[00:00:18] Emma: Most people never do this. In fact, only 3% actually do, and it's one of the fastest ways to Stand out in your business. Welcome back, ladies. A few weeks ago, we shared days one and two of our BD tips, and the feedback from you was actually out of this world. It was phenomenal. You loved the energy, you loved the action steps, and you told me how quickly you were putting some of the things into practice.
[00:00:45] I love that. I love that. Today we're talking about Day three and four of the BD sprint. But if you're a go-getter like me and you're like, just gimme the goods, go get the goods, bd, sprint on Demand on the website, we'll pop it in the show notes. Just head to Emma McQueen and you'll see it there.
[00:01:01] These are two of my favorite strategies because they stretch you, they'll make you feel a little bit uncomfortable, but they will absolutely set you apart. Just to jog memory about day one and day two tips, though, if you recall on day one, we talked about Blocking out time in your diary. To actually.
[00:01:22] Build relationships, do business development. We talked about building out a plan so that when you sit down to do your daily business development, you're not just fing around. And we also talked about. Who to reach out to. And for day one, it was our current clients to see if there was any value that you could possibly add.
[00:01:41] The tip for day two was really zooming out or in to have a Look at your client journey. And how we take them from cold to sold. Again, just made that up in the last podcast anyway, and I showed you how to map that. So if you wanna take a look at the start of day one and day two. The [00:02:00] episode is Business Development Sprint.
[00:02:01] Here's our structure the first two days. So go back to that one and then we'll dive in. So, so far we have a plan. We have time booked in the diary. We've connected with our current clients and prospects, and we've mapped out the client nurture sequence. That's already a lot. So if you've done that, bloody well done.
[00:02:19] Well done you. Day three. Only 3% of the population actually use video in their content. Isn't that wild? In today's day and age, which actually means you immediately stand out if that's what you're doing. It's especially relevant for LinkedIn. A bit more polished on LinkedIn. So my question to you is, are you using video yet?
[00:02:44] And if you're not, whoa, let's do this. Now I love a good example. I love a practical example. So I've got two from my own business for you. The first one is on LinkedIn. I shared a post called
[00:02:57] "The third year of my business was crazy." funnily enough, I was wearing a blue top and yellow glasses. Must be my favorites. that post had just over 200,000 impressions or something like that. It was ridonculous. Why I ask myself this question often I think people love. Knowing the messy middle. They love seeing the chaos. They love seeing the behind the scenes, and basically, we're all just nosy, so we don't always want polished.
[00:03:26] Thankfully. Thankfully we don't want polish because I'm not a Polish kind of girl. If you are watching me on YouTube, you'll see I be got beautiful hair today. It'll last about half an hour, and then it'll go up in a mum bun on Instagram. I shared a real titled "I Feel Less Safe than Ever." That one had over like 6,000 depressions at the time.
[00:03:47] It was a vulnerable share. actually both were vulnerable shares, but at the time I had started walking my 20,000 steps a day in the dark and I realized how unsafe I felt and apparently so did you all. [00:04:00] So that was amazing. It just hit home. Now I wanna say I've given you the best of the best, right? Not all videos perform like that.
[00:04:09] These are the highlight reels. Plenty don't have the same traction, and that's totally normal. The point isn't about chasing numbers. The point is that
[00:04:19] by showing up on video,
[00:04:22] you build trust,
[00:04:23] you build connections and you build visibility. That's it. I work with Beck from Creative Seed Co. She's my social media strategist and also my social media manager.
[00:04:33] And what Beck says goes basically, and Beck and I agreed when we started working together five years ago, that I would show up on video every single weekday. That was my commitment to Beck because I figured I'm gonna spend money on social media. She knows the drill, why wouldn't I? And in our working together for five years, we're not far off 9,000 followers and we were probably at like a thousand when we started working together.
[00:04:59] Right. Now at the beginning, how good do you think I was? Yeah, I'm sure be like slapped her forehead, uh, and wondered if I'd ever get better. I'm not a perfectionist in any way, so I showed up how I normally am after my morning walk on my morning walk, created the videos, and five years later, rocking up every day.
[00:05:24] It's easy for me. It's a habit. I just hit record and off I go. Now. I could not do that on the fly, so please don't hear me when I say I'm just recording videos for the sake of it. We have a strategy in place, we have themes set up and we stick to, uh, we have a stack of offers and events. There is always something happening and there is always something for me to talk about.
[00:05:47] This is not about being disorganized. This is about being so organized that it becomes a habit. Yeah. So if you are just getting started or you're thinking, ah, what do I say? Jump in and practice a bit. [00:06:00] Side note, did you know that the tongue has memory? So basically what happens when we say things out loud is we get better and better and we trip over our tongue and it gives us that, yeah, you shouldn't say that.
[00:06:12] You gotta change out the word. And so I practice out loud before I jump on video and whether that's what me walking or ad-libbing or whatever, but the tongue has. Such sensational memory that you can say a few things out loud and it remembers and it helps you to make that sound better. This was a great trick when I worked in hr.
[00:06:35] When I worked in hr, I would see feedback conversations go wrong, and I would say to the manager at the time, did you practice this? And they're like, it sounded so much better in my head. I'm like, yeah, I bet it did. I'm like, next time, please just. Like look in the mirror so you can see what your face looks like.
[00:06:53] 'cause right now it's looking like a squashed frog Look in the mirror, make sure you are watching what you're saying. And also that you are making sure that you don't trip over. The words still make it so much easier. So the tongue has memory. If you bugger it up, it's actually better. And here's why.
[00:07:11] People are craving real.
[00:07:14] They're craving non polished.
[00:07:16] They're craving non-perfect.
[00:07:19] They're craving non-AI.
[00:07:21] So if you bugger it up, release it anyway. It only lasts 24 hours on stories. that was my practicing ground in Instagram. So you could just do that. And that is where I would start.
[00:07:31] Just show up and do the video, do the thing. So here's your action. This is day three. Go look at some video examples and ask yourself, why do they appeal to you? Why do they work? Note, please don't copy. Yes, you can take inspiration, but do it in your own style. A little story to close this piece out. In Thriving Women, we use an app called Marco Polo.
[00:07:54] It's my favorite app. I may also be an ambassador now, but anyway, long story. it's a video messaging [00:08:00] app, so it's like WhatsApp, but for video, and you can do voice notes and all different things. And we use it because I have. Quite an expressive face. So if I'm giving someone some feedback, uh, or some guidance, they can see my face.
[00:08:12] Uh, and a lot of information is passed across in nonverbal cues. when I'm on Marco Polo, they can see me saying, Hey, I noticed you haven't done your sales calls this week. And they can see me smiling, and I'm not mad. I'm just saying it's time to move your butt. So there's that. We also use it because I hate admin, and if I get to answer a question on the Marco Polo platform, I'm so happy.
[00:08:36] I'm so happy. And I also check it while I'm doing my 20,000 steps a day. Tick, tick, tick. and finally, we use it because it gives everyone a safe place to practice and get comfy in front of the camera. If you can't get comfy in front of the camera, this is gonna be really, really hard. So if people can see you.
[00:08:53] They have more of a chance that they will get to know you. They'll like you, and they'll trust you. That's day three tip. Day four. Let's talk about phone calls. Yeah, but everyone listening to this is like, no. I'm like, I know, I know. I'm going to be honest with you. This is the one that scares the pants off 80% of people.
[00:09:15] 80%, but it is also the one with the most impact. So to leave it out would be. Not right. So we are going to talk about it. I'm gonna tell you a little story. In my faculty role, I had a student who was really struggling. She was struggling to make money. She didn't have a really big network, and so she felt like she was starting from scratch.
[00:09:36] Starting from scratch is not a problem, but you need to feel like you can pick up the phone. You need to feel like you can do some sales. And when we were talking about sales and picking up the phone, I thought she was going to vomit. We worked through what was happening for her and at the end of the day, she was afraid of rejection.
[00:09:54] Who isn't like, put your hand up while you're talking to me. Yeah. Everyone's afraid of that to start [00:10:00] with, right? We don't like it when people say no. She was uber committed. Uber committed, and she was like, Emma, I will do anything. I think she regretted that after I told her the next piece, which I'm going to share with you, she was uber committed.
[00:10:14] I'll do anything. So I asked her to trust me and to trust the process and also play a little game with me. Now, I knew the game would work because I've played this game with clients and students now at least a hundred times. So I knew the game would work. The game was this. She had to. Get to 100 nos. So she was going to phone a hundred people and get a hundred nos.
[00:10:44] We're gonna get thanks, but no thanks. Thanks, but no thanks now thanks. But no thanks by the way. It's just thanks. Not right now. Right? That's just how I frame it in my own head. So she had to speak to a hundred people to prove to me that she was not good at sales. Can you hear the reverse stuff going on in the background?
[00:11:03] Okay. So we developed a list of 150 people because we all know that if you have a hundred, you'll probably only get to 80% of those. So we drew up a list of 150 people that she could, that she could call, and we agreed each week I would check in with her to see how she was going. We had tears. We gave up a few times.
[00:11:23] We had some really good pep talks, including me telling her to stop being a baby, and, uh, she made those calls. She made those calls sometimes I know she made those calls, cursing me and threw gritted teeth. At about the 25th call though, she said that something just clicked. She got better at the conversations, she relaxed more into it, and she actually started to enjoy it.
[00:11:49] Imagine ladies, imagine enjoying schools, especially when people called her back because people did call her back. So she had a couple of wins along the way. [00:12:00] she hit $10,000 months for three months in a row. That was the result, and she got to 65 calls. Now, after that, we knew she was well on her way, but something else happened.
[00:12:14] One of the nos turned into $140,000 sale. Another one of the nos turned into $150,000 sale. Imagine how much money that is. She was freaking stoked. She made more money in those three months than she thought possible. Most of us think is not possible. And now she teaches this for a living. How cool is that?
[00:12:40] I have a ton of these stories from women who are a little bit scared to start, but we made it fun. We made it a game or an experiment, and in the end they were laughing. Some days it's just hard. Some days it's just easy. I have a few clients now who actually prefer a cold call. Now, I do not recommend this as a strategy.
[00:12:59] Cold calls suck the big one. You do not wanna do cold calls. You wanna be building a relationship so that people know who you are when you call. But they have had such great success in their niche that their preference is to do a cold call over a warm call. Can you imagine? I wanna do cold calls. M alright, let's do cold calls.
[00:13:20] That's fine. Uh, I had another client and all she did was cold calls and in six weeks she sold $55,000 worth of services. Just don't cold calls. I'm like, okay, I'm gonna have to let the cold call thing go. But just saying, so I know this can feel so, so scary and there are some ways to make it a bit easier and a bit more fun.
[00:13:42] And I wanna share three ways with you. The first way is start safe. Call someone you love first. Tell them what you're doing beforehand and then just before you're gonna get on the call, you rig them and you go, Hey, I'm just about to do my calls. And they cheer you on and you're like, great. I'm warmed up.
[00:13:57] Whoop whoop. Number two. [00:14:00] Get into state. And what I mean by that is make sure you've got a little ritual. So you might play some music, you might light a candle. One of my clients wears tight knickers. The other one wears high heels. Another one pops on some bold lipstick, and another one does power poses.
[00:14:18] You know, find your thing. And then number three, make it easier for them. If you're calling from a mobile, send a quick text first. I send a quick text to say, Hey, it's Emma McQueen. I'm gonna call you tomorrow. Just save my number in your phone. That way, your name and your photo, if you've got an iPhone show up before you even pick up the call.
[00:14:40] Bing, bing, bing. So today's challenge. Add in a few phone calls for me. Please call a past client a potential lead or someone in your network you haven't spoken to in a while. you will. Get used to it. I promise the water's warm. Just like jump in. So there you have it. That's our little reminder for where we left off on day one and day two, and they've got day three and four under your belt. Videos and phone calls, videos and phone calls. If I have anyone DM me, say, I listen to your podcast, and is it okay if I send a dm?
[00:15:16] No. Pick up the phone. In fact, I was so famous in my faculty role for picking up the phone someone made me a t-shirt that just said, just pick up the effing phone. This is what Emma does. So, uh, you know, I know a bit about phone calls. This is gonna stretch you. I'm not gonna lie. This is gonna stretch you and absolutely set you apart from everyone else.
[00:15:38] I can't wait to hear how you go. Are you brave enough today? Let me know. Let me know.
[00:15:43] so we've talked about day 1, 2, 3, and four, but there are 10. Listening to it here and putting into action are two really different things. If you want to get good at sales, it's like a muscle. You need to build that muscle and we have a [00:16:00] beautiful packaged up BD Sprint on demand on our website, and in that you get 10 days of me in the inbox. You get resources and templates that you can go back to time and again and printout.
[00:16:13] You get planners and different bits and pieces. You get a cheer squad. What's not to love about that? So if you wanna get really good at this and you wanna nail this, this will make your business grow, I promise. It will make your business grow. All you have to do is go to our website, Buy it, download it. It's cheap and cheerful. You'll love it. Promise.
