TRANSCRIPT: 

00:04

Hello, welcome to the sales show. I'm Maree Kirkpatrick, your sales and business strategist. I'm a mom, a wife and a multi business owner myself. With over 15 years experience in sales and business. I have worked with startups all the way through to multimillion dollar companies. I've seen the good, the bad, and the ugly. I love helping service based businesses make an income as well as an impact. Let's jump into talking about all things sales and business.

00:34

 I would love to welcome you all to this hour show I'm really pumped about today's episode, we have the beautiful Deb, let me tell you a little bit about Deb. Deb is a marketing strategist, video coach and podcast host who empowers business owners to create engaging content marketing, so that they can build their brand, connect with their audience and drive sales. We love the driving of sales demo understands what motivates buyers behavior. And he's a huge advocate of using video to help tell your unique story. Deb has been doing this three decades in working in both marketing and media. And she's embraced the evolution of the digital world, which I absolutely love. Deb also has the ability to show people how to talk about the audience anywhere in the world. Anytime. Love it. Deb is a self confessed tech nerd. And I love watching Deb on social media because she always talks about the new gadgets and all that sort of fun stuff, what works great Mike's video, all that sort of stuff. So I love it. And she is the creator of the content catalyst membership, where she gives the strategies and tools so you know what content to make, how to create it, and where to share it so that you have that credibility. So I love that. Welcome to the sales show today, Deb, so good to have you. Thank you, Marie for having me. Well, that sounded like an intro. And

01:54

I love it. I love it. And I know how passionate you are about video because we have been kicking around for a little while now. And every time I see what events and things like that you are like content queen. And I always look at you and think, oh man, I probably should be doing some of that stuff. But for me, it doesn't necessarily come naturally. So I would love to understand, how do you create that relationship between creating the content, and making sure that it is high converting so that we are getting those sales across because I'm all about creating things that are effective and efficient and optimized for sales. So tell me how you do that from a video and content creation point of view. Thank you for having me, Marie. So look, one of the things that if I backtrack, I've been doing sales, since you know, I was a teenager. And it's one of those things that I've had a lot of training with. And I felt over the evolution, I guess of the years, when you can stand in front of somebody and tell them what you do, then you create engagement, you create interest, and you can create action. Yeah.

03:05

 And what I found is over the years is that we had this incredible tool, being our phone in our pocket, and apart from standing in front of somebody, video is the next best thing for us to be able to do that. And over the years in business, I started using video and of course, we think of social media when we think of video and majority of us do use video in that way. But I also started including it across my content marketing, so on my emails on my websites, on the sales pages when you were offering a new product and things like that, so it is a such a powerful tool that we all have in our pocket. And as I mentioned, it's it's the next best thing from standing in front of somebody that you can create a relationship with. Absolutely. And so what would you say is like, even if it's a couple of tips about what people need to really understand or nail or even just give a crack at because I know for me when I first started in business you lacked you're visually showing up was freaking scary. I started my first business as an E commerce business because I didn't have to see people. And the introvert in me loves being able to hide behind the computer or the camera type thing. So for those people that may not be 100% comfortable with it or aren't sure exactly what their first best steps would be. What would that be? What would that look like from you, then me it's about understanding your ideal person. And when you understand one your core offer what you're offering? Yes. And then you understand who you're speaking to, who's that person that you want to sell your product to? And who needs your product. Then you create what I call a vivid story. And it is the process. It's a framework that I've developed where we go through the exercise of having we visualize that one person of what they

05:00

You need, what they're thinking, what they're feeling, what their what is their motivation wants their inspirations. And then we look at our solution that what we provide in that transformation, when you do that exercise, it just becomes so easy for you to then get to that next step of going. It's not about me selling something, it's about me providing the solution that you need, and how to effectively communicate that. The next part of being able to communicate that is when you are especially an introvert and like pressing record on the camera is thinking of just that one person, rather than 1000s of people. And I look at my lens here now, and I'm looking at you and I think of that person. Anytime that I look down my lens, and I press record, I don't think of the 1000s of people, I just think of that one person like we're sitting here having conversation, and that's why you'll often see me do lives and stories on Instagram, just having a chat. I love it. I find that at like, I'm huge on making sure that you're really clear on your ideal. My two I call my Sally or so my clients who is your Sally was really saying thinking feeling like deep down, right? Yeah. And it's it's understanding how Sally needs to be spoken to and connecting. I really love that you nail that. And you talk about that through everything that you do as well. Do you feel like your video content is top of bringing people in? Or do you feel like it goes all the way through your sales process and system, it's a bit of both because I like today I'm planning out my June content, for example, but I already know what that is. And when I come to that, it starts with my annual plan. So each month I have a theme, I have a topic and umbrella. But then I'll also have my weekly content as well.

06:51

 So when you know that big umbrella point, it makes it so much easier to have your content categories that relating back and tailored to that ideal person. So then when you press record, it doesn't matter whether it's in Instagram, in LinkedIn, on YouTube, everything has a flow continuity to it that leads all roads lead back to our website, which is our shop or if you have a physical location in your front door to talk. Yeah, I love that. And I also find that if people are clear on what their what did what I call my cash calendar, so and I say this to a lot of my clients, what are you selling? How are you selling it? When are you selling out? What sales assets, all that sort of stuff do you need? And then we add in the marketing and the content creation around that? Yes, then just creating content for the sake of it or such and such told me that I've got to do a post today.

07:54

 And you're like, Yeah, but are we just showing up for the sake of it? Like what are we doing to connect with our Sally? And how does that connection, go through our complete sales process so that people are clear on what we do, how we do it, why they would work with us and get a really good vibe of us as well, I think too, which is a huge credibility builder, too. So brilliant, love it. So one of the things with what I do is I teach people how they can use one hero video and turn that into 15 to 20 pieces of content marketing easily. Now when I start with that funnel process, the first thing that's on the list is know what your lead magnet is, know what your call to action is. And that is the first thing that I start with when I design the strategy, the campaign the planning of your content. So for example, for June I'm focusing in contact catalyst, my membership is all about personal branding, how to turn up on camera. So I need to look at what is my call to action where do I want people to come into based on the content that I'm going to be sharing so this month you said I was talking about you know, microphones and things like that because my topic for this month was all tech and gear. So everything funneled back into here, I'm demonstrating microphones here I'm demonstrating webcams. And then I'm going to funnel you back to here's my guide, here is my tech guide, here's my gear guide and then that gives you the tools then of knowing where to come and act on what I have to offer. Yeah, I would even go a step before that and say what is it that I'm selling first to then lead people 100% Lead Magnet Yeah, but always absolutely that that to me is a given for sure. Because if you don't know your core offer that you're offering for that, then you the all the lead magnets are no good if they don't relate back to what you're actually selling. Only. What do you see some of the biggest mistakes that people make around creating their content or their online digital marketing space? Look at

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think the biggest thing is not talking to their audience. And again, thinking about that one person having a conversation, social selling to me on, like social media is about being social. And if you share valuable content with people that helps them, you're not there saying, hey, buy my thing, buy my thing. Every other day, you're leading them to the path of I need, you've built a relationship. And then I've built that trust with them that they can go when I think of, I need this, I'm going to think of that person, then I come back around to I think the biggest mistake is when we show up, if we're not showing up ourselves when we're trying to emulate someone else. Yeah, that's been a really big eye opener for me over the past, say, 18 months, when I've worked with people, once they've come what I call behind the curtain and actually started working one on one and we're getting like belly to belly digging in pulling up businesses putting together sales strategies and stuff, they will say to me things like, well, Marie, you're so different online compared to what you are behind the scenes. And I was like, Oh, my gosh, and I think for me, that comes from being in such a corporate world and fear. Everything has to be polished and perfect. Yeah. And if it wasn't polished, and perfect, I didn't want to show up. I didn't want to do it. I avoided it. Yeah. And so now it's like, well, this is me, you don't have to like me, you don't have to love me. You don't have to follow me or engage in any of my staff.

11:32

But I'm also not going to stop showing up because everything needed to be perfect. So I love that. What do you Sorry, I was just going to add to that as well. That is one of the reasons why you'll often see me turn up on lives and stories with my cap and my running gear with no makeup and things because this is the real meat. This is what really goes on behind the scenes. You can there can be 10 people lined up selling exactly the same thing. The reason why somebody will choose you over somebody else is because of the way you do it the way you say it, the way that you come across and people will find and this is why sharing information in your stories in things is so empowering. Because if they turn around, they go, Oh, I know, Deb loves Chardonnay, for example. And then it's like, I love Chardonnay. And then all of a sudden, there's a connection there of going, there's something that we've got in common. That can be often just the one reason why somebody chooses that person over that person just because they've got something in common that they find there. They're like, I love that person.

12:31

They're on my level. And that's why it's so important to be you in all the things you need to adapt. Like, when you saying you're working in corporate, you know, we turn up in our suits, we've got to have this professional, you know, persona. But one of the things that I learned years ago, when I started my career in radio, I had this incredible training from a guy called Alan PS who did body language, right? Have you heard of him? I absolutely have. I've studied a lot of his stuff as well love it, love it, love it. And we were talking about the different personas there on how to sell to those people. Right? So you've got they call it different things now, but of course, you know, he used the word of the director, the expressive the thinker and the relator. Right. So these four different personalities, you would never walk into a you know, director and be all fluffy and you know, about Yeah, exactly. It's like get to the point, what do you need, don't ever, same as you would never walk into a relator doing that. Because they'd be like, Oh my god, like if I walked in and went, this is the black and white dude to do it. They'd be like, hang on, whoa, I need to feel at first, right? It's,

13:35

this is some of the things that win you. And it's not about you being fake or anything like that. It's about you adapting to the person who's in front of you. And when you ask questions, face to face, it has the opportunity to find out what they really need. So you can provide a solution to them when you don't do that, because you can't stand in front of them. When you're online. For example, on an online space, say on social media, you have this wonderful opportunity to still ask those questions and get to know your audience by asking them questions. And that is why again, I'll go back to Instagram stories are such a powerful place to have conversations with your audience and get to know them. Absolutely. I also found that I would see people outside of work. Say for example, being a mom of two kids, you'd see people at the shop so you'd see people that soccer training, which is what happened to me a couple of weeks ago, and the only way I had known this lady was through a professional relationship. Yeah, right. Was he in full man mode? You know, hoodie on it's Tuesday night it's cold. Yeah, there's kids running everywhere. But I was still able to connect with her on that level of like, how's everything going? Because it's still me but man, it's taken me a long time to acknowledge that that's where where I was at, and I feel like if we can be so okay with who we are in showing up in that space

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Online, I think it's really, really powerful. Not always easy, but really, really powerful, small steps. Absolutely. What do you feel like from a sales perspective is the best way to sell when it comes to using your video content. One of the things that I think is so powerful is showing people demonstrating, right? So if you can come in, I can sit here and last week I did a microphone test. And I can sit here, right, and I can sit here black and blue on my face and going, you really need to spend, you know, $280 on a microphone and be like, What? No way What? And so when I can show you the difference of things, I don't need to sell, because then you will make up your own. And if I can demonstrate the fit, like why this does this, and why that how how that works. And then you understand the benefits of this versus that, then it makes it easy for people to make their decision. Yeah, I'm huge about talking about the benefits of even just why work like why someone would work with you.

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So many people these days, just go into the features of what they do. Yeah, this is my membership, this is what it does. This is why you should do it. Right. And I'm like, That's not selling. That, for me is a form of advertising, and advertising and selling in my eyes, advertising, marketing and sales completely different chunks of the business game. And so the way that you demonstrate that I think is beautiful, like it even got me going go right, I need to go and watch that video. I'm like, What's my sound quality like? But I also wonder, I know there was a stage when I first started out in my consulting firm that I was like, do I need to go and spend spool $100 on a microphone, or was my first thing to just get out there, stop creating the sales, create that relationship and then know that I don't need to have all the bells and whistles straight up, if I can do the best with what I've got, and make decisions based around where I'm sitting and what feels comfortable. I think that that's really cool as well. What I noticed, I was just gonna add to that is that that is one of the reasons why I went and picked a $39 microphone from Kmart. Why because I can go into the shops, I can pick it off the shelf, I don't have to wait two weeks for it to get delivered. And then so and the reason why I chose that as well as so many people wanting to appear as a guest on a podcast, like what we're doing now, or they want to appear as a presenter in a master class, or they just want to do online zoom meetings with their clients, you need to have a level of professionalism, it's like you wouldn't walk into a sales meeting with you know, your thongs and your, you know, Sarong on. So you're going to live

17:43

unless you're in you know, tropical destination on holidays. But it's like, it's the same thing, when you go into a Zoom meeting online, if you can make those little tweaks to how you present. You don't need to spend $300 on a microphone, it's been $39, but turn up as a guest on someone's podcast and look professional and sound professional, because then that gives you the best thing. And that's why I did what I did was because I'm like, you don't need to spend a lot of money. However, one of the biggest turnoff I hear is bad audio. Absolutely. You can't you don't want to listen to it. But you can't, as the highlight host, you can't repurpose it like he can if you had good audio. So that's why I do encourage people just go and get yourself a basic microphone to just level up that little bit more. If you want to be a guest on other people's shows, and you know, even just have good zoom online meeting sales meetings. Yeah, I think that the other thing I used to joke about was people's backgrounds.

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 Oh, yeah. And so I remember I used to jump on calls with people. And even if when I was first starting out, I needed other people's services. And I'd be like, yeah, let me see, like, let's jump on a call and see if this is a good fit. And in their backgrounds was so much stuff and all I kept up. I'm easily distracted. I'm the like, oh, squirrel, like what's going on over there. And so I was like, man, just that impact on the sale and the visual side of it, too. I was like, I can't even focus on what you're saying to me because I'm so distracted by what's going on behind you. Yeah. And to take that step further. And we saw this over, you know, the lockdown periods. 20 is I'm staring at you in your room in with your bed in the background. I don't need to see your bed. Turn your computer around. You face the bed. And I'll look at the wall. Yeah, that just little simple things like that. And I know a lot of people are in small apartments and things that had to do that. Just turn your head around. Like turn your computer around. Oh,

19:42

yeah. Love it. So what is the most powerful technique that you either use or you see other people use around video content and amplifying it from a sales perspective? Yeah, one of the things is just turning out

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up and having a conversation with people. And Maree, I walk in my desk every day. And I will show you this on screen for anyone that seeing I've got a tripod here, my phone sits on it straight away, and it sits right beside me in the morning. And that's my prompt to just click Record and just have a conversation and share what I'm doing. And just think about, I want to build relationships with people on the other side of the camera. So we just have a little chat. And so from that when I do sell something like at the moment, I'm about to do some webinars and some workshops, when I do say, Hey, this is what I've got. And I'm in sales mode. Like if I'm launching something, I've already built that rapport with people that they're like, Yeah, I'm interested in that. Yeah, actually, I do want to do that. I'm not just popping out of the blue going, Hey, by me now, you know, I'm just constantly ticking along just having a chat, getting to know people relationships. For me, one of the most important things apart from showing people what you do and demonstrating the things it's about just continuing that relationship, because people may not buy from you for months, even years. But when they do, they will recommend you, they will refer you and they will be your biggest advocate if you just communicate authentically, with what you do consistently. Absolutely. I think a really big part of that is also people's messaging. And once they're so clear on their messaging, people find it so easy to say, Oh, you need help with your video and content creation stuff. Go and chat to Deb's brilliant at it. I think having the tripod on your desk is an amazing tip. I don't do it enough mindsets. Put away, I need to do that. I really need to get that out. And just Yeah, connect a lot more in that space. So that's brilliant. Thank you so much.

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Tell us a little bit about what made you start your membership, the content catalyst membership. Well, it started last year, I did an online course. And it went for six weeks I taught it live. And it was literally video essentials for social media because I was seeing that people were struggling with turning up online. They didn't know what to say they click the thing. And they'd be like, Hey, guys, I am I am I. And if I could help them just get past and step them through the basics, then hopefully, they could just turn up a bit more confidently and help communicate what they did. Because one of my biggest things is to help people tell their unique story because my goodness, I meet some incredible people that do some incredible things, but they're not telling anyone they do it. And I just want to help them to grow. If you just told people what you did, you can help so many more people. And that was a six week course. And then I found that it was like, hmm, it wasn't long enough people needed more. So this year, in April, I launched content catalyst, which is a monthly membership. And I wanted to create a marketing hub where people could come into we do one master class a month where we learn our key topic. So this month, for example, we did tech in gear last month was strategy and planning, then we do a workroom the following week. So we implement and take action of what we planned. Because if you don't take action, you don't get results. And then the following week, we do an editing workroom. So every month we do an editing work room where yesterday was just cut basics. And because I know that the sooner you get your message out there, the sooner that you can help people. And that was why I was like, okay, so each month, we then grow on the next topic on the next topic. So it's a marketing hub where it's community based as well. Because together, we all help each other and support each other. And you've got your cheer squad, and accountability. And then you've got all the resources. So when you get to that point, often, what keeps us stuck is something really small. Yeah. And it stops us getting really big results. So that's what I wanted to create was that hub that they could come into that was affordable marketing mentor in your pocket, basically, I feel like we're so aligned with that. Yeah. Even when I was looking at how else can I help more people and really get women to understand what they need to do to boost their business, increase their sales help more people. I remember being at a conference and there was probably 40 or 50 people in the room. Everyone went around the room and spoke about what they do, what their biggest challenges are all that sort of fun stuff. Typical kind of networking type stuff. Yeah, people would be like, I just need more clients or I need more sales or I need this. And I was like, you just need to learn to sell it. You're amazing at what you do. There would be nothing that could have been brought into that room. That couldn't be fixed. Yeah, there was marketing. There was doctors, there was legal, there was hospitality. There was teachers there was so many amazing women and

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They were all sitting there slash standing there saying the same thing. And I just had this urge of like, oh my God, just sell it like learn to sell it to people why they should work with, you know, people the benefits of working with you that transformation and what the real results are that you can get. So I completely understand that from a creating that offer based around what people are needing rather than going, I think that people need this. And you should.

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If you've got shooting your sentence, then you should do. So many people do that they go, I want to create a membership, or I want to create a course. And so they put into it what they think needs to go into it. And then they go and try and find people to sell it to find the people figure out what their challenges are, and then create the solution around it. So beautiful. And I know you have a workshop coming up in the next couple of weeks. Tell us a little bit about that. So the workshop is based on a lot of people have. So we go back to step one, step one is always strategy. Love it gotta have strategy, then you can plan. Yes. So today, I'm going to be doing out a month's worth of I'm gonna plan a month's worth of content in like 30 minutes. And and that is because I know I've got all my structure in place. So I can sit there and go right to dinner today. Here's my topics. Once I've planned then I research and then I record. Love it. So this is the biggest thing you mentioned about a roomful of women about they've got all this stuff. The thing is, and I do this myself, I work with professionals to get me unstuck. And the reason is, often we're so close to our business, we cannot say we can't read the label from inside the gym jar. Okay, and so I work with people to help articulate my messaging, because it's something I always go back and fine tune and fine tune. So even if you are a professional working with someone like yourself is so powerful, because it helps people to be able to extract out of us, because we all hate talking about ourselves, like I find it hard to, you know, write my bio and go, I'm this digital editor. So I go back to how can I help you. So working with somebody is so powerful to just help solidify what you do. And get crystal clear on how like it's like, you know, a swimmer training for the Olympics will work with a swim coach, they know how to swim, right? Oh, absolutely. But if you can actually have somebody working beside you to going and fine tuning your technique I am, you know, helping with your timing, and I'm keeping you focused and accountable. That's when you start getting big rewards. And when I talk, I'm gonna actually say to you, here's the reason why you shouldn't have this. Because if you're this, this and this, this isn't right for you. But if you are this, then this is right for you. Going back to when I first started in sales, and I think the reason why sales has such a, you know, kind of have a seedy connotation, word apparently dirty word. It's because when I first started in sales, I was surrounded by, you know, the boys club, and it was, you know, go out there and buy these ads and do this. And I was looking at these guys going. But it's more than just to schedule on a bit of paper of buying some ads. It's a solution. And so my approach was, I would go and then I was handed these clients that were these guys have been trying for years to get on board. And then I came in completely different approach Greeners mind you, but I just came in with going, tell me what you need. And then I would present things based on what I would see and hear and then tell them tell me. And that's how I ended up getting more rewards of them coming on board and advertising with us. And the reason is because I listened and asked questions, sales 101 Baby, right? It's such a simple thing. And this is why if you're so scared of selling what you do, it's really about coming back to the mindset of what you think sales is, if I think sales is a dirty word, and if I think I can't handle rejection and all the things where I'm sitting here going, not everyone's going to buy my product. I just want the person who needs me, that I can help to work with me. And if I can show you and tell you and demonstrate to you how I can help you. And this is why for when you sell if you can do that for your audience, then it's not a dirty word, you actually become their Savior because they're, you're exactly what they need to start to learn to articulate your communication on how you do that. When I've had clients that have had challenges around their mindset or thinking, No, I'm not in sales, I didn't go I didn't start a business to be in sales. You're a business owner, you're a salesperson. I wouldn't say that 99% of people in a business are a salesperson if you go out somewhere and

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We're talking about your job. And someone says, Oh, tell me about your job, or what do you do for work and someone who is bad mouthing the company that is impacting on a sales perspective, you are giving someone a point of view on on the business overall. Yeah, if you feel like you're challenged from the mindset perspective, I'm always say to my clients look at it as you are helping them and serving them. Because if you don't serve them, they'll go and find someone else that will, they'll go and find someone that has overcome that mindset and said, Do you know why? They may say no, and that's okay. But here, I know from my heart of hearts, that I can help people move forward, I know I'm good at what I do. I know I can help you get those results. So I think that's beautiful. And I love at the end In saying that, really, it's not about who has the best product or service, it's who talks the loudest. And unfortunately, if you don't tell people how friggin great you are, somebody else with not the greatest product or service will come in, swoop in and take that person and you they're going by that's just no don't make, we've all bought that thing, right? We're hoping that was like, This is gonna be amazing. And then you get into it, you're like, This is not doing what I thought it would do. But they've been the people that have had the guts to get out there and be like, this one, I do this one, I do this one I do. And you go, Well, maybe this is what I need. And then it's not. So your job as a business owner. And as someone that is wanting to help more people make an impact, make more income is to get out there and see who else you can serve, and love. And the reason why I wanted to bring you on to the sell show today was because I feel like the content marketing side of it mixed in with a really great sexy sales strategy that is optimized for selling that is really clear people know how to work with you why they work with you the benefits, all of that, yeah, is just a beaut at hand. It's yeah, it needs harmony, because there's so many people that I work with don't have that in place. And they eat just take. So I come in, and I'm like, okay, they've bought this, but because my head goes into, you know, my training, it's like, I can't help you to do this until we do that first. And if you've done that work with them, it just makes the impact so much more potent. When they actually do come into content Catalyst, and they do do the next stages of their journey, you will get so much rater results in such a short amount of time and I talk about that and fast tracking the buyer journey. Love that. I say to people when they say a lot of people come to me and be like, I need more leads. I need more inquiries. I need more sales. Great. Come on in. Let's sit down, have a chat. Once we have a chat. And I say to them things like tell me about your database. Tell me about you know, how many people have you got on your social media? What does that look like? Yeah, it doesn't always equal the same, like having 1000s of people on your database doesn't equal 1000s of sales. What I find is I say to people turn off the marketing tab just for a minute, sort out your sales process because then once you turn on your marketing tab, your sales processes high converting everyone that goes through an experiences your business has a better chance of buying from you because you're so clear on how you set them through your business. Yeah, so I think that's absolutely It's like opening up a coffee shop and not having coffee baits. No, but everyone to come in without having the coffee ready and I'm like, stop doing it. Yeah, it's the time you're wasting money you're wasting energy. If you're missing that one essential ingredient the coffee beans you can't make coffee without the the beans that you can put water in the cup and you can hand them a cup and charge in the money but you're not going to make coffee without the coffee beans and that's that understanding the sales process and then following it through to then communicating that it's really potent. Love it. So before we wrap up, give me three things that people can implement straightaway after listening to us having a chat today. I know for me one of the things is the handy dandy I up phone you're gonna say phone No, I'm saying tripod. I'm literally going to get my tripod out. Yes, keep it on my desk will be like right, Marie, you need to make friends with the tripod. Yes. So what do you want to trigger that's a great trigger. Having something to hold your phone up is fantastic. But even if you don't have something to hold up your phone, and in fact if you go and have a look at one of my reels, I've got three examples there of like humorous ways of holding up your phone, but it's it's really about pulling this out. Everyone's got one in their pocket these days and everyone has got a sensational 4k camera. You can talk to anyone anywhere in the world at any time by picking this up. And if you have done the work

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work with you and they know their messaging, then getting out there and start to share it with people just by pressing record. And if you are terrified at that, then just start with daily stories and Instagram because it lasts for 24 hours. And we know that when we practice things we get better. It's about progress. Yes. And if you can make 50 Bad videos, by the time we get to your 51st, you're going to be making good one. So let yourself off the hook like cringey material, you and you have to get past the cringe. Like everyone's I hate looking at myself on camera with enjoyed. I hate listening to myself on camera. Yep, just move on. Just move on. Yeah, buddy. If you think of it, like we're just having a conversation now, thank you one person on here, love it. And just turn up every day, practice it everyday. And even if you don't post it on social media, just practice on your video, just get used to doing that every day. It's like a muscle at the gym, you're working your biceps, turn up and say something every day. And if you don't know what to say, then come back to working with us. Basically, we can help you, we can show you what you need to be talking about. Love that. So that's number one. Yep, pick up your phone and create more or less record, get something and hold your phone up. So that way it becomes a trigger every day to just go. Like I said, I've got a an F you can do it on a budget, I've got a Gear Guide on my website that you can set up all your essentials for under $100. So you don't need to spend hundreds of 1000s of dollars to do this. You need some good audio, you need something to light you up and something to hold your phone up and off you go. And until you do that, just pick up your phone and press record. That's it. And we'll have a link in the show notes for that guide. So perfect. So that would be step one, or one thing to implement what would be second thing I would have to say again, I'll come back to you've got to have a strategy. No. And I work with a lot of people that go it's like throwing spaghetti at the wall. I've been making content forever. And it's not connecting. We've got to have a strategy. Know what? Yeah, that is probably the most important thing is there's no point showing up if you don't know what you're talking about and who you're talking to. Okay, so we're gonna pick up our phone, and we're going to have as I was gonna say, a sales strategy. Yes, have a sales strategy, but also have a video content and marketing strategy. Yep. What would make that easy, make it easy for people to buy from you. Calls to Action. Like that is probably the one of the things when I go into a shop, when I go online when I anywhere I go make it easy for people to find you and buy from you. I don't want to have to go looking for the tail. Like where's the cash register? Like I was in a shop the other day? And I'm like, Where the hell do I check out of here? I don't know.

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Take my money. Exactly. So make it easy for people to buy, you know, and clearly show what you do. Beautiful. Awesome. So would that be the three that you'd highly recommend? Yes, absolutely. first record, know your strategy make it easy for people to buy. Yeah. Fantastic. Well, thank you so much for being on here today. Deb, I have loved it so much. And I feel like as I said, our our topics and our passions aligned so beautifully when it comes to business. So thanks for your time. And if you would like to find Deb, we will have all our links in the show notes. Yeah, otherwise, I look forward to seeing you all soon. Or hearing or speaking to you all soon. I should say if you don't see us if you listen to us in your ears. But thank you so much, Deb and have a beautiful day. Thank you, Marie. Bye.

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Thank you so much for listening to this episode of the Sales show. Please share it on social media for your friends to see and make sure you tag me at Maree Kirkpatrick so I can personally say

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if you would like to show me some love, leave me a review on Apple podcasts. I'd love to hear from you email me at podcast at Maree kirkpatrick.com. And if you'd like to work with me further or see any of the free resources mentioned on today's show, they can be found at Maree kirkpatrick.com I truly hope this podcast provides useful information and so much value to you so that you can build a business impact and Income