Episode 270: Stop Being Offended

How often do you get offended? How do you feel when someone turns away when they hear your prices? Or how about when someone is always asking for a discount? Have you ever said or thought "read my website"? Business has been booming and we have learned to become pickier... however as they have many times before they will again. Things are changing. Business will slow down and we need to know exactly how to keep jumping. Biggest Takeaways Stop being offended by people turning away at your services, or prices, have confidence in your business. Educate them about your business and learn how you can work with new clients and prospects as the market changes. Stop Being Offended, Be Educated The market is changing and so it is time we learn what we need to do to keep jumping. Stop being offended, set it aside, and educate yourself and your clients. If they hesitate at your prices talk to them and connect with them about how your services are worth it. When someone reaches out it is because they have a problem that needs to be solved. This is an opportunity to help them and teach them why you are the right one to solve their problem. How Do You Have Confidence? How do you sell? Do you direct them to exactly what they need? How about talk about them and connect about the problem? Do you ask them how you can follow up with them? Or tell them you will follow up and when? Look at how you have confidence and show you are confident in your business and your services. Show Highlights This is an opportunity to educate not be offended [6:55] Do you have confidence? [10:40] What is your follow-up process? [16:53} Want Some Free Sales Training? I did a 3 part training series with a 20-year veteran sales master and provided you with some training experience that is out of this world! If you enjoyed this podcast and want to continue your sales training, check out this three-part series with Aaron Miller. 1st Part: Episode #263: One Secret To Winning Almost Every Sale 2nd Part: Episode #264: The Trick To Be Confident In Closing Sales 3rd Part: Episode #265: How To Leverage Your Competition For More Sales Links Mastermind Let's Connect Did you enjoy the show? We would love it if you subscribed today and left us a 5-star review! Click this link – Bella In Your Business Click on the ‘Subscribe’ button below the artwork Go to the ‘Ratings and Reviews’ section Click on ‘Write a Review’' Are You New Here? Welcome, I am so glad you are here. If you are a dog walker, dog sitter, cat sitter, doggy daycare, or kennel owner, then you found the right place. Jump Consulting is the one place on the internet to get all the resources you need for your pet care business. Can I give you some freebies to generate sales and increase revenues for your business? Grab your freebies below. Are you starting out? Been in business for less than two years? Get your startup resources here. Do you own an established pet care business and you want to take it to the next level.? Get Your builder resources here. Transcript: This is episode 270 of Bella in Your Business. Hi there, I'm Bella Vasta from Jump Consulting. You might know me from CBS, NBC, Fox, Huffington Post, Entrepreneur, or maybe you've seen me speak on stage or read my book, The Four Dogs That Every Business Owner Needs. In any case, get ready because you're about to get your hashtag Bella Butt Kickin' in this next episode of Bella in Your Business. So what do you say? Let's get ready and jump. Welcome to another episode of Bella in Your Business. It is December—jingle bells, jingle bells! I am so excited. Anyways, you did not come here to hear me sing. Welcome to the show today. I've been on a kick on sales lately. Last week's episode was fire. I got so many messages from you guys and I just really appreciate it because every time I come to you in my office by myself with my microphone, I always say, let me know what you think. And Cathy Perez, girl, you rock. She actually created an entire graphic, because we talked about her last time, and posted it on her Instagram to show everyone that she was featured. That was really cool, Cathy. I love it. And Becky also reached out—she loved being mentioned. So I hear you guys. I see you. But when greatness is happening, I am definitely going to shout you from the rooftops, because I just feel like a proud mama bear. And as a mother, I can absolutely say that. So today, in the same light of being a mother bear here, I really want to talk about something that I've seen happen online in the almost 20 years that I've been doing this—and that is people being offended. I need you to stop getting so offended because I'm sick and tired of it, and it's not helping you, which is why I get really mama bear mode about this. You getting offended does nothing. It doesn't help you. It doesn’t help you at all. In fact, it gets you in a negative mindset. It gets you in a losing mindset. It gets you in a weak, low-energy, low-vibe space. It's just terrible. Don't get offended. What am I talking about? What are you getting offended by? Well, I'm talking to the people that say or think things like the following: “Well, they should just read my website. It's on my website.” Or they say things like, “Well, they know my prices. It's written on my website.” Or, “They're either going to take it or leave it. I'm expensive, so if they don't want it, fine.” Or, “They said my prices are too expensive.” Or, “Other people are undercutting me and all of these app sitters—they’re just so cheap.” Or, “Oh my God, there’s a girl down the street who put up flyers on the mailbox and she’s 12 and she’s like so cheap and people just don’t understand that’s not a good pet sitter.” Or, “They’re always asking for a discount. No matter how cheap I am or what I do, they always ask for a discount.” Or, “I can’t believe people think that’s too expensive. They have no idea everything that I pay.” Guys, we gotta stop getting offended. I see it happening, and whether you want to publicly admit it or not, I know that you’re getting offended. I read it online and I talk to you guys in my intensives, and I hear you get down on yourself and take it personally—and you can’t take it personally. I told you that I’m going to be dedicating the next few weeks to really talking about sales because I feel strongly about it. I see that your sales are actually going to probably start—I’m not going to say drop off—but they’re going to slow down. They’re not going to be as gangbusters as they were. Just with the state of the world and the things that are happening, it’s not going to be as easy or as flowing as it used to be. And so there are going to be things that you need to start doing that you might not have been doing this past year. I don’t want you to miss out on opportunities—opportunities to educate people via your website, emails, or graphics on social media. And the thing is, like I said, I’m dedicating the next few weeks—maybe months—to the sales topic. But sales isn’t salesy. Sales isn’t pushy. Sales isn’t sleazy. It’s none of those things. People want you to be confident about what you’re doing. They want you to solve their problems. And there’s a difference between that and being an order taker—saying, “You want three 30-minute walks a week? Okay, that’ll be $75 please.” Who are you doing it for? What is the parent doing that you have to do it, that they can’t walk their own dog? What is their dog’s situation? What does that parent believe about their dog and why they need these walks? Why now have they called you? What is their budget? What other kinds of services does their dog have or get? These are all the kinds of things that we need to start learning. When we do, it makes the whole conversation completely change. “The whole ‘they should read my website’”—well, they probably did, because statistics show that consumers actually investigate a company or product 60 to 70% of their buying decision before they even call you. So yeah, they probably did see your website, but they’re not assuming anything. They wanted to hear it from your mouth. They didn’t know if they could trust that. They wanted reassurance. They wanted confidence. Do you have confidence when you’re talking to people? Do you believe that you are their absolute best and only solution to their problem? Are you even talking about solutions to their problems? When you say things like, “Well, they know my price”—well, yeah, they might know your price, like a menu that you get with a list of things, but they don’t know the value. They have no idea what your value is because they’ve had no chance to actually have an interaction with you or talk to you. And 80% of the websites out there are only selling the actual industry. I could copy and paste many websites and put them on someone else’s, and no one would have any idea because they’re not personal. So I want you to really think about—are you getting offended and locking down? Are you getting offended so much that you don’t even like to answer the phone? Are you getting offended or afraid of rejection, so you just say, “I’ll tell them my price,” and whoever speaks first loses? These people who are reaching out to you—whether it’s in DM, email, phone, or text—they’re looking to be understood. They want to know that you intrinsically understand them, their pets, and their problem. And that you are the person that’s going to be on their side to help them through it. They are looking to follow the confidence in you. That’s where some things like Aaron Michael Miller said a couple of sessions ago—he talked about an assumptive close, how you just assume the sale. “Okay, so this is what we’re going to do. I know you’re going away on this trip and you’re gone Monday through Thursday. I know you leave Monday morning and you’re back Thursday afternoon. As I’m sure you’d agree, Fido needs to be fed twice a day,