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145 – How to Land Corporate Business with Maria Bayer of Irresistible Selling
Episode 14515th January 2018 • Gift Biz Unwrapped • Sue Monhait
00:00:00 00:42:51

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Maria Bayer is the creator of “Irresistible Selling” – an online group coaching program she designed to help creative entrepreneurs book higher-paying clients, grow their business and design a life they love. She teaches the authentic selling and mindset strategies that helped her tripled her income in less than a year, and go on to book over $25 Million in sales from companies like Target, Best Buy, Ulta, Office Max and Hyatt. Maria is a national speaker, and has authored and co-authored several Kindle books. She resides in the Chicago area with her husband Tim and fur-baby Gia, usually with a cold brew in hand.

Maria Bayer’s Story

How Maria’s career in sales began. [4:31] The manager who cultivated her natural talent and mindset. [6:19]

Successful Sales Insights

The sales approach of advocate and consultant. [8:11] It starts with building trust. [11:02] Consistency and fulfilling expectations is key. [13:26] The value of just being yourself. [14:49] The parallels of sales and dating. [15:20] What to do when you hear “No.” [28:03] What to do if you are uncomfortable asking questions. [31:57]

Corporate Selling

The first contact with a potential customer. [17:15] It’s important to have a sales process. [19:45] Framing the meeting. [23:29] A breakdown of what should be included in the process. [24:02] How to stand out from other vendors. [26:11]

Valuable Resource

Acquity – Online appointment scheduling software. Clients schedule appointments, pay, and complete intake forms online 24/7. [34:00]

Contact Links

Website Facebook Instagram Twitter LinkedIn Irresistible Selling FB Group – Learn Collaborate Flourish

Join the Gift Biz Breeze Community – it’s private but it’s free!

If you found value in this podcast, make sure to subscribe and leave a review in Apple Podcasts or Google Podcasts. That helps us spread the word to more makers just like you.
Thanks! Sue

Transcripts

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You're listening to gift biz unwrapped episode 145.

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I don't want you to feel like you're selling.

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I want you to feel like you're just a better version

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of you.

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Attention gifters bakers,

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crafters, and makers pursuing your dream can be fun.

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Whether you have an established business or looking to start one.

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Now you are in the right place.

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This is give to biz unwrapped,

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helping you turn your skill into a flourishing business.

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Join us for an episode,

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packed full of invaluable guidance,

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resources, and the support you need to grow your gift.

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This here is your host gift biz gal Sue Mon height.

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Hi there.

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It's Sue and thank you for joining me today on the

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gift biz unwrapped podcast.

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Today, I have the pleasure of introducing you to Maria Baier.

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Maria is the creator of irresistible selling an online group coaching

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program. She designed to help creative entrepreneurs,

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book, higher paying clients,

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grow their business and design a life they love.

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She teaches the authentic selling and mindset strategies that helped her

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triple her income in less than a year.

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And go on to book over 25 million in sales from

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companies like target best buy Alta office max and Hyatt.

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Maria is a national speaker and has authored and co-authored several

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Kindle books.

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She resides in the Chicago area with her husband,

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Tim and for baby GI,

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usually with a cold brew in hand,

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which makes us friends already Maria,

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welcome to the show.

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Thank you so much,

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Sue. I'm so excited to be here today As an extension

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of your intro.

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I like to have people get to know you in a

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little bit of a creative way,

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and that is by having you describe for us what would

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be your ideal motivational candle.

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So if you could give us a visual of that,

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what would the color be and what would be the quote

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on your candle?

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Well, I think it would be an Aqua color,

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like the sky or the sea,

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because that just gives me this visual of infinite possibilities.

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And I think the quote would be,

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you are more powerful than,

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you know,

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because I feel like we do not embrace the power that

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is inside of us and we play small and we have

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to constantly remind ourselves that the sky's the limit for us.

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And we need to put ourselves out there and that we're

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put here on this earth,

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not to shrink and hide,

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but to grow and to expand and to be the most

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that we can be.

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I so agree with you.

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I mean,

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why do we always diminish what our skills are?

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Just because there are,

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I think it's very common and we have to get out

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of that,

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particularly women.

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Yes, absolutely.

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I hate to generalize,

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but I do think at least from my experience,

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women tend to shrink more and not feel like they can

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brag about what they've done well,

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and we should be proud of that because we've worked hard

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to get where we are and we should be proud of

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that. Absolutely.

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And just as men should be too,

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and the majority of our listeners honestly are women.

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So just bringing up the truth of it,

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it seems like when we like to state our accomplishments,

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but it looks like we're being overly boisterous or something like

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that. Versus if men do it,

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it looks like being successful.

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Or however you want to say that,

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I think the time is to level up.

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And the big thing about that is,

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I guess I'll go a different direction with this is if

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you're not going to share your successes,

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how is anyone going to know Exactly?

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You have to be your biggest cheerleader,

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because if you're not proud of what you've done,

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your clients will never see that.

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Absolutely. So I was so excited to find out about you,

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Maria, because I'll tell you,

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I think by far the biggest question I'm always getting from

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coaching clients,

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especially people in the creative industry is that whole idea of

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selling is like the farthest thing from anything that people want

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to even think about much less have to do.

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So I'm really excited to talk with you because you can't

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grow a business,

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unless someone is going to know about your product and you're

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going to talk about it and there's going to be an

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exchange of money.

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There's going to be a sale.

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So let's dive into that right away.

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I think let's just go for it.

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Let's talk about the stigma behind selling.

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Yeah. You can't see me nodding,

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but I hear as you're talking,

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I'm Italian,

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so I'll continue to talk with my hands as well.

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So just imagine that as you're listening,

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The visual,

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anytime you need to,

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that's fine.

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Air quotes,

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whatever. Yeah.

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That is absolutely by far the biggest,

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I think hurdle that so many of us have to go

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over to get to the other side.

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And I struggled with that as well.

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When I went into sales a long,

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long time ago,

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part of the reason I went into it was to get

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out of my shell actually,

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because I was so painfully introverted and I wanted to not

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be so introverted and so scared to like talk to people.

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I didn't know.

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So I started in sales.

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I met somebody that introduced me to somebody who needed to

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hire a sales person.

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And he was complaining because he couldn't find somebody that knew

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the finance world.

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And that was my background.

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So I went to school for finance.

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I was working in that industry.

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And so he hired me with absolutely zero experience in selling

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because he said,

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I can teach you how to sell,

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but I need someone who understands the people they're selling to

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who can talk their language,

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who can understand what they're thinking,

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what they're struggling with.

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And in this case I was selling software.

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This is what the product was.

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And it was selling software to people in companies too,

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like CFOs or controllers,

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people that were handling money.

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And it was helping them with budgeting and a few other

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things. So he taught me how to sell.

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But what he wanted was somebody obviously that knew that industry

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fast forward.

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He did that.

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He taught me how to sell.

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He left a few months later.

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So here I am stumbling around in this job and having

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some of the skills that I needed because he taught me

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some great things before he left.

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And then I was floundering because I didn't have a manager

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at that point.

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And I wasn't just trying to figure it out and it

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wasn't working so fast forward,

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I get laid off because I'm the low man on the

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totem pole and I'm not producing.

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So of course they laid me off.

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I find another job,

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thank God in the same industry.

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And they took a chance on me because I really didn't

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have very much experience,

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but thankfully there,

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I had a manager that really understood me and was very,

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very good at just cultivating what was my natural talents and

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helping me realize that my mindset about selling that it was

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not correct.

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And what was impeding me was that I was thinking,

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Oh, I've gotta be aggressive.

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I've got to be this used car salesman,

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no offense to any car salespeople out there,

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but I didn't have to be that stereotype.

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And once he helped me realize that,

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that that's what I was thinking.

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And that was not necessarily true,

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that there are many ways to be successful in selling that

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I could leverage my natural strengths of people skills and befriending

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people and really understanding them and being their advocate that I

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could be successful that way.

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And so he helped me see that my mindset was in

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my way,

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but more importantly than that,

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that it wasn't the only way to sell.

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So he gave me a different way to frame what I

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was thinking.

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And he helped me align my goals with my mindset.

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So that really made all the difference in my career.

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And that's when things skyrocketed for me.

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So once I was able to figure that out and really

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look at selling in a different way,

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my results just completely skyrocketed.

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I almost think we should change the whole word because selling

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reminds me of that.

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And I was in sales for most of my corporate life.

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And I think you're always in sales.

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If you're in business,

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you're always in sales to some level,

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but the old fashioned word of sales is exactly what you're

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talking about.

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Like the car salesman or just that I don't even care

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if you need it,

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but you're going to buy it from me type attitude.

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Exactly. And like I said,

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I wish there was a whole different word because the approach

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to having someone purchase what you have for their benefit,

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doesn't equate to that old image of sales at all.

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Exactly. And that's the only way I can sell.

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I don't want to sell you something that you do not

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have a need for.

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So that's my approach.

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And so one of the things that I try to impress

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upon my students is that the way you think about sales

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is really going to completely affect the way you talk to

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your clients the way they feel when they're talking to you

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and how they respond to you.

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So my feeling is you are,

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and after a long,

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long time in sales,

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I've been at so many different scenarios.

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So I've seen it from so many different perspectives,

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but the best thing for me is really to look at

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it from the perspective of I'm your advocate,

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I'm your consultant.

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I'm somebody that wants the best for you,

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even if that means that you're going to hire somebody else.

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That's okay.

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I want you to make an informed decision and make the

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best decision for you.

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So I want to give you the information you need to

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make a decision one way or the other.

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Another way to spin it is if a friend comes up

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to you and says,

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Hey, a lot of my clients are in the wedding industry.

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So what I tell them is if a friend comes to

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you and says,

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let's say you're a wedding planner and your friend comes to

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you and says,

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Hey, I'm getting married,

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but I can't use you as my planner because let's say

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you're out of the country,

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for example.

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So what advice would you give me in selecting a wedding

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planner? So when you look at it from that perspective,

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as you're consulting your friend,

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how to pick a wedding planner and what questions to ask

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and what the differences are between different types of wedding planners

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and why some are priced at this price point and why

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some are priced at this price point,

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that's higher.

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That's the way you should look at it,

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because then it helps you change your whole dynamic and your

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perspective. And just the approach that you take when you're talking

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to somebody and you don't feel like you're selling.

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And that's my goal.

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I don't want you to feel like you're selling.

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I want you to feel like you're just a better version

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of you and just more articulately explaining how you can help

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someone. Yes.

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And I think for that to happen,

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you have to have a very clear understanding yourself of what

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it is you offer and who is right for your product

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or services and who isn't necessarily right for your product services.

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In other words,

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that you would want to then send them on to somebody

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else. Exactly.

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So for gift biz listeners,

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that's one of the things that we talk about is making

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sure that you really understand who your product best serves and

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have that grounded,

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which then falls right into what Maria's talking about.

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I love when you're saying talk like you're talking to a

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friend and again,

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I'm going to just say this as women.

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I think we do.

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We really want the best for the people that we're talking

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to. We're not looking necessarily at making quotas or that type

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of thing,

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but before you can have that friendship,

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you have to have developed some level of trust.

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Exactly. How do people go about doing that?

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How do they build trust with someone that they just met?

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Yeah. I think there's a lot of aspects to that.

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So there's the things that you can do before they even

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talk to you that can build trust.

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So to your point,

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if you know who your ideal customer or client is the

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way you talk to that client on your website,

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because that's usually going to be the first touch point that

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they have,

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make sure that you talk to them to that specific person

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that will help them feel like,

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Oh, she gets me,

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like, she really understands what I'm struggling with and what I

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desire and what I want in my life.

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So that's like the first touch point and then building it

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throughout your entire process.

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That's one of my philosophies is one way to not be

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salesy, not be pushy,

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not be a used car salesman is really to structure your

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process from beginning to end so that all of it reinforces

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your end result,

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which is to get them to a decision,

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whether that's yes or no.

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So giving them everything that they need to make a decision

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and make them feel like you understand them,

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whether that be the questions that you ask them,

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the process that you take them through,

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if you are offering services,

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for example,

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there's usually some automation tools that you're going to need to

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make that process be smooth and come across very professionally.

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So all of those little pieces go into building trust.

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And then some of the just really easy things are a

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fast response times following through on what you say you're going

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to do.

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Like if you're a business owner that has to give somebody

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a quote,

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for example,

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don't say you're going to give it to them in an

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hour and give it to them.

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Three days later,

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simple things like that.

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You can do where most people think,

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Oh, they have to go through hoops and do something extraordinary.

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My experience shows me that a lot of people aren't doing

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even the basic things,

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right? So if you do those right,

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you're going to stand out just by doing what you say

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you're going to do.

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Oh my gosh.

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So true.

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And it seems so obvious if you say you're going to

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do something,

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then just follow through and actually do it.

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Exactly. I think the other thing is consistency.

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When we were talking about your online presence and you're talking

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about when they get to the website,

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make sure that you are speaking to them so that they

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really feel like you understand your customer,

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but also you should be doing that across all of your

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online sites.

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So if it's on social media,

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if you're doing live presentations,

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everything you want to keep consistent.

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Cause that also develops a level of trust because you're showing

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up somewhere and you're the same everywhere you show up.

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You're exactly right.

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Absolutely. And I think that when you try to be consistent

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across all platforms and you try to show them what your

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personality and your philosophy is like,

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then when they talk to you on the phone or interact

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with you,

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you're portraying the same person.

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There's no disconnect there.

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Right? So I think that,

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especially for me,

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I look at what do I want to portray?

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What do I want people to know about me in my

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social media,

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whether I say it overtly or whether it's just the undertone

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of what's the tone of what I'm putting out there.

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So I want people to know that I'm approachable.

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I want them to know that I am somebody that will

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encourage you because I think that that's half the battle.

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And that's my personal philosophy that you should aim for the

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stars. And I always want to encourage people because they can

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do so much more than they think Maria is talking about

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how she is approaching her customers.

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And she provides the services,

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the sales coaching,

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et cetera.

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If you're an artist with a tangible product,

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you are still the face behind your whole company because you're

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the creator of the product.

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Even if you now have that product produced by others at

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this point,

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because you've grown.

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I think Maria,

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the interesting thing that you were just talking about now is

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also the hardest thing for so many people to do in

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terms of consistency,

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especially when you're in person,

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because the real story is to be consistent.

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You just need to be yourself.

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And that's also the scariest thing to do.

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Absolutely. Sometimes we're afraid to be ourselves because we're not sure

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if people are going to like that or if it's going

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to resonate with them.

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But to me it's the best way honesty is in all

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aspects is the easiest thing,

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because you don't have to ever remember what you did.

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You just be yourself and you'll always be consistent.

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Right. Which brings us to your yes or no.

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You were just mentioning that you're looking for that end result

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and the end result should be a yes or no.

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The worst result is a maybe someone who drags you on.

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Absolutely. In fact,

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sometimes it helps to look at it like from a dating

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perspective. Sales to me is a lot like dating.

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In fact,

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I remember a client a long time ago,

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she posted in our Facebook group.

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She says,

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by the way,

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I've been using your strategies very effectively in my dating life.

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Oh, no kidding.

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Yeah, because there's so many parallels.

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And I found that if you approach a sales situation,

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like, and I was there,

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so I get it.

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I've been on both sides of it.

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I was that scared salesperson that didn't want to be pushy

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and always just wanted to sell somebody and was afraid that

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if I did the wrong thing,

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they wouldn't buy it,

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et cetera.

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So I get that.

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But once I was able to look at it from the

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perspective of it's a two way street,

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I want them to like me,

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but I want to like them too.

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I want to make sure it's a good mutual fit.

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And so I use that terminology a lot with my clients

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and I have them use it with their clients to help

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show their clients that this has to be a mutual fit.

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I'm not here just to take your money.

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I might love you,

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but you may not love me.

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And it needs to be a two-way street.

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So when you look at it from that perspective,

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it really helps kind of relax you and helps you remember

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that. It's not just you,

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that's on display here and that you have to give a

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show or some magic spiel and then they'll hire you.

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It's really a conversation.

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It's really more of a friendship,

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so to speak and it has to be a two-way street.

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And that tends to relax both sides so that you can

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have a much more intimate conversation and get to the heart

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of what they're looking for.

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Right. So we've talked about the switch in mindset that we

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should have about sales.

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We've also talked about how the conversation continues on after you've

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gotten that initial contact,

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developing trust,

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and then you're talking with a friend and just being honest,

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seeing if it's a fit from both sides,

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let's back up a little bit and talk about how do

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you get that first connection point?

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Do you have any thoughts on that With a potential client

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that comes to you that inquires?

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Sure. When someone inquires with you,

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I think that's a really critical point.

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And in my sales background,

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there's different strategies that you use to,

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I guess,

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test out the client to see how serious they are.

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The rule of thumb is in the beginning.

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You want to make it super easy for people to contact

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you. So the first step is really looking at,

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for example,

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if the best way for them to contact you as your

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website, or maybe you have an Etsy site or something like

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that, make sure that you have your contact information or the

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way that you want them to contact you,

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whether that's your phone,

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email, or a contact form,

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make sure that readily accessible,

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make sure they don't have to click 14 times to get

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to it or to search and find it.

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So that's first step is make it super easy for them

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just to make that first step to reach out.

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You don't want to give them too many hurdles in the

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beginning because you don't want to keep them and prevent them

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from reaching out to you.

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So it makes sense makes total sense.

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And I see that as contact numbers on your website,

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contact forms like you're talking about,

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it seems so obvious,

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but if you go and look around,

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you'll see a lot of people miss this step.

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So yes,

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it's super important.

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I agree with you,

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Right? Especially if you have a physical location that should be

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front and center on your website.

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So don't make people hunt for that and your location should

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be on every page.

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In my opinion,

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just make it super easy because people might come to you

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in different ways,

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not necessarily your main page.

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So that's the most important thing.

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Next, we're going to move into an important conversation about selling

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to corporations.

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But before we do a quick word from our sponsor,

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And I want to just make a point to our listeners

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here too.

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I'm thinking of this more in the vein you guys have

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when you're going after corporate business,

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because people who are coming in as a customer just right

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into the store are going to be able to look at

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your products,

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talk with you a little bit pretty easily.

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Yes, no.

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I think this conversation and selling in particular,

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we all kind of freeze when we're looking at larger accounts,

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larger business,

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either getting your product or your service into corporate or else

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going the wholesale route,

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where you want to get products and such into whole foods

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or other types of locations.

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So think of this as we continue talking with that in

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the back of your mind,

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That's a really good point.

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And also if you're going after corporate accounts,

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then it's going to become really important for you to have

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a tight process and automation systems and things that will alert

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you as soon as an inquiry comes in.

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So that those things are handled in a consistent and timely

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manner because especially with corporate accounts,

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time is of the essence because they have higher expectations of

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response times than usually the general public does.

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So that's going to be really critical to show that you

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are professional,

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that you've got the systems in place that you know,

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your stuff.

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You know what I mean?

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Like if you come across as just some independent contractor type

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of a person that doesn't have any automation,

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it's not going to come across as professionally,

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as somebody that has a system down Really,

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really good point.

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I think there's a couple of keys we're going to be

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bringing out here when dealing with corporate,

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but a thought that you just triggered in my mind also

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is especially people who have never,

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maybe worked in corporate before.

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Couple of things to think about number one,

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you're probably dealing with a marketing department,

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a purchasing department,

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and they are on the line for providing success to their

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business. There's a lot for them riding on you.

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If they're going to use your product or your services.

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So you need to instill,

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we were talking about trust earlier,

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but the confidence that what you say you're going to do

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can actually be done and that you will do.

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The other thing about corporate is I'll be interested in your

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thoughts about this.

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Maria is you don't want to wait for them to tell

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you how to proceed.

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You want to have a process.

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So you want to be guiding a potential corporate customer from,

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okay, the initial meeting,

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this is what we're going to talk about.

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This is what we'll do,

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gathering information,

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whatever it is.

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And then you having the next step so that you are

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controlling, not in an aggressive way,

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but where you are very confident.

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You know what the next steps are,

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whether it's contracts,

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whether it's samples,

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whatever, because if you leave it up to the other person

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it'll possibly just fall flat.

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That's a really,

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really good point.

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And that's,

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I think important no matter who you're selling to.

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It's one of the things that we talk about to my

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clients in terms of,

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in order for you to show that you know what you're

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doing. I mean,

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part of the reason why people hire you,

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whether it's corporate or otherwise is that you're the expert.

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You have something they don't have and that they want.

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So one of the things that's going to convince them is

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they want to feel confident that you're competent.

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They want to know that for you.

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This is no problem,

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no brainer.

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We can do this.

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We've done this all day long.

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We can handle this,

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not a problem.

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So one of the ways to do that is by gently

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leading them down your process.

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The fact that even have a process shows that you're a

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professional. It shows that you have experienced because people that are

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brand new,

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that haven't had a lot of clients under their belt.

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They're not going to have a process because they're not going

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to have done it enough.

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So by virtue of the fact that you actually have a

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process that shows that you're a professional number one,

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but number two,

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to your point,

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it gently leads them down that path because your goal is

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to get them to the end point for them to become

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a client.

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So you want to know what that process is and be

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able to gently guide them.

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Because I even find this myself when I'm talking to somebody,

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even if it's the smallest thing that I want to hire

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somebody for or buy from somebody,

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if they're not asking me the questions,

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or if they're not framing the conversation and gently leading me

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down a path,

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I'll just take over naturally.

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And that's what happens when you hear that.

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If you're with a client and the client starts throwing questions

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at you and starts sort of in the middle,

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and then you get flustered.

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The reason why that typically happens is because you're not leading

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the process.

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If you frame the call,

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if you frame the meeting,

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if you frame whatever that interaction is like,

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the purpose of this is X.

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And at the end of it,

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this is what we hope to get out of it.

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Then it's going to help you go down that process faster

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and more smoothly.

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Perfect. Yes.

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I love that.

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And I love that talking a little bit deeper in terms

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of the process.

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So people who have absolutely no idea what we're talking about,

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let's share a little bit about what we think should be

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certain elements of a process.

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I know it's different for every single business clearly,

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but what types of things do you feel would be part

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of a process?

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The very first part needs to be the information gathering.

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So qualifying is another name for that,

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but it's really arming you with the information you need to

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determine even the most basic things like can I serve this

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client, but do I have a solution for them?

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Are they a good fit for me?

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And what information do I need to know to be able

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to determine that?

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And then depending on what you do for a living and

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what your area is,

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then you obviously want to ask more specific questions that will

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help you do your job better.

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But in my mind,

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the most important thing is qualifying them mutually.

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So being able to get the information you need to see

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if they're a good fit for you,

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but then also taking that information and being able to frame

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for them,

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what you can do for them.

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So sales to me is not just you learning a spiel

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that you just throw stuff at the wall to see what

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sticks. It's more about listening to a client and finding out

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what is it that they truly need.

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And part of that includes asking really smart questions,

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which in the very beginning,

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you probably won't know what those questions are,

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but as you get more of those conversations under your belt,

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you'll be able to frame and determine what some of those

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open-ended questions should be like,

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what is it that you're looking for?

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Why are you looking for this?

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What do you think it will do for you?

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Questions along those veins will help uncover what their ultimate desires

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are and their needs are.

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As I'm thinking about people who are listening to when they

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have a specific product,

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some of the other questions could be who is your end

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customer? What of my product line do you think they would

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be the most interested in?

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How quickly do you need us to turn inventory?

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What type of volume are you looking at?

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Do you want fewer items,

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but a lot of them,

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or lots of various items so that you understand what the

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expectations would be.

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It's not just,

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Oh, you come in,

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do you want to buy my product?

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And that way,

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by asking these types of questions and then how it applies

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to your product,

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then you can come back with a really custom proposal.

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That's exactly fitting what they're needing.

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Yeah. And I think also to stand out,

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a lot of my clients will tell me that they're standing

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out because of merely the questions that they're asking,

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because now I'm giving them additional questions to ask that no

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one else is asking them.

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So when you are asking somebody questions that no one else

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is asking,

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you're going to stand out and you're going to make them

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think about things in a different way.

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So think about,

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depending on what you do for a living,

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try to figure out some deeper questions to ask.

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Maybe those questions could be,

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what is it that your clients truly want need?

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What do they aspire to?

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Or what are they so challenged with?

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What solution would you give them?

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If you could wave a magic wand,

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help them understand their client better so that you can tailor

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a solution that not just addresses physical needs.

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Like I can give you X amount of product in this

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timeframe. Those are all sort of just facts.

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What I want to help people do is really get to

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the bottom of what that end customer truly needs,

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because that's what they're paying for.

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They're not paying for a pen or a widget or whatever

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they're paying for what that will do for them.

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So the more that you understand what their clients want deep

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down, the better,

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you're going to be able to communicate that.

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And that's when the value of your products and services increases.

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Absolutely. And that separates you from somebody who sells whatever your

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product is versus anybody else who's coming in.

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Exactly. Because those people are order takers.

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You're not an order taker.

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Exactly. Maria.

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I could not agree with you more.

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So we talk about the fact that you're really trying to

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get a customer from yes to no,

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and I think no tells you a lot also,

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you know,

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it tells you that they're not going to buy from you

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now, but what do you think someone should do if they

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hear a no,

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That's a great question.

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And in fact,

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I just tested this on my own clients and it's really

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a great thing to do.

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And there's lots of different ways that you can do this.

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But first of all,

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realize that no doesn't mean no forever.

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No, it could be just not right now.

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No could be not today.

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Maybe tomorrow.

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No might be not in the way that you're presenting it

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to me,

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but maybe in a different form.

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So I try to dig into that and I'll ask a

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client that I thought might be a great prospective client for

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me that didn't,

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for example,

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enroll in one of my programs,

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I'll ask them,

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what could we have done better?

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Is there any advice that you can give us for the

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next time we offer this program to better meet your needs

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and open it up to questions and ask and solicit their

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feedback, because you'd be surprised at what you get back.

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And I'm just a big proponent and having that open communication

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with clients and potential clients and finding out and asking those

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questions, because sometimes it's just the way you're packaging something.

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Maybe it could be the fact that maybe you just need

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to offer a payment plan that you didn't offer before,

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or it might be something that's doable for you now.

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It may not be.

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And that's okay.

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You need to understand that that's still good information and knowledge

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for you,

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but if you don't ask the question,

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you'll never know.

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So I think the best way is literally the direct approach

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and ask them,

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what could we have done better?

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Or what do you recommend we do for the next time?

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What could we do to make you say,

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Oh my God,

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yes, I want to work with you or yes,

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I want to buy your product.

Speaker:

And the best advice I've gotten over the years has been

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from my clients.

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So I will ask them all the time for feedback,

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ideas, comments,

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because that's the only way to get better.

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And that's the only way that sometimes the very quickest way

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and best way to get some really creative ideas.

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I just did that this morning.

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In fact,

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with one of my clients,

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I asked her about what she thought would be a great

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solution for our new clients.

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And she gave me some awesome ideas that I never would've

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thought of myself.

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Well. And honestly,

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it's always a process.

Speaker:

You're one point you get better.

Speaker:

You go through actions and you learn more and then you

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adjust what you're doing and then you're better the next time.

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And it just keeps growing.

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I mean,

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it really never ends.

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Absolutely. If you have a feedback loop,

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then you'll always be getting that feedback and you'll always be

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refining what you have and be able to continuously make it

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better. Right.

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And I think when you get the,

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no, you have the feedback,

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you get all that information.

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And then sometimes you really know it is a no probably

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forever, but it might only be a no for six months.

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Maybe they don't have the budget.

Speaker:

Exactly. Maybe there's something underlying that you're not aware of that

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they're not willing to share.

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So I think another thing after a no could be,

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would it be all right if I touch base with you

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again in six months or so just to see how you're

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doing or check in on yours.

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Yeah. I love that.

Speaker:

And the other thing to remember,

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and so many of my clients and just people I know

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have done this,

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and it's been super successful.

Speaker:

Don't forget that when someone tells you no,

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if you give them a great experience and you're gracious about

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it and you leave that door open for them to come

Speaker:

back so often they will send referrals to you.

Speaker:

Because just because you're not a great fit for them,

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for whatever reason,

Speaker:

if they love the experience of working with you and you

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were nice about it,

Speaker:

they will almost always refer other people to you.

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I am so glad you said that that is a really,

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really great point.

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So one other thing that I'm thinking our listeners might say

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is, Oh my gosh,

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am I being too nosy?

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You're asking me to go in and ask this corporate client

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all about their company.

Speaker:

And that makes me nervous because I'm going to be asking

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them some in-depth questions potentially.

Speaker:

And then also at another point,

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when they say no,

Speaker:

you're asking me to go back and then also make myself

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vulnerable and ask them all these questions.

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Are they even going to talk to me about these things?

Speaker:

Sure. I think part of it is really just helping them

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understand why you want to know it.

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So if you're asking what might seem like a too personal

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question or too in depth questions,

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tell them why.

Speaker:

Tell them this really helps us understand your client better so

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that we can come up with better solutions for you.

Speaker:

And if you have an example of that,

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that's even better because your clients don't know what they don't

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know either.

Speaker:

So it helps for you to explain why you want to

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know that.

Speaker:

And then the other part that you were asking,

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what was the second part of your question?

Speaker:

I was asking about how uncomfortable they would be asking those

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questions both for initially.

Speaker:

And then if you said no to understand why the why

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of the note.

Speaker:

I have a great for that.

Speaker:

So when Someone says,

Speaker:

no, one of the great ways to get feedback back from

Speaker:

them is to have someone else in your company,

Speaker:

reach out to them.

Speaker:

So people just by nature will want to temper what they

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tell you,

Speaker:

because they don't want to hurt your feelings.

Speaker:

Especially we,

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as women do this.

Speaker:

But if they're talking to a buffer,

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in other words,

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somebody else,

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that's not you because you're the one that's giving the product

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or service,

Speaker:

they will be much more forthcoming with that other person than

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they will be for you.

Speaker:

Yeah. That's good.

Speaker:

That's one of your little side tricks or something.

Speaker:

Yeah. It's just one of the things,

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because one of the things that I want my clients to

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do is to maximize every client.

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So even if they lose that client,

Speaker:

I want them to maximize it.

Speaker:

So find out why and see if there's any way that

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you can win them back.

Speaker:

And sometimes they do.

Speaker:

So there's strategies there for that as well.

Speaker:

But you need to really maximize all that information because it's

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all good information for you to know helps make you better

Speaker:

the next time.

Speaker:

Absolutely. I totally agree.

Speaker:

All right.

Speaker:

So I want to spin this a little bit.

Speaker:

You have been talking about resources and things that you should

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have in place,

Speaker:

automation tools,

Speaker:

all of that.

Speaker:

Can you share with us some of the tools that you

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think on more of a general basis,

Speaker:

given that our audience can be a little different here that

Speaker:

you would suggest,

Speaker:

or that you're using in your business are referencing for your

Speaker:

clients? Sure.

Speaker:

My favorite tool is acuity for scheduling and that has saved

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my life.

Speaker:

Any business owner that has to schedule anything with anyone,

Speaker:

whether it's team members or it's clients or potential clients.

Speaker:

It not only makes you look professional,

Speaker:

but acuity is so easy to use and has so many

Speaker:

great features.

Speaker:

You can set up different types of appointments with different types

Speaker:

of questions that you ask,

Speaker:

for example.

Speaker:

So there's so much power in it.

Speaker:

It's super affordable.

Speaker:

They have a free version.

Speaker:

And when I started implementing it,

Speaker:

it made all the difference in my time and going back

Speaker:

and forth with people.

Speaker:

And today,

Speaker:

really, I think consumers expect that level of automation.

Speaker:

So you really should have a calendar where people can just

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go and click and reserve a time with you.

Speaker:

If that's something that you want them to be able to

Speaker:

do, but you can integrate it into your website.

Speaker:

You can just send them the link.

Speaker:

You can integrate it into Facebook.

Speaker:

There's so many ways that you can use it,

Speaker:

but that's a great tool for that.

Speaker:

And I know other people use Calendly.

Speaker:

So that's another tool that's very similar.

Speaker:

I just personally use acuity myself Schedule once,

Speaker:

same type of thing.

Speaker:

Exactly. There are many out there,

Speaker:

but you're recommending this one gift biz listeners.

Speaker:

I'm going to put this in the show notes.

Speaker:

As you know,

Speaker:

there'll be a page connected up with Maria's interview that will

Speaker:

give you all of the information.

Speaker:

So acuity will be there for sure.

Speaker:

Let's talk about sales a little bit more in terms of

Speaker:

where your reaching out,

Speaker:

either giving or getting more information to continue to grow and

Speaker:

perfect. Your in terms of sales consulting,

Speaker:

are there any podcasts you listen to conferences you go to,

Speaker:

to stay up to date or to mingle within your industry

Speaker:

Question. I personally read a lot of books.

Speaker:

That's one of my personal favorite things to do,

Speaker:

but I also have different masterminds that I belong to for

Speaker:

different purposes.

Speaker:

So for example,

Speaker:

I have one where it's a bunch of educators.

Speaker:

So people like myself that are teaching other business owners,

Speaker:

whatever the subject may be.

Speaker:

So we get together on a regular basis online and talk.

Speaker:

We have our own Facebook group.

Speaker:

So to me,

Speaker:

having those types of groups of experts that you can go

Speaker:

to are so helpful,

Speaker:

especially as business owners,

Speaker:

because so many of us work by ourselves or in very

Speaker:

small teams and you really don't have access to a lot

Speaker:

of outside people like you do in a corporation,

Speaker:

you can go to your manager or to a different department,

Speaker:

and you're constantly learning.

Speaker:

But as business owners,

Speaker:

you have to take control of that yourself.

Speaker:

So for me,

Speaker:

one of my favorite ways is to have a mastermind that

Speaker:

I can go to,

Speaker:

that I can lean on them.

Speaker:

I can be honest with them,

Speaker:

open with them,

Speaker:

transparent, and really talk about how to do something or maybe

Speaker:

something isn't going well,

Speaker:

what have you done that works?

Speaker:

What could I be doing wrong?

Speaker:

That sort of conversation you need that comradery.

Speaker:

Number one,

Speaker:

but you also need that advice.

Speaker:

It's sort of like your board of directors.

Speaker:

That's the way I look at it.

Speaker:

It's sort of like my higher level people that I go

Speaker:

to to help me vet out some of the ideas that

Speaker:

I'm thinking of for my business and the direction I'm thinking

Speaker:

of taking it.

Speaker:

And they're not all local.

Speaker:

No, they're all over the country.

Speaker:

So gift is listeners.

Speaker:

One way that you could do this.

Speaker:

If you're don't have access or don't know how to put

Speaker:

together, a mastermind is go into some of your industry,

Speaker:

specific Facebook groups,

Speaker:

some of those private groups that you're in and see if

Speaker:

there are a few people that you really resonate with that

Speaker:

you're sharing information,

Speaker:

that's helpful to them,

Speaker:

vice versa.

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And you may even be able to build yourself a small

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group, just like Maria is talking about within your industry.

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That would be one way to do it.

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Another way would be locally.

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If you want to get different types of functions in like,

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you may want some accounting people,

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if you're a product person,

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whatever the different genres are and get a group of people

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together. But masterminding is a fabulous way to get new ideas

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about your business because you're getting new eyes on your business

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with us as business owners.

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It's so easy to get so zeroed in that you don't

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really see your business as well as you could.

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If you are taking a little bit of a higher level,

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I guess I'd say,

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all right.

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So Maria,

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at this point,

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I would like to invite you to dare to dream.

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I'd like to present you with a virtual gift.

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It's a magical box containing unlimited possibilities for your future.

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So this is your dream or your goal of almost unreachable

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Heights that you would wish to obtain.

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Please accept this gift and open it in our presence.

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What is inside your box?

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Well, thank you for the gift.

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First of all,

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you're What am I giving you?

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You're giving me this most fabulous gift.

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That's wrapped beautifully,

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by the way.

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It's a gift of being independently wealthy of living life on

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my terms,

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meaning being able to make the decisions I want to make.

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And if I want to get up and get out an

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airplane with my husband,

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we can do that.

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I've always felt like I want to travel more and see

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more of the world.

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And I've been so busy working most of my life that

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I really want to explore that because I feel travel gives

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you so much insight and expands your mind,

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like nothing else in the world on a business level.

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I want to have a thriving business where I'm really impacting

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the most business owners I can because I feel like we

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really need to change the conversation.

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And we're at a really important juncture in our world.

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And I think women are poised to make amazing leaps right

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now. And I'd like to help them do that and really

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change the face of what it means to not just sell,

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but interact with other people on a personal and professional level

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and really change the conversation and how people interact with one

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another and how people sell to one another.

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And I think we can really change the game and empower

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people. And so I'd love to do that and also be

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a motivational speaker for the younger generation so that we can

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instill in them at a really young age that they can

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do anything and they can be,

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do, and have whatever they want.

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And they just have to believe it.

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And that's part of the first thing that they need to

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do. And if we do that,

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when they're young,

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they'll grow up believing it and not have to struggle as

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much as we've had.

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Oh, that's beautiful.

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You don't see me over here,

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but I'm smiling about that.

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Just beautiful.

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How can our listeners get in touch with you or see

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what's going on with irresistible Sally or whatever else you'd like

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to share.

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Awesome. Thank you.

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So I have a Facebook group for creative business owners,

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so they can join me there.

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It's called learn,

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collaborate flourish.

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So you could just search on that term in Facebook and

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I'd love for you to join us if you join,

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introduce yourself.

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So I know who you are and that you came from

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here. So I can give you a special shout out.

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But for those of you that are interested in my irresistible

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selling program,

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you can go to,

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and I'll give you a Bitly link and I'm sure you'll

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put it in the show notes,

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but it's Bitly forward slash irresistible selling all lower case.

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And if you want free sales tips delivered right to your

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inbox, you can just go to Maria bayer.com

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and just give me your email address and you'll get free

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sales tips.

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That is really great because I think that everybody listening here

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is like,

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okay, so what Maria is saying,

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doesn't sound so hard.

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This is something that I could do.

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I can reframe my mindset.

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I could actually do this,

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but you know what happens later this afternoon or tomorrow,

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or when they get in a position of selling,

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then it goes back to being freaked out about it and

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nervous and anxious.

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Again, I encourage all of you to sign up and get

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these tips.

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Maria, thank you so much.

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I really appreciate you taking the time.

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You've shared some great tips,

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leveled out this whole scary thing about Saleen for us.

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I think it empowers us as women now to go out.

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Cause we can talk to anybody as a friend and we

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can definitely do this.

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And this is a way to get more business,

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grow your business in a much more comfortable way.

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So for sharing all of that,

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Marie, I thank you so much.

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I absolutely loved your dare to dream answer.

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And our wish for you of course,

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is that your candle in terms of empowering and all of

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that, not playing small,

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that your candle always burns bright.

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Thank you.

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That's so sweet.

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And it's been my pleasure to be here.

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Thanks so much for having me.

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This episode is all wrapped up,

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but fortunately,

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your gift biz journey continues.

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Are you eager to learn more?

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Our gift biz gal has a free download just for you.

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Head over to gift biz,

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unwrapped.com/twelve steps to get your copy of the 12 steps to

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starting a profitable gift biz don't delay,

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head over to gift biz on wrapped.com/twelve

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steps today,

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