,
Speaker:Oh, well what are my three words?
Speaker:And how could I use this in my business?
Speaker:So they knew what I looked like.
Speaker:They knew what my message was.
Speaker:No idea what my name is.
Speaker:And that is what you're going for.
Speaker:Like, you want words,
Speaker:a message associated with your business,
Speaker:with your brand.
Speaker:And then that way,
Speaker:when somebody says,
Speaker:Oh, I got this beautiful candle.
Speaker:And you're like,
Speaker:yeah, it really helps me ignite my productivity.
Speaker:And they go,
Speaker:Ooh, I want to be more productive.
Speaker:Who was that company?
Speaker:Oh my gosh.
Speaker:It makes so much sense.
Speaker:Thank you.
Speaker:I want you guys all to be thinking about this.
Speaker:So what do you tell them?
Speaker:Listen to the book.
Speaker:I think maybe we're going to need to have the book.
Speaker:Yeah. Yeah.
Speaker:So the book takes you through the process.
Speaker:There's some mindset stuff at the beginning about really stepping into
Speaker:this role as a rebel leader,
Speaker:somebody who's leading with a bigger message and that's a very
Speaker:uncomfortable thing for people.
Speaker:So I hope you work through that.
Speaker:And then we go into the exercises.
Speaker:So there are lots of writing prompts.
Speaker:The book is really almost like a workbook.
Speaker:So there are writing prompts where you do what I call
Speaker:free writing and free writing is uninhibited.
Speaker:You just want to sit down and pour your brain out
Speaker:on paper,
Speaker:do not edit misspelled things.
Speaker:Swear if that's your thing,
Speaker:like just empty your brain out.
Speaker:When you look at these questions,
Speaker:because that's going to give you the words that help you
Speaker:formulate your three word rebellion.
Speaker:So you work through those prompts and then you're able to
Speaker:create a word bank because it's always fascinating when I do
Speaker:this analysis,
Speaker:like I was working with a client once and she literally
Speaker:used the word joy 50 times in her writing.
Speaker:And I'm like,
Speaker:so joy is really important for you.
Speaker:And she's like,
Speaker:Oh, how did you know?
Speaker:I'm like,
Speaker:you used it like a million times.
Speaker:So we're able to kind of see these patterns and what's
Speaker:important and then start unearthing it.
Speaker:Because the thing is like,
Speaker:I believe your three word rebellion,
Speaker:your message already exists.
Speaker:It's in things that you've been saying for ever.
Speaker:And then once you kind of get your words together,
Speaker:I give you some different frameworks of like,
Speaker:do you want to have a three-word rebellion?
Speaker:That's a battle cry.
Speaker:That's more active something,
Speaker:you know,
Speaker:like ignite your productivity for,
Speaker:for our candle maker.
Speaker:Or do you want to have something that's a little bit
Speaker:more abstract,
Speaker:but curiosity provoking something like the five second rule.
Speaker:So I walk you through that whole process to how to
Speaker:get your words.
Speaker:And then the final wrap-up is like,
Speaker:how do you start using this thing?
Speaker:Well, that circles back to what we were talking about in
Speaker:the beginning,
Speaker:like how do you introduce yourself and your business and talk
Speaker:about your business with a strong sense of confidence that sir,
Speaker:like this conversation kind of circles all back with the three
Speaker:word rebellion.
Speaker:Yeah. Once you have those words and you know,
Speaker:that people respond,
Speaker:it's aligned with you,
Speaker:what you're doing in the world.
Speaker:For instance,
Speaker:I just finished work with a spa owner and she's a
Speaker:brick and mortar,
Speaker:but she like in COVID started creating spa kits to send
Speaker:to people.
Speaker:Her business is very values driven.
Speaker:Like she's very social justice oriented.
Speaker:So we created the three word rebellion that was actually six,
Speaker:but it had repeating words that was like,
Speaker:invest in your beauty,
Speaker:invest in your values.
Speaker:And when she started,
Speaker:like, she was like,
Speaker:yup, that's it.
Speaker:That's my message.
Speaker:That's what I want people to know about us.
Speaker:That you can get beauty products.
Speaker:You can have an experience that are in line with your
Speaker:values. And as soon as she started implementing that,
Speaker:her online sales started to take off because people knew what
Speaker:she was about.
Speaker:And it just had this clear promise to it that was
Speaker:attractive to her right.
Speaker:Clients. I love it.
Speaker:It then separates her from anybody else.
Speaker:Who's a spa owner.
Speaker:There's a distinction.
Speaker:It's a different way of looking at the business.
Speaker:Yes. I see so much the value of that.
Speaker:Yes. Yeah.
Speaker:Because I mean,
Speaker:honestly I think she's probably one of the only spa owners
Speaker:who has such a defined position and message that if you're
Speaker:like, Oh,
Speaker:I really don't like patronizing these spas that don't treat their
Speaker:workers as well.
Speaker:And don't use,
Speaker:you know,
Speaker:amazing products.
Speaker:Then you see a message like that.
Speaker:And you're like,
Speaker:Oh yes.
Speaker:Please tell me more.
Speaker:Give me more,
Speaker:Not that you want to point out the questionable things of
Speaker:others. You want to point out the strengths of yourself,
Speaker:but it naturally leads to,
Speaker:well, your company has this.
Speaker:What do other companies have or not have,
Speaker:which is the reason why they come back to you.
Speaker:Yeah. And sometimes people already know,
Speaker:like they know that their nail technician isn't paid well.
Speaker:And so then they start looking,
Speaker:they're like,
Speaker:Oh, you're here talking about paying a living wage and helping
Speaker:these women like accelerate their career.
Speaker:That is radically different than any other spa that's out there.
Speaker:And you know,
Speaker:sometimes they do also have nail technicians who are paid well,
Speaker:but they're not talking about it.
Speaker:You know?
Speaker:So sometimes it doesn't mean that you have to be the
Speaker:only one who has this,
Speaker:but you are putting it front and center and talking about
Speaker:it. Yeah.
Speaker:Yeah. Because that's where your strength lies.
Speaker:That's where your confidence is.
Speaker:And it was so easy for her to kind of dismiss
Speaker:like, Oh,
Speaker:nobody's going to care about that.
Speaker:And I'm like,
Speaker:Oh, hold up.
Speaker:Yeah. Yeah.
Speaker:There are lots of people who care about that.
Speaker:Like let's not dismiss what makes you different as something that
Speaker:nobody's going to care about.
Speaker:So I think What I'm hearing from you,
Speaker:Dr. Michelle,
Speaker:to summarize everything that we've been talking about is the gateway
Speaker:to gaining confidence is more confidence.
Speaker:We have confidence in the products that we make.
Speaker:We have confidence in the skills and we're very proud of
Speaker:our product.
Speaker:It comes to when we open our mouth,
Speaker:the problem start,
Speaker:right? What I'm hearing from you is that gateway first starts
Speaker:with figuring out what the words are going to be the
Speaker:three word rebellion,
Speaker:for sure,
Speaker:but also who you are and what you present as I
Speaker:define it,
Speaker:your introduction message.
Speaker:So that when,
Speaker:cause you're not planning on going into an elevator and telling
Speaker:everybody on the elevator,
Speaker:what you do,
Speaker:someone will ask you.
Speaker:So you need to be ready in any of your situations.
Speaker:Pre-thought and pre-planning even word for word initially what that would
Speaker:be, right.
Speaker:That would be the first thing.
Speaker:And then the second thing is,
Speaker:and they can be done together is what would be your
Speaker:three word rebellion,
Speaker:because that brings you to a deeper level with your business.
Speaker:Yes. And I would add an extra step and I love
Speaker:this. This comes from Mel Robbins.
Speaker:She actually says that the only thing that helps us boost
Speaker:our confidence is to act,
Speaker:to do the thing.
Speaker:So it means going out there and practicing and seeing like,
Speaker:Ooh, how are people responding to this?
Speaker:Are they responding?
Speaker:Are they not responding?
Speaker:What do I need to tweak here?
Speaker:And really embrace that?
Speaker:Like, let's get into action.
Speaker:Let's try this out.
Speaker:Let's experiment and see what works and what doesn't because yeah.
Speaker:Action does breed confidence.
Speaker:So get yourself like once you know what you want to
Speaker:say, start trying it out and tweaking it and it will
Speaker:change. Yes.
Speaker:Oh yeah.
Speaker:Cause you want something that rolls off of your tongue very
Speaker:easily. It's in words that you normally use.
Speaker:And once you start using words,
Speaker:like, let's say your three word rebellion are words you normally
Speaker:put together because you landed on something so amazing.
Speaker:These words have never been together before and they make so
Speaker:much sense.
Speaker:Yes. It might take a little while for those three words
Speaker:to feel natural to you,
Speaker:but eventually they'll just roll off If your tongue yeah.
Speaker:It comes from practice and using it.
Speaker:But if you know that people are leaning forward and wanting
Speaker:to know more,
Speaker:after you say it,
Speaker:you've got something like keep going.
Speaker:Yep. You're so right.
Speaker:Oh my gosh,
Speaker:Dr. Michelle,
Speaker:where can people go and learn more about you and also
Speaker:where could they go for the three word rebellion book?
Speaker:Yeah. So if you go to the number three,
Speaker:w R book.com
Speaker:that takes you to all the places that you can possibly
Speaker:buy the book.
Speaker:And if you're just curious about book and you just want
Speaker:to taste her to see if this is the right thing
Speaker:for you,
Speaker:you can also go to three word rebellion.com
Speaker:and there's like a free taster to do a couple of
Speaker:the exercises and really kind of suss out like,
Speaker:Hey, is this the thing that I want to do?
Speaker:And for everything else I'm over at Dr.
Speaker:Michelle mazer.com
Speaker:and I love Instagram.
Speaker:So if you are on Instagram and you hear this,
Speaker:send me a DM,
Speaker:I'm at Dr.
Speaker:Michelle Mazer,
Speaker:tell me what you took away.
Speaker:Cause I would love to hear from you,
Speaker:What would be the single message that you would give to
Speaker:our listeners here about what we've talked about today?
Speaker:Ooh, this is such a difficult,
Speaker:but yummy question.
Speaker:We've got that part Person who's listening,
Speaker:who they know that they've been the timid one.
Speaker:They've seen other people being much more confident in they're just
Speaker:like, Oh,
Speaker:like I just cannot seem to get myself to do it.
Speaker:Ah, I would tell them your work matters.
Speaker:It is deeply worth while.
Speaker:And remind yourself of that on a daily basis.
Speaker:Speak about that from that place of excitement,
Speaker:for why you do your work and then create that message
Speaker:that engages other people,
Speaker:but just know that your work matters and it's worthy of
Speaker:attention. Beautiful.
Speaker:Thank you so much,
Speaker:Dr. Michelle,
Speaker:and I'm going to send those words back to you.
Speaker:Your work matters so much because if we get just a
Speaker:couple of people changing the way they're showing up for the
Speaker:world, that will be amazing.
Speaker:Thank you so much for being on the show today.
Speaker:Oh, you are so welcome.
Speaker:Sue. The five word rebellion.
Speaker:Have you started thinking about your words yet?
Speaker:It's worth taking the time to consider what they are for
Speaker:you. It can set your business on fire.
Speaker:Think of Mel Robbins and what happened to her after the
Speaker:five second rule caught on and to think this was a
Speaker:side thought that she almost forgot to bring up in her
Speaker:Ted talk.
Speaker:It literally changed her future.
Speaker:Next week.
Speaker:We're turning our attention to the world of e-commerce websites,
Speaker:converting viewers to customers and more ready and waiting queued up
Speaker:for next Monday morning.
Speaker:Thanks so much for spending time with me today.
Speaker:If you'd like to show support for the podcast,
Speaker:please leave a rating and review.
Speaker:That means so much and helps the show get seen by
Speaker:more makers.
Speaker:So it's a great way to pay it forward and now
Speaker:be safe and well.
Speaker:And I'll see you next week on the gift biz unwrapped
Speaker:podcast. Last I want to make sure you're familiar with my
Speaker:free Facebook group called gift is breeze.
Speaker:It's a place where we all gather and our community to
Speaker:support each other.
Speaker:Got a really fun post in there.
Speaker:That's my favorite of the week.
Speaker:I have to say where I invite all of you to
Speaker:share what you're doing to show pictures of your product,
Speaker:to show what you're working on for the week to get
Speaker:reaction from other people and just for fun,
Speaker:because we all get to see the wonderful products that everybody
Speaker:in the community is making my favorite post every single week,
Speaker:without doubt.
Speaker:Wait, what,
Speaker:aren't you part of the group already,
Speaker:if not make sure to jump over to Facebook and search
Speaker:for the group gift biz breeze don't delay.
