Do I need to put prices on my website? Where do I send people? Do I let people know the price upfront or do I have a conversation with them first?
These are important questions but when we send a potential client to a specific space that shows our program and price, we often lose the opportunity to transform, to really identify what we can offer that client specifically. Instead, Kinsey poses this question to you - How can you learn more about what this person wants, so you can actually sell them what they need?
Do not miss these highlights:
06:37 - Instead of sending them somewhere, take the time and jump on a phone call with them. Start building that connection.
07:21 - Remember that your program and service isn't the only method of transformation
08:16 - With no context, we don't know what we need to sell them
09:17 - It is important to get them into a conversational frame of mind so that you can sell them more on what your program has to offer
09:43 - If we just sell at the surface level, we’ll not be able to demonstrate the Value
10:17 - When we treat our conversations in our sales process as individual containers, we can create more opportunities
12:54 - You don't need a big website or a big brochure of your programs and services, You just need to create more conversations
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About the Host
Kinsey Machos, Marketing Strategist, is also a recovering people pleaser, self-sabotager, and corporate hustler. She helps entrepreneurs create and execute magnetic marketing and build expert brands so that they can get known, seen and heard online.
She believes that creating a business that’s 100% in alignment with SELF is one of the most important things that we can do as women -- because there’s an inner magic that we all have if we commit to an infinite pursuit of discovering (and re-discovering) that.
As a wife and a mom of three, family takes priority. And having a business that’s ran AROUND her lifestyle is a daily intention of hers.
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Welcome to Captivate and Close. I'm Kinsey Machos, business consultant and marketing strategist. And I'm going to show you how to attract and enroll high paying clients using my break through online marketing strategies, all without having to rely on complicated funnels, disingenuous clickbait, or spammy sales tactics. These are the messaging marketing and selling secrets that virtually no one is talking about. So let's dive in.Kinsey Machos:
Hey, you, if your coach, consultant, course creator or author and want to scale at your signature offer in a way that feels aligned with you, and isn't sacrificing your soul, I want to invite you to our upcoming free three day intensive signature to seven, where we're going to show you how to design a signature offer that's a magnet for your best clients how to market and position your offer, so that it's a category of one in a saturated space, how to develop a lead generation system. So you always have a line of prospects out your door, and how to launch and sell your offer. So you can start hitting 10k 20k or even 50k months simply, whether you're having a hard time scaling your program, or just have your eye on getting fully booked as a coach, this is the perfect opportunity for you to accelerate your momentum in all ways by learning the fundamentals of offer creation and program design. So you can scale your coaching practice without the burnout. So I want to see you there if you go to signature to seven.com or click the link in your show notes and register, it's totally for free. It's going to be a white glove high touch experience, just like all of our other free events. And it's going to blow your mind. What people say about our boot camps or challenges our events is that they're better than any paid experiences that they ever had. Our goal is to really create a life changing container for you, whether you become a client or not, so that you can step into your power as a woman and start to create wealth and impact in such a beautiful way. Just click the link in the show notes. And I can't wait to see you there.Kinsey Machos:
Welcome back to another episode of Captivate and Close. Ah, such a beautiful day today. It is Monday at the time of this recording. And we just wrapped up our Thanksgiving break. And kids back to school mom and dad are back in their offices. And it feels so good. But oh my gosh, guys, can I tell you that we just had the most amazing break. It was just so great. I think as a family of five, like generally, there's always chaos. It's always crazy. But we really just enjoy each other's company. My older two who generally don't get along that well. Very different personalities, you know, three years apart, boy, girl, they freakin crushed it, they got along so well. We just had lots of game time, lots of family time to lots of different fun things. But it was just simple. And amazing. So I wanted to share that with you. But here's the thing, it it's chaotic. And I think what I've learned is like I get to judge what that means for me and also respond in I get to choose my response to that, right. And so if you are always feeling like you're in chaos, or you're in a negative state or right, there's just it's really hard to find peace and calm. Like, I just want to encourage you to look at this differently because it really does come from you. It comes from the inside and what you choose to think and feel about it, versus what's actually happening externally. And so I have been really working hard at that and how I judge the experiences, right? Because sometimes I feel like if you were to come into my house if you're a fly on the wall in our home, like these are some of the thoughts that I have, like you would literally be like be beside yourself like it is just pure chaos here sometimes, but, but thinking that doesn't really do me any good and like thinking about what other people would think or maybe how other families are like does zero for me. And so I've really just been focusing on how I want to think and feel about our family about our experiences and respond accordingly. So that's not what I'm talking for. That's not really what we're talking about you But that's top of mind for me. And I think I know, I've got a lot of you Mama's here. And if you're also juggling, you know, motherhood and entrepreneurship generally that in itself can feel a little messy, a little chaotic. And whether you have young kids, old kids, no kids, I think juggling life can get messy. But we all get to really, we get to be the decision makers as far as like how we think and feel about it. And that is so powerful.Kinsey Machos:
Okay, what I really want to talk to you today is about is this pricing? On the website, we get this question a lot. And I just had a conversation about somebody that was like, I need to put together this page that explains my services, and has a price and yada, yada, yada. Where should I be sending people to learn more about my programs and services? Should I include my prices on my website? Should I include an app? Right? So this really, this conversation is really comprehensive to this idea of what's the journey right of when somebody has, in one, somebody has expressed ID some, once somebody has expressed some sort of interest in what you do. What's next? Right? And so this may be answering the question like, do I put prices on my website? Or it might even be like, where do I send people? Well, it's super simple, you guys, it's super simple. You get on the phone with them. Do not send them anywhere. Okay, so if somebody sends you a DM on Instagram, and they're like, oh, my gosh, I love this post really resonated with me, I'm feeling that way. What are your programs and services came, so you will, you'll start to get this a lot. If you're, if you're creating really great content, and you're growing. We get this all the time, like people go straight for tell me your price, or tell me your program. But when we just give them what they want, right? It's like, oh, you can go here to learn more, right, we lose so much opportunity to transform in that regard. Okay, so know that your program and service isn't the only method of transformation. The conversations that have been up to that point are also containers for helping people think feel and behave differently. And if we just go out and give someone a poor, like the details on program or price on a sheet of paper, AKA a website, or one pager, there's so much lost opportunity in the flavorful conversation that you get to happen, that gets to happen in real in relation to that in relation to your prospects, core problems, core pain points. So what we want to do is, is be able to create the container, you get to have a conversation with them. Tell me more about what you're looking for. Because with no context, right? We don't really know what we need to sell them. And I'm not saying that this means you need to sell them different offers, but how you sell your offer how you talk about it should differ based on right their core symptoms, their core problems. And this truly is a skill in selling it is not just pushing people to a sales page, or write a price sheet. It's really learning what are they looking for? What are they struggling with? What do they want? And you inserting yourself to say that's what I help you do. So if somebody pops into your DMS and is like, oh my gosh, tell me more about what you do. It's simple. It's like, oh, I would love to have a conversation about this. Do you have some time tomorrow? Do you have some time on Friday? Do you have 30 minutes to hop on the phone?Kinsey Machos:
Get them in the conversational aspect so that you can start asking the right questions right. We teach this inside of our programs in value based selling in making sure that you're probing your prompting the questions where they are expressing. Not just write what their challenges are, but it's like what is that? How does that relate to their core values? What do they really want? If we just sell at the surface level and this could mean even in a conversation or it could mean sending someone to your website selling at the surface level if we only sell at the surface level. We will not be able to really demonstrate the consequences, right of them not solving the problem and or what's possible for them when they do solve the problem at the value that they see. Everybody's values are different. Everybody wants different things. And so when we treat our conversations right in, in our sales, our sales process is individual containers. That's where we get to create more opportunities, right? You cannot just send people just it's not about just traffic to a sales page. That is a huge, huge No, no. So I will not say, okay, like, the, it's less about should I include my price on my website? Because you'll hear conflicting opinions on this? Like, yeah, straight up, you know, let people know so that they understand or no, like, you want to have a conversation with them? The better question is, how can I learn more about what this person wants, so I can actually sell them what they need. Okay, it's really becoming less about price, and more about am I creating the opportunity where I get to really sell them something that they value. So instead of setting them out into lala land, right in the in the internet, like, if anybody is expressing interest in their programs, like do not go any further, in trying to detail out your programs or prices in text, this is the perfect opportunity for you to get in the conversation, get on the phone and have a conversation with them. This is the least spammy way to create value, and start to shape right what they're thinking feeling and doing. Because if we can get them to think differently about their problems, and help them see that you have the solution, that in itself is a transformation before they even purchased anything from you. So want you to think about your sales process, right? Your content creation, your marketing process, and really make sure that you are using those, you're creating more opportunities for that to occur. But also, you're making sure to get the most out of the people that are interested in you. And if you are afraid to hop on the phone, then then that's a whole other conversation. Right? If you're if you're just sending them to a page, because it's it's sheer laziness, and you're avoiding having a conversation because it kind of makes you anxious or nervous, then I've got nothing for you today. I can talk about that on another call. But it's like, how willing are you to make an impact? How bad do you want to make an impact, right? Because we know that the conversion is going to happen on the phone, more likely than on a sales page, right? Or just a dead website, right of a price. So I want to challenge you to think about that differently came. I hope this was helpful for you. And really getting you to think about having less, right this is what's so cool is that you don't need all the things you don't need a big website, you don't need a big brochure of your programs and services. You just need to create more conversations. You just need to learn more about what people want and give them what they want. So it's super simple, which is good news, right? Keep it simple girl. Okay, I'm so excited about this. I hope that you guys were able to get value from this because truly huge shift, one of the biggest opportunities you can have is just have more conversations. Alright, until next time.