🔔 We’re thrilled to welcome Aleasha Bahr for a must-watch episode, “From Icky to Impactful: Revolutionizing Your Sales Strategy.”

From transforming traditional sales techniques to empowering businesses with her Black Sheep Sales Method™️, Aleasha’s approach has redefined the art of selling. We’ll explore her story from $50M+ in professional services sold to guiding DFY service providers to convert 50%+ with custom sales frameworks.

Prepare to reshape your sales mindset with Aleasha’s expert strategies and leave behind the icky for the impactful! 🚀

From Icky to Impactful: Revolutionizing Your Sales Strategy

In the modern marketplace, the traditional sales playbook is being rewritten by a new breed of thinkers who believe in the power of authenticity and empathy. Expert sales strategist Aleasha Bahr dives into this transformative approach, exploring how sales can evolve from a transaction-driven chore to a meaningful, relationship-building opportunity. Through her own Black Sheep Sales Method, Aleasha unveils how shifting perspectives can turn the dreaded sales process into an engaging, fulfilling experience. Bahr’s innovative approach, focusing on genuine connections over aggressive pitches, offers entrepreneurs and sales professionals a fresh path. Learn how to implement strategies that resonate on a deeper level with clients, fostering not just sales but lasting partnerships

Embracing Authentic Selling Strategies

The journey toward authentic selling begins with a shift in mindset from traditional sales tactics to a more genuine, consultative approach. This transition is not just about changing techniques but about transforming the very essence of how we perceive sales interactions.

Aleasha Bahrs Black Sheep Sales Method

Aleasha Bahr introduces the Black Sheep Sales Method as a paradigm shift in sales strategies, emphasizing the importance of fitting over selling. The method advocates for understanding and aligning with the client’s needs rather than pushing products or services that may not be a perfect match. This approach builds trust and establishes a foundation for long-term relationships by prioritizing the client’s best interest, even if it means recommending a less expensive option or a different solution altogether

Empathy and Authenticity as Core Pillars

Central to the Black Sheep Sales Method is the use of empathy and authenticity in sales conversations. Sales professionals can create a deeper connection by genuinely caring for the client and seeking to understand their situation. This connection fosters an environment where the sales process feels like a natural conversation devoid of psychological tricks or manipulative tactics. It’s about being honest and transparent, acknowledging when a product or service is not the right fit, and guiding clients toward what truly benefits them.

Curiosity as a Sales Tool

Instead of convincing clients with a barrage of reasons why a product or service is amazing, Aleasha suggests getting curious. Asking questions about the client’s needs, preferences, and experiences leads to more authentic interactions. This approach helps clients see for themselves if there’s a fit, essentially allowing them to sell themselves on the solution. It shifts the dynamic from convincing to consulting, making the sales process more about discovery and less about persuasion.

Building Trust Through Authentic Conversations

Building trust is paramount in authentic selling. By being open about one’s awkwardness or discomfort with traditional sales tactics, sales professionals can disarm potential clients and reduce the pressure of the sales conversation. It’s about showing up as an expert in your field, not necessarily a polished salesperson. This vulnerability and honesty invite clients to engage more openly, creating a space for genuine dialogue and connection.

Integrating Personal Elements for Relatable Selling

In the realm of sales, the power of personal connection cannot be overstated. Integrating personal elements into your selling strategy is not just about being relatable; it’s about creating genuine connections that transcend the traditional buyer-seller dynamic.

Hobbies and Interests in Professional Selling

Leverage what makes you unique. Whether it’s your sketch comedy, love for dollhouses, or any quirky hobby, these personal interests can serve as a bridge to your audience, making you more relatable and approachable. It’s about sharing bits of your world and inviting clients into a more personal space, which, in turn, fosters trust and loyalty.

Storytelling and Personal Branding

Your personal journey, challenges, and victories are compelling narratives that can resonate deeply with your audience. Sharing these stories doesn’t just humanize you; it highlights your resilience, creativity, and expertise. It’s a subtle yet powerful way to demonstrate your value without a hard sell, aligning your personal brand with authenticity and relatability.

Tips for Integrating Personal Elements:

  • Be Authentic: Authenticity is magnetic. Share genuine stories and interests that reflect your true self, not just what you think will sell.
  • Provide Value: Even when sharing personal elements, focus on delivering value. How does your story or interest add to your audience’s understanding or experience of your brand?
  • Engage Through Content: Use various content formats—blogs, videos, social media posts—to share your personal stories and interests. This varied approach keeps your audience engaged and eager for more.
  • Listen and Adapt: Pay attention to how your audience responds to different aspects of your personal brand. Adapt your approach based on feedback and engagement levels to ensure maximum relatability and impact.

By weaving personal elements into your selling strategy, you stand out in a crowded market and build stronger, more meaningful connections with your clients. This approach transforms the sales process from transactional to relational, paving the way for long-term success and customer loyalty.

Mastering the Art of Conversation in Sales

In the digital age, mastering the art of conversation in sales has never been more crucial. Gone are the days of one-sided pitches; today’s successful sales strategies are built on genuine engagement, empathy, and understanding.

Pitch Weaving and Organic Engagement

Pitch weaving is a transformative approach to sales conversations. Instead of saving your pitch for the end of a discussion, it involves integrating your value proposition throughout the conversation. This method allows for a more natural flow, where selling points are introduced as solutions to the problems or needs expressed by the potential client. The beauty of pitch weaving lies in its subtlety and effectiveness, removing the pressure often associated with sales pitches.

Empathy and Insight as Sales Tools

Empathy and insight are your best allies in sales. Demonstrating genuine concern and insight into a client’s needs and challenges lays the groundwork for a relationship built on trust. By showing your expertise through insightful questions and empathy, you position yourself as a valuable resource rather than just another salesperson. This approach not only elevates the quality of the conversation but also enhances the client’s perception of the value you offer.

Building Trust Through Authentic Conversations

Trust is the cornerstone of any successful sales strategy. Authentic conversations that stem from a place of wanting to understand and help the client can significantly impact your sales success. Being open about your experiences, including the challenges of traditional sales methods, can make you more relatable and trustworthy. It’s about showing up as an expert who genuinely wants to find the best solution for the client, even if it means recommending a less expensive option or a different provider altogether.

Entrepreneurs and solopreneurs can revolutionize their sales approach by focusing on these aspects. The goal is to make every sales conversation feel like a natural exchange, where the focus is on the client’s needs and how best to address them. This shift improves sales outcomes and builds lasting relationships founded on trust and mutual respect.

Navigating Pricing and Investment Discussions

In the intricate dance of sales, discussing pricing and investment with potential clients is a pivotal step that requires finesse, strategy, and a deep understanding of value communication. Entrepreneurs and solopreneurs often grapple with this conversation, fearing it might veer into uncomfortable territory. However, with the right approach, navigating these discussions confidently is possible, ensuring that the focus remains on value and mutual benefit.

Reframing the Conversation: Price vs. Investment

Aleasha emphasizes a fundamental shift in perspective: Don’t call it a price; call it an investment. This isn’t just a semantic trick; it’s about reframing the discussion to focus on the outcomes and value the client will gain. Whether it’s a service or a product, what matters is the result of that investment. This approach encourages clients to think beyond the initial outlay and consider the long-term benefits and value they’re receiving.

Value-Based Pricing: Beyond Time and Materials

One common pitfall in pricing discussions is tying costs directly to the time or materials involved. Aleasha advises against this approach, suggesting instead that pricing should reflect the value of the outcome to the client. This mindset shift helps avoid penalizing efficiency and places the emphasis on the expertise and results you bring to the table, which are far more valuable than the mere hours spent on a project.

Communicating the Outcome

When discussing investment levels, always tie it back to the results the client can expect. For example, rather than stating a flat fee for a service package, detail what that package includes and the specific outcomes it aims to achieve. This method helps clients visualize the tangible benefits they’ll gain, making the investment seem more palatable and directly tied to their goals and success.

Handling Price Sensitivity and Objections

Price sensitivity is a natural part of sales conversations. Aleasha suggests a proactive approach: when mentioning investment levels, immediately follow up by asking if it’s realistic for the client. This opens the door for a deeper discussion about value, expectations, and budget alignment. It shifts the focus from cost to value and facilitates a more constructive conversation about how your service or product aligns with their needs and goals.

By adopting these strategies, you can transform pricing and investment discussions from potential stumbling blocks into opportunities for deepening client relationships and emphasizing the value you bring. This helps attract the right clients and sets the stage for a successful, long-term partnership built on mutual understanding and respect.

Building a Sustainable Sales Mindset

In the world of sales, sustainability is key—not just in terms of environmental impact but in fostering a sales approach that is enduring, ethical, and engaging for both you and your clients. As entrepreneurs and solopreneurs, adopting a sustainable sales mindset is crucial for long-term success.

Emphasizing Empathy and Authentic Engagement

Empathy is the cornerstone of sustainable sales. It’s about seeing the world from your clients’ perspectives and genuinely understanding their needs, challenges, and aspirations. This approach goes beyond mere transactions, focusing on building relationships and providing value that resonates on a personal level. When you lead with empathy, your interactions become more meaningful, laying the foundation for trust and loyalty.

The Power of Authenticity

Authenticity stands out in a digital age dominated by curated personas and polished pitches. Being true to yourself and transparent with your clients creates a level of trust that is hard to replicate with traditional sales tactics. This doesn’t mean you have to share everything, but being honest about what you can deliver, acknowledging your limitations, and focusing on where you can truly add value will set you apart.

Leveraging Your Unique Story

Your journey, your struggles, and your successes are unique to you. Sharing your story isn’t just about building a personal brand; it’s about connecting with your audience on a human level. People are drawn to stories—they inspire, motivate, and create a sense of community. When you weave your narrative into your sales approach, you’re not just selling a product or service; you’re inviting clients into your world, showing them why you do what you do and how it can benefit them.

Creating Value Beyond the Sale

Sustainable sales are not solely focused on closing deals but on creating lasting value. This means looking beyond the immediate transaction and considering how your product or service will impact your clients in the long run. It’s about being a partner in their success, offering support, and being there when they need you. This approach leads to repeat business, referrals, and a strong, positive reputation.

Adopting a Mindset of Growth and Adaptability

The only constant in business is change. A sustainable sales mindset embraces this, viewing challenges as opportunities for growth and innovation. Stay curious, keep learning, and be willing to adapt your strategies as you learn more about your clients and the market. Your flexibility and willingness to evolve are strengths that will help you and your business thrive in the long term.

Building a sustainable sales mindset is about more than just strategies and tactics; it’s about how you view your role as a seller and the impact you want to have on your clients and the world. By focusing on empathy, authenticity, value creation, and adaptability, you can develop a sales approach that is not only effective but also fulfilling and sustainable.

Wrapping Up

Reflecting on the transformative insights from our discussion into authentic selling, it’s evident that revolutionizing one’s sales strategy hinges on a shift towards genuine connection, empathy, and integrity. By intertwining authenticity with innovative techniques and fostering a sustainable mindset, we uncover the essence of impactful sales: building lasting relationships prioritizing mutual value over mere transactions. This journey from “Icky to Impactful” redefines success in sales and champions a more fulfilling, authentic approach to business interactions.

Armed with these strategies, entrepreneurs and solopreneurs are poised to confidently navigate the sales landscape, turning every opportunity into a meaningful engagement that transcends conventional selling.

SHOW TRANSCRIPT

This transcript is automatically generated by Descript.  Any errors or omissions are unintentional.

[00:00:00] Jeff Sieh: Hello, folks.

[00:00:00] Welcome to another edition of Social Media News Live. I’m Jeff c, and you’re not.

[00:00:05] Conor Brown: And I’m Connor Brown, and this is the show that keeps you up to date on what’s happening in the world of social media and more.

[00:00:12] Jeff Sieh: Have you ever wondered how to transform the typical sales process into something truly impactful? Maybe you’re curious about strategies that make selling feel genuine and not just, you know, another transaction. Or maybe you’re eager to elevate your sales approach to connect deeply with your clients.

[00:00:29] Now, if you’ve thought about any of those things, you are in for a treat today. We have are excited we are excited to host a guest. I’m so excited. Tou has mastered the art of authentic selling. She’s a pro in creating sales strategies that resonate with both sellers and buyers, turning the dreaded sales call into an opportunity for genuine connection.

[00:00:50] Alicia Barr will be sharing her journey, her strategies, and her top advice for making sales feel less like a chore and more like a meaningful interaction. So sit back, clear your schedule, clear your mind, and get ready for this week’s episode of social media news live. Alicia, how are you doing today?

[00:01:06] Aleasha Bahr: I’m doing so, so good. I’m really excited to be here, and I’m really glad that I met you at Podfest.

[00:01:12] Jeff Sieh: Yes. That’s great.

[00:01:13] And so I I was have been so much fun diving into Alicia, uh, and if you don’t know her, you really should. You need to go check out her podcast. We’re gonna talk about that a little bit later. But Alicia Bear Barr is a sales strategist, speaker, best selling author, and founder of the Black Sheep Sales Method. Because if it’s a fit, it’s a fact and there’s no selling involved, she has 15 years of experience customizing sales strategies to your personality, audience and service because sales is not a 1 size fits all.

[00:01:43] And her methods empower business owners to effortlessly effortlessly convert up to 80 percent of their leads without pressure pitching or pretending to be someone else. She sold 50000000 plus in services herself and has helped others sell over 17000000 over the last 4 years alone with her proven personalized approach. Alicia, once again, thank you for being on the show after just that brief intro that Katie Brinkley did, uh, with us, but I’m so so glad that you’re here.

[00:02:09] Aleasha Bahr: Me too, Jeff. Thank you for I trust Katie implicitly, so I knew you were great good

[00:02:15] Jeff Sieh: Well, thank you. So I also want to do a big shout out to our friends who helped sponsor the show. They’re the ones that make it all possible. It’s our friends at Ecamm. You can find out more more about them if you go to ecamm dot com forward slash jeff.

[00:02:26] Got a brand spanking new landing page. And if you use the code Jeff 15, you’ll save 15 percent off your first purchase. Love the group. Love Ecamm. Incredible software.

[00:02:36] That’s what we’re using to stream the show. So go check them out. Ecamm dot com forward slash jeff. Alright. Let’s dive into this first section, uh, Connor, because I know you’ve got questions as well.

[00:02:48] But, um, I wanna talk about firstly, like, selling with on authenticity. I’m gonna screw up that word many times during the show today. Uh, if you’ve watched my show, you know I struggle with that word for some reason. But, uh, Alicia, I want you to share the Genesis story of, like, the black sheep sales method and and what that is and how you came up with it.

[00:03:11] Aleasha Bahr: Yeah.

[00:03:11] So I was always, um, what you would call a natural at sales. I sold in corporate. I sold digital marketing for, you know, 10 years. And whenever you meet anybody who is natural at selling, meaning they didn’t take sales training, but they seem to close a lot of people, you’ll ask them, hey. Um, like, how do you how do you sell?

[00:03:34] And they’ll say, well, I don’t really sell. And it’s like, well, what what the hell does that mean? You know? And so over the last 5 years of having my sales specific business, I have given words to this thing that people who are natural at sales do. And the reason that they say that they’re not really selling is that they’re fitting, And that means telling someone when they’re not a fit.

[00:04:01] So they’ll be like, actually, you don’t need this, uh, this thing with all the bells and whistles because you’re not gonna use that stuff. So I would go for, like, this less expensive 1, and it’ll save you some money. Or you’re not you actually don’t need this. You need this other thing. I would go over here, and it makes them say that they’re not selling.

[00:04:19] But when somebody is a fit for the thing that they’re selling, they’re also, like, super passionate about it because it’s true. Like, this would be a really big benefit for you. So just the fact that they have the other person’s best interest in mind when they tell someone you you actually don’t need this thing or you don’t need the higher package, it makes somebody trust them more and come back and refer people. And so there’s a way to do this that just feels like a natural conversation and not like psychological tricks and manipulation and stuff and whatever. So, um, I put words and a formula to it.

[00:04:58] And if you’re asking about, like, black sheep, I’ve had an evolution to come to are you asking about black the name black

[00:05:05] Jeff Sieh: Well, just because this this, uh, Facebook user, I’m not sure who it is, but it’s in a group, and they say, are black sheeps good at sales? And I thought that was really important of what you were talking about. So, yeah, Why Black

[00:05:16] Aleasha Bahr: Yeah. So I always was trying to figure out my messaging. Right? Business is an evolution.

[00:05:22] There’s lots of iterations. And I started out by calling it subtle selling, which doesn’t quite hit. And then I focused on selling for introverts. Um, but not everybody identifies as an introvert even if they are because they think it’s about being shy or extroverted and or and or, like, not shy, and it’s not about that. And then I had the matchmaker sales method.

[00:05:42] And I’ve always that isn’t quite banging either. So I’ve always been a black sheep in my family and in the world. Uh, and I was talking to my clients about this. Like, yeah, I’ve I’ve always been a black sheep in my family, and I’m just really tired of there being a negative association with it. And, um, they were like, yeah, me too.

[00:06:02] And then the second client that week, I was telling about this, and they were like, yeah. I’m the black sheep in my family too. And then the third client that week was like, I’m the black sheep in my family too. And I was like, wait a minute.

[00:06:14] Jeff Sieh: There’s nothing here.

[00:06:15] Aleasha Bahr: I think that this is the pattern that I’ve been looking for.

[00:06:18] So it’s it’s this idea that it’s this person who has tried to do things the way that a mainstream expert tells them to do it, and they just don’t get the same results. And so they do something differently to get the same result, and for some reason, that really pisses people off. Um, and they can just be or have a diff be different, have a think different, have a different approach. And to the question, are they good at sales? They are because they’re a pattern interrupt.

[00:06:48] So when you say like selling with authenticity, there’s something that people expect from somebody selling them something. They expect them to be extroverted and smooth and charming. And so you’re automatically kind of not trusting that person when they act like that because you’re like, this person is totally selling me, um, or is, like, such a salesperson. Right? Like, if somebody is quiet or awkward or something, you you trust them more.

[00:07:16] So you can even say in the conversation, like, hey. I feel really awkward about sales, but I wanna find out if I can help you. So I’m here. Let’s let’s talk about it. And it’s just gonna disarm the other person and and really take the pressure off of you.

[00:07:29] You don’t need to pretend like you’re anybody that you’re not as long as you’re just an expert at what you do. And, of course, there’s, like, deeper levels and guidelines and structure, but, really, people respond better to people who do not seem like a salesperson.

[00:07:47] Jeff Sieh: That’s a great point, and I think I guess I never put my finger on it, but that’s what, you know the sales that I’ve made is that way because I never have liked, you know, sell the sizzle, not the steak, and all, you know, all that, you know, the real pushy stuff, and I just kind of come up with my own thing, and I’ve never been able to 1 feel good about it.

[00:08:05] I’m like, am I just lucky? But I’m seeing the things that you teach in my own my own way that I sell. And so, it’s been great to get some validation that I’m not just it’s okay to be a black sheep, I guess is what I’m saying.

[00:08:17] Conor Brown: Yeah.

[00:08:18] Aleasha Bahr: Yeah. I I love giving people permission to just do whatever feels good to them. And the only metrics that matter are, is it getting results?

[00:08:29] Then don’t mess with it. And are you having a good time? So sometimes you’re implementing something that’s getting a result, but it’s so draining and it feels terrible. Like, these might psychological tricks and stuff. So you it doesn’t matter then.

[00:08:43] You wanna be having a good time and getting results. And I can’t tell you how many people I see that are getting results, and a sales expert will say, oh, no. You’re doing it all wrong, and give them some other thing thing they’re supposed to do that doesn’t align with them, and then their sales plummet. And it’s like, why would you touch that? I just yeah.

[00:09:01] So it’s really about empathy and curiosity. Um, those are the things we think about when you’re buying. That’s what you want to feel is somebody really curious about you and who understands your situation and makes you feel seen and heard because it’s so rare to feel that way. And, um, black sheep are the people who innovate and move things forward. That’s how progress is made.

[00:09:25] Anybody who’s ever made an impact in this world had an idea or approach that was different, and people told them it was scary and wrong and to sit down and be quiet. And thank God they didn’t. Because for all of our benefit, things moved forward. And I I hope that 1 of the things that I’m pretty passionate about is is please think differently. Please show up with your weird self, and it inspires genius in other people and their ability to show up differently.

[00:09:55] And everybody thinks of something different because they’re no longer hiding or trying to force themselves to fit in whatever mainstream says is, quote, unquote, normal. And in sales, especially, like, you don’t wanna be like everybody else just because everybody has a horrible association with the typical mainstream salesperson.

[00:10:14] Conor Brown: Yeah.

[00:10:14] Absolutely. I think we all have a a story we can share about, you know, a bad sales experience or or something like that. And that think different mentality that was 1 heck of a a marketing campaign too that clearly resonated with a lot of people. Um, I know Jeff doesn’t consider himself the black sheep of the family. He actually considers himself, um, that pinkish hue that you accidentally

[00:10:34] Jeff Sieh: hairy I’m the hairy sheep of the family.

[00:10:36] Conor Brown: was gonna say when you accidentally put a piece of red clothing in the whites and they all come in that that pinkish hue, that’s kinda new.

[00:10:42] Just a little

[00:10:43] something. little something’s wrong. Yeah.

[00:10:45] Jeff Sieh: Something’s wrong with this

[00:10:46] Aleasha Bahr: beautiful. I love that.

[00:10:48] Conor Brown: but embracing it. Right? You gotta embrace it.

[00:10:51] And I I think so much of of the sales mentality is is this notion of bad salesmanships that we have in our in our our heads, whether it’s something we’ve experienced or or seen out in the world, that trope of the the sleazy used car salesman. And I think that that kinda resonates a lot with, especially, solopreneurs and small business owners who feel icky or or cringeworthy when it comes to actually selling. You know, the kids are all saying, that’s the ick. Right? That’s what the kids are taste.

[00:11:23] But it’s true because at its root, we’re all salespeople. We have to sell, but it can still come off as icky and and cringeworthy. And so how do you approach that that common fear that so many have, um, and help them kinda overcome that that icky mentality?

[00:11:43] Aleasha Bahr: Yeah.

[00:11:43] So it’s super empowering for people when they understand that it’s just about if somebody is a fit. So having criteria for who gets really good results with you and criteria for who does not get good results with you and actively repelling those people and letting somebody know who that person is. So traditional mainstream sales is everybody is a yes, right? As long as they have a working credit card, every sales strategy is designed to get somebody to say yes, and there’s not an opportunity for them to say no. So if you look back at your clients, you can see, okay, when they didn’t need results instantly, they were happy with the results.

[00:12:25] When they had a team member in place to help them, they got better results. You know, when they had at least 2 hours of time a week. And you can ask these questions and let someone know, oh, great. Your expectations and your timeline and your goals all line up with what I do. You’re not this person who needs results in 30 days.

[00:12:47] You’re not this person who’s doing everything on your own, and so you need me to do it all for you. Uh, so I don’t see any reason we can’t get the results, and, like, let’s do this. And it becomes very easy to say, like, oh, you’re not actually, you’re not a fit. This is not where you are in your business. You need someone who’s done for you.

[00:13:06] Let me point you to some some recommendations. And it’s not like a judgment or, like, if somebody values price more than quality. Like, there’s no judgment. I’m not the cheapest. There is someone who’s the cheapest, and you should go find that person.

[00:13:20] And so it really helps a lot that that you can have the confidence in saying, okay. There’s nothing about this that that indicates that I wouldn’t be able to get you what you’re looking for. And so I’m excited because we can do this together.

[00:13:35] Jeff Sieh: that’s a great, that’s a good point. And I want to bring up some some comments here real quick. Gary Stockton was talking about, we’re talking about cringey sales.

[00:13:42] He says, when they asked me to jump on a 15 minute call and I that’s what so I have the same feeling because I get a lot of, uh, people want me to try their software and they’re like, hey, let’s jump on. I’m like, you don’t understand that that 15 minutes usually goes into 45, and then, you know, and then I’m stuck there. And why don’t you just let me give me access to your your software, and if I like it, then we can do a call. But I don’t wanna have you to explain it to me for and all anyway. So I feel your pain, uh, there Gary.

[00:14:07] And then Jim has this great question. He goes, um, I’m keep thinking that I need to be the cheerleader for my product or the potential customer won’t think I’m excited, so why should he feel that way too? And then I feel like I’m overselling. So that kind of leads into my my next question was you talk a lot about, uh, this authoritative empathy in sales and how it contracts with, you know, the other traditional sales, uh, techniques that focus on highlighting the pain points and all that kind of stuff. Can you kinda go into his question there and how can, you know, 1, he shouldn’t feel guilty for what he’s doing, what Jim is doing, but also maybe he could use some of that authoritative empathy that you talk about like on your podcast and your blog and uh, I have never heard it before, but I really like it.

[00:14:53] Aleasha Bahr: Yeah. So it sounds like what Jim’s experiencing is he feels like he’s convincing somebody.

[00:14:59] Jeff Sieh: Mhmm.

[00:15:00] Aleasha Bahr: Like, he’s excited and he’s trying to tell somebody all the reasons that it’s amazing. And when you’re convincing somebody, which is what people associate with selling, that’s why they don’t like the word selling because it feels like I have to convince. And if you convince, you’re not gonna sell So the, um, thing you need to do instead is get curious. So you wanna ask questions about the things you’re excited about. So let’s say your software, it’s so exciting that it I don’t know. Give me something exciting about software. It messages it text messages people GIFs.

[00:15:34] Jeff Sieh: There you go. That’s

[00:15:35] Aleasha Bahr: Okay. So, um, you can ask, you know, have you ever received gifts in your text message? Do they make you laugh? How do they make you feel? It’s more authentic.

[00:15:47] Right? It’s a deeper connection. That’s why we have that in our software. So you can kind of use curiosity to understand if that’s something that’s important to other person. And then they’re kind of selling themselves because it’s a fit.

[00:15:59] They’d love gifts. So they’re a good fit for your software in that way. Authoritative empathy is really, like, understanding somebody’s situation and, like, saying, I see that. I I see that it’s difficult that in text messages, you can’t send short videos, and you gotta open it up on your phone, and you can’t do it from your software. And you’re just, like, spending all this time spinning your wheels, um, just doing manual things.

[00:16:26] And so that’s why we’ve implemented the the, um, ability to do that in the desktop software, so you don’t have to be switching in between devices. And it makes a big difference. So it’s kind of like the the foundational concept of worth of authoritative empathy is, like, I understand where you are, and you’re gonna get to the other side. Now now we’re together, so it’s gonna be great. Let’s go.

[00:16:49] Jeff Sieh: Right.

[00:16:50] So it’s not so it’s not so much put, uh, pushing your product, like, here’s what it does. It does this this and this. It’s more like, hey, I see your I see I’ve had that same struggle too, and that’s why I created this thing, and then, you know, here’s how we can work together kind of thing without being so pushy. Right?

[00:17:07] Aleasha Bahr: Yeah. It’s a little like feel, felt, found. I don’t know if you’ve heard of that, which is kind of what you were saying, but feel, felt, found. Have you ever heard that

[00:17:15] Jeff Sieh: there’s so many jokes that I wanna say there, but I’m not going to.

[00:17:17] So, yes, I have heard of it.

[00:17:19] Aleasha Bahr: It’s I understand how you feel, and this is what we found works.

[00:17:24] Right? So it does feel like selling when you do it like that. Um, it’s a similar concept, but you really just wanna, like, offer it’s like it’s more like hope selling is what I say. So, like, I acknowledge your pain and where you’re coming from, and I’ve been there and it’s really annoying. Or maybe I haven’t been there, but I’ve heard about it a lot.

[00:17:47] And this is what sucks about it. And the focus is gonna be on where you’re gonna be on the other side of this. So it’s not so much like this is what we found. It’s more like it makes a big difference when you can just do everything from the software on your desktop. It’s kind of like an insight instead of, like, this is what we found, and this is what we do.

[00:18:08] Because when you say that, it feels like selling.

[00:18:10] Jeff Sieh: Right. Gotcha.

[00:18:12] Aleasha Bahr: It’s a little it’s kind of nuanced. I don’t know. Did that make

[00:18:15] Jeff Sieh: I Yeah. It’s it’s basically not selling.

[00:18:19] You’re not trying to trick people, you’re not trying to manipulate them, but it’s it comes from that empathy that, listen, I’ve been there or, you know, I I feel your pain. This is this can help you and I can help you because I believe in it and this is, you know, that kind of feeling, I guess, what you’re talking about.

[00:18:33] Aleasha Bahr: We’re gonna get to the other side of it. And, I mean, it’s subtle. It this is actually pitch weaving. So

[00:18:39] Jeff Sieh: getting to that next. Yeah.

[00:18:40] Yeah.

[00:18:40] Aleasha Bahr: when when I work with clients, like, there is a weekly call where we do reverse role playing, and everybody can sort of practice this skill. So it becomes more of a reflex instead of something you have to think about, But it’s actually what you already do in natural conversations any anyway,

[00:18:55] Jeff Sieh: Mhmm. Right.

[00:18:57] Aleasha Bahr: um, when you care about the other person.

[00:18:59] Really, it’s funny. Good sales is actually just caring about the other person.

[00:19:04] Jeff Sieh: That’s a great point. That’s a

[00:19:05] Conor Brown: That’s good. Yeah. You know, I think to to Jim’s point, you know, kind of being a cheerleader for your own product. So often, we put a price out in the world and and for whatever we’re if it’s a product or a service that that we’re selling, and we almost feel, no pun intended, but sheepish about it. Right?

[00:19:24] We’re kinda like, oh, boy. I don’t know. Am I good enough? Is this right? But that price is so important because, 1, you don’t wanna undervalue yourself, and, 2, you attract the ideal client.

[00:19:37] Right? So not just the client that can afford that rate, but the client that’s going to benefit the most from your product or service and 1 that you can help, as you say, Alicia, get to the other side with. So when it comes to that, it’s a huge questions. But but how do you help? Or or rather, how should solopreneurs and small business owners approach approach that pricing question just to ensure that they’re not undervaluing themselves, but that they’re also attracting the ideal client.

[00:20:10] Aleasha Bahr: Yeah. It’s a great question.

[00:20:12] I mean, first of all, never call it a price. It’s an investment, and it’s true. It’s an investment. And you wanna focus on the result of that investment. So what what’s the value of that result to somebody?

[00:20:27] And you also wanna consider, a lot of people get twisted by, oh, it takes me this many hours to do it, so that’s how I’m gonna, like, price it. And it’s, like, gonna punish somebody for being more efficient. Like, why would you do that? It doesn’t matter how quickly you do something as long as you’re getting the result. And how long would it take the other person to do that without your expertise?

[00:20:53] So those are the factors that are really important whenever you’re thinking about what price to set. And then when you’re talking to somebody, understanding if they’re gonna get the result from their investment that you provide. So if they are, then it’s extremely valuable. So you’re not selling software. Right?

[00:21:11] You’re selling the ability to shorten sales cycles. Know what I mean? So a lot of people will sell the deliverables, and, like, no 1 cares about the deliverables, or they’ll sell the process. And and it’s really like, what’s the outcome of the process? So, like, somebody who heals people.

[00:21:30] Yeah. That sounds great. What’s the result of the healing? They’re no longer triggered in any situations. That sounds way better.

[00:21:37] You know?

[00:21:38] Jeff Sieh: Yeah. Those are that’s a great those are great, uh, by the way, we’ve got, um, some some of your fan clubs here. Katie Brinkley says, love this so much.

[00:21:46] Alicia’s tips are gold. And then we also have Mackenzie saying, great sales is really just caring about the other person. Yes. Uh, she’s dropping a ton of knowledge on the show today. Thank you for for quoting that.

[00:21:59] That’s that’s awesome. Um, 1 of the things that I wanna talk to, and I really liked it, and you had an entire episode on your podcast, um, about this topic that you mentioned before, and it’s this this concept called pitch weaving. So how does this concept of pitch working work in practice? And can you, like, provide an example of, you know, how this technique has, you know, changed the outcome of sales conversions?

[00:22:27] Aleasha Bahr: Yeah.

[00:22:28] So I’ll explain first, like, what the typical structure of a sales conversation is and and what my experience is with what that leaves on the table and, like, why pitch weaving is more effective for those reasons. Usually, it’s q and a, q and a, and it feels a little bit like, uh, an interrogation you’re just, like, going to the next question. Right? And somebody’s like, when am I when am I gonna be able to talk? And then you’re like, 1 person’s talking for 10 minutes, and the other person’s kind of zoning out because you’re the only person talking for a long time.

[00:23:02] Right? So and, also, when somebody, like, goes into the pitch, are you leaning in and hanging on every word, or are you kind of like, okay. Here’s the pitch. I’m gonna take it with a grip. You have a guard up.

[00:23:14] Right? So pitch weaving is weaving in the pitch during the discovery section or the question and answer section of the conversation, and it takes all the heavy lifting off of the quote, unquote pitch part. Because a lot of times when you do it that way where you’re like, interrogation, pitch, and then there’s, like, all this work to do at the end, um, because they have objections. They’ve got questions. They got all kinds of stuff.

[00:23:42] Right? So if you’re able to do this during the discovery question, somebody’s mind is more open, first of all, and it’s also going to reinforce what it is you do without having to, like, like, you’re gonna be able to say it multiple times. So how it works is empathy and an insight that shows your expertise.

[00:24:07] Jeff Sieh: Mhmm.

[00:24:08] Aleasha Bahr: So, for example, um, if somebody let’s talk about Katie Brinkley. Okay?

[00:24:13] She does done for you social media. And she’s gonna ask somebody, you know, have you ever done social media before, and what was your experience? And they’re like, well, I was just on it constantly, and I didn’t get any leads. And I got lots of engagement, but it didn’t equal anything in my bank account. And she’s like, yeah.

[00:24:27] It’s really frustrating when you’re putting a ton of time into something that doesn’t equal money. It’s like, why am I doing this? Right? And the issue is usually that you’re focusing your, um, messaging isn’t quite right. So you need a message that’s gonna speak to where somebody is and offer them a solution for where they wanna go. So, like, that just shows the the implication is that Katie knows how to do that. Right? And it gives somebody an insight into why even though they put all this time in, it’s not working. It’s because they weren’t doing the right thing. So they’re able to understand where they are more.

[00:25:10] And the more you weave this kind of stuff in the conversation and you can, like, go to the next question. So, for example, she’d say, like, that’s really frustrating when you put in all this time, and you’re not getting anything from it except engagement. Um, and a lot of times, the issue is that is your messaging. You know, do you feel like you have messaging that attracts your ideal client? And so it’s a converse it feels like a conversation where somebody gets feedback on their answer instead of just, like, going to the next question, which is like, you know, what’s your experience with social media in the past?

[00:25:40] And they explain all this stuff. And then you say, well, you know, do you feel like you have messaging that attracts your ideal client? And then you go to the next question, then you go to the you know what I mean? So if you weave it in by the time she gets it in and it’s like, the thing that’s really different about us is the messaging that we use to attract a client allows us to only post 4 times in order to get inbound leads. That’s all you need.

[00:26:02] 4 times a month or, you know, uh, every 2 weeks or whatever. So somebody’s already heard and and felt that this person is an expert, and it it really just takes a lot of heavy lifting off the end of the conversation.

[00:26:15] Jeff Sieh: So I wanna and I’ve thought about this for a while and and I think maybe this pitch weaving thing would work because we’ve all gone to webinars, right? And that’s basically there’s it’s a sales process. Right?

[00:26:26] And we know at the end, they’re gonna give some value, and then at the end, it’s gonna be 20, 30 minutes of pitching. Why this is gonna happen? And my thought is, why don’t you do this pitch weaving thing throughout the entire webinar where you’re it’s not really salesly, you’re providing value, and maybe you have, like, hey, if at the end, like, hey, go here if this has been valued, here’s you can buy the whatever. Would that work? Would I mean, because I’m thinking that I mean, it’s such it’s a formula everybody uses.

[00:26:56] They they provide value, and then they pitch for this last 30 minutes. And, I mean, I always sign off. I’m like, I know what I mean, you could you know that you’ve been in enough of them. You know it’s coming, and here it is. They’re done providing value.

[00:27:08] It’s all sales. Would that be would your pitch weaving be a thing? Because I know there’s a lot of social people media people here and a lot of people who use webinars and that sort of things to sell a product. Would that be a valuable thing to put in a webinar and kind of throw things on its head?

[00:27:23] Aleasha Bahr: I mean, I am not a webinar expert, but I don’t see why not.

[00:27:27] So pitch weaving, as people start to master it, they’re, like, doing it all the time in their life, and they’re realizing that they’re doing it. And they’re getting better results because of it, because you’re able to just basically share your expertise in a way that implies that you can do the thing that somebody needs you to do without saying, well, that’s why we do it. Blah blah blah. So So in a webinar, you could definite I don’t see why it wouldn’t work to offer the value and then explain, you know, a client story and how that that applies to something that they did just so you can exemplify, um, the value that you’re offering. And, you know, I I think you should always just kind of be sharing insight.

[00:28:09] It’s not selling. It’s really sharing insights that help someone understand the landscape of what is actually going on, not your pain and how you’re gonna, like, suffer and languish in it if you don’t get a a solution. Because that’s usually what a sales strategy is about. It’s like, let’s talk about how horrible it’s been and how horrible it’s gonna be if this continues, which is not helpful for understanding how I’m in the situation I’m in and what I need to do to get out of it, like, actually do.

[00:28:37] Jeff Sieh: Right. So I’ve and it kind of goes to my thing, like, um, we they’re the sponsor of the show, Ecamm. That I used Ecamm way before they were a sponsor of the show.

[00:28:45] I love them, and I have no problem talking about them because I love them, and it’s been a great partnership. But it’s it’s very I think it’s very organic, and I told, you know, they made me a landing page, e cam dot com forward slash jeff, and I hope people use it because, yeah, it helps me out, but I love the company. I love their product. I love everything about it. And so and I wanna share that with people who watch the show and my friends and all that kind of thing.

[00:29:08] So, um, is there any tricks or, um, I don’t know. I know that I get this question all the time. You’ve got Ecamm. You’re so very blessed. You’re awesome.

[00:29:18] I want something like that. Is there a way that you can attract those kind of companies to you that you know of, uh,

[00:29:23] Aleasha Bahr: to sponsor a

[00:29:24] Jeff Sieh: Well, not well, sponsors or it’s actually you’re making a sale, but it’s so organic because you love the product, you know, you talk about them all the time. Do you I mean, do you reach out is there a way that you reach out to those?

[00:29:35] Do you use pitch weaving when you’re reaching out to maybe those sponsors or something like that?

[00:29:39] Aleasha Bahr: cold outreach is a little bit different.

[00:29:42] Jeff Sieh: Mhmm.

[00:29:43] Aleasha Bahr: Um, really, you always wanna start with value. So I think if you’re already naturally lose using a product and you’ve got a big ass audience and you’re like, I’d like to just mention it more. I mean, whenever I suggest a product where I get a commission, I’m like, hey. Radical transparency.

[00:29:57] I get a commission, but I’m not gonna recommend something that I don’t love, and here’s why I love it. So, um, you know, just letting someone know the situation so that they can make the best choice in their best interests. For sponsorships, that’s something that I used to do a lot, and it’s about having a unique format for it. So a lot of people just do this like, oh, we’re sponsored by. But what if you had something that naturally tied in?

[00:30:22] So, like, give us your best video that sucks, and we’re gonna give away a free Ecamm,

[00:30:28] Jeff Sieh: Right.

[00:30:29] Aleasha Bahr: um, to the suckiest video. Or, uh, you know, like, something like that where it’s just more fun while showing off the value of the product. I think that that stuff is is more is gonna pique a company’s interest more.

[00:30:42] Jeff Sieh: That’s a great point. That’s a great point. And here’s this is a great and this is why I love Ecamm and why we go live because I get so much, uh, great questions from people in the audience. And so, Ian says, uh, I was a digital piano salesman in a music shop as a student.

[00:30:56] I sold more than all the full time staff. Easy to sell other people’s stuff, but much more difficult to sell your own stuff. Why is that?

[00:31:05] Aleasha Bahr: Man, Ian, Spot on. It’s a really good question.

[00:31:09] And I even experienced this. Right? Um, when I used to sell digital marketing all the time, and, actually, I did just fine selling my own marketing. But when I started selling my sales strategy, I felt a little, uh, it’s because your name’s attached to it. They’re and you’re somebody who has a lot of integrity and you are scared of overpromising.

[00:31:31] So you end up underselling. And instead you can, you’re just the, the thought process is usually like, well, I don’t want to say they’re going to get that result because these, like, weird variables or scenarios that could happen and and instead, just tell someone what those scenarios and variables are. I don’t see this as an issue in your situation. So unless there’s something that I don’t know about, we should be able to get that result. You know?

[00:31:57] Do you is there anything you’re not sharing with me? Do does that line up with you? And then you can feel really confident in getting the other person the result. So it’s just that you’re a little more closely attached to the reputation that comes with the result. So you want to be sure that you’re not saying something that isn’t true, and it ends up making you sound unconfident and unsure of yourself.

[00:32:21] Conor Brown: Yeah. I love that. That’s awesome. And I have, like, 9 follow-up questions for Ian around what a digital P and L salesman is, but we’ll save that for another show. I I think that’s a great time to also kinda trans social media stuff because that’s kind of nowadays a huge platform that we use to sell.

[00:32:42] Right? To put our product out there, to let people know what we’re offering. But it’s also, you know, going back to the ick. It’s a huge way to give off. Icky.

[00:32:55] Right? I think there’s some places people just don’t wanna get sold to. And and social media, as it’s becoming more and more entertaining, is a place that the wrong sales message at the wrong sales time can be very, very intrusive. So what are kinda some of your top tips for for using social media to create that sales funnel, um, but more importantly, a sales funnel that feels genuine and and can actually build trust with your audience.

[00:33:24] Aleasha Bahr: Yeah. So, I mean, marketing is definitely trial and error. Right? So you gotta try different things and see what appeals to people. But 1 of the things that I found, 1 of the things that makes me a huge black sheep, um, is I am not about volume.

[00:33:39] I’m not like there’s this idea in sales that you build resilience through rejection, And resilience is really important, and I think there are other ways to do it that aren’t going to absolutely crush your confidence and make you feel like a desperate beggar.

[00:33:55] Conor Brown: Yeah.

[00:33:56] Aleasha Bahr: Um, because there are that that expense is too high to me for building resilience. Like, go join a Tough Mudder or something. Uh, you know? So, like, if you need 25 or less clients to be really happy a year, there’s no reason to do a mass volume approach, and you will actually hurt your business by doing that.

[00:34:18] So instead, you want to target people with intentionality and let them know why you would love to work with them. And, also, really helps when you say, this is who we’re for, and this is who we’re not for. So for example, I talked to a bookkeeper. And first of all, she was calling herself a bookkeeper, and she wasn’t. She was like, I keep getting these clients that just want 50 dollar a month things.

[00:34:43] And I’m like, well, cause you’re calling yourself bookkeeper. And after talking to her, I’m like, oh, actually you are an outsourced finance department. So that has a lot more value. So a lot of times people are just saying their thing wrong. And then she doesn’t want to work with somebody who needs it to be, like, this very, um, not connected process.

[00:35:05] Right? Or, like, that somebody needs to be in a suit. Or she’s like, I’m not gonna be she was called, like, Bohemian be bookkeeping or something. Look. So it’s like, look.

[00:35:14] If you want somebody who’s gonna be in a suit and have all of these, like, official check the box things, like, that’s not me. If you want somebody who’s gonna proactively look out for your stuff, that is me. And so somebody can read that who we’re not for and and choose in even harder knowing who they’re talking about. Oh, I know that person, and that’s not me. I know exactly who she’s talking about.

[00:35:36] And I’m glad that she wants to be a partner in my business instead of just, you know, some outsourced offshore thing.

[00:35:44] Jeff Sieh: Mhmm. That’s so that is a great and so Katie has this comment. I wanna bring this up because she says, I love this so much. It’s being transparent and being a good listener. It helps you find the right, uh, people that will become great clients, and that leads into something and we’re talking about with this Bohemian book, uh, keeper while I was thinking about this, but the storytelling in your in your sales strategy, especially on social media, can you share, like, an effective way to incorporate it?

[00:36:11] I know that’s kind of with the pitch weaving. There’s a lot of storytelling that you’re doing inside of that, but is there any other, like, things you need to hone in on? Um, I’m assuming listening is 1 of them, but, uh, what else would you say would be good for storytelling with social media strategies?

[00:36:29] Aleasha Bahr: Yeah. The biggest thing that I do not see people do when they tell a story is when you talk about the before, you wanna talk about the result that they were getting and the emotions associated with that result. And then you wanna talk about when they change, the after, the result of that, and how they felt. So I actually just did a podcast episode that I’m pretty excited about airing, where men have been told by society to be emotionally numb.

[00:36:57] Like they can pretty much only feel anger and anything else is like weakness. And as a result, a lot of times, there’s a lack of empathy there, and they’re not able to have deeper emotional relationships. So I was like, I wanna talk about what it was like. Like. He was a bodybuilding bro, and now he’s anti bro.

[00:37:13] And I was like, what results were you getting as a bodybuilding bro, and what results were you getting when you were anti bro so that everybody can clearly see the difference. And I think a lot of times people tell stories without those elements in them just like they sell deliverables instead of results.

[00:37:31] Jeff Sieh: Yeah, I think yeah, so I would say when you’re storytelling, there’s a fine line between being manipulative and or and salesy and actually listening to people.

[00:37:43] I mean there’s a lot of I hope that doesn’t happen on the show, but I’ve seen a lot of interview shows where you can see it in their eyes where they’re just waiting to talk about the next question. They’re not listening to what, like, Alicia is saying or they’re not listening. They have their list of questions and they’re just, you know, and hopefully you guys know I will go on rabbit trails all day, um, trying to to go deeper inside of some questions and things that I find interesting. But, uh, so storytelling I think is super important with that empathy, and are there any resources, Alisa, that you can point people to that will help them in this? Because some people may have not grown up with, you know, like you said, this bodybuilding bro, it’s okay to show your emotion, or or is there some places that you can point them like to learn how to tell a story empathetically?

[00:38:33] Aleasha Bahr: So, I mean, like, a story brand?

[00:38:35] Jeff Sieh: Yeah. I mean that’s a great 1. Yeah.

[00:38:37] Aleasha Bahr: Yeah.

[00:38:37] Uh, so this is, uh, something that a lot of people get wrong is they think that they need to sell themselves and talk about how amazing they are and how many qualifications and awards they have and blah blah blah. And you’re not the hero.

[00:38:52] Jeff Sieh: Right.

[00:38:53] Aleasha Bahr: not Luke. You’re Yoda. You you wanna talk about how you made someone else the hero, how they’re the hero.

[00:39:01] And that’s the same thing in your sales process, and it’s the same thing in your marketing process. It’s like stop talking about yourself and start talking about the other person and how you give them the space and guidance to achieve what like, that they’re capable of so much more, and you can help them get

[00:39:19] Jeff Sieh: Oh, that’s great. Yeah

[00:39:20] Conor Brown: What I’m hearing from that is that I’m the Yoda to Jeff’s Luke. That’s what I just

[00:39:25] Jeff Sieh: yeah, you’re more of La Prentiss Lea type, but that’s okay

[00:39:29] Aleasha Bahr: Okay. Yeah. I don’t know Chad Chad Ella

[00:39:32] Jeff Sieh: yeah, he’s great, yes, um, he’s he’s been on the show before. He is amazing at storytelling. Is, uh, yeah. So

[00:39:38] Conor Brown: like that. So so what about some examples? Do you have any, like, concrete social media campaign examples that are really good at kind of showing that, I guess, nontraditional sales methods that that we’re talking about.

[00:39:52] Do you have any examples you can think of off the top of your head, putting you on the spot a little bit?

[00:39:56] Aleasha Bahr: You’re really putting me on the spot. Um, I don’t know a storytelling example, but I can tell you a total black sheep social media

[00:40:03] Conor Brown: Yeah. That

[00:40:03] no. That’s

[00:40:04] Aleasha Bahr: radically different

[00:40:05] Conor Brown: Yeah.

[00:40:05] Absolutely.

[00:40:06] Aleasha Bahr: on social media. Her name is Eleanor Strong, and she is primarily on Facebook. And, um, she talks a lot about how the mainstream way of marketing is just like selling a vague result. And we hear it all the time.

[00:40:22] Right? 10 k months. Like, 10 pounds. And you’re like, yeah. Sounds like bullshit. Right? So, um, she’s like, break down the details of your methodology compared to somebody else’s methodology. Like, you are basically giving an moment by extensively explaining your, like, concrete concrete examples and details. So, like, if I were to talk about pitch weaving like I just did, basically, you know, like, here’s what it usually is and why it doesn’t work. People’s guards are up.

[00:40:59] They’re skeptical. Do it this way. It feels more authentic. If you want help with that, here I am. So it’s it’s just in the form of a post.

[00:41:09] So it’s it’s very different because most people say don’t give away the how. Um, and because then they’ll go and do it themselves. But here’s the thing. If somebody’s gonna go do it themselves and get a result, that’s freaking great. They’re gonna tell everybody else how they got a result with your stuff.

[00:41:25] And if they’re your client, they’ll think, damn, I got a result from that. What if I paid that person? What kind of result would I get then? And that’s the person you want. The person who was gonna read your free stuff and do it was never gonna pay you anyway.

[00:41:40] So there’s a difference between a DIYer, but they can be a fantastic fan who spreads everything around. And so, like, this fear of not sharing your how is is pretty misguided, and I love the way that she because then you can tell someone is an expert by how they’re explaining what they do. You’re like, oh, this person is not full of Right? Um, I will say that you don’t wanna overeducate in sales conversations, so I think it’s important to point that out.

[00:42:03] I don’t want anybody thinking that they need a a lot of times, they’ll be like, I gave them all this info, and so they went and did it themselves. And it’s like, no. You probably just overwhelmed them, and they were confused. So it’s a you don’t wanna do that on a sales conversation, like, detail out your how. But in social, it can make you look like you actually know what you’re talking about.

[00:42:23] Jeff Sieh: That’s a really good point. So on that on that note, for becoming a non you know, doing it non icky way on social, can you talk a little bit about the rise of video content and, you know, like, what we’re doing here and, um, platforms like Instagram reels or TikTok? A lot of those I’ve seen because you have, especially with the short form content like Instagram reels or TikTok, to not be pushy because I think a lot of people say, I’ve only got, you know, under a minute or whatever to to sell them. I have got to, you know, sell it hard and push it through. What do you tell people and and customers and clients when they start using Instagram reels and and TikTok on social for sales?

[00:43:07] Aleasha Bahr: Yeah. I mean, you I would not try to sell someone on something in a minute. You wanna give them an or sell them on a step that comes long before the sale.

[00:43:20] Jeff Sieh: Mhmm.

[00:43:21] Aleasha Bahr: So if you’re trying to sell your thing like, this is a problem that that happens with a lot of people. Like, you typically need to educate or address misconceptions before they ever get in the sales conversation with you because if you’re trying to educate and sell at the same time, it’s too much.

[00:43:37] It’s too much for a sales conversation. Then the person says, I gotta go process this. You know, I’ll come back. Let me think about it maybe later. Whatever.

[00:43:45] So in your videos, you really just wanna kind of provide an uh-huh. Like, this is a misconception. This is something that makes a difference, and, you know, have some other step that’s a lot lower pressure. And I’m not, like, necessary Katie is is the social media expert on this, and she does a really great job of, you know, really, like honestly, a sale can be follow me. So a sale can be like, stay tuned for the next post.

[00:44:14] Like, you know, I wouldn’t sell your stuff.

[00:44:18] Jeff Sieh: Yeah. Got it. And I think what’s I see a lot of people are trying to do that. They’re like, okay, I’ve got some sort of a following. Now I’m gonna sell, and it gets it turns in it.

[00:44:28] You lose followers and all sorts of bad things, uh, can happen. And so Ian says, uh, I don’t think that short form video content is where you do the selling. It’s where you find your perfect client. That is very, very good point there, Ian. He also has a question, and I think we should on kinda end up this this section on this.

[00:44:45] He goes, do you have any advice on how we approach conversations with potential clients when they start asking us about our fees? Because that’s scary for a lot of people.

[00:44:56] Aleasha Bahr: Yeah. So I don’t really um, if you’re gonna talk about your investment levels, then you definitely wanna, um, position it with the result that they’re gonna get. So for example, I have a podcast production agency that I work with, and they’re like, yeah.

[00:45:13] We tell them that for the jump start package, it’s 20000 dollars. And I’m like, okay. Well, that sounds bad. So instead, you would say, for the entire strategy mapped out for your first episode, for your tone of voice, for all of your equipment, for your scripts, it’s 20000. And you can take that and, like, implement it immediately for results in whatever amount of time.

[00:45:38] So as long as you’re able to, you know, tie it to the result they’re getting, it it it can avoid that um, tendency for somebody to just price shop and say, oh, okay. Well, your jump start package is 20000, and their jump start package is 10000. But it’s like, what is included in like, what result is that jump start package getting compared to the result that this jump start package is getting, and, like, what’s included with that. So, um, a lot of times, also, it’s like, I have different levels, and I’d really wanna, like, understand what’s going on, but here’s the range. And is that realistic for you?

[00:46:18] Um, and, like, what are you looking at? So, again, coming from that place of curiosity, a lot of people say whenever you say the investment to just be silent, and it’s, like, awkward. Have y’all heard that advice?

[00:46:29] Jeff Sieh: Yeah. Yeah.

[00:46:31] Aleasha Bahr: It’s so awkward.

[00:46:32] And the reason they say to do that is because you need to stop talking because you’ll unsell people, and it’s true. You do need to stop talking. But what an awkward way to go about it. Instead, just ask them, is that investment realistic for you? Because you’ll be able to stop talking because you just asked a question and you wanna know the answer, and you’ll be able to have a conversation about it.

[00:46:52] And they’ll say, well, you know, I was looking at this other place that happened. Well, what was included with that? Like, let’s talk about that. Did it include this many years of experience? Does that make a difference for you?

[00:47:02] Does that you know what I mean?

[00:47:03] Jeff Sieh: Yeah.

[00:47:04] Yeah. So, uh, everybody is is Gary is saying, jeez, I’ve been undercharging. Yeah. For the 50000 dollar podcast package or whatever. Um, 1 of and and I love I and I really like how you talk about it’s not a price, it’s an investment.

[00:47:20] That is really, really key. I think that’s a lot of people are taking that away from this show. Um, 1 of the things that I wanna kinda go into in our final section, man, this has flown by, um, but, um, I wanna talk about some building a personal brand that actually sells. And 1 of the things that a lot of people are saying, you know, Alicia, uh, bars, uh, their her LinkedIn is amazing. You gotta check it out.

[00:47:43] Check out her LinkedIn. And I wanna talk about using a, you know, a way to strengthen your personal brand brand with the aim of improving sales. Because I look at your LinkedIn and I’m like, she provides tons of value, but she also does the pitch weaving all through her content and does a really great job with that. So what are some strategies that you recommend for people who want to build their personal brand? Because it’s I I I with Mark Schaefer, I agree your personal brand is very, very important.

[00:48:09] How can you do that but also just not build it for building it’s with followers sake, but actually improve your sales.

[00:48:16] Aleasha Bahr: Yeah. I mean, you really wanna think of your target audience.

[00:48:18] So, again, like, it’s about fitting. Right? So who’s not a fit and who is a fit? 1 of the things that a lot of people get wrong is they give tips, But you’re naturally targeting a DIY person when you give tips. Like, this is somebody you’re attracting somebody who’s like, oh, great.

[00:48:35] I won’t implement all this stuff. That’s not usually something that’s gonna pay you. Instead, you wanna share things that are gonna exemplify where the person you want is at. So, like, you are having sales conversations, and for some reason, they take 5 months to close, or they’re saying, like, let me think about it or maybe or you’re, like, having a never ending follow-up. Whatever.

[00:48:58] You wanna describe the symptoms of it. Right? So I think that knowing that fit and not fit makes a huge difference in you being able to plant a flag. And people are always so scared of planting a flag because they’re gonna exclude people. Like, I had somebody come on my profile and say, like, can you post content without swearing?

[00:49:19] And I was like, I would just mute me. Like, go find someone who doesn’t swear. Like, you deserve that. Like, you know, go find your people. And it’s okay that I’m not that person.

[00:49:33] Like, I’m not gonna change myself for a random person on the Internet. And so I think you can be like, people are so scared. And when they get a little piece of feedback like that, they’re like, oh god. I guess I need to be more professional and stuff. If it’s a fit, it’s an act.

[00:49:47] Yes. So it’s like letting yourself be authentically you, and and I know that that word is overplayed. Um, but, like, the little things that make you, I don’t know, like, 1 of my clients loves dollhouses, like tiny miniature dollhouses. Like, that’s weird as And it helps people it makes them more human.

[00:50:08] Right? And, um, like, when you’re showing up in this way, I do sketch comedy, which is kind of weird and unexpected, but it it allows people to maybe show up and do whatever is quote unquote weird about them too, which is always more interesting than this generic stuff. So it’s really it’s not something where I can just say, like, a quick line, and it’s like a trick that everyone can implement because it’s been an evolution to get to this point for sure, Especially all the people watching. I just had to realize that, like, the right people the ones I wanna be with anyway. Like, if you don’t like me, then, like, that’s cool.

[00:50:47] Don’t come near me cause I probably don’t like you. Like,

[00:50:50] Jeff Sieh: So okay. I gotta go sketch comedy. You do sketch comedy.

[00:50:54] I did not see that anywhere. So how do you blend your quirky fun hobbies with your your sale? And by the way, do you know, uh, Andrea Voll? Because she’s in the Denver area and she does stand up comedy.

[00:51:06] Aleasha Bahr: No.

[00:51:06] Jeff Sieh: you need it.

[00:51:07] Oh, I need to introduce you. You need to have her on. Yeah. She’s great. So she does Facebook stuff.

[00:51:11] Um, but anyway, how do you how do you marry those 2 together? Like, do you share your sketch comedy stuff on your profile or not? I mean,

[00:51:19] Aleasha Bahr: Well, I need to do I need to do more sales sketches

[00:51:23] Jeff Sieh: Okay.

[00:51:24] Aleasha Bahr: because there’s a there’s a way to blend everything, and there’s always a metaphor.

[00:51:27] So 1 of the things I’ve been doing a lot lately is, like, I’m a mom with 2 tiny, like young kids. So there’s tons of metaphors to share in that. And also I’m not always talking about sales. So, like, recently, my daughter was being really insistent that I needed to put up Christmas decorations in November, and I was like, no. That’s gonna be a no for me.

[00:51:50] But she threw a tantrum, and I was like, alright. Fine. But I was, like, really resentful about it. Right? And so I’m carrying the fake tree, and the base, it disconnects and slams down on my toe on a tile floor.

[00:52:04] It was terribly painful. And I was like, oh, like, I made it I I was I snapped at her, and I was like, my toe’s broken all because you were like, we had to put Christmas decorations up now. And I saw her believe me and cry. And I was like, oh my god. Okay.

[00:52:24] Wait. Come here. I got a secret. Yeah. You did throw a tantrum.

[00:52:28] But I chose to say yes, and I didn’t have to. That’s on me. And I wanna communicate that it’s important to own your decisions. You can’t blame other people. That’s not about sales, but it’s something that I’m passionate about and I want to, it shares to your point, personal brand. Like my philosophy for being a human, basically, and hopefully gives people some different way of thinking about their own lives. So I forget why I feel like I didn’t listen well and didn’t give a good answer there. Was that

[00:53:02] Jeff Sieh: No. That was great.

[00:53:03] It was show I mean, it doesn’t always have to be about sales. It can also just be about letting people know about you, which is probably the long play with sales. Like, because they know about you and know your parenting style and all that stuff and that you’re funny, that they wanna work with you. I’m hoping that’s what happens to me. They’re like, okay, this this guy’s weird like me.

[00:53:22] I wanna do business with him. Um, this is Ian’s question. This is a great, uh, he goes, I I wanna blend my professional singing background info to what I do more, but sometimes I feel like it’s part of me is irrelevant. Ian, that is not true. You have done some your Christmas carol things you do online, all the stuff that you do with with your podcast, so I think people love that about you.

[00:53:41] Um, and he also says humor is a fantastic way to teach. That’s what I believe as well. Thank you, Ian, for that. But

[00:53:48] Aleasha Bahr: it’s so, um, memorable.

[00:53:51] Right? It’s all about standing out and being memorable, and you can make up songs about what you do.

[00:53:57] Jeff Sieh: Mhmm.

[00:53:58] Oh, he does. They’re great and I don’t know why he’s he’s I think that, you know, it’s it’s great. So thank you, Katie. Everyone wants more to have more beer time. Okay.

[00:54:07] Man, we are getting close to time. I know, Connor, you have 1 more question. Let’s let’s get that 1.

[00:54:11] Conor Brown: so along those lines, you know, how do you think solopreneur or small business owners can leverage their unique stories so that they’re not always coming off as super, super salesy. You know? I know on your page, on on on your your website, you have so many great testimonials from clients that you work with, and that’s awesome. And and you can share success stories, but you can also share your own personal success stories.

[00:54:33] But what are the best ways to bridge those to enhance your selling without being icky?

[00:54:41] Aleasha Bahr: Yeah. I mean, I think so sometimes when I work with a client, we’ll talk about the best client examples that they have and tie them to specific challenges that their ideal client has so that when their ideal client brings up this challenge, they can reference this story. So you can kind of categorize them, honestly.

[00:55:03] Um, it’s tough because some of the questions y’all are asking about personal brand and what makes you different and stories, like, you just need to hire someone. Like, it’s not your area of expertise. You’re great at what you do. Just have somebody pull that out of your brain and put it on paper. There’s a lot of people that are full of it, so you wanna make sure it’s someone who actually customizes it to you and is, like, doing it in a way you want.

[00:55:25] But that’s it’s it’s tough. It is I don’t want to make it seem like it’s not a difficult thing for someone to figure out how to do it themselves. There’s so much emotion and fear and strategy tied into really displaying yourself authentically and in a way that isn’t like you rambling on and on about something and losing people.

[00:55:50] Conor Brown: Yeah.

[00:55:51] Jeff Sieh: Right.

[00:55:52] Aleasha Bahr: You know? So it’s like, sometimes you just need to, like,

[00:55:55] Jeff Sieh: Well, speaking of that note, let’s that was a great pitch week, by the way. Um, let’s talk about you, Alicia, and what you’ve I want I want you to tell people where they can find your podcast, for 1 thing, because it’s an amazing podcast, gives tons of great advice. I’ve really been enjoying doing a deep dive into that.

[00:56:10] But also, where they can find you, your services, what you got going on. This is this is this is no pitch wave. It’s actually your time to pitch. So go ahead and tell people where they can find you.

[00:56:19] Aleasha Bahr: Well, I actually wasn’t trying to

[00:56:21] Jeff Sieh: No.

[00:56:21] It was it was great. It was great. It’s pitch weaving. It’s great.

[00:56:25] Aleasha Bahr: Well, I guess it naturally happened, but I really meant that. I just don’t, uh, like, sometimes anyway. So, um, my sales podcast is called Sales is Not a Dirty Word. So the solo episodes are gonna be my sales methodology.

[00:56:40] I would definitely listen to how to sell like a natural, and that lays the foundation for my approach and how it’s really different. And if that resonates with you, you can listen to the rest of the solo episodes. I have had people in the last week, multiple people tell me that they have increased, doubled, tripled their sales from just my podcast, and they’ve even left me LinkedIn recommendations about it, which is really freaking awesome. So, um, and then there’s also the interviews, which are about everything except sales. So I only interview Black Sheep, and I’m very intentional about who I bring on.

[00:57:10] And I want them to be of value to my listeners, um, and have, like, a different angle on business or life or mindset or whatever. Um, and then what I do is I am different in the way that I customize everything to my clients. So I understand you and your offer inside and out and your audience and your personality, and I pull everything out of your brain, your differentiators, and, like, my god given superpower talent is I hear a bunch of paragraphs, and I make them into 1 sentence that is concise and compelling. So, um, I create a custom sales framework, not a word for word script that is going to guide someone the the words to say, the questions to ask, you know, like, ways to explain what you do that you can be proud of. It’s a very collaborative process.

[00:57:57] Like, I don’t tell you to say anything that you don’t wanna say because why would you say I if you don’t feel confident about it, the other person is gonna feel that. And so there’s a million ways to say something. There’s no reason to say it in a way that you wouldn’t like. Like, if you don’t say the word inspiring, let’s not say inspiring. So, anyway and then there’s a program that really, um, like a weekly call where you really dial in these softer skills like pitch weaving and authoritative empathy and dealing with objections with curiosity instead of overcoming them.

[00:58:26] And by the end of it, you have something by the end of 6 months, you have something that predictably converts up to 80 percent of your leads, and you’re only talking to people that are ideal clients.

[00:58:37] thank you for having me.

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