Shownotes
Business Building Insights
- Don’t focus on selling. Instead, remind yourself that what you offer helps a lot of people.
- There are 5 levels of impact
- 1. How your business impacts your life.
- 2. How your product impacts your customers.
- 3. The value your business brings to your team.
- 4. The opportunities available to give back.
- 5. And the invisible impact.
- Good things happen when you decide to show up.
- Sharing your product will create ripples of impact.
- Trust yourself. Your intuition will guide you more than your logical mind.
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Thanks! Sue
Transcripts
You're listening to gift biz on unwrapped episode 208 I think
Speaker:that the best way that we can motivate ourselves to sell
Speaker:is by really embracing all of the ways that we can
Speaker:help At Tinton gifters,
Speaker:bakers, crafters,
Speaker:and makers pursuing your dream can be fun whether you have
Speaker:an established business or looking to start one now you are
Speaker:in the right place.
Speaker:This is gift to biz unwrapped,
Speaker:helping you turn your skill into a flourishing business.
Speaker:Join us for an episode packed full of invaluable guidance,
Speaker:resources and the support you need to grow your gift biz.
Speaker:Here is your host gift biz gal,
Speaker:Sue moon Heights.
Speaker:Hi there,
Speaker:it's Sue.
Speaker:Thank you so much for joining me today.
Speaker:We are going to start off by another listener review and
Speaker:this is from somebody that I connected with over in Instagram.
Speaker:Oh my gosh.
Speaker:It's been a little while now,
Speaker:Annie of natural Annie essentials and she writes,
Speaker:love listening while pouring my candles.
Speaker:Thank you for your amazing show,
Speaker:Sue. I've been a long time listener and the show just
Speaker:gets better and better.
Speaker:Always tuned in.
Speaker:Oh my gosh,
Speaker:Annie, thank you so much for that.
Speaker:And I love it on two fronts.
Speaker:First off that you're being productive because you're working while you're
Speaker:listening, so that's always good.
Speaker:But second candles,
Speaker:my favorite thing,
Speaker:as most people know,
Speaker:and if you're new to the show and you don't know,
Speaker:just stay tuned.
Speaker:You'll understand with the very first question and if you're an
Speaker:Instagrammer, why don't we connect just like Annie and I did
Speaker:several years ago,
Speaker:my handle over on Instagram is gift biz on wrapped.
Speaker:Now I'm excited about pretty much every show that I bring
Speaker:to you,
Speaker:but this one in particular I think serves a need that
Speaker:we all have,
Speaker:and that is how do we approach sales so that we're
Speaker:not feeling pushy and uncomfortable when there it be something.
Speaker:If we could talk about our product and share with people
Speaker:why it would be so valuable for them to have in
Speaker:a way that felt good and energized both of us,
Speaker:that's where we're headed with this show.
Speaker:And since it is always important to be bringing in new
Speaker:business, there is no time to waste.
Speaker:Let's jump right into the show Today.
Speaker:It is my Pleasure to introduce you to Mariana Cruz of
Speaker:impact driven entrepreneur.
Speaker:Marianna is a certified business coach and consultant and international bestselling
Speaker:author. She uses her background in brain science hospital administration and
Speaker:12 years of marketing,
Speaker:sales and business experience to help market in a way that
Speaker:attracts your ideal clients and convert followers to clients through service
Speaker:based selling.
Speaker:She's been featured in various podcasts,
Speaker:blogs, including Huffington post today.com
Speaker:and the millionaire insider extravaganza.
Speaker:Through working with hundreds of businesses,
Speaker:she has empowered them to increase their profit and serve more
Speaker:people all over the world.
Speaker:And today we are so lucky because she gets to serve
Speaker:us. Mariana,
Speaker:thank you so much and welcome to the gift biz unwrapped
Speaker:podcast. Hi Sue.
Speaker:Thanks for having me.
Speaker:I want to jump right into the very first question that
Speaker:I ask every single guest and that is to give us
Speaker:a little bit of a different look at you through a
Speaker:motivational candle.
Speaker:So if you were to share with us what color your
Speaker:candle would be and what a quote or some type of
Speaker:sane would be on your candle,
Speaker:what would it look like?
Speaker:So it would be a Rose gold because that's my favorite
Speaker:color and that's like the new hot color too.
Speaker:And it would say everything happens for us.
Speaker:So basically that means that even if you may be going
Speaker:through something that is tough,
Speaker:it's all happening for your highest good and it's all happening
Speaker:for you to learn the next lesson on your path.
Speaker:I like that because it makes you a little more accepting
Speaker:of what's going on,
Speaker:even if it's not necessarily what you want it to happen
Speaker:in a certain situation.
Speaker:Exactly. And then we don't step into the victim mode,
Speaker:but we can actually start to see the lessons and just
Speaker:really move forward and really embrace it.
Speaker:Because sometimes our darkest moments can be really,
Speaker:really transformative in our lives where the biggest changes are made
Speaker:for sure.
Speaker:But we don't see it that way when we're in it
Speaker:most of the time.
Speaker:And what you're talking about is saying,
Speaker:okay, look at this from a different perspective.
Speaker:You're going to work through it and just recognize it while
Speaker:you're in the midst of that messiness.
Speaker:Exactly. Share with us a little bit more how you've gotten
Speaker:to where you are right now.
Speaker:Sure. So I started off when I was 23 I graduated
Speaker:from nursing school and my first job was in the neurosurgical
Speaker:ICU. So I worked in brain surgery as a brand new
Speaker:graduate nurse,
Speaker:which was scary.
Speaker:Just that whole thing sounds scary even now.
Speaker:That sounds like a serious field of medicine for sure.
Speaker:Yes, exactly.
Speaker:And so I really loved it because since I was a
Speaker:child, first of all there's many things about me.
Speaker:Number one,
Speaker:since I was a kid I was always into entrepreneurial stuff.
Speaker:In fact,
Speaker:I know a lot of your audience is in KRAS and
Speaker:creating things.
Speaker:I mean I literally,
Speaker:when I was seven created my first business where I was
Speaker:going door to door collecting cans cause we lived in university
Speaker:housing. We were immigrants.
Speaker:Like I came from Venezuela and I'm like,
Speaker:well, we're living on college campus.
Speaker:What do we got a lot of here?
Speaker:And it's like cans,
Speaker:right? Like they're always drinking.
Speaker:So you were collecting cans and exchanging them for money?
Speaker:Yeah, so I would purchase that because I was like,
Speaker:I'm like,
Speaker:this is amazing in the U S you can get money
Speaker:for this,
Speaker:but I'm,
Speaker:I don't want to take that Away for many ones,
Speaker:so I'll just make it as like a service.
Speaker:So we would purchase them from everybody and we would take
Speaker:them to the store for them.
Speaker:And I was seven legit started and then through my entire
Speaker:childhood, I mean I've made jewelry and like all the things
Speaker:that you do when you're a child and you're an entrepreneur
Speaker:in your core,
Speaker:all of that.
Speaker:Now why did I go to nursing school and do that?
Speaker:Cause my parents were both professors.
Speaker:So it's like you had to go to college and do
Speaker:that. Like that was just the path that I was on
Speaker:when I graduated.
Speaker:I started at the neuro surgical ICU and I loved it.
Speaker:It was intellectually very stimulating for me and I really enjoy
Speaker:that kind of stimulation.
Speaker:My physical body though was suffering by the time I was
Speaker:25 already had some pretty severe physical injuries from lifting and
Speaker:carrying patients and the type of work that we were doing
Speaker:overnight shifts and all that kind of stuff.
Speaker:So I eventually was like,
Speaker:okay, I can use my intellect,
Speaker:my brain to actually rise up to a different level within
Speaker:the hospital.
Speaker:And that's what I started to realize is the higher level
Speaker:thinking I can do,
Speaker:the more of a raise I can give myself.
Speaker:And so I ended up going into hospital administration of the
Speaker:following years and was about to oversee three hospitals in Texas
Speaker:when my premier daughter was born at just two pounds.
Speaker:And when I shared my quote,
Speaker:this is really the biggest lesson I learned from this experience.
Speaker:It was the hardest time in our lives because I already
Speaker:had a 16 month old baby.
Speaker:And then I have a two pound baby in the ICU
Speaker:for over 68 days having open heart surgery and as a
Speaker:nurse like knowing all of that,
Speaker:you can get really deep into the rabbit hole of like
Speaker:what is going to happen very quickly.
Speaker:You know,
Speaker:way too much.
Speaker:Way too much.
Speaker:Yeah. Oh way too hard.
Speaker:So when that happened,
Speaker:I of course my entrepreneurial self had already been like I
Speaker:had real estate property and I already had an online coaching
Speaker:business that I was working on the side and I was
Speaker:so grateful to that business because when that happened I just
Speaker:leaned into that.
Speaker:I said,
Speaker:you know what,
Speaker:I may not be able to go back to my job
Speaker:ever, but what I can do right now in the hospital
Speaker:bedside, literally when your baby's a premium,
Speaker:she was being fed through tubes and stuff.
Speaker:But I would pump in the breastfeeding room and I would
Speaker:just pump and work on my business.
Speaker:So I was like lead generating,
Speaker:like online social media,
Speaker:building my website,
Speaker:all that to really up level and what I was doing
Speaker:and really take that business more seriously.
Speaker:And I think that was exactly what needed to happen for
Speaker:me to take that next step because being in that level
Speaker:of a cushy job that I was in,
Speaker:I just didn't really have the courage to go all into
Speaker:my business because I was really comfortable financially and you know
Speaker:what I mean?
Speaker:So it was the perfect thing that happened even though it
Speaker:was scary.
Speaker:I'm quite sure it was,
Speaker:I bet it was a sanity play too for you.
Speaker:You know,
Speaker:you could start working on that business,
Speaker:but you weren't just sitting at the hospital focusing on everything
Speaker:that was going on.
Speaker:You had a little bit of a diversion even though you
Speaker:were fully there when you needed to be.
Speaker:Exactly. So just from your own mental health perspective,
Speaker:I think it was good.
Speaker:As entrepreneurs,
Speaker:we always talk about there was an event that made us
Speaker:switch or whatever,
Speaker:but there are some people who will be in administration and
Speaker:that's absolutely fine and that's like you could have been happy
Speaker:possibly doing what you were doing for exactly the reasons you
Speaker:said, but I want to point out that what you were
Speaker:talking about and recognized early is that feel for entrepreneurial ship
Speaker:even when you were little before that word,
Speaker:probably anybody knew what that word was.
Speaker:Exactly. I think that's a good thing to point out for
Speaker:all of our listeners here is that if that's how you
Speaker:felt, then pay attention to that because like your story is
Speaker:Marianna, you could have just stayed in administration because it was
Speaker:safe and you liked it.
Speaker:I heard nothing in your story that said you didn't like
Speaker:what you were doing.
Speaker:No, I loved it.
Speaker:And that was also sort of the problem,
Speaker:right? Because that internal entrepreneur South was still scratching.
Speaker:So I mean you never know the answer to this,
Speaker:but I'm just curious,
Speaker:do you think that you could have remained content with a
Speaker:job like that?
Speaker:For the rest of your life or do you think ultimately
Speaker:was that interest of doing your own thing and building your
Speaker:own thing?
Speaker:Do you think that would have welled up over time anyway?
Speaker:It would have probably welled up over time because what I
Speaker:was going to do next was,
Speaker:so when I got asked to oversee the three hospitals,
Speaker:I said,
Speaker:you know what,
Speaker:I still feel a little unqualified to be doing that.
Speaker:Of course,
Speaker:like my low self esteem,
Speaker:like always would come up.
Speaker:So I was actually going to go back and redo a
Speaker:master's and finish a master's in healthcare administration so that I
Speaker:could be even higher up in administration.
Speaker:But I think very quickly what probably would have happened is
Speaker:the same frustrations that I was already experiencing in the middle
Speaker:part of management in the hospital.
Speaker:And that was lack of autonomy.
Speaker:Yeah. So I think eventually I probably would have seen that
Speaker:and been like,
Speaker:what am I doing?
Speaker:But who knows how many years,
Speaker:right? And dollar spent.
Speaker:Right. Like getting another degree to qualify that I was actually
Speaker:worthy of this.
Speaker:It was just like all of this stuff that I thought
Speaker:I needed when really,
Speaker:like I said,
Speaker:I was an entrepreneur in my core.
Speaker:Yeah, for sure.
Speaker:This wasn't a part of the conversation that I've thought we
Speaker:were going to take,
Speaker:but I think it was a good conversation to have for
Speaker:some of our listeners who might find themselves in that situation.
Speaker:It's another angle for them to reflect on their own situation.
Speaker:Absolutely, and one other thing I really know about our listeners
Speaker:is that we all care so much about our guests as,
Speaker:can you share a little bit more of your story with
Speaker:your daughter?
Speaker:Like how did that progress?
Speaker:We don't have to go through long,
Speaker:but I know we're going to leave it unfinished and everyone's
Speaker:going to be like,
Speaker:is she okay?
Speaker:What happened?
Speaker:Yeah, no,
Speaker:she's totally fine.
Speaker:I mean that's the miracle,
Speaker:right? Like she is healthy.
Speaker:She's three years old.
Speaker:She's in school.
Speaker:Literally no developmental delays,
Speaker:nothing. She had a little bit of therapies and stuff in
Speaker:the beginning,
Speaker:but now she's fine.
Speaker:Wonderful. Well,
Speaker:thank you for sharing that personal part to great add to
Speaker:the story again for everyone who's listening and yeah,
Speaker:I have a big smile on my face,
Speaker:so I love that about your daughter.
Speaker:Okay, so I want to talk about service based selling and
Speaker:impact, the type of impact that you can really see,
Speaker:which is one of the things that you teach and part
Speaker:of your expertise and my audience,
Speaker:I'll tell you,
Speaker:when we talk about challenges,
Speaker:it's how do I get new customers and how do I
Speaker:convert them into sales,
Speaker:but Oh my gosh,
Speaker:I'm not going to be salesy.
Speaker:I don't want to be sleazy,
Speaker:you know,
Speaker:in all of that,
Speaker:how do I do this in a natural way?
Speaker:So I'm excited to dive into your information here,
Speaker:Marianna. Yeah,
Speaker:I think that this is so important.
Speaker:So if you're struggling with the sales aspect,
Speaker:I want you to not think of it in terms of
Speaker:this is something I'm doing to someone,
Speaker:and this is a subtle word choice,
Speaker:but it makes a huge difference in how you approach it.
Speaker:Instead, what we're going to do is say,
Speaker:how can this help more people?
Speaker:This is something that I'm doing to serve others.
Speaker:And that subtle shift makes it from something that we're either
Speaker:convincing someone to do or manipulating someone to do.
Speaker:And instead it is an act of love.
Speaker:Perfect. And I think some of us who have been in
Speaker:the sales days of old,
Speaker:it was always,
Speaker:well, even if they don't need it,
Speaker:figure out a reason why they do need it so that
Speaker:you can sell it to them.
Speaker:And now it's so different.
Speaker:To your point,
Speaker:if it's going to help them,
Speaker:you have something to offer.
Speaker:And that's the approach you take.
Speaker:Absolutely. So you talk about five different levels of impact that
Speaker:you can have for your clients.
Speaker:Share with us a little bit about what that's about.
Speaker:Yeah. So I think that the best way that we can
Speaker:motivate ourselves to sell is by really embracing all of the
Speaker:ways that we can help.
Speaker:Right? So what does that service even look like?
Speaker:So number one is your business is obviously going to impact
Speaker:your life.
Speaker:So right now it may be a side hustle,
Speaker:but as you take that business and work with Sue and
Speaker:keep building it up so that it becomes your full time
Speaker:job, that is going to change your quality of life.
Speaker:Okay. So the first level of impact is your life.
Speaker:How you get to live your life.
Speaker:That brings to mind for me that you really need to
Speaker:decide what you want your life to look like and then
Speaker:see how whatever you're doing with your business fits into it.
Speaker:And the reason I say that,
Speaker:Marianne, I'd be interested in your comments about it is,
Speaker:and I can think of one person.
Speaker:We've actually had them as a guest on the show.
Speaker:He's a Potter and he used to be a lawyer,
Speaker:like a big time lawyer.
Speaker:And healthwise got sick with his job because of the stress
Speaker:and the pressure.
Speaker:And he's like,
Speaker:why am I doing this?
Speaker:Well he stopped,
Speaker:started a pottery business.
Speaker:He has a great,
Speaker:like a location.
Speaker:He sells at craft shows,
Speaker:he loves what he's doing and he doesn't want to get
Speaker:any bigger.
Speaker:I mean that is what he wants to do for his
Speaker:life. And it's not always bigger.
Speaker:Better. Right.
Speaker:So when you talk about your life and how your life
Speaker:changes, for some people it might just be something they want
Speaker:part time and never want to replace what they're doing cause
Speaker:they like their nine to five,
Speaker:they like the security,
Speaker:that insurance,
Speaker:whatever. Or maybe they do want to replace,
Speaker:we have a lot of people who want to do that
Speaker:too. But feel realistic about how everything fits in your life.
Speaker:I mean I could go on and on about just this
Speaker:one point Marianna.
Speaker:Cause I think it's so important.
Speaker:It is and I love what you're saying here because it
Speaker:is an internal choice.
Speaker:Do not do it based on your friend Sally or somebody
Speaker:who you saw on the internet that looks super happy cause
Speaker:they always know there's another story.
Speaker:They could be happy But it's not the whole story.
Speaker:Right. Exactly.
Speaker:So I totally agree with you and whatever that looks like
Speaker:for you is the most important part.
Speaker:However, through doing your business there's going to be some positive
Speaker:impact. So let's identify it and intentionally create it.
Speaker:Perfect. Yep.
Speaker:Wonderful. Okay.
Speaker:Got it.
Speaker:Okay. So number two is how it's going to impact your
Speaker:clients. So because you showed up and did the pottery,
Speaker:right, how is that going to bring joy to those clients?
Speaker:How is that going to help those people?
Speaker:And for some of you,
Speaker:you may be like,
Speaker:I don't know.
Speaker:Right. And I,
Speaker:I've worked with artists before and that's where they're like,
Speaker:I don't know how this is really going to help them.
Speaker:And I'm like,
Speaker:what do you mean if I am struggling with,
Speaker:I don't like the decor of my home,
Speaker:it will bring me immense joy to have this in my
Speaker:home. If I'm wanting to have a really cute outfit for
Speaker:a date.
Speaker:If I have a certain piece of jewelry,
Speaker:it's going to make me feel really,
Speaker:really good,
Speaker:really confident,
Speaker:really happy,
Speaker:whatever those feelings are.
Speaker:So I think that we sometimes take that for granted,
Speaker:like what it brings to our clients,
Speaker:but there's something,
Speaker:and so really looking at how you want that to impact
Speaker:is really important.
Speaker:Yeah. And I think verbalizing it also for you to know
Speaker:then is a way that you're going to be able to
Speaker:talk about the value of the product that you offer for
Speaker:everybody else.
Speaker:Like if someone,
Speaker:and I'm talking to you guys,
Speaker:give biz listeners right now is if you just made a
Speaker:product that solves a problem,
Speaker:then that's obviously how it's going to help your customer.
Speaker:Okay, so you have a new way of cutting cookies or
Speaker:it's a new pin that'll keep your scarves together.
Speaker:You know,
Speaker:whatever is solve some type of a problem,
Speaker:but it could just be it's the joy and the feeling
Speaker:and all of that that Mariana has just described.
Speaker:It also can help if you are,
Speaker:while you were talking to Marianne,
Speaker:I was thinking about this to people who may cookies or
Speaker:cupcakes or have a bakery,
Speaker:the food that you create helps deepen relationships with people they're
Speaker:going to share it with.
Speaker:Maybe it's a cupcake with coffee or a scone with coffee
Speaker:or something like that.
Speaker:So no matter what your product is,
Speaker:I think often we feel exactly like what Mariana is saying,
Speaker:that there isn't a problem that it's solving.
Speaker:Well, it might not be a problem necessarily,
Speaker:but it enhances something.
Speaker:The beauty of the home of deepens a relationship makes you
Speaker:feel better about yourself when maybe you've been kind of down
Speaker:and out for a little while or something and you put
Speaker:on a scarf that you love,
Speaker:things like that.
Speaker:These are really good.
Speaker:Marianna. We're only on number two,
Speaker:So thank you.
Speaker:Okay, so number three is all about your team.
Speaker:So when this really hit home for me,
Speaker:so when I started my business,
Speaker:I was living in Texas as I said,
Speaker:and it gets hot.
Speaker:It's like 110 degrees in the summer.
Speaker:And we had hired a nanny to come to our house
Speaker:and watch the kids and cook and clean and like do
Speaker:all those things.
Speaker:And she was a retired woman.
Speaker:She had retired from a nonprofit and I found out that
Speaker:through working for us,
Speaker:she was saving up to buy an air conditioner.
Speaker:And I thought to myself,
Speaker:Holy cow,
Speaker:how do you not have an air conditioner in 110 degree
Speaker:heat? Right.
Speaker:Right. And so had I not had the business,
Speaker:had I not been able to hire her,
Speaker:she would be stuck without an air conditioner.
Speaker:And without being able to buy an air conditioner,
Speaker:I mean,
Speaker:who knows?
Speaker:She might have gotten a different job or whatever.
Speaker:Right. But that impact really hit home for me.
Speaker:And so there is so much you could do through your
Speaker:team in effecting their life because you were able to run
Speaker:a business profitably and were able to hire someone.
Speaker:You're changing their life.
Speaker:And would you also add things like you're able to enhance
Speaker:their skills based on things that they learn doing a job
Speaker:for you,
Speaker:all that type of thing too?
Speaker:Absolutely. Absolutely.
Speaker:We actually do take interns in my company,
Speaker:so we take interns and it's a lot of that.
Speaker:They're like,
Speaker:Oh my gosh,
Speaker:I did not know I could be able to do this
Speaker:or I didn't know that I would learn so much about
Speaker:psychology or I didn't know that I could learn how to
Speaker:get over my fear of sales.
Speaker:Right? Like all of this stuff,
Speaker:right? It's like you're enhancing their skills and then what are
Speaker:they going to be able to do because of that experience?
Speaker:Yeah. I don't think that many of us think about that
Speaker:within our business.
Speaker:We're so busy getting things done,
Speaker:getting orders out,
Speaker:making products,
Speaker:selling more that you think about that.
Speaker:Absolutely. Oh my gosh,
Speaker:Isn't Marianna sharing such fabulous guidelines for selling with us?
Speaker:We're going to hear the final two ways we embrace and
Speaker:help through our business.
Speaker:Right after a word from our sponsor,
Speaker:This podcast is made possible thanks to the support of the
Speaker:ribbon print company.
Speaker:Create custom ribbons right in your store or craft studio in
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Speaker:print company.com
Speaker:for more information.
Speaker:So the next one is all about how you can give
Speaker:back in bigger ways.
Speaker:I think this is what most people think of when they
Speaker:think of making a difference.
Speaker:They're like,
Speaker:Oh, when my company gets to X revenue,
Speaker:then we'll give back in bigger ways so we don't have
Speaker:to go too much into it.
Speaker:But for some of my clients,
Speaker:especially as you're getting in higher income level where it really
Speaker:isn't like all of the impact in your life is not
Speaker:going to be seen as much.
Speaker:You can really lean into this part.
Speaker:You can say,
Speaker:you know what,
Speaker:I really want to sponsor this or donate here or support
Speaker:this cause.
Speaker:And that can really help to motivate you,
Speaker:especially if you're already doing well,
Speaker:but you want to take it up to the next level.
Speaker:Wonderful. I'm thinking also we have several people that I know
Speaker:I've worked with who have started businesses because of the impact
Speaker:that they want to make.
Speaker:They're perhaps selling products from third world countries and empowering women
Speaker:who are making those products,
Speaker:but selling over here in America or in Europe.
Speaker:So their whole reason for being in business unto itself is
Speaker:a cause that kind of merges number three and four together.
Speaker:I think a little bit.
Speaker:But so if you have something like that that's really ingrained
Speaker:into your business,
Speaker:I'm thinking you'd want to get the word out about that.
Speaker:This is the base behind your company,
Speaker:right? Yes.
Speaker:And that's kind of how I look at all of them
Speaker:actually. If you're really pushing because of those impacts,
Speaker:right? Whatever they are.
Speaker:Whichever one is lighting up the most for you right now,
Speaker:use that as your courage for selling Because you're so committed
Speaker:to the cause.
Speaker:You kind of forget,
Speaker:and again you're going back to the point that there is
Speaker:something that you have to offer.
Speaker:You're not pushing it on people,
Speaker:but I think when you say your courage for selling is
Speaker:like stop thinking about yourself and think about what the impact
Speaker:is. Exactly.
Speaker:But I think taking this devil's advocate,
Speaker:if you will,
Speaker:I think I'm hesitating because I'm thinking through this a little
Speaker:bit. You don't want to create a cause just to have
Speaker:a cause based initiative.
Speaker:You don't have to,
Speaker:I mean you need to have some portion of your heart
Speaker:into it.
Speaker:You don't want to just say,
Speaker:Oh well we want to look like we're really supportive of
Speaker:something, so let's choose something and just do it.
Speaker:Do you want to have some type of connection?
Speaker:Yeah, and that's why I think like what I found with
Speaker:my clients is some clients are so motivated by that cause
Speaker:like just like you mentioned some of your clients were,
Speaker:that's their sole thing,
Speaker:but there's other clients that that is less important.
Speaker:What is more important is perhaps the side or perhaps it's
Speaker:the team side.
Speaker:So I think it's really just again,
Speaker:tuning in just like our version of success.
Speaker:What is your version of successful impact mean?
Speaker:And if it's not the cause,
Speaker:then don't put yourself pressure to be the cause And don't
Speaker:create something just cause you feel you have to check off
Speaker:that list either because it won't look genuine then.
Speaker:Exactly. And it won't feel right.
Speaker:Right. But having said that too,
Speaker:you could do things that are a point in time.
Speaker:Like, let's say your community does a five K race and
Speaker:all of the proceeds go to a humane society or animals
Speaker:or something like that.
Speaker:You could help sponsor things that are a point in time
Speaker:too. Absolutely.
Speaker:An overarching need or just individual projects,
Speaker:if you will,
Speaker:I guess I'd say.
Speaker:Absolutely. And so the value of this,
Speaker:number four is obviously the impact on whatever type of money
Speaker:that you're able to make that can help support the charity.
Speaker:I know you'd have to talk about it in your business
Speaker:or else no one's going to understand it,
Speaker:but how much do you hype what you're doing so that
Speaker:you don't cross the line of looking self-serving to self-serving?
Speaker:You know what I mean?
Speaker:Yeah. I think you're right.
Speaker:I think that is a fine line for us.
Speaker:It's more like that's just what we do.
Speaker:We don't talk about it that much,
Speaker:but I have seen other people talk about it a lot,
Speaker:and so I think it also just means it goes back
Speaker:to what do you feel comfortable with?
Speaker:And also I think too,
Speaker:as a brand,
Speaker:is that something that your audience cares about?
Speaker:If they do,
Speaker:then I think it's worth it to share more and maybe
Speaker:I haven't been sharing enough now that I'm thinking about it,
Speaker:like maybe I should be sharing more of that.
Speaker:Yeah. Okay.
Speaker:That's interesting in that makes a lot of sense because just
Speaker:by nature of who your audience is,
Speaker:is this something that they can get behind?
Speaker:I also think if it's something really personal to you,
Speaker:like let's use Mariana's example with her daughter.
Speaker:If you had something that was going on with a client
Speaker:in your community,
Speaker:something that was very personal to you and you were sharing
Speaker:it, they could get behind it because of you,
Speaker:because they care about you and your business and your brand
Speaker:and the company too.
Speaker:Exactly. I think it all goes back to that.
Speaker:It just has to be genuine.
Speaker:I think so too,
Speaker:and again,
Speaker:like you said,
Speaker:it could be those small projects.
Speaker:I know when I did one of my launches awhile back,
Speaker:there was a lady at the gym and she was just
Speaker:leaving a very abusive relationship and had these two tiny kids
Speaker:and had no money.
Speaker:So we donated diapers and clothing and things like that to
Speaker:her. Again,
Speaker:it was a one point in time and for me it
Speaker:was like just that impact was so big because she was
Speaker:totally not expecting it.
Speaker:So it was really fun.
Speaker:That's awesome.
Speaker:Yeah. So things like that.
Speaker:And right now Venezuela,
Speaker:I don't know if you know,
Speaker:but it's going through a lot.
Speaker:And so we've been doing stuff,
Speaker:my dad actually sends like medical supplies,
Speaker:things to Venezuela through a charity that he runs.
Speaker:So we do things like that where it's like a special
Speaker:cause or something really going on,
Speaker:but it's not like we're sharing it every day on social
Speaker:media, if that makes sense.
Speaker:Right. So it's not like your company is a front for
Speaker:the whole cause either.
Speaker:There's gotta be balance.
Speaker:Exactly. Yeah.
Speaker:So that's a perfect example because this is part of your
Speaker:story and people who are part of impact driven entrepreneur resonate
Speaker:with you and care about you and understand that that's important
Speaker:to you and want to support it.
Speaker:Exactly. So it's a perfect example.
Speaker:Yeah. Okay.
Speaker:And what about number five?
Speaker:What do we have there?
Speaker:Okay, number five,
Speaker:I think it's,
Speaker:I don't know.
Speaker:We'll see what you guys think.
Speaker:So number five is invisible impact.
Speaker:It's because you decided to show up.
Speaker:Good things happened and you may never know about it.
Speaker:So for example,
Speaker:if you're marketing online,
Speaker:there may be a post that you did,
Speaker:you may have shared something,
Speaker:you may have shared a story that hit a nerve with
Speaker:someone in a positive way.
Speaker:And just because you showed up to do your marketing that
Speaker:you were supposed to be doing anyway,
Speaker:you may have helped somebody brighten their day.
Speaker:And for me,
Speaker:that's the one that gives me the most goosebumps because you
Speaker:will never know.
Speaker:And it's also just the beauty of getting to be in
Speaker:business. I so agree with you.
Speaker:I went off on a tirade the other day with people
Speaker:in my maker's MBA program.
Speaker:I won't say a tirade,
Speaker:but there was a question that came up and someone was
Speaker:just having a challenging day,
Speaker:if you will.
Speaker:And I'm like,
Speaker:let's just stop here and recognize that these are the things
Speaker:we wanted to be doing.
Speaker:And along with that comes some challenging days,
Speaker:some great days,
Speaker:but if you could pull yourself out of your body and
Speaker:look at what you're able to do and have your own
Speaker:business, how cool is that?
Speaker:Right. And we forget about that sometimes because again,
Speaker:we're so close,
Speaker:we're in the middle or in the midst of everything.
Speaker:Exactly. I love this concept of invisible impact and I'm thinking
Speaker:just bringing up the concept in and of itself,
Speaker:just having the idea that that's the truth of it,
Speaker:you know,
Speaker:makes you feel good about it even though you said,
Speaker:cause you're not gonna really necessarily know.
Speaker:Right, exactly.
Speaker:Have you ever been in a situation where you're out at
Speaker:maybe a conference or randomly someone sends you an email out
Speaker:of the blue or maybe it's a review on your podcast
Speaker:and someone says,
Speaker:I've been listening to you for years.
Speaker:I'd never be in the place I am right now.
Speaker:Or you're the one who helped me make this move.
Speaker:I mean,
Speaker:every once in a while those things come out with actions
Speaker:that you took a long time ago.
Speaker:Yes, absolutely.
Speaker:That's happened to me multiple times.
Speaker:Like a random podcast that I did,
Speaker:somebody messaged me and said,
Speaker:Oh, thanks for that strategy.
Speaker:I just booked two clients from one free podcast.
Speaker:Thank you.
Speaker:I was like,
Speaker:what? I was like,
Speaker:that's right.
Speaker:But I always think of the invisibility of that because that
Speaker:was amazing that I got to hear that from her.
Speaker:But like also what if there was others or what if
Speaker:another episode helped somebody in a different way.
Speaker:That's the beauty.
Speaker:That is the beauty And if there's one more than likely
Speaker:there are others.
Speaker:Exactly, and to relate it to people who are listening.
Speaker:Maybe someone just enjoys your beautiful candle while they're taking their
Speaker:bath at night and it's a way to for them to
Speaker:relax from their day.
Speaker:And how wonderful for you to be providing that moment because
Speaker:of the scent of your candle is exactly what they need.
Speaker:Things like that.
Speaker:Yeah. And I would even go further to say like what
Speaker:if that woman is a mom and she had a really
Speaker:stressful day but like tomorrow how she's going to show up
Speaker:as a mom is going to be so much better because
Speaker:she had that downtime.
Speaker:Right. Kind of in a way.
Speaker:Indirect impact impact in the moment,
Speaker:but indirect impact because it would linger on in this example.
Speaker:Exactly. All right,
Speaker:so how do we remember all of these?
Speaker:So after we're done,
Speaker:our listeners are listening to the show and like I'm even
Speaker:thinking for myself cause these are so good,
Speaker:Marianna, is how do you integrate these into your life and
Speaker:remember them,
Speaker:I don't know.
Speaker:You write them down so you can always resource them or
Speaker:something. I don't know.
Speaker:Yeah, absolutely.
Speaker:You can write down for me how I like to work
Speaker:with my clients on it is like,
Speaker:okay, which one are you feeling the most drive from the
Speaker:most. Like yes,
Speaker:this is the one that can really propel me forward in
Speaker:that dark moment.
Speaker:And that's the one that you're going to say put on
Speaker:your vision board or put it in front of your desk
Speaker:to really guide you.
Speaker:Perfect. Yeah,
Speaker:just take one and really use that.
Speaker:I like that.
Speaker:I like that a lot cause you know so often we'll
Speaker:listen and it all sounds good and then we're so busy
Speaker:we go on our Merry way and that's that.
Speaker:That's a great piece of advice here.
Speaker:Okay. Anything else around the five tangible levels of impact that
Speaker:we should talk about?
Speaker:Any like umbrella?
Speaker:Just to kind of summarize it all.
Speaker:I could summarize each if that's,
Speaker:Yeah, we can go back and let's do a quick review
Speaker:for everybody.
Speaker:That'd be great.
Speaker:Yeah. Quick review.
Speaker:So the first level of impact is how your business is
Speaker:going to affect your quality of life on a daily or
Speaker:weekly basis.
Speaker:Number two was how your business is going to affect your
Speaker:clients, right?
Speaker:So those people that are buying your products.
Speaker:Number three is how it will affect your team or the
Speaker:people you're going to be able to hire because of the
Speaker:business. Number four is how you may give back,
Speaker:whether that be a special event or something more consistent.
Speaker:It's really up to you.
Speaker:And then number five is the invisible impact.
Speaker:In other words,
Speaker:just because you showed up to market and share your product,
Speaker:how it might be helping others and just creating ripples of
Speaker:impact. Perfect.
Speaker:Okay, so I want to take you back to something we
Speaker:talked about in the beginning and that was you in your
Speaker:role in administration,
Speaker:and I'm thinking about somebody who's listening right now who might
Speaker:be in a similar situation.
Speaker:They like what they're doing.
Speaker:They've got a projectory in terms of additional education.
Speaker:They've had their eye on a higher level position or they
Speaker:just like where they are.
Speaker:They're satisfied,
Speaker:it's working well,
Speaker:but they've got this feeling just like you did.
Speaker:They have been an entrepreneur and done things of their own
Speaker:a lot,
Speaker:even from childhood.
Speaker:What would you say to that person if they're thinking about,
Speaker:well, should I make a leap?
Speaker:Should I not?
Speaker:Should I stay?
Speaker:Should I do it on the side?
Speaker:Should I just forget about it?
Speaker:Because the position I'm in right now is really serving me
Speaker:well. What would you say to that woman?
Speaker:I would say to trust herself because I think our intuition
Speaker:can guide us more than our logical mind.
Speaker:Right? Or even like me.
Speaker:So I would say trust yourself.
Speaker:I think you know in your gut and it takes getting
Speaker:quiet and really just listening to what you really want and
Speaker:allowing yourself to have that vision and then trust it.
Speaker:Perfect. Yeah.
Speaker:Intuition. So powerful.
Speaker:And we don't really listen enough.
Speaker:I agree with you there.
Speaker:All right,
Speaker:wonderful. These are great,
Speaker:Maryanne. I really appreciate you sharing them with us.
Speaker:And now we would like to share something with you.
Speaker:I'd like to present you with a virtual gift.
Speaker:It's a magical box containing unlimited possibilities for your future.
Speaker:So this is your dream or your goal of almost unreachable
Speaker:Heights. It can be for impact driven entrepreneur or something else.
Speaker:Please accept this gift and open it in our presence.
Speaker:What's inside your box?
Speaker:Oh my gosh,
Speaker:I've never shared this publicly.
Speaker:So I want to help a million people to make a
Speaker:bigger difference in the world.
Speaker:So you want to get the message out to a million
Speaker:people. Perfect.
Speaker:Well we can all help you with that because we can
Speaker:share the message that you've just presented here and obviously my
Speaker:podcast will bring you to other people who have not known
Speaker:you yet before.
Speaker:So we'll help a little bit,
Speaker:as much as we can right here and now.
Speaker:How's that?
Speaker:Oh my gosh,
Speaker:thank you.
Speaker:I so appreciate it.
Speaker:And how would people get in touch with you if they
Speaker:want to know more?
Speaker:You can visit my website,
Speaker:the impact driven entrepreneur and there you have access to all
Speaker:my content and see where our community is,
Speaker:the podcast,
Speaker:et cetera.
Speaker:Okay. And share a little bit about what you talk about
Speaker:on your podcast cause I'd love for you to pick up
Speaker:a few new listeners as well.
Speaker:Sure. So the podcast is all about how you can scale
Speaker:your business with a six figure group program.
Speaker:And so I know we haven't really talked at all about
Speaker:group programs,
Speaker:but basically something that you're and coaching Your audience through and
Speaker:really just helping them support,
Speaker:supporting them along the way.
Speaker:Okay, so that's your area of expertise and what you really
Speaker:drive into in terms of your work with your clients.
Speaker:Exactly. Perfect.
Speaker:Wonderful. Well thank you so much.
Speaker:This has been a fabulous conversation.
Speaker:I really love the idea and gift biz listeners.
Speaker:Now I'm giving you homework.
Speaker:I want you to pick one of these five and put
Speaker:it on your vision board or make yourself a screensaver for
Speaker:your phone or something so that you can really take to
Speaker:heart one of these five and help it move you forward
Speaker:with your business.
Speaker:Marianna, I thank you so much.
Speaker:I've really,
Speaker:really enjoyed our conversation today and I appreciate all that you've
Speaker:shared with my listeners here on the podcast.
Speaker:Thank you so much for having me.
Speaker:Sue, isn't it amazing how it sounds so doable to sell
Speaker:something that we fear,
Speaker:but the way Mariana talks about it in terms of being
Speaker:a service versus being something that's aggressive and forceful and pushy.
Speaker:When you change your mindset about this,
Speaker:I'm confident that this is something we all can do now.
Speaker:Service-based selling happens after you have customers already coming to you,
Speaker:but how do you attract those customers in the first place?
Speaker:That is the topic of the podcast next week and I
Speaker:guarantee you you do not want to miss it until then.
Speaker:Have a wonderful and productive week and I'll catch you next
Speaker:Monday on the gift biz unwrapped podcast.
Speaker:I want to make sure you're familiar with my free Facebook
Speaker:group called gift biz breeze.
Speaker:It's a place where we all gather and our community to
Speaker:support each other.
Speaker:I've 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,
Speaker:to show pictures of your product,
Speaker:to show what you're working on for the week,
Speaker:to get reaction from other people and just for fun because
Speaker:we all get to see the wonderful products that everybody in
Speaker:the community is making.
Speaker:My favorite posts every single week without doubt.
Speaker:Wait, what aren't you part of the group already?
Speaker:If not,
Speaker:make sure to jump over to Facebook and search for the
Speaker:group gift biz breeze.
Speaker:Don't delay.
