On this episode of Rhodes to Success, I interview Heather Havenwood, who is known as ‘Sexy Boss’ and is an expert in marketing, entrepreneurship, sales, and dating. In 2006, Heather started, developed, and grew an online information marketing publishing company from ground zero to over a million in sales in less than 12 months. During the show, Jessica and Heather discuss sales, rapport, the psychology of the sales funnel, and contractors in the on-demand economy.
Main Questions Asked:
- What contributed to you reaching a million in sales?
- How do you get over the fear of asking for what you want in sales?
Key Lessons Learned:
Choosing Business Models
- Choose an evergreen niche that will never go away and is adaptable to business environments.
- Make sure you’re building a business that isn’t reliant on other platforms or subject to regulations.
- If you are an entrepreneur, you’re in sales. You have to be confident asking for what you want.
Creating Multiple Products and Services
- Don’t just sell one thing to your current clients. Create multiple things and sell to the same person multiple times.
- Who are your current customers and clients, and what more can you sell to them?
- Sell more to people who know, like, and trust you.
- Good sales people love to be sold to.
- The best sales conversations are when clients come ‘pre-sold.’
Rapport & Connections
- Sales is all about rapport and building connections.
- Part of the connection is:
- A) Showing the client that the product of service will help them get the desired result.
- B) You are trustworthy enough, that you are the person who is going to fulfill that need.
The Psychology of the Sales Funnel
- There is the self-selection process where the client has either seen an advert, e-mail, or been referred.
- The client has self-selected themselves for the conversation and from there will choose to buy or not.
- Just because people self-select doesn’t mean they are closed.
- People need to be exposed to your brand on average 7 times before deciding to buy.
Women in Business
- Women are the number one underutilized resource on the planet.
- Females are taught to ask ‘around the corners’ and hit rather than ask directly.
Contractors and the On-Demand Economy
- The on-demand economy and contractors are promoting entrepreneurial mindset, as people now have multiple streams of income.
- Being an independent contractor can be a path to entrepreneurship for a lot of people.
The music in today’s episode was written by The Danger Os and produced by Nick Palmer. Check them out at https://www.facebook.com/thedangerosmakemusic
Links to Resources Mentioned
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