0:00

I'm here to tell you today this little love

0:02

note reminder you keep

0:05

going . I have a quote here

0:07

on my wall . I've read it on the podcast before

0:09

, but let me read it again . It's a quote . I don't even remember

0:11

where I got it . I don't remember where

0:13

it came from , so I can't get the person credit , but I can

0:15

just say thank you . It says the

0:18

early stage is all about not

0:20

quitting , get people reading

0:22

and encouraging . This

0:33

is the podcast for the entrepreneur

0:36

who wants to make a big impact , who doesn't

0:38

shy away from hard work but also

0:40

wants to enjoy life along the way

0:42

. Hi , I'm Heather Sager , former

0:44

executive turned entrepreneur , and I've

0:46

spent the last 20 years working with premium brands

0:48

on sales , marketing and communication and

0:51

I've learned that when you become a magnet

0:54

with your message , you only need

0:56

a hint of hustle to achieve your goals

0:58

. Get ready to be inspired and

1:00

ignited each week with tangible strategies

1:03

on sales , speaking , marketing

1:05

and so much more . This

1:07

is the hint of hustle podcast . Let's

1:10

go Well

1:23

. Hey friend , welcome back to another

1:25

episode of the podcast . It's your coach , heather

1:27

, and my goodness

1:29

y'all . Let me just say I am

1:31

, as my grandmother would

1:33

say , I'm just tickled at

1:36

the love notes I'm getting from

1:38

you all , from this new

1:40

guide I put out a couple

1:43

weeks ago If you haven't grabbed it

1:45

yet the 19 magnetic

1:47

phrases that you can say

1:49

on stages , podcasts and live video

1:52

, so that your ideal customer

1:54

goes running to your opt-in page . I know

1:56

that's a mouthful of a title , but it's super clear

1:58

, right ? I am hearing so many

2:00

notes from people that are using it to write

2:03

emails to go live . They're

2:05

using it on webinars . In fact , I wrote down

2:07

, just got a voice note this morning from someone

2:09

saying that the if then training

2:11

I did for the call to action has

2:14

changed everything . This literally quote just changed

2:16

everything for me . It's so wonderful to know

2:18

exactly what to say . It was like

2:20

. It was like it totally eliminated

2:22

all of the awkwardness . I

2:25

love it . I love it . I just had to share because I

2:27

am , you know , as a creator

2:29

, as an educator , as a teacher , as a coach

2:31

, as a whatever you call yourself . The

2:34

one of the best things is getting feedback

2:36

around how your work helps other people . You

2:39

know , let me go off in this little tangent here . I always

2:41

do tangents , but I just feel I need to say

2:43

this in case you're at the spot here . You know , when I

2:45

first started my online business , I had this

2:47

. I had all this expertise , as we all

2:49

do . Right , it's why we started business , because we

2:51

know something that we think we can teach other people . But

2:54

I had all this experience and , quite frankly , I have this really

2:56

, really great track record . I

2:58

was at the top of my game in the corporate

3:00

world . I had climbed the ladder , I was in

3:02

an executive seat , I was traveling around the world

3:05

on stages and you know , I

3:07

felt good to be in that big

3:09

, important job , big important role

3:11

. But I knew I wanted to do something different

3:13

. I wanted to work for myself . I was ready for change

3:15

. I was ready , so I jumped in

3:18

and you know , it's a little . It's

3:20

a little jolting and I think

3:22

that you is probably resonates with you jolting

3:24

from going , from being in your groove

3:27

in the corporate world or or

3:29

maybe in a brick and mortar business , jumping over the

3:31

online space . But jumping in and

3:33

seeing that you know it's different

3:35

. You have to figure it out . Yet

3:38

it

3:40

is so much I

3:42

don't even want to say harder . It

3:45

is like a puzzle

3:47

that you get really frustrated , that you

3:49

just can't solve . And what I mean by that is

3:51

we know we're smart , right , you and me both . I

3:53

know you're wicked smart . You have a really great experience

3:56

, but it's like this mystery

3:58

trying to crack the code for growth

4:00

in the online space . It's frustrating because you

4:03

see all these other people who I

4:05

don't know whether or not they don't have the experience , but you just see

4:07

people , it seems like they're

4:09

passing you by and you wonder

4:11

, like how can I freaking make

4:14

this work ? And it feels like you're

4:16

alone , not not

4:19

sure what you're doing . Why is it not

4:21

working ? Like , is it me ? Is it my content

4:23

? Is it my message ? Is it my strategy

4:25

? Like , start questioning all these things . But in the beginning

4:27

you don't really get a lot

4:29

of feedback and if you do , it's

4:32

from your mother-in-law . It's not

4:34

the greatest . I say I'm my

4:37

mother-in-law . It's very , very supportive , but I've heard from clients

4:39

that you know families post things and they're

4:41

trying to be supportive , but it's not your ideal person . So therefore

4:43

it's not very helpful . If

4:46

you're in my family , you listen to this . I love you . All of you are

4:48

very helpful . I'm not talking about you

4:50

what

4:52

I'm , just you get the point

4:55

here . It can feel very

4:57

much like you're in

4:59

a cave and you don't know if anyone's listening

5:01

. So I'm here

5:04

to tell you today this little love note reminder

5:06

. You keep going

5:08

. I have a quote here on

5:10

my wall . I've read it on the podcast before , but let

5:13

me read it again . It's a quote . I don't remember where

5:15

I got it . I don't remember where it came from , so

5:17

I can't get the person credit , but I can just say thank

5:20

you . It says the early

5:22

stage is all about not quitting

5:24

, get people reading and

5:26

encouraging you . So the reason why I started

5:28

today thank you y'all for those

5:30

little love notes about that new guide I

5:33

put out is it ? It

5:35

really means a lot . You know , if

5:37

you find something online that you appreciate , you listen to a podcast episode

5:39

of somebody who said something really

5:41

great . You know it's a rarity for us to go

5:43

out of our way to tell people

5:46

that we appreciate their content

5:48

or that their content's helping us , and when you go out of your

5:51

way to do that , it means the world to me and

5:53

I cannot wait if you're not getting those love notes for

5:56

yourself with your content . I can't wait for the

5:58

day they start coming and they might be far in

6:00

view and I want you to savor

6:02

them . Take a screenshot , create a folder

6:04

on your phone where you go to those

6:07

little favorites and you look at them when you're feeling

6:09

not great , but that encouragement , when

6:11

you get those moments , that's the

6:13

validation that you're in the right spot , you're

6:15

doing the right thing . Keep pushing

6:17

. It might not be going as fast

6:19

as you want it to , it might not be moving as smoothly

6:23

as you pictured

6:25

, but it's all unfolding

6:27

just as it's supposed to . I don't

6:30

want to go all . I don't want to go all like foo

6:32

foo thing . I I'm not a

6:34

religious person . I I'm

6:36

not , I don't , I don't go to church

6:38

, I'm not like we don't need to go into that

6:40

story there . But I do believe that

6:43

. I do believe

6:45

that we have to find

6:48

meaning in things and the only

6:50

way we're going to get through really hard things is

6:52

for us to see them as

6:54

beautiful opportunities to take away the lessons . So

6:57

I don't know , maybe this is a little too deep , too insightful

7:00

to whatever for the

7:02

show today , but I

7:04

don't know . I just I had this feeling on

7:07

my heart that somebody's listening , thinking why

7:10

is it not moving fast enough ? What

7:12

if it's moving at the exact pace that you

7:14

need to learn ? The lessons

7:16

you must learn to elevate

7:18

to your next level . What

7:21

if that were the story that you choose to believe

7:23

, instead of the story that you're not where

7:25

you should be or not where you want to be

7:27

? That latter story is not

7:29

going to help you , so let's instead shift

7:31

it to say how could this actually

7:34

be perfectly training me for my

7:36

next level , for

7:38

what's to come , a month from now , six

7:40

months from now , a year from now ? Heck , it might take six , seven

7:42

, eight years . I have no idea what your dreams

7:44

are , what your goals are , but I do

7:46

know that if you want them bad enough

7:48

and if you listen

7:51

to the people that you serve , it

7:53

might feel like you're moving at the pace

7:56

of a sloth , and that's

7:58

okay . Sloths are cute , not very effective

8:01

, but they're cute , it's

8:03

okay . Keep moving , and I want to do my best

8:06

on the show to continue to serve you up with reminders

8:08

of that , but also strategies

8:12

that will help you speed

8:15

up that pace a bit , if

8:17

that would be valuable to you . So

8:19

today we're going to talk about one

8:22

of the things

8:25

actually I would say the number one

8:28

thing that I correct when

8:30

people share their content

8:32

with me , and I

8:34

wanted to share this today because it's something

8:37

that is actually very , very simple . It's very nuanced

8:39

. However , it's pretty difficult

8:41

for you really to execute

8:44

because it goes against

8:47

what our natural tendencies

8:50

want us to do when

8:52

we communicate . So today we're going to talk

8:54

about specificity . I

8:57

know I just left turn there and like let's get down

9:00

to business . We are seven minutes into the

9:02

podcast . We got to like we're going

9:04

to make this quick today and I've already fired

9:06

you up . Now let's actually give you a tip that's going to help

9:08

you . So specificity , what

9:10

do I mean here ? So this

9:13

podcast is dedicated to helping you show up

9:15

in a more magnetic way . How do

9:17

you take up space , share

9:19

a message that actually serves

9:21

and impacts the lives of others and

9:24

grow your

9:26

business along the way ? So

9:28

communication , obviously , is a huge part of

9:30

it . We all know I'm a speaking coach . I

9:32

want to teach you . I want to teach you how to speak more , better

9:35

. So here's

9:37

the tactic for it . I

9:39

want you to think about a recent

9:41

podcast interview

9:44

or live stream or

9:46

video or conversation

9:48

with a client that you have had

9:50

. Not one you've listened to , but one that you

9:53

have had . So just think

9:55

for a second . Can you pull one back from your memory roll

9:57

it X , you might have to go far

9:59

. Maybe you have to go back to , like a webinar

10:01

, that you did , something

10:03

where you are speaking to an

10:05

audience , even if that audience is just

10:07

one person . I want you to think back through it and

10:11

I want you to think about

10:13

especially if it was a live stream

10:15

or a podcast interview , webinar

10:19

when you described your

10:22

ideal

10:24

customer and how , like

10:26

, what was their problem ? What they were experiencing

10:29

. I want you to ask yourself was

10:31

I extremely specific or

10:34

was I a little more general ? You

10:37

might have to think through this for a moment . You might be like what

10:39

the heck do you mean ? Well

10:42

, one of the things that I notice

10:44

is we have a tendency

10:46

to generalize

10:49

experiences

10:51

, and I'll use this example with

10:54

story . So one

10:56

of the things that I see happen a lot when

10:58

entrepreneurs share their story is

11:01

what they want to do is generalize

11:03

their experience to make it relevant . So

11:05

, for example , somebody saying like

11:07

I spent you know , I spent

11:09

years working in sales

11:12

and then I switched to go

11:14

behind the scenes where I got

11:16

some experience in computer programming

11:18

this is not true , by the way , I'm just making this up and

11:21

then I decided to leave that job

11:23

and start my business . All

11:26

of that is it's it's how

11:28

do I phrase this ? It's like a chapter

11:31

summary , not the

11:33

specific what

11:35

actually happened . One

11:38

of the one of my favorite books if you want

11:40

to learn a little bit more about how to be effective

11:42

specifically with storytelling is from

11:44

Kendra Hall . Kendra , she

11:46

wrote stories that stick and , most recently

11:48

, choose your story , change your

11:50

life . It's an incredible book . I just finished

11:53

up Kendra . I had I talked about her on the show before

11:55

. I had the honor of booking her

11:57

as a speaker for one of the last conferences

11:59

I produced in the corporate

12:01

world . Kendra was an upcoming

12:03

speaker at the time . She was recommended by my friend

12:06

, seth Madison , who's another

12:08

speaker that I had booked multiple times at

12:10

a conference . So Kendra came out and

12:12

she taught me something really incredible . I didn't

12:14

realize that I was already doing it with my storytelling

12:16

, but she broke it down and helped me understand why

12:19

stories were so effective . And she talked

12:21

about . Stories are effective

12:23

in the human brain when they are specific to

12:26

a moment in time . So

12:28

, coming back to the story around , if I were to use

12:30

the pretend of , I worked at a shoe store , before

12:33

that I'd computer programming and before that

12:35

I worked in sales , just kind

12:37

of like mentioning those things . Logically

12:41

, you're following it , but there's no memorable

12:44

nature to it , there's no connection

12:46

between you and I . But

12:48

if I were to say something like

12:50

, I'm going to make this up here , a

12:53

few years ago I found myself working in

12:55

a shoe store A shoe

12:57

store , yeah , with people's feet and

13:01

there was one day , specifically , that a woman

13:04

came into the store and she

13:06

was trying to find a pair

13:09

of heels because she

13:11

had a date with her husband

13:13

and they hadn't been out in years . She

13:16

told me that her and her husband had . They

13:19

had just kind of fallen out of

13:21

their groove over the last few years

13:23

and , with everything going on in the world

13:25

, they were just feeling really sad

13:27

. And hold on , let me just pause

13:30

here for a second . I'm making this up , so it's not the best story

13:32

ever . Can I just ask you a question ? Are

13:35

you already invested in this

13:37

story ? Are you picturing

13:40

a shoe store ? I don't care what shoe store , but

13:42

are you picturing ? Are you picturing a woman ? Are you wondering

13:44

in your head is she older ? Okay , she's been married . How

13:47

are we talking about ? Like a little old lady for years ? Are

13:49

we talking about a younger lady . There's imagery

13:51

happening in your mind . When you illustrate

13:54

a moment . You

13:56

notice how that's different of me saying just a few years

13:58

ago I was working with a shoe store and I remember

14:01

a very specific day when a woman walked in . Do

14:03

you notice how that sets a scene

14:06

that hooked you in

14:08

? Versus me saying you

14:10

know , I used to work in a shoe store and we see a lot

14:12

of different people coming through our

14:14

doors every single day General

14:17

passive , fine

14:19

. But just a few years ago I

14:21

was working the shoe store and I remember one day specifically

14:24

when a woman came in I'll never forget . She

14:26

was looking for a pair of heels to go on a date with her husband

14:28

and she shared with me . It was such an important

14:30

moment because she and her

14:32

husband had been struggling lately . Maybe

14:35

let's go dark here for a moment . Maybe

14:39

they lost a child . I went

14:41

super dark there . Sorry about that , but

14:43

you don't have to have a sob story . But you notice how I'm

14:45

painting a picture of a very specific

14:48

woman . You might be wondering like well , why

14:50

the hell would I talk about that ? Obviously , there

14:52

has to be a point to this story . But

14:54

when we talk about spec specificity

14:57

with storytelling . Shout out to Kendra for teaching

14:59

me that that moment in time matters because

15:02

that's how you pull people in . But

15:04

for me , what I've also realized is specificity

15:07

helps us with our marketing

15:09

and our messaging . So here's

15:11

what happens is when you're let's say , let's

15:13

say you're a coach and specifically

15:15

you're a business coach and you help let's

15:18

say you help entrepreneurs

15:20

getting started in their businesses , and

15:22

you have this picture in your mind that people have

15:24

this dream that they want to chase , but they're

15:26

scared to go chase it . So you help people

15:29

a phrase I hear a lot and in fact , many of

15:31

my clients inside of speak up to level up . People use

15:33

this term . They want

15:35

to help people design their dream life

15:37

. Now , this

15:40

is where I push a little bit . When

15:43

we talk about helping clients design

15:45

their dream life , it sounds

15:47

really good , right , but

15:50

it still is like the passive . Oh

15:52

, once upon a time I worked in a shoe store . There

15:55

is a general nature about it where we're trying

15:57

to put a word to describe

15:59

a ton of things . So for

16:01

you , a dream might be

16:03

, like my client , sarah , to

16:06

live on an island in Mexico

16:08

with her family , like now

16:11

, while her kids are young , and not wait for retirement

16:13

, that we're running her business . That's a dream life . Or

16:16

for me , my dream right now

16:18

, with my husband , is for us to spend six

16:20

weeks in another country every single year with our kids

16:22

. A new dream we have , dream

16:25

life is I want to be

16:27

able to work while my kids are in school and

16:29

as soon as that bus lands in front of my house

16:32

, whoop , I am done working and I

16:34

take summers off . That , for me , is a dream

16:36

. A dream for you could be taking

16:38

a trip around the world , while there's a lot

16:40

of travel in these dreams . But another dream

16:42

could be finding

16:44

a partner who fully supports you

16:47

and creating a business together . I

16:50

don't know what your dream is , but for me to try to label

16:52

dream on it , it

16:54

kind of dampens the

16:57

sparkle of what a dream is . So

17:00

what I want you to think about it's not that I don't want

17:02

you to use the word create your dream life

17:04

, but what I want to encourage

17:06

you to think about is how can you use more

17:08

specific language to

17:11

spark a picture

17:13

in the mind of

17:15

your ideal person ? So

17:17

an example of this let's say you're on

17:20

a webinar and you're talking

17:22

about how you help women create

17:24

a business to

17:27

design a life that they love , their dream life . Could

17:30

you say something more ? Like

17:32

you know , one

17:35

of the things that I love doing is helping

17:37

women start businesses so

17:39

that they can create a life

17:41

that they want , the one they picture about . So

17:44

, whether that's working from

17:46

a beach in Mexico while

17:48

your family plays on the beach

17:50

and you just work an hour each morning , or

17:53

maybe that's you sitting on

17:56

the front porch done with your workday when your kids

17:58

step off the bus , then

18:02

you can go in and talk about whatever the next thing you're

18:04

going to talk about . What I'm saying is we

18:07

don't want to stop at the general , if

18:09

you're speaking in general language . Help

18:11

you with a lifestyle business , help you with a

18:13

dream business , get more freedom , flexibility

18:16

in your life . I'm going to hand bomb these , because

18:18

these are the ones I hear and see a lot . I

18:21

want to really challenge you to say are you

18:23

using general language ? Because you're trying

18:25

to categorize all

18:27

these different specific realities

18:29

of your ideal person ? So you're putting a label

18:31

for lack of a better term , a label on

18:33

it's thinking that , oh , if I label

18:36

it lifestyle , if I label it dream , if

18:38

I label it health , I label it , whatever label

18:40

you put on it . If I label it that , then

18:42

more people will see

18:44

themselves . But what happens

18:47

is when we say lifestyle

18:49

, business , dream life , achieve

18:51

your goals , all the , I mean it's not good , there's

18:53

nothing wrong with them . But when we say

18:55

that , it's easy for us to pass right

18:58

by it . So imagine

19:00

, all right , let me give you a little analogy

19:02

here . I want you to imagine

19:04

that you're walking down the street

19:06

of one of those little tiny towns that you

19:08

would see on the Hallmark Channel when you're watching Christmas

19:10

movies . You know , in the winter , here we

19:12

go . You know they're all based in some little little

19:15

town . There's always like a town

19:17

square with a big Christmas tree

19:19

lighting ceremony . That happens on December 23rd

19:21

or 24th . With me , think , like they're not

19:23

lighting the tree , like what a waste of

19:25

a tree , because then the trees only lit for like 24

19:28

hours . Okay , here I go in a tangent . But

19:30

are you with me or are you in a little Christmas town in your mind

19:32

right now ? Okay , I want you to imagine

19:34

it's not Christmas , it is summertime

19:37

or whatever , and you're walking down the sidewalk

19:39

of that little town and

19:42

there's a table on the side and there's

19:44

a little girl and she has a sign

19:46

that says cookies . Now

19:51

I want you to think here for

19:53

a moment . You

19:55

might be like cookies , hell yeah , I'm

19:57

in . Right , you might be a hell

19:59

yeah , I'm in . Like , give it to

20:01

me . Like , here I am , I don't care what you're

20:03

selling , I will buy it , sure

20:06

, okay . Now I want you to imagine what if

20:08

you were on a diet . No

20:11

, nothing good or bad about diets here , but I'm just gonna throw this thing out

20:13

. What if you want a diet ? What in your mind would

20:15

you pause and think , oh , I can't have cookies ? Or

20:18

let's say that you're gluten free , like my

20:20

sister , she has a gluten free bakery . Let's say that she's

20:22

like oh , I love cookies , but I'm gluten free . And

20:25

you just see a sign that has cookies . You're

20:27

like man , not sure if it's for you . Let's

20:30

say that you don't really like cookies

20:32

, but there's one particular cookie that you really

20:34

really do like , but the other ones are just like meh

20:36

Right , you

20:39

in your mind are happy to evaluate

20:41

. Like , do I really want to go

20:43

out of my way to stop

20:45

? Let's pretend that it's not your night . It'll have a conversation

20:47

with this girl . Okay , give me like , throw me a bone

20:49

here . I know there's all these like well , why don't we just ask

20:51

why don't we do this , why don't we do that ? Here's

20:54

the thing when it comes to marketing . Let's say you're the little girl selling the cookies

20:56

. You put the responsibility

20:59

on your audience , the person walking

21:01

by on the sidewalk to come ask

21:03

you questions of what kind of cookies

21:06

do you sell ? Is it for me ? Do you have this ? If

21:08

you do that , you are turning away business . They're

21:11

walking right past you . Do

21:13

you follow what I'm saying here ? So

21:15

what if , instead new scene

21:17

, same town , same road , same

21:19

table you walk down and

21:22

the sign says fresh

21:24

baked , gluten

21:26

free chocolate chip cookies

21:28

. Ui

21:30

gooey , made from Bob's

21:33

Red Mill gluten-free oat

21:35

flour . I don't know right , I'm getting like

21:37

real specific here . So somebody

21:40

walking on the sidewalk who has this

21:42

association of gluten-free

21:45

ah , that tastes like cardboard they're gonna keep walking

21:47

by , right , but for the person

21:49

who doesn't eat gluten , who , fricking , loves

21:51

cookies , what are they gonna do ? Oh

21:54

, mother frick , they're gonna stop and be like it's my cookie

21:56

, right , and they're gonna stop

21:58

. They're gonna stop because we said ooey gooey , fresh

22:00

chocolate-chip , gluten-free cookies . They're

22:03

not just gonna be like , oh , maybe I'll stop . They're

22:05

gonna stop because they know it's for

22:07

them . But here's the interesting other thing

22:09

that happens . Let's say that the sign

22:12

had gluten-free , but it was kind of more

22:14

subtle . Let's say that it said ooey , gooey

22:16

, fresh baked , warm chocolate-chip cookies

22:18

Gluten-free , but you'd

22:20

never know . Okay

22:23

, as you're walking by , let's say you're not gluten-free

22:25

, but you love warm , fresh-baked

22:28

chocolate-chip cookies . You're like , yes

22:30

, I am in , you're going to stop and you smell

22:33

them . You're in for it . The point

22:35

that I'm making here is , the more specific we

22:37

get , the more irresistible that thing

22:39

becomes . And what's fascinating

22:42

is , even though you

22:44

might not , you're going well , what

22:46

if I hate chocolate-chip cookies ? Let's

22:48

apply this to something that's not food

22:50

. So let's say , let

22:53

me use my . Okay , I'll use my example of my business

22:55

. So I am a speaking coach . Have

22:58

we met ? Hi , I'm Heather . I'm a speaking coach . I

23:01

teach people how to communicate more effectively

23:03

. Right when I started my

23:05

business , I was more specific

23:07

on teaching people presentation skills . I would

23:09

use that language . I help good presenters

23:11

become exceptional speakers . I think that was

23:13

my very first tagline and

23:15

what I realized very quickly

23:18

. I was talking about helping

23:20

people elevate their presentation skills , helping

23:22

people elevate their speaking skills . What

23:24

started happening was I was talking

23:26

about it , but there

23:29

was kind of different people coming my way . I'd have people

23:31

in corporate , people doing TED talks . I

23:34

was getting people in , not consistently

23:36

, but I started realizing that

23:38

fellow digital course creators

23:41

, coaches , people in

23:43

our online industry they started asking me more questions

23:45

and I will tell you this the moment

23:48

that I specifically started

23:50

speaking to online business

23:52

owners describing the online

23:54

business owner who isn't new to business

23:57

, isn't new to the

23:59

idea of a professional career , like

24:01

they're not just getting started today , they have

24:03

experience , but they're relatively new to the online

24:05

space when I started talking to that

24:08

person getting really clear around

24:10

who you were , what your hopes

24:12

were , what your experience , what your hesitations

24:14

were , what your judgments were , all those things when

24:16

I started using very , very specific language , you

24:18

know what happened . I mean , you can guess

24:21

the line at my cookie shop that

24:24

sound dirty . Is that a dirty phrase ? I don't know , but

24:26

you know what I'm saying the line at my cookie table , going

24:28

back to the analogy , it started lining

24:30

up . And you know what's funny is

24:33

I still attract people

24:35

that aren't specifically digital

24:37

course creators or coaches . I'll

24:40

attract a broader audience . So , for example

24:42

, one of my well , she's still

24:44

, I guess a digital . There's still a through line there . I was thinking

24:46

Ann , who's in my program . She specifically

24:49

sells training to

24:51

just training and consulting for

24:53

organizations . So she's leveraged

24:56

a lot of what I teach to negotiate

24:58

her speaking fees and she's doing

25:00

incredibly well at that . Just last

25:02

week one of our Speak Up To Level Up members , jessica

25:05

she's so awesome . I talked about

25:07

her on the show before she teaches

25:09

cooking . She's a freelancer . She does different

25:11

, like recipe building , cooking classes

25:13

, but she leveraged the sales

25:15

skills she learned and Speak Up To Level Up to

25:18

negotiate a

25:20

gosh , what was it ? She's

25:22

helping produce a food segment

25:24

on a show , so helping with

25:26

all the bat . She's not opening her mouth to speak

25:29

at all outside of that sales presentation . She's

25:31

responsible for the food but she's

25:33

used it in a very different way . So my point

25:35

here is when you get way

25:37

more specific , not only with who

25:39

you help which , by the way , we

25:41

tackle that whole who to help

25:44

more specifically in the niche episode

25:46

it was the first one of the year Go back

25:48

with Jessica Osborne . She was a really , really

25:50

good guest on that show . I'll link

25:52

to that in the show notes . But what I'm

25:54

talking about here is going even more micro

25:56

than saying who I serve . I

25:58

want you to start asking how can I be

26:01

more specific in this moment

26:03

? So , when it comes to who you

26:05

serve , yes , but I want you to think about the

26:07

problems and challenges that you talk

26:09

about with your ideal client . How

26:12

can you make them more specific ? When you

26:14

are talking about stories , when you're sharing

26:16

your experience , when you're talking about

26:18

a client experience , instead of saying you

26:20

know , many of my clients struggle with this , you

26:22

can add to it and say you know , just the other day I

26:24

was talking with a client of X , like

26:26

I just did just the other day I was talking with my client Ann

26:29

, or just talking with my client Jessica , using

26:31

specific people , specific examples

26:33

. That specificity peaks the

26:35

interest of your audience and gets them listening

26:37

Through one example that

26:40

gives them the picture that you know what you're

26:42

doing . You work with people . It gives them that

26:44

imagery in their mind , just like

26:46

I gave to you earlier with the shoe store

26:49

and what happens . It pulls them

26:51

in and even if the

26:53

specific scenario that

26:56

you are describing isn't their

26:58

scenario , just that

27:00

picture you put in their mind allows

27:02

them to unlock

27:05

another image . That's their

27:07

scenario . So

27:09

what do I mean by that . So let's

27:11

okay , I'll use this other example here with my business

27:14

and speaking . Not everyone that

27:16

comes into my program does webinars . They

27:18

don't have digital products or courses

27:21

. Many people who come into my program

27:23

, they just want to become more articulate in leading

27:25

seminars and workshops or they

27:27

want to get more proficient of going live

27:29

on video . So they're

27:31

not saying how do I do sales-based

27:34

messages because I'm selling a digital course . That's

27:36

not what they do . They're speaking is their

27:38

product . It

27:40

might sound similar to you when you are

27:43

hearing that , but they're two very , very different

27:45

things . So one of the questions I

27:47

always get from people when they come into Sulu

27:49

of going how do I

27:51

, but I don't have a webinar , but I don't have

27:53

a course ? Well , here's what's funny

27:55

I talk about specifically

27:58

having a course or having a program or

28:00

having this in all of my sales messaging . Yet

28:03

that specificity still attracts

28:05

another audience that I can help really well with

28:07

my program . But it's the gist of

28:09

the speaking itself . Is

28:12

the product or service that they sell . Do

28:14

you follow that nuance there ? I get a lot of

28:16

questions sometimes like Heather how do I approach

28:18

it with two different audiences In

28:21

a moment ? Speak to one specifically and

28:23

, if needed , you can do what I did

28:25

earlier in that dream scenario where

28:27

I gave you a list . So

28:30

you say maybe you give the label

28:32

or you give the specific situation , and

28:34

then you added an or , or maybe

28:36

you're a blank , or maybe your

28:38

scenario is more like blank . You

28:41

don't have to just give them one specific

28:43

scenario . You can give them a list of two or three

28:45

. It's like you're laying out of a fay of

28:47

appetizers . Give them a couple

28:49

of things on their plate so they can choose from it

28:52

. But what we can't do is just

28:54

give them one generic

28:56

example

28:58

, because the rest of them will

29:01

keep walking right by your cookie

29:03

table . So this is my provocative

29:06

thought today for you I

29:08

want you to really start thinking about where can I bring

29:10

more specificity into my

29:12

language , whether that's in an email or

29:15

it's in a live stream , it's in a webinar

29:17

, whatever it is that you're doing , how can

29:19

I be a little bit more specific ? Now

29:22

, it doesn't mean I want you to make everything under

29:24

the sun specific , because that's just a little

29:27

too much , but I want you to think

29:29

about how can I pick a few moments

29:31

to lean in and be a little

29:33

more specific with my language and

29:36

, hey , if you liked this conversation , I'd love

29:38

to hear from you . Let's talk about the show . I love

29:40

your love notes , so please send me a note on Instagram

29:42

and tell me what resonated today . Even better

29:44

, if you think it'll resonate with your audience , please screenshot

29:47

this , share it . But I

29:49

do want to say that if you're really resonating

29:51

with this idea of simple

29:54

tactics that you can use just to make small

29:56

tweaks to how you show up , if

29:59

, like , if you're loving that , you're like , oh , I'm

30:01

going to run with this . If you're loving the freebie that

30:03

I rolled out with those specific phrases that

30:05

you can use around how to be more effective

30:08

at getting people bought into your ideas

30:11

, your offers or your freebies , friend

30:13

, you're going to love the speaking workshops that

30:15

are coming up . We just made the exact decision

30:18

that we are delaying the start date

30:20

a little bit . So , if you've been following along , originally

30:22

the workshops were going to start in February , early

30:24

March . We've just had a lot of things

30:26

going on in Q1 , with me having

30:28

the bug in January , my

30:31

virtual assistant had her baby and

30:33

gave her some much well-deserved time

30:35

off , and now here we are

30:37

, heading into March . We've decided we're going

30:39

to kick off the workshop series a little later than expected

30:41

, so thanks for your patience . If you've been waiting

30:44

. The speaking workshops registration

30:46

is going to open up very soon . Most likely

30:48

it'll be live at the time of this recording

30:50

, so if you're listening to this , when it comes in live

30:52

, head on over to heathersdagercom

30:55

forward slash speaking workshops

30:57

and we're going to get started here pretty

30:59

soon , in the month of March , so just make sure

31:01

that you're on that list . The speaking workshops

31:03

are the event where I'm going to help

31:05

you get into motion with building

31:08

the skill of speaking . Obviously , we can't

31:10

master it , become a Mel

31:12

Robbins level speaker

31:15

in the span of three workshops , but , hell

31:17

, you definitely can get into motion . You see

31:19

the thing with speaking it's going to take repetitions

31:21

to get the skill down , just

31:23

like a muscle . However , just

31:25

like with a muscle , there is proper

31:28

form and what I noticed with most

31:30

entrepreneurs is they are winging

31:32

it , just trying different strategies based

31:34

from presentation skills they learned in

31:36

college or in corporate

31:38

and friend , it is not corporate

31:40

or college anymore . You're an entrepreneur and you're using

31:43

your voice as a marketing tool , so you

31:45

need to be equipped with the right kinds

31:47

of strategies for communication to

31:49

effectively get

31:51

your audience on board with your ideas

31:53

. It's about creating buy-in , it's about creating

31:56

connection points , it's about storytelling

31:58

and it is about selling

32:00

, like it or not . I'm going to teach you how

32:02

to like it . So the speaking workshops are all

32:04

about how to stand out and captivate an

32:06

audience , connect with them authentically

32:08

, leveraging psychology based

32:11

communication strategies that are not like

32:13

manipulative but they're authentic , choosing

32:16

what's natural for you and how you naturally

32:18

and authentically connect with your audience and

32:20

then so that was captivate , connect

32:23

and then convert . So , most importantly

32:25

, I know so many of you struggle

32:28

with the idea of selling . You don't want

32:30

to be pushy and you are so tired

32:32

of the selling tactics that other people use

32:34

that seem to work but they're just not for

32:36

you . Friend , I'm going to teach you how

32:39

you make selling effortless

32:41

, how you infuse it in what you do so it

32:43

doesn't feel schmucky . Fact if

32:45

you ever thought , oh , I hate Heather selling

32:47

style , well then don't come to my . You're probably

32:49

not listening to my show , but if you like the way that I sell

32:51

, right , you know I'm selling . I'm selling you right

32:53

now on these workshops . But if it feels

32:55

more authentic to you that you feel like I can

32:58

, I can learn to be a little bit more clear

33:01

. I could be a little bit more assertive

33:03

when I speak and I know I have something really

33:05

highly valuable to offer . Well

33:07

, the workshops are for you . You can grab your seats 37

33:10

bucks to join us for the three part series . You

33:12

get access to a private community to

33:14

ask you questions . I'll be jumping in answering questions

33:16

, bringing in expert guest speakers . We're

33:19

going to be having a lot of fun in those workshops . So

33:21

you can grab your tickets just 37

33:23

bucks to join me . You can head on over to heathersakercom

33:26

forward slash speaking workshops . What's

33:28

with an ass ? It's plural . And hey , if

33:30

you're listening to this after the workshops

33:33

are finished , still head to that URL

33:35

. We'll have the link in the show notes , but you can

33:37

get on the wait list for the next time that we offer it or

33:39

another relevant trade . All right

33:41

, friend , I hope today's little rah rah

33:43

around keep going . Send

33:46

praise to people that you appreciate

33:48

and savor the appreciation that you

33:50

get , followed by a little mini

33:52

training pep talk around . Being more specific

33:55

, I hope that you found a lot

33:57

of insight in this episode and

33:59

I hope it resonated with exactly where you are

34:01

today and , more importantly , I hope it

34:03

equips you with the with

34:05

some tenacity to keep chugging

34:07

along . All right , friend , I'll see you in the

34:09

next episode . Well

34:20

, thanks for listening to another episode of the hint of

34:22

hustle podcast . That flew right

34:24

by , didn't it , gosh ? I hope I didn't

34:26

say anything super embarrassing today , but if I

34:28

did , it's pretty much on brand

34:30

. If you love today's episode , be

34:33

sure to scroll on down wherever

34:35

you're listening from , and if you haven't yet left

34:37

a review , it would mean the world . Hit

34:39

those five stars . Tell other

34:41

people who are prospecting podcasts

34:44

how awesome this show is . Give us

34:46

a little love . We would appreciate that . And

34:48

hey , if you're hungry for more of what we do

34:50

here on this show , you can peruse all

34:53

of the past episodes , grab the show notes

34:55

and find out the latest free resources

34:57

to help you get seen , heard and paid

34:59

for sharing your expertise . Head

35:02

on over to Heather , say , or a dot com

35:04

. You can also grab the link wherever you're listening

35:06

to this episode and we'll see you in the next

35:08

one .