Transcripts
In this episode of The Pricing Lady Podcast, I sit down with Celina
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:Guerrero, founder of Connect and Co.
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:She shares with us her Pricing
journey and how referrals influenced
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:her Pricing over the years.
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:Sit back, relax, and enjoy the episode.
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:Janene: Welcome to The Pricing Lady
Podcast, where smart business owners price
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:with purpose and profit with clarity.
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:I'm Janene your hostess and I'm very
excited to have here with me today Celina
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:Guerrero, founder of Connect and Co.
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:Welcome, Celina.
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:Celina Guerrero: Thank you for having me.
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:I'm so happy to be here with you.
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:Janene: I'm happy to.
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:So let's start by you sharing
where you're joining us from today.
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:Celina Guerrero: I live in
Los Angeles, California.
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:Janene: Excellent.
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:So it's a bit early for you there.
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:Celina Guerrero: Yes.
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:Janene: And what's one personal
or professional superpower that
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:you'd like to share with us?
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:Celina Guerrero: You know, I thought
about this, I think cheerleading.
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:I, enough, I was a cheerleader
in high school, I'm actually kind
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:of embarrassed to say, but I feel
like when I talk to people, I just
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:want them to do well, and I just.
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:Think I have a sense, I have a good
way of saying like, you got this,
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:like sometimes that's what people
need and I think I do that well.
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:Janene: Excellent.
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:That's a good superpower.
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:Sometimes we all need a
little cheerleader behind us.
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:Rooting.
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:Celina Guerrero: Sometimes I
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:Janene: along.
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:Celina Guerrero: much for people,
but I think I'm good at it.
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:It, it comes naturally to me
and I think people appreciate
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:it, if not always, most of the
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:Janene: Yeah.
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:Celina Guerrero: not always.
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:Janene: Okay.
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:What's one thing most people
don't know about you that
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:you'd like to share with us?
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:Celina Guerrero: I was an
opera singer for a long time
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:Janene: Wow.
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:Celina Guerrero: I be, I came
into marketing and sales.
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:I'm happy to share more about that,
but yeah, I have a degree in vocal
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:arts and music and went to New York
and did that for a while and did not do
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:well, and then went into the business
world in the marketing sales side.
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:Janene: Oh, I love that.
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:Oh, how interesting.
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:I did not know that.
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:So thanks for sharing with that.
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:That with us very, very much.
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:why don't we start by you giving us a
little bit of context, maybe two or three
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:sentences about the kind of work you do
and what usually people come to you for.
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:Celina Guerrero: I am a sales
strategist and a LinkedIn expert.
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:I think of myself primarily as helping
specifically service-based businesses
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:and consultants attract clients and
then convert them all the way to close.
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:A lot of times people come to me
when they have built their business
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:to a certain point with referrals.
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:They get clients and then at some point
they are really just doing networking.
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:And so at some point they wanna
do more marketing and sales.
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:They're ready to what they're doing more
clearly and activate and go to market.
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:So that's really what
I do with my clients.
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:Janene: Okay.
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:Excellent.
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:And what's the value they
ultimately get by working with you?
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:Celina Guerrero: I think on the mindset
side, they have a lot more confidence.
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:I think when you go into business as a
consultant, a any consultant will tell you
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:like they're good at what they do, and I
think if you're going to be an independent
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:consultant or run a business, you also
have to become an expert at sales.
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:You have to know how to sell.
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:You have to know how to market and sell.
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:You know how you have to
do business development.
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:And so I think it really solves a
big problem that they have, which is
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:this, just this kind of thorn in their
side that they're really good what
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:they do, but they can't seem to get
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:Janene: Mm.
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:Celina Guerrero: quality level
of quality of clients or the
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:number of clients that they want.
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:So I just think it really, it.
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:their business, I think
is the value there.
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:It raises their confidence and it
just gives them more ability to have
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:sustainability in their business and
not really, frankly, burnout and, you
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:know, and leave the business because
it's too hard to get clients, or the
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:only clients they can get are bad or
like not a good fit and take too much
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:time and lower prices and all of that.
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:So the value really is just almost like a.
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:A huge arm of their business is, is,
is gets into place in their business.
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:And I think that's, the value there
is just continuing to get better
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:clients over the longer term.
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:Janene: I love the word fortification.
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:That's a great, that was a great
word to, to slide in there.
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:Makes a lot of sense.
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:So why did I take you back when you first
started your business and you had to
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:set that first price for what you were
offering, what was that like for you?
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:Celina Guerrero: I was thinking about
this very, very, very, very first time
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:I was using Ellan or one of those like
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:Janene: Mm-hmm.
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:Mm-hmm.
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:Celina Guerrero: this is.
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:years ago, and I probably the
price that they were offering.
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:That's probably the very first one,
you know, and I think that speaks to
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:this idea that, you know, you just,
sometimes you're just trying to.
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:I see this with my own clients, you're
just trying to get the business,
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:you know, Pricing is secondary.
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:Janene: Yeah.
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:Celina Guerrero: I definitely
feel like for a long time setting
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:those prices was so nebulous.
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:I mean, I think also, I talk about this
a a lot, which is like when you have
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:a product, it has a shape and a size,
and it has a cost to production, right?
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:And shipping and logistics.
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:But with services, it's
so much more fluid.
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:So it's just been a, I think.
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:I think that it's just always been
challenge to put a value on something.
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:And I think definitely the services
piece is, is is hard and I think
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:you don't always know what the,
especially when you're first starting
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:out, you don't necessarily know
what everyone else is charging, so
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:Janene: Yeah,
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:Celina Guerrero: kind
of make it up, I think.
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:I think that, you know, that's
definitely been my experience as well at
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:Janene: yeah, yeah, yeah, yeah.
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:I mean, these days there's usually a
lot of information you can find about
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:what other people are charging, but
it's not necessarily good information,
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:Celina Guerrero: Yeah.
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:Janene: so you have to be careful as well.
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:Celina Guerrero: yes.
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:Janene: Yeah, so the reference point
you were using at that time was
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:basically what clients were offering
you offering to pay you, not necessarily
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:what you were wanting to charge.
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:Celina Guerrero: Yeah, I think that what
I think there was usually like on those,
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:I mean this is a really long time ago, but
there was this like a site and it would
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:said, you know, doing like a Facebook ad.
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:This was back in the day when I,
you know, we were doing Facebook.
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:I.
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:Like with very small businesses, and
let's say they offered like $200, you
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:would be like, okay, I'll take $200.
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:Janene: Mm-hmm.
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:Celina Guerrero: you just
didn't have to think about it.
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:Janene: Okay.
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:Celina Guerrero: obviously in a
site like that when you don't have
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:you know, clients coming in, you're
taking what is being offered for sure.
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:Janene: Mm-hmm.
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:Mm-hmm.
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:And so was there a point in time
where you made a natural transition
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:or are you still doing that?
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:Celina Guerrero: No, I mean,
I, I think when you, when, when
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:I reflect on that question, it
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:Janene: Yeah.
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:Celina Guerrero: interesting
for me to think like, oh yeah,
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:that's, that was the first time I
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:Janene: Mm-hmm.
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:Celina Guerrero: a price on it.
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:Well, I will tell you something.
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:When, you know, I had just left my
full-time job and I got this, and I was
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:doing more digital marketing at the time.
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:I just remembered there was something
really powerful about being paid
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:Janene: Mm-hmm.
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:Mm-hmm.
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:Celina Guerrero: I was
not an employee anymore.
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:Right?
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:Like there's something so.
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:Empowering about somebody giving you
money for my, for what's in my brain.
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:I think that was, I remember
that being really specific.
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:And so I, again, I just think it was like,
it didn't kind of matter how much it was.
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:And then I think later on it was
definitely at the time people were
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:using like email software and they were
getting Wix and they were, I was doing a
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:lot more digital marketing at the time.
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:And it, you know, and I think you're
right, I don't think it, I think it's
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:way more transparent what people.
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:Generally offer, but it was new for a
lot of people and so the risk level on
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:their end was kind of, I don't really
know what the results are gonna be.
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:So I think I honestly, I'm
sure I just made it, I mean,
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:I just made it up for sure.
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:I'm like, this seems like a good price.
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:Janene: Yeah.
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:Celina Guerrero: I have no recollection of
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:Janene: Mm-hmm.
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:Celina Guerrero: and writing
an hourly or writing a project
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:fee or anything like that.
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:It was just, I, I have no idea how it
came up with the number, to be honest.
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:Janene: Yeah.
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:Okay.
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:Okay.
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:And at that point, how did it feel to
you saying those numbers or telling
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:people that that's what you charge?
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:Was that comfortable for you?
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:Celina Guerrero: So that's
an interesting question.
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:I think as somebody who
is a salesperson, right?
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:I was a salesperson for many
years and now I'm a sales, you
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:know, consultant and trainer.
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:And so I'm on a call with somebody,
don't have any issue saying the price.
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:Like I'll say.
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:It's a thousand dollars.
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:Right.
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:But I think what I still have to do
even then, even then, is make sure that
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:I come in with the clarity beforehand.
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:Right?
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:Like, to really reflect on that.
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:Because
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:Janene: Mm-hmm.
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:Celina Guerrero: to the call, like I feel
comfortable saying like, it's a thousand
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:dollars, or you know, it's between
1,002 thousand or thou like, or, or you
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:know, this is the range or something
like talking about money in that way.
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:Like what is your budget?
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:Like all those things
are not difficult for me,
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:Janene: Right.
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:Celina Guerrero: It doesn't
mean that the Pricing is easy.
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:I definitely, you know, still to this day
have a tendency to underestimate the work
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:required and, and, and, and price lower.
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:And I think, I think that I've matured,
I worked with you as my Pricing coach,
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:I definitely learned a lot about like,
oh, maybe you should actually be thinking
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:about the cost of client acquisition.
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:Again, I think this.
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:Speaks to services, right?
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:We just like, we get to kind of
make it up in a sense, right?
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:And really being more defined in
like a product sense, like thinking
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:of us, our work as a services, as
a product, you know, and saying
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:like, this is what's entailed.
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:And I, I definitely have matured in
that way, but I will just say I do.
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:To sit down with myself and think, what,
what does this look like ahead of time?
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:I don't, because I, I think it is
easy when you're in conversation with
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:somebody to tell them the price to
get insecure and lower the price.
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:You know, I, that's sort of a normal human
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:Janene: Yeah.
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:Yeah.
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:Celina Guerrero: for earlier consultants.
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:Janene: No, I think it's great that
you say that, you know, because I
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:was wondering as a sales person,
'cause a lot of people struggle with
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:saying the number and that leads to
a lot of what I call no, no behavior.
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:Either offering low prices or
discounts when you don't need to, or.
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:Asking the price instead
of saying the price.
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:Things like this.
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:And I would guess as a sales
professional, there's a little bit
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:less emotional attachment to it.
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:There may still be some there, but
I would guess that there's less.
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:One of the things that you mentioned
earlier was your business and referrals.
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:So why don't you tell us a bit
about how referrals play have
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:played into your business over
the years and what that, what has
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:meant for you in terms of pricing?
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:Celina Guerrero: So I have a love
hate relationship with referrals.
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:But ref refer everybody always.
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:I often hear consultants will
say like, oh, you know, I get
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:all my clients from referrals.
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:And I, in the back of my mind
I'm thinking, well, that's
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:not really a good thing.
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:Right?
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:then, and as it's, you know,
specific to price, I think what
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:can end up happening is if a, so
let's just talk about referrals.
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:Let me back up one
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:Janene: Yeah.
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:Yeah.
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:Do tell us where you,
why you don't like them.
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:Celina Guerrero: Yeah, yeah, yeah.
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:So high.
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:Like the good part about
referrals is they're high trust.
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:They close way faster.
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:Right?
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:Because people already know you and
they, somebody has said, oh yeah,
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:Celina's really great to work with.
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:And a lot of times they will pay you
the, the, the, you know, what you're
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:worth because they, they already know
that you're, they've already, you've
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:been pre you know, they've already, like,
you've already been, what do you like
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:Janene: Vetted,
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:Celina Guerrero: their end,
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:Janene: you're qualified.
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:Yeah.
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:Mm-hmm.
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:Celina Guerrero: worth it.
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:Right?
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:So in that sense, it's great.
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:Like I will take a referral all day.
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:But the downside of
that is that if we are.
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:Only relying on referrals.
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:If we have a, what I would say, an over
reliance on referrals and we never start
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:moving into more of like that demand work,
like trying to go out and get clients.
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:can end up happening is that those
referrals that come in, we end up.
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:Number one, we move, we
wanna move really fast.
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:And so we don't fully qualify them.
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:We end up sometimes because if
somebody referred me, I'll say, oh,
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:okay, well I'll do it for this price.
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:Right?
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:Like, you tend to lower it because
you're kind of doing a favor, but
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:also because you didn't really
have any other clients coming in.
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:'cause you never really built
up a, like a sales funnel.
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:Right?
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:A
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:Janene: Right.
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:Celina Guerrero: I think also the biggest
thing with referrals and as, especially
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:as it relates to Pricing, is fit.
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:If somebody, I could tell you an example.
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:So somebody referred, I'll
give you two examples.
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:Somebody referred somebody to me and
they wanted help with their LinkedIn
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:company page, and they wanted to
have they specifically, they wanted
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:to create the company page because
they wanted to, for their clients
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:to be able to add this certification
that they receive from the company.
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:And you can only do that if you
have a LinkedIn company page.
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:I took this referral and I thought it was
gonna be simple, and all of a sudden I
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:find myself like having to figure out all
these things with the company page, all
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:these technical things, which I didn't
actually think the client needed, frankly,
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:but they, at that point I was already in.
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:Janene: Right.
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:Celina Guerrero: And here's the
tricky part with referrals is that.
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:I am, I don't wanna say beholden,
but I have a relationship
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:with the person that refers.
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:I feel obligated in a
sense to do a good job.
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:I mean, I always feel like I'm gonna
do a good job, but I feel like I have
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:to fulfill the I wanna make sure, like
what you can end up doing is, in that
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:case with the company page, I was like,
okay, this, this is taking way longer.
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:So whatever my price was, I'm now
working instead of like at $200 an hour,
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:it's, I'm now working at $20 an hour
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:Janene: Right,
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:Celina Guerrero: so much more to figure
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:Janene: right.
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:Celina Guerrero: I'm beholden, in a
sense I wanna maintain my relationship
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:with the person that referred.
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:So I'm like, okay, I'm gonna do keep going
and I have to do all this extra work.
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:It can be a little, referrals can be
dysfunctional and it can be really
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:impact your Pricing because you're
just like, happy to take the work.
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:You know that that person's gonna
sign right away and you're like, okay,
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:fine, I'll, I'll lower the fee, or
I'll end up having to do all this extra
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:work because it wasn't the right fit.
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:This happens a lot.
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:Similarly it was another referral.
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:I can think of where they were so
early stage and I was like, okay.
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:Because it moved so quickly,
it's like, oh, I wanna hire you.
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:Okay, let's do it.
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:Because, you know, you're
like, great, let's sign,
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:let's, let's sign the contract.
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:Like, send me, I'm gonna
send you the invoice.
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:Now you're accelerating that process.
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:I think for me personally,
in that particular case,
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:again, the, the fee was okay.
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:It wasn't like super low or anything,
but then the amount of work that I
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:had to do in order to create the value
that I had promised was so much more.
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:So you have to be really careful
of qualifying those, those
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:referrals and making sure that.
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:As you've taught me, there has
to be alignment between the price
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:and the value and the actual work.
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:And I think that that alignment
can kind of tend to be ignored
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:when you get referrals.
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:'cause they're just seem easy.
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:Janene: Right, right.
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:I would guess that in some cases you
might even short circuit your normal
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:vetting process a little bit because
you trust the person who referred them
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:and they trust you a little bit more.
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:So maybe you don't handle that as
robustly, and then either there's
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:a consequence in terms of you
accept terms that aren't as it.
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:Aligned with your normal standards
as you should, or you find yourself
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:like you did in these two cases in a
situation where you maybe you didn't
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:understand the scope of the project
as much upfront and therefore it's not
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:aligned with the price that you gave them.
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:Is that
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:Celina Guerrero: Exactly.
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:Janene: Yeah.
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:Yeah.
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:I can see that.
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:I, you know, it's funny
'cause I was trying to think
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:if I've had clients who've.
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:Who've come and confessed that
problem, but I haven't yet.
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:Celina Guerrero: Oh
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:Janene: mean it wasn't there.
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:Wink, wink, Celina, because we didn't
have that conversation, did we?
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:That's really interesting.
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:And I never thought about that
with referrals, but I can.
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:I can see.
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:I can see how that can happen.
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:Celina Guerrero: Yeah, I
definitely feel like it.
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:It really just speaks to, I
mean, especially in relation to
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:the work that I specifically do,
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:Janene: Right.
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:Celina Guerrero: the lens
to which I see this is that.
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:I believe consultants need to make
sure that they're visible and actively
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:bringing clients, and, excuse me, I
should say, leads into their business.
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:Janene: Mm-hmm.
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:Celina Guerrero: I think my Pricing
challenges have been specifically in
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:relationship to, especially when you
don't have enough clients, right?
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:And you're like, okay, I'm just gonna
take what comes and it feels good.
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:And you can pay your, pay your bills.
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:Right.
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:You know, I think there's,
you're motivated there,
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:Janene: Right.
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:Celina Guerrero: you
have to lower the price.
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:Janene: Mm-hmm.
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:Celina Guerrero: if you have to
do more work and you're com you
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:really can get out of alignment.
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:And it's,
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:Janene: Mm-hmm.
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:Celina Guerrero: think, you know,
consultants and, you know, service
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:provider founders we need to pay attention
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:Janene: Yeah.
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:Celina Guerrero: And I think that
if that, I think sometimes again,
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:that personal relationship and
the vetting get, you know, because
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:of the personal relationship,
the vetting kind of gets lost.
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:Janene: Mm-hmm.
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:Celina Guerrero: I don't know if
people are always attuned to that and
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:it's sometimes I just know better and
I still don't listen my own advice.
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:But I will
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:Janene: We've all done.
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:Celina Guerrero: I'll say, I
think again, I, I think we worked
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:together like a year ago or so.
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:If I'm, if I'm, if I'm
remembering correctly.
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:And you know, I think really
looking at that alignment a against,
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:you know, in other words, being
more attuned to that alignment.
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:Janene: Mm-hmm.
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:Celina Guerrero: specifically
I think what's happens is
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:if you end up taking these.
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:Or fit clients, or especially with where
the Pricing is, just like, again, you're
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:either the, you're priced too low, right?
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:Or, you know, you've just scope
creep causes Pricing issues,
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:Janene: Right.
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:Celina Guerrero: from
profitability standpoint, right?
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:that it causes this whole negative
cycle where I'm working so
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:hard, delivering to my clients
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:Janene: Mm-hmm.
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:Celina Guerrero: have time to
market, and then I'm more reliant on.
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:Janene: Yeah.
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:Celina Guerrero: fit referrals,
not, I'm not talking about the
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:good fit referrals or the, so it
becomes this really vicious cycle
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:Janene: Yeah.
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:Celina Guerrero: you know, you can, it can
definitely impact your Pricing as well.
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:'cause you just need to
take what you, what what you
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:Janene: Right.
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:Celina Guerrero: Yeah.
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:So it, I think that definitely
referrals, the, the dynamic with a
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:consultants and their reliance or,
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:Janene: Mm-hmm.
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:Celina Guerrero: over-reliance and
referrals can absolutely be, you know.
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:Detrimental to your Pricing
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:Janene: Mm-hmm.
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:Celina Guerrero: basically erode
anything that you've set up for yourself.
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:Janene: right.
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:Celina Guerrero: and that's
a not a good place to be.
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:Janene: Right.
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:I think it's important here to say, you
know, it's not that referrals are bad.
434
:I think your main point was that
Overreliance on them has some downside
435
:that we need to be certainly aware of.
436
:I think that it's also very important
to mention here for, especially
437
:from a pricing context that.
438
:Maybe you can't in a discovery call
or two figure out all of the things
439
:that the client needs, but that's why
it's so important to be very clear in
440
:your contracts, what the scope is as
you've defined it, and to also mention,
441
:okay, these things are excluded.
442
:If we need to do them, then you'll
be, you know, we'll discuss it
443
:and, and I'll charge you for that,
you know, so it's also about.
444
:You know, if you're accepting these
things and you're not really protecting
445
:yourself and the client with those
boundaries, then again, it really
446
:has an impact on your business.
447
:Not just your pricing, but your
wellbeing and your ability to,
448
:to run the business as well.
449
:Celina Guerrero: Absolutely.
450
:I think that in my experience,
my personal experience,
451
:Janene: Mm-hmm.
452
:Celina Guerrero: two stories, is
you just get a little loose, right?
453
:You get loose and then you end up
sometimes in, in one of these cases
454
:at least, it was such a small.
455
:Thing I thought, oh, no problem.
456
:And that's where I, where exactly
in the scope of the contract.
457
:But even then, Janene, if I'm
being honest, I absolutely did
458
:have very specific deliverables
of a very specific timeline.
459
:But what happened was the, it was her,
her assistant, or her you know, her
460
:associate there who I was speaking with.
461
:And then I did speak with her before the
contract was signed, the owner, but then.
462
:She just was on this phone and she
just had questions and questions
463
:and questions and I, I felt trapped.
464
:You know?
465
:And I think, again, if
466
:Janene: Yeah.
467
:Celina Guerrero: if I had I think there's
just something this speaks, I think,
468
:to the boundaries that we have to have.
469
:Like even if you refer me, 'cause
this is the thing people love
470
:referring, And I wanna, in a sense,
I, wanna make that refer, feel good
471
:Janene: Yeah.
472
:Celina Guerrero: Referring me, right?
473
:I wanna make them feel good
474
:Janene: Mm-hmm.
475
:Celina Guerrero: but that can
just be very dysfunctional, right?
476
:Because that's the wrong
reason to take a client.
477
:So,
478
:Janene: Yeah.
479
:Sometimes the best thing you can do for
a client prospect is say, you know what?
480
:I'm actually not the best
person to work with you.
481
:Celina Guerrero: Absolutely.
482
:Janene: but I know so and so.
483
:Right.
484
:I can see where, you know, wanting to
please the original client who made
485
:the referral you know, seems like
you have to say yes, but not every
486
:situation, every client is a good fit.
487
:And sometimes the best thing you
can do is recommend someone else.
488
:In, in that case.
489
:So I think that's also
important to keep in mind.
490
:I think a lot of people when they
start their business, get into these
491
:scenarios where they feel like they
have to take anything and everything.
492
:And I don't know about you, but
what I've found over the years is
493
:when I kind of circumvent my own
rules of engagement is usually when
494
:I end up in the biggest trouble.
495
:Celina Guerrero: Yes.
496
:That's, that's it.
497
:The rules of engagement.
498
:I love that so much because it's like,
this is the thing when your Pricing is
499
:already wishy-washy and you're insecure
about it, and it's so fluid when something
500
:comes in, it just seems like a no-brainer.
501
:You really have to be, whether it's a
referral or somebody who comes in through,
502
:you know, a social media ca social media
or, you know, listens to you and as
503
:a speaker or whatever that is, right.
504
:That, that firmness of Pricing, is
critical to success because, you know,
505
:I think this really again, speaks to
just profitability and really being
506
:clear about can I afford to take this?
507
:Right.
508
:What is the opportunity cost, right?
509
:Janene: Right.
510
:Celina Guerrero: spending all this
time figuring out how to, you know,
511
:she should go to add something or
other on a company page, right?
512
:That's taking away my time to be trying
to get clients that are a better fit, for
513
:Janene: Mm-hmm.
514
:Mm-hmm.
515
:Mm-hmm.
516
:Mm-hmm.
517
:if you know somebody were thinking
about their own business and they
518
:realize, I'm over reliant on the
referrals in my business and that
519
:might be impacting my pricing.
520
:What can they do differently in
order to start shifting that?
521
:Celina Guerrero: Well, I think first
of all, get clear about your Pricing.
522
:Right?
523
:I think that's the interesting thing.
524
:It's the two sides of the same coin,
525
:Janene: Hmm.
526
:Celina Guerrero: Like you do need to
say, where am I actually profitable?
527
:Where does this actually make sense?
528
:Right?
529
:And when you're, the second
thing, of course, would be
530
:to, do things to get clients.
531
:So for example, right, I like my
process is like there's four part
532
:process, which is like awareness and
then they need to learn and they need
533
:to engage and then you convert, right?
534
:This is very typical, like, you
know, arc of getting clients
535
:and I definitely feel like.
536
:When you decide to do that, when you
decide, I'm not gonna just wait for
537
:people to come to me and I'm gonna,
as we say, go to market, which is
538
:like a really big word, but Right.
539
:We're gonna be visible and, and,
and try to bring in clients.
540
:You have to have product
market fit essentially, right?
541
:You have to know, who am I targeting?
542
:Do they have the budget for that?
543
:And is it all working
544
:Janene: Right.
545
:Okay.
546
:Celina Guerrero: Because I absolutely
feel like if I'm putting something
547
:out there for like $10,000 and.
548
:I'm undercharging, I have a choice.
549
:I can either, do less, I can
either market to the same
550
:client and then do less, right?
551
:So that I, the Pricing makes sense, or
I have to raise the price, but then I
552
:have to go after a different market.
553
:I don't mean to sound that
it's over complicated, but it
554
:really does all have to work.
555
:And I think that in order for
you, in order for me to say.
556
:go to market.
557
:You do need to kind of
have your Pricing sense.
558
:'cause you have to know, you know,
who can afford that in a sense.
559
:So they work hand in hand.
560
:I wish I could separate
them, them from each other.
561
:What do you think about that?
562
:Janene: Yeah.
563
:If I can rephrase that a bit.
564
:It's about being proactive and prepared.
565
:Celina Guerrero: Absolutely.
566
:I.
567
:Janene: Mm-hmm.
568
:Okay.
569
:Okay, cool.
570
:Love it.
571
:Alright, a couple more questions for you.
572
:If someone's listening here today,
what is it that you want them to
573
:remember from our conversation?
574
:Celina Guerrero: Hmm.
575
:Janene: Do you remember our conversation?
576
:Celina Guerrero: be aware of referral.
577
:No.
578
:Have your boundaries with referrals?
579
:No.
580
:Get your Pricing.
581
:Get your Pricing set so that when you
referrals come in, you're not just
582
:like, woo wooed by the opportunity.
583
:That absolutely would be
the message I would say.
584
:Janene: Yeah.
585
:Great.
586
:I like that.
587
:Again, it's about making sure that you're
prepared for those situations, that you're
588
:applying the same standards across the
board, rather than doing things ad hoc
589
:in certain situations like referrals.
590
:Celina Guerrero: I
591
:Janene: Yeah.
592
:Celina Guerrero: exactly.
593
:Janene: Yeah.
594
:What is next for Connect and Co?
595
:Where are things headed for you Celina?
596
:Celina Guerrero: Oh,
that's a nice question.
597
:Well, I've spent a lot of time
really helping people with LinkedIn
598
:and getting clients from LinkedIn,
and that's still my expertise and
599
:still something I do love doing.
600
:Janene: Mm-hmm.
601
:Celina Guerrero: I definitely am feeling
more of focused now on sales systems.
602
:I look at it as sort of you
have information and then you
603
:kind of implement, but then you
want that integration piece.
604
:And I'm thinking more about my clients in
terms of where they are in that process.
605
:Right.
606
:And I'm sure it's the
same for you with Pricing.
607
:Right.
608
:You know, it's, it's one
thing to know something.
609
:It's one thing to start implementing and
it's another thing to actually integrate.
610
:And it's sort of like.
611
:Making it part like integral to
the business that as what was a
612
:fortification of their business.
613
:I'm leaning in on that and really kind
of helping people see this as something
614
:that is a non-negotiable and helping
them more on the implementation.
615
:Interestingly, I think as somebody
who is a trainer, there's so much
616
:information out there with AI now
617
:Janene: Mm-hmm.
618
:Celina Guerrero: kind of think, okay, well
if somebody can find that on chat, GBT how
619
:does my course, for example, like where
620
:Janene: Mm-hmm.
621
:Mm-hmm.
622
:Celina Guerrero: I, I think maybe from
that perspective of what as well, thinking
623
:a lot more about actual implementation
and the importance of that because
624
:information is everywhere, but how do
we actually implement and integrate.
625
:Janene: Right?
626
:Celina Guerrero: bit more of the direction
that I'm going in these days, and
627
:Janene: Mm-hmm.
628
:Celina Guerrero: I think that's a
good place to you know, I'm sure other
629
:companies are thinking the same thing
about that AI information, but that's
630
:a little bit more of the direction.
631
:And honestly, I just love, I love
operations, I love systems, and I think
632
:that that's really critical for the
long term sustainability of businesses.
633
:And so that's a little more
of the direction I'm going in.
634
:Janene: Yeah.
635
:Cool.
636
:Excellent.
637
:Celina, if people would like to
know more about how to work with
638
:you, where can they find you?
639
:Celina Guerrero: Please
find me on LinkedIn.
640
:You can send me a DM there.
641
:You
642
:Janene: Mm-hmm.
643
:Celina Guerrero: send me
an invitation to connect.
644
:Tell me you listened to
this podcast with Janene.
645
:LinkedIn is the best place to find me.
646
:Janene: Excellent.
647
:So we'll put her link and other to
LinkedIn, her LinkedIn link, and
648
:other links in the show notes for you.
649
:Thank you so much for joining me today.
650
:It's been a real pleasure
talking with you and learning
651
:more about your pricing journey.
652
:Celina Guerrero: Janene, it is
so lovely to be here and I carry
653
:you with me all of the time.
654
:Every time I'm putting Pricing
together, whether that's on a proposal
655
:on my website, and I'm always like.
656
:What would Janene do?
657
:Ww JD right.
658
:Or I should say, what
would The Pricing Lady do?
659
:So, you know, it, it,
it is, it's interesting.
660
:I definitely feel like the Pricing
piece is so much more forefront
661
:in my mind and I think why?
662
:How, how is it that I haven't
actually tackled this Pricing
663
:thing all of these years?
664
:Right.
665
:It's sort of shocking in a sense.
666
:So I'm, I'm just happy to have worked
with you, but I'm just happy to be here
667
:and have this conversation with you.
668
:Thank you so much for the invitation.
669
:Speaker 2: My pleasure, Celina,
and thanks of those who are
670
:listening to this episode.
671
:It's been a pleasure to have you here.
672
:If you want to support the show,
the number one thing you can do
673
:is share this episode on social
media and tag me and Celina.
674
:That helps get the word out.
675
:Have a great day, and as
always, enjoy Pricing.