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What types of questions to ask to have prospects close themselves - Kelly Peck
214 Plays2 years ago
Happy Woo Wednesdays! Happy New Year! We talk all things sales today with Kelly Peck. She believes in selling is a conversation between two people who want to do business together. Her superpower is teaching people how to sell and stop stressing out about where their revenue is going to come from.
The main takeaway is - Mindset and setting intentions
- What hard questions to ask during their calls
- Have an on-the-spot payment system
Kelly Ann Peck, Business Sales Coach with Sales UpRising, is a respected and trusted source for business thriving. With a career revenue of more than $23 million and 24years as a sales expert, she has helped countless companies reinvent their business model and become powerhouses. Kelly made a strategic shift in 2020 to translate her expertise into consulting services for entrepreneurs and CEOs who are hungry for the next level but remain stuck trying to move from inspiration to results. Her business, Emerson Reese Creative, has recently merged with Sales UpRising; this allows Kelly to have a greater impact to her clients and reach a wider business audience. It is a win-win situation to combine the resources, experience, and client base of both companies and grow stronger together.
- What types of questions to ask to have prospects close themselves
- Setting your intentions for your sales calls
- How to bridge the gap and make sure your prospects talk about their pain points so you can be the guide / expert to be their person
Our Strategic Business Planning Retreat in November! https://events.salesuprising.com/sbpr
Connect with Kelly
https://instagram.com/salesuprising
Connect with Carissa
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Transcript
Introduction and Guest Introduction
00:00:00
Speaker
Happy Woo Wednesdays! Welcome back to Get a Heck Yes. If you're loving this podcast, please leave me review or share this on your Instagram stories. I'm just gonna love you for that. Today I have Kelly and Peck from Sales Uprising.
00:00:15
Speaker
We have so much in common. Our middle names are Ann, we both marry guys from high school that are introverts opposite of us, and we both are business coaches.
Mindset and Sales Strategies
00:00:24
Speaker
She helps you, CEO, hit 250,000 plus and get off that hamster wheel. I love how intentional she is. She talks a lot about mindset and setting intentions, what hard questions to ask during your sales calls, and to have a spot payment plan on the spot.
00:00:43
Speaker
Today we get super deep on what questions you can ask your potential clients. For your homework today, make a list of three to four questions you can ask your ideal client on your next sales call. Enjoy this episode.
00:00:59
Speaker
Welcome to Get a Heck Yes with Carissa Wu. I'm your host, Carissa, and I've been a Los Angeles wedding photographer for over a decade. I've traveled the world, built my team, and seen it all. I now coach wedding photographers hit 10K a month and build a thriving business. In this podcast, we are going to deep dive into how top wedding creatives get that heck yes from their dream clients. We are not holding back on the struggles of the business and how to push through the noise. Some healthy hustle, mindset shifts, up-leveling your money story,
00:01:28
Speaker
Time hacks because I'm a mom of two, a little bit of woo-woo, and most importantly, self-love and confidence are just a few of the many things we will talk about. I want to give you a genuine thank you for following along my journey. I hope to inspire you every Woo Wednesday so that you say heck yes to listening to this podcast. See you guys soon!
00:01:50
Speaker
Hi everyone, I'm Carissa Wu. Welcome back to Get a Heck Yes. I have a very special guest. Her name is Kelly Ann Peck. Oh, I have the same middle name. She's a business sales coach with Sales Uprising, and she's respected and trusted source for businesses thriving. With a career revenue of more than 23 million and 24 years of sales expert. Holy cow, can I get a piece of that? She has helped countless companies reinvent their business model and become powerhouses
00:02:20
Speaker
Welcome, Kelly.
00:02:22
Speaker
Yeah, thank you for having me. I love that we share the same middle name. Do you spell yours with an E or no E? No, no E, same as you. Yay. So it's like exactly the same. I absolutely love that. Thank you for having me. I'm super excited to be here today. Yay. Yeah, my grandma was named Annie, so I took the name. But yeah, it's a great name. And your name flows really well. So Kelly and Peck, yeah, that really rolls off your tongue.
00:02:52
Speaker
Thank you, I appreciate that. Well, so Kelly, tell everyone where you're from, what you do, who you serve, you're a little bit about your journey.
Kelly's Background and Journey
00:03:02
Speaker
Yeah, so I am from Ashburn, Virginia. It's about 45 minutes southwest out of DC. So I'm East Coaster. I've lived all over the world, or all over the country. But the East Coast has always had my heart.
00:03:19
Speaker
Ironically, my husband and I went to the same high school and we are one of four couples that graduated from the same class. Go Cadets, you know, Frederick I-97. I still feel hard to hear you got married later. No, apparently he had a crush on me, but my husband's like super introverted. We're very opposite. But yeah, like we were friends on Facebook forever. And then he said something really funny on Facebook that I thought was hysterical.
00:03:49
Speaker
and we've been together, let's see, it'll be 10 years in February, and we'll celebrate our eighth wedding anniversary on New Year's Eve. So, yeah. Are we the same person? Same thing happened with me and my husband. He's super introverted, and we've been together for 10 years, and we went to high school together, and nothing about the Facebook, but I was like, yeah. That's awesome. We're kind of aligning right now. Yeah, no, it's amazing how opposites attract, right?
00:04:19
Speaker
So, but yeah, I've been in hospitality since I was 19. My dad was a entrepreneur. He started his first business a year before I was born and he made me go and work for him during the summer and my first year of college. And I did not want to sit behind a desk, but I learned a lot of very pivotal things that I needed to learn working for him and my uncle.
00:04:46
Speaker
which was an interesting dynamic. I would like be with my uncle during the day after college and then I would go home and be with my dad. So that was like, that could be interesting sometimes, especially if I wasn't doing what I should have been doing at work. So getting it from both ends. But yeah, no, I've been in sales for a super long time. Absolutely love selling for me personally. And that's why I'm so excited to like dive into sales scripts today.
00:05:16
Speaker
is selling is just a conversation. How I have been able to produce, how I've been able to make my money, how I teach people how to make money.
00:05:26
Speaker
and their businesses is really it's just all it is is a conversation we we stress out about it we get overwhelmed by it and it's really just having a conversation and talking to people. I went into the coaching space when during COVID I was planning huge corporate projects and I loved that but
00:05:50
Speaker
I really wanted what was like the 10 year plan, right?
Transition to Coaching and Collaboration
00:05:53
Speaker
Because I didn't want to be working 16 hour days when I was in my fifties and people just started reaching out and going, Hey Kelly, I don't know how to sell, but I want to start a business. I want to start something new and I need to know how to do that. So, um, it's been a huge silver lining for me. I absolutely love the text messages that I get now from my clients that are like, I just got my first five figure deal. I, um,
00:06:19
Speaker
put together a package and a price and they took it and it was my ideal person. And yeah, so yeah, so it's been great. And then I got acquired by Sales Uprising. That was a big thing for me this year, my company, Emerson Rees Creative.
00:06:37
Speaker
got acquired and I emerged with sales uprising. So that was like a huge, huge, uh, achievable moment for me. And yeah, I still, I get to have more impact with another powerhouse, uh, CEO. Her name is Katie. Her middle name is and to ironically, um, we get to teach people, um,
00:07:00
Speaker
how to grow and how to expand and give their impact back to the world. So that's a great story. Oh my God. Okay. So I pretty much understand everything you said. Um, let's go back to your dad's company. What were you doing? And was it sales related? So I was a lifeguard in high school. Okay. And my dad was like, you don't get to do that anymore. You have to come down and work for me.
00:07:29
Speaker
I did community college for two years before I went to Johnson and Wales. I just had no idea what I wanted to do. It was people who know me now are like, really? You had no idea. Like I have a plan to a plan to a plan, right? And I think that's just, that comes from being in the hospitality industry. Like we have to have plan A through Z and sometimes we're working like plan K through J or whatever it may be, but
00:07:59
Speaker
It's one of those things where my dad was like, I want you to come work for me. I had no desire to take over his business one day. My dad used to make fiberglass piles. So they go around bridges. His piles are on the Golden Gate Bridge. There's another big bridge here in Maryland that takes you over to Ocean City that his piles are on.
00:08:28
Speaker
they create in between the bridge and the piles and it helps with corrosion. So it helps. Is Emerson Reese your dad's company? Emerson Reese creative was my company that got acquired this year. Yeah. Tell me a little bit about Emerson Reese and like who you served and was it sales as well?
00:08:48
Speaker
Yeah, so what's really cool is when you have strategic partnerships and you have alliances and relationships and all of those things, really the trifecta when you're a CEO, it's how can I scale? How can I delegate? And how can I make more money? Katie and I have known each other for a very long time.
00:09:15
Speaker
we run the same mastermind program called the top six mastermind program. And then what was really cool is we started talking over a year ago, we do a business planning retreat in November, which I just literally came home from Arizona two days ago from it. And all of our clients were like, we don't get to see each other in our masterminds because when you become a client, you're with us for a year. And
00:09:45
Speaker
We got to thinking and then it was like, well, they want to be together. It gives us more time to work on our businesses and go out and find more clients that we love and make more impact and make more money. And we did that in January. And then it just, we've done more and more together over the year. And then we just started talking about,
00:10:07
Speaker
me coming onto the team and being acquired. And that's kind of how that happened. But I do the, I do the exact same thing, uh, at sales uprising. I'm a coach and I teach people through private coaching and retreats and group coaching, um, how to make money and how to serve. And you can be the best at what you do, right? But if you don't know how to run a business, you won't have a business. So, and we, we talk about,
00:10:38
Speaker
Sales being the act, the cashflow and oxygen to your business. It's the one piece in your business that physically puts money in your bank account. So we get to go out and teach those things. And it's so much fun. I mean, I could talk about sales all day long. So, I mean, I, my mom was in sales her whole life. She worked for like a swim, swim magazine selling ad space. So, um, and.
00:11:05
Speaker
I grew up like listening to her sales calls and she worked for like a radio station. But then I became a wedding photographer. And then obviously, you know, you get scared as heck to talk to clients like I would cry after like these meetings. But I guess tell me like who you serve right
Target Clients and Networking Insights
00:11:25
Speaker
now? Like do you work with a lot of wedding professionals? I'm sure you work with everyone. But who's like your ideal client? Our ideal client is someone that is
00:11:35
Speaker
really hungry to get to the $250,000 mark within a year. They might be in business for a long time and just haven't been able to get over the hump of making 100K. With how many businesses that are started, the 28 million businesses, small businesses that are out there, less than 10% ever make $100,000.
00:12:04
Speaker
And that is really where I can't handle that statistic. And we really want to shatter that statistic with helping people get to making 100K, double six figures, whatever that may be for them. But we work with CEOs, solopreneurs that literally are wearing all the hats and are tired and burnout. And we help them find their
00:12:33
Speaker
ideal clients through their niche, as well as how to put money in their bank account, how to sell to them and how to land them. This is a really, really exciting conversation, because of course, we want to make impact, you know, you know, no one like talking about money is taboo. But if you don't have money, you don't have oxygen, you can't breathe a year, you don't know how to pay your bills, you literally feel
00:13:00
Speaker
anxious about it, you know, stems from your favorite quote, cashflow is oxygen. What is like your secret sauce to people making money or how do you get your heck yes from your ideal client or you could kind of spend it however you want. Yeah. So when we talk about sales, it's literally going out and finding that person
00:13:24
Speaker
And I'll use networking as an example because most people think that networking is a sales activity and it's actually, it's not, it's a marketing activity. You're going out, you're getting dressed up. Well, you may be dressed up and sitting on a Zoom call. That's the beauty part of national virtual networking, which I absolutely love. But you're trying to figure out who you need to talk to in that room and whether it's worth your wild.
00:13:54
Speaker
We talk about a million dollar question where, where are your people hanging out? Where is it? Where can you find them easily and inexpensively in order to be able to have a pool of fish to be able to go, okay, this person I need to talk to and sell my services to, I need to build a strategic relationship, a partnership, whatever that may be. But you're going out and you're just talking to people.
00:14:22
Speaker
And some of your listeners, maybe, well, I do that all the time, Kelly. Well, you not only gotta go out and talk to them, but you also have to follow up with them. You have to do a one-on-one, you have to go to coffee, you have to follow them on social media, all of those things, right? But when you physically get the meeting on your calendar and you are talking to that person,
00:14:50
Speaker
asking them about their pain points and all of those things, then it turns into a sales activity. And one of the biggest tick ups that we see over and over again is people are just absolutely terrified to have conversations. They are so terrified about the no versus the yes or the no internally for us as the CEO or the salesperson.
00:15:19
Speaker
to go, okay, no, this person isn't the right fit, and it's on to the next. The next part just absolutely terrifies people. And it's how many people you're talking to. If you're talking to not a lot of people, you're probably not gonna land a lot of things. You have to hear no and be okay in the confidence of the no from the prospect in order to move on to the next person.
00:15:48
Speaker
and find that right person who you know is your person. Like when you're on a call or you're on a meeting and you're like, I can help this person. I can make their wedding beautiful. They want these types of photographs, like whatever that is, right? It's vetting them and we tend not to vet.
00:16:14
Speaker
We tend to go, I have nothing in my bank account and I need to land this because I need it. I need a paycheck. I need to pay bills or I love weddings and I love all weddings and I'm just going to take everything that comes my way. That just makes me tired. Yeah. Thinking about it in that way versus going, okay. I know I want to book 30 weddings this year and I want to have
00:16:42
Speaker
a package that's got 10 hours, a second shooter, it's in this price range and I want this many people and now how am I gonna go out and find those 30 couples? It's way easier to think about it like that than going, oh my God, Kelly wants me to go to a networking event and talk to people. Yeah, you kind of look at it more of like a bird's eye view, right?
Time Management and Coaching Program
00:17:05
Speaker
Of like the whole year instead of just like kind of doing stuff in like hustle mode all the time.
00:17:12
Speaker
Yeah, absolutely. Because if we're not intentional with our calendar or our time and our time is money. I mean, when you are a solopreneur or you may have one or two people on your team as a CEO, you cost a lot. And if you're in things that aren't making you money,
00:17:37
Speaker
And I'm not talking about the things where you have to deliver to the client because that's one thing because we have to deliver to them what we've told them. But if we're worrying more about other things that are busy work that aren't getting us to the place of selling or marketing to that person in order to find them in order to have that conversation, it just slows down the process.
00:18:04
Speaker
You're keeping your cash hostage from the client. Yeah, I'm trying to wrap my head around everything just from like a wedding photographer or wedding vendor prospect. But what would it be like, kind of like a nutshell just to like work with you guys from A to Z. So how you work with us within our program, there's a reason why you're with us for 12 months.
00:18:30
Speaker
We are not the shiny object that I can solve all your problems on an hour call. I am also not the person that can solve all the world's problems and your problems within three months or six months. The main reason why we have a 12 month program and why our candidates come in is they are hungry to get unstuck.
00:18:54
Speaker
And they are hungry to be able to be a part of the business builder modules that we have that we teach live and local on Zoom. And they use the sales and marketing and business strategies in order to work their business.
00:19:12
Speaker
So they can grow. And we talk about all different types of things that you need in your toolbox as a CEO in order to grow from business planning to what your niche is to leveraging and packaging your time to charging what you're worth to how you put people in your sales pipeline, you need all of those tools.
00:19:37
Speaker
to be able to go out and be super successful, as well as delegating too, because you're one person. So for us, that's where we find that it takes 12 months, sometimes some 18 months to figure out what strategies work and how to literally
00:19:59
Speaker
fuse them into their company and get on a well-oiled machine to be able to make it work for them. And it takes time. And there's no handbook to entrepreneurship. You start a business and it's like, okay, now what? There's thousands of things that your listeners as well as myself know what things are.
00:20:29
Speaker
from a footer on a website or a trigger on automating something on the, I didn't know what any of those things were. And then I went into business and I'm like, well, it's on Kelly. Nope, that's on Kelly too.
00:20:44
Speaker
Oh, yeah, I think I mean, even when I went to your website, it was very clear what you guys did. And it was very clear like how to book and I feel like a lot of people don't even have that I like what you said in the sales pipeline. Like, yeah, if you do go into a networking event, you know, what do you say who do you talk to? And then what happens next? And then what happens next? And how you do the follow up? And how do you keep track of all these people like people
00:21:11
Speaker
don't really know that. They can manually track it. They could try to set a vendor a present or a gift. They could talk to a venue, but really like, are you making an impact? And I feel like when you said this business builder tools, like you're kind of creating these tools of all your years of expertise to kind of make things streamlined. And that's just a beautiful thing.
00:21:35
Speaker
yeah because we only have time is time everybody gets 24 hours, no matter if you're Michael Jordan or us mere mortals right like time is time and it's figuring out what processes work for you, as well as you know. If you don't have a CRM that's okay itself spreadsheet works amazing like and again it's.
00:22:01
Speaker
what that person does, what their business name is, or if it's a B2C, who that client is. When you talk to them, how you got them on the phone, it's all of those things. Your CRM, your email marketing list is one of your biggest assets in your business. And if you're not working that or
00:22:28
Speaker
physically making touches on clients as well as prospects. I think some of the misconception with me being because I've sold for so long, I still have to massage a prospect, whether it's on the phone and landing the business because that does happen. Yeah. But at the same time, people have to make decisions. People have to have
00:22:56
Speaker
They have to talk to their significant others. They have to talk to mom and dad. They have to do those things when, especially when you get into a four figure or five figure service, it's just, it's a longer sale cycle. Um, and I think some just think that it's automatically going to happen and some do some come to a meeting and go, okay, let me write you a check, which those are amazing, but they're few and far between, unless it's a referral.
00:23:22
Speaker
or unless it's a repeat client. So it's figuring out and going, okay, I have this person, I've hit the pain points, I've asked the right questions. And if they go, okay, I need to have a minute to make this decision. I've seen your packages, I've seen all the things. How, what's the next step in the process, right? Yeah.
00:23:52
Speaker
It's going, okay, pull out your calendar. What does the next three days look like for you? I know you need to have, I know you need to make it, have a conversation. I know you need to think about it. You've already told me that this package and this pricing makes the most sense to you. Let's get on the phone in three days or zoom, whatever that is for you. And.
00:24:14
Speaker
can answer any of your questions, put you at ease, and we can go from there. How does that sound to you? What does Friday look like for you? What is Thursday of next week? Whatever that is. But it's getting them on your calendar. Yes. And then it makes it easier to pursue them because you don't feel weird. You don't feel because of the fact that they know that you're going to call them. Exactly. They know that they have a meeting scheduled with you.
00:24:43
Speaker
They know that you're going to be there to guide them in whatever service that they pick. I'm all about that. I teach mastering the sales call, but I'm still taking weddings, but I always say, hey, I'm going to send you the proposal and then
00:24:58
Speaker
I'm going to text you when I do so it doesn't get lost in your emails. So they don't think I'm like this person that like needs a business. I just want to say like, I'm very like I'm an action taker. And I'm going to make everything as simple as possible. And I think people that do that, you kind of build trust because you feel like they're on top of things. That means you know, they they know what they're doing and they will take care of me. Yeah.
00:25:27
Speaker
That's a big thing. Yeah. We are here to be the guy and the expert. Yes. And the biggest thing when we talk about pain points or we talk about hard questions, you have to ask them what their date is. You have to ask them how many people are in their bridal party. You have to ask them, where is the location? What times are we starting? What pictures are most important to you? Those are all valid questions and important questions that you need to know.
00:25:56
Speaker
when you're asking them questions, like what challenges have you had in the past when you're looking at booking a wedding photographer? You have to get down to the pain of it. Yeah. You know, like you have, like what will, how will you feel when you book your wedding photography? What will that do for your relationship? I guarantee you're going to hear, I'm going to stop stressing about money. I get to go out and have a date night with my
00:26:23
Speaker
future significant other my mother and dad or whomever that is will get off my back to know when the date is what kind of food we're having like all of those things like they're going through that and I didn't get it until I was a bride.
00:26:38
Speaker
because I had planned over 300 weddings in my career and sold to couples and did all of those things. And I'm just like, why is this person having a meltdown in my office? Like we're just talking about food, but it's so much more than that. I didn't get it until I became a bride and I paid either. It was so different being on the other side of the list. It was weird. And there were plenty of those, there were plenty of those days that I had as, um,
00:27:09
Speaker
you know, in the process of getting married and all of those things, I knew what to do. I knew that I needed to contact the venue and the vendors and, and all of those things. But at the same time, we were paying for our wedding and our parents wanted to say, and I'm like, yeah, you're not like cut us a check and you can have more of a say, which was very, which was great.
00:27:33
Speaker
being on that side, but at the same time, like they're in turmoil. Like we solve a lot of amazing things for them. And when you're asking them those kinds of questions and getting down to the pain points and everybody knows what their pain points are because they hear those questions or they hear that in their answers all the time, like what's keeping them up at night. And when they know that you're going to solve that and they can sleep,
00:28:04
Speaker
and they can go out on a date night that questions are going to stop. They are going to be at a point in the sales process where they will literally look at you and go, here's my card. I want this package. I'm ready to sign. I'm ready to do those things because you're making the pain go away. But if we're not asking those questions and you can't hold the cards to know what they need.
00:28:34
Speaker
And that's where people go, I don't want to ask that Kelly. You don't have to ask it, but it's going to take much longer to get that client that you so desperately want. Especially if you're in a season of law in your business or when you're killing it and you've got all of these weddings lined up and you're super busy. You still need to be filling the funnel.
Bridging Sales Gaps and Human Connection
00:29:01
Speaker
So when you get to the next year, you get to the next six months.
00:29:05
Speaker
that you have people that are going to buy your services. So there's really a twofold.
00:29:11
Speaker
I was shooting weddings basically for free or for like a grand and I was having to haggle for every single session to try and like show them my value and now I have clients coming to me saying that they want to work with me and I have more importantly other people in the industry recognizing my worth and asking me to work with them.
00:29:37
Speaker
which to me means even more than the clients because they're people who've been in the industry for 10 plus years. They've seen you know hundreds of other photographers and they're able to recognize me and the value that I can offer them.
00:29:54
Speaker
Yep, that's my student Kimberly. She's just one of my dozens of students crushing it. Go on my website, www.HeckYesMedia.co and book a 15-minute strategy session with me. Only if you want to be booked out on multiple preferred vendor lists and have a proven marketing plan.
00:30:16
Speaker
Just to guide the audience or the listeners right now, the hot topic is what type of questions to ask to have prospects close themselves. So it's such a juicy topic. And you mentioned a couple questions wedding photographers could ask, but can you say them one more time? Maybe those two questions. Sure. So
00:30:37
Speaker
There's a couple of questions. I mean, I don't know which ones I just said, however, there's a couple of questions that you can ask them, right? It's when we talk about impact, cause you hear it from other entrepreneurs, other business owners. I just want to have impact and I want to do good. We are really in a industry of service and it's what will your life be like when you book your wedding photographer?
00:31:06
Speaker
Oh, what will you be able to go out and do? How will this affect your relationships when you go and book your wedding photographer? And I know that sounds weird, but it's their relationships with their parents, especially if they're paying, it's their relationships with their significant others. It could be their relationship with
00:31:31
Speaker
A sibling, I mean, it could be anything. There's so many family dynamics. And then another great question is, what will this be like for your well-being? I know that I get to sleep. I know I get to go on vacation. I know I get to go out on a date night. I know I get to go and do these things. Another great one that I did mention was, what type of challenges have you been dealing with while booking your wedding photographer?
00:32:01
Speaker
And the reason why you want to lead with something like that is because you are teeing them up to tell them that you're going to ask them harder questions. Wow. These are good. I never heard of these.
00:32:14
Speaker
I know. What are you looking for in a wedding photographer? And what's keeping you up at night? What else? What have you seen or liked or disliked at a previous wedding? Because I'm sure everyone's been in multiple bridal parties. But these are even deeper. Yeah, we call it bridging the gap when we're talking about sales scripts and sales questions within your process.
00:32:43
Speaker
And, and it's the hardest part of the process because you're literally taking them from being stuck from point A, and then you are bridging the gap to point B of them going, Oh my gosh, I have to have this person shoot my wedding.
00:32:59
Speaker
She is, she knows all of the hiccups with my parents being divorced. I mean, again, I'll use myself as an example. My parents had not been in the same room in 20 years. Like people needed to know that dynamic. My wedding photographer needed to know that dynamic. My husband, being an introvert,
00:33:21
Speaker
It was the hardest service for us to book because he didn't like it in this picture taking. Michael Clark, who is in Baltimore, shot our wedding and Michael and my husband had a bromance by the time our wedding day because of the fact that
00:33:39
Speaker
And we got the best, I mean, it's giving me goosebumps right now, but we had amazing pictures because of the fact that Jason felt confident and free in front of the camera with Michael. And that was a pain point for us. You all solve those things. You just tend not to talk about those things. You want to talk about, you know,
00:34:01
Speaker
When is the date? What pictures have you seen that you like in the past, like those types of things? Whereas when you just flip the switch and it's like, who's an extrovert out there? I love working with extroverted couples. I love making you feel confident in front of the camera. Like see how that dynamic is completely different. Where it's like, I want to feel confident. I mean, we all want to feel confident, right? But sometimes it's an internal thing.
00:34:30
Speaker
you know, for whichever significant other for that. So it's just, it's a mindset thing, but it's also getting over the hump of like, Kelly, why would you ever ask me to ask those questions? They're super powerful. Yeah. People, people buy because of time, money, relationships and their wellbeing and those pain points and those questions hit those pain points.
00:34:59
Speaker
And sometimes it's very emotional for that prospect, but you also need to get down in the mud with them in order to be able to lift them up, be able to guide them through your services and all of those things.
00:35:14
Speaker
Yeah, I feel like the deeper you go with, you know, your potential clients, like price doesn't become an issue as much. It's like, you could just, you know, you could take budget from florals and, you know, put it in your photography package or budget from your honeymoon or
00:35:33
Speaker
pack money from your rehearsal dinner. So it's not about like the price. It's about the value and kind of understanding their needs or family dynamics, like you said. And also just them as a person, like Michael Clark, shout out to him. He connected with your hubby because, you know, he's not going to make him like, you know, jump in the air, like do crazy cartwheels, you know, like totally.
00:35:59
Speaker
He's just like more chill. So he just wants to like, you know, be more mellow. So it's just, photographers like that, they'll do so much better in business. Just understanding people's needs and I guess just understanding people in general. Yeah, it's sometimes we take being human out of business. It's all transactional. When at the end of the day, people just want to be seen and they want to
00:36:28
Speaker
be heard and they want to feel that they're in a safe space. And that's exactly what you all do as wedding photographers. Wedding couples are seen through your lens. They have an, I mean, again, besides video, the photos and the video, if people decide to do that, but that's the most
00:36:56
Speaker
important pieces that they have after, unless they get into paper details and go down that rabbit hole like we did. And we still have our paper details, but we still have our photos. We, you know, and all of those things, but on the flip side of that, because of the connection that Michael made with us, like my whole bridal party wanted to go out and have drinks with him after the wedding. And not like after the wedding ended, like we went out and
00:37:25
Speaker
drinks with him like a couple months down the road where the whole bridal party got together. It's because he created not only did he create those memories, but he built a relationship and he was human. He made us feel seen. So it's thinking about those types of things.
00:37:43
Speaker
when you're crafting your questions to be able to ask your wedding couples. Yeah, and I really, really liked when you said, you know, as you are a coach, but you said like, I'm not your shiny object. I really resonated with that because yeah, you could give them the business builders, they have the modules, you know, have the calls, you have the retreats, but at the end of the day, like, you know, like my students, your students, they have to build skills.
00:38:10
Speaker
And they have to build mindset shifts and they have to become a new person. And it's not just one lead magnet or email sequence that's going to make them $250,000 a year. It's a lot of different things. And it's becoming the person to hit that six figures, hit that next six figures, hit that $500,000. So I don't know. When you said that, I was really blown away by that. Thank you.
00:38:40
Speaker
For us, it's who you serve and who you want to serve. It's also, it's a very personal thing when you are coaching, as well as when you are in a space with someone who their business is their kid and their baby. And we hold it to the cuff. We wear it on our sleeve. We're the only ones that know our businesses through and through. And
00:39:09
Speaker
It's very sensitive things that we talk about with our clients as well as you talk about with your couples. It's just, it's, it's not a stack of photos that you're, that you're servicing and selling to someone. You are making memories. You are, and not only that, but like,
00:39:31
Speaker
grandma that got to attend the wedding, but five years down the road isn't there. You all documented that. That's incredibly, incredibly powerful. But it's having more of those deeper conversations and connections with your prospects.
00:39:51
Speaker
I'm with the right ones. Now, when you're on the phone with someone or you meet someone or you're on Zoom or in person and you know that this person is not a good fit, as a CEO and a salesperson of your business, you have every right to stop that conversation and just say it's not a good fit and move on in the nicest way possible.
00:40:16
Speaker
Because again, time is money. And, you know, I mean, think about it, even for you, right? How many sales calls have you been on where you're like, this person, they're like, no, I'm on vacation anytime this person has a date. Or this is just not a good fit for me. Because they don't have any boundaries. That's funny. I'm on vacation on your wedding day.
Effective Networking Tools and Techniques
00:40:43
Speaker
No, I booked that day, too. I'm on vacation as well. I guess maybe one last question before we get into fun, rapid fire questions. This one. I guess your best email marketing tip and trick and maybe how to get people on your email marketing list. So I don't know if you all have heard of Popple, but Popple is like my all time favorite thing ever. And I heard of it.
00:41:12
Speaker
People may have heard of Dot. Popple is literally a online business card. It's an app and I will never have printed business cards ever again, even though I love like a 36 point print business card. However, what Popple does is you create a business profile. You can put your email address, your phone number,
00:41:41
Speaker
your website, you can put strategy sessions, you can put wedding calls on there, you can put an opt-in, you can put any kind of links on there. Okay. But the cool thing is, is it's all generated by a QR code. Wow. And the beauty part of COVID
00:41:57
Speaker
is everybody knows how to use a QR code now. So when you're out networking or you're out speaking or you're out doing any of the things, they can literally pitch your QR code and then a page comes up, they fill out the information and then they go into your app.
00:42:14
Speaker
but it also generates a CSV list. And you know exactly where those people came from. So POPL is great. It's a P-O-P-O. So we have on POPL that if you're subscribing to anything, you go onto our email marketing list. But it's also another sales tool that we use in our business.
00:42:44
Speaker
Cool. Thank you for sharing that. Yeah. So cool. I love all of these little hacks that make your life easier and make you look cool with a QR code. You know what I mean? Because I get business cards and I take a photo of it like, and then I throw them away.
00:42:58
Speaker
Yeah, Popple, you can take a photo of a business card. Like if they don't want to do the QR code, I will just grab their business card and I'll take a photo of it and it literally updates it into the Popple for you. And then I just give the business card back and they're like, well, don't you want it? And I'm like, no, I already have your information and I'm saving a tree right now. Yeah, I love that line.
00:43:21
Speaker
Oh my god, that's so cool. Wow, this conversation went by really fast. I really resonated with it. I was just trying to kind of listen to everything that you're saying and really try to, I don't know, just wrap my head around everything. I think what I gained from it is
00:43:37
Speaker
like the questions you ask are just like the most important thing ever to truly make that connection. And in return, like you're not really having to do any like sales, these sales, where you're kind of like, Hey, like buy my stuff, you know, it's totally the mindset is different, but also like working with you and your team. I imagine that
00:43:59
Speaker
you guys have a lot of different sales techniques to build your business because if you're in hustle mode, you can't really make $250,000 a year, but it's just you, you know, busy, busy, busy. So I feel like you have a lot of strategies. So I would highly encourage everyone to reach out to you, go on your Instagram, go on your website, and then maybe go to the retreat, but tell everyone, I guess, about the retreat that's coming up. Is that right?
00:44:29
Speaker
Yeah, so we actually, December 13, we have a one day business planning event. It's going to be virtual. So you can be in California, you can be in DC, wherever you're at, you could be we have people from Canada that are coming to this event. So it's from
00:44:48
Speaker
845 in the morning until 5 PM Eastern and. It's a business planning event where you literally are going to craft your plan for 2023. So we have that coming up and then and we run a bunch of different workshops too. We have in February. It's February 15. We have show me the clients.
00:45:11
Speaker
And show me the clients. That's another virtual workshop. That one is complimentary. The business planning one is paid. However, with show me the clients, we get into the sales scripts and the questions you need to ask and lead generation and
00:45:32
Speaker
literally having a payment process plan and like all of those things. So that's coming up in 2023, which it's hard to believe that that's not that far away. Yeah, I told you that was the last question. But how do you get people to pay like on the phone? Is there a way? So through the through the sales process, after you've asked all the questions, and you walked them through
00:46:01
Speaker
what options you have from a package standpoint, what makes most sense to them. You literally ask them for the business and they go, okay, Kelly, I want this package for this price. I'm ready to sign. I'm ready to go. Great. Do you have an extra 15 minutes for us to walk you through the contract and the invoice that you can make your payment? I love that.
00:46:32
Speaker
Do you have, I have my square account right here. Let me put it in and I can run your credit card and then I can walk you through the contract and so forth.
00:46:44
Speaker
Yeah, I remember I got my one of my first coaching clients and she was in tears a girl like I like it was just as more powerful questions. I was in tears. I told my parents like I was at their house and I was just like so happy. And then of course, you know, I would got like lazy. I didn't send her contract like right away. And then yeah, she goes to me.
00:47:09
Speaker
Yeah, well, it's one of my least favorite words, but what happens is doubt sets in. People get very excited and they're ready to do it. They're invigorated. They know you're their person, like all of those things. And then they leave and then they go, I don't think I can afford that. Yeah. I think that I want to look at two more wedding photographers. I think I need to do this. I think I need to do that. And then,
00:47:39
Speaker
what happens is, is people just wait or they don't follow up. And that's what tends to happen when you get ghosted. Whereas if people are ready to rock and roll, you get payment on site. Okay. So how do you square for like, even if it's on zoom or does it have to be, can you like input it manually on square? So you can, I mean, Stripe has an app, Square has an app, PayPal has an app. It really depends on what your payment processor is.
00:48:10
Speaker
as well as I'm sure a lot of your people listening to this have a CRM. They literally can generate an immediate proposal with a contract and an invoice and send it to an email to somebody over Zoom, or they could have it in front of them if they're meeting with them at a home and have wifi on their iPad. I mean, there's so many different things that people can do, but it's, if you do not have a payment process,
00:48:40
Speaker
to take payment on the spot, you need to figure, like stop what you're doing right now and figure that out. Okay, yeah, that's, when I read that on the questionnaire, I was like, oh my God, I can't wait to hear about this because I don't do that. So I think it's just so powerful while it's hot, but I could talk about sales forever, but some fun questions. What do you like to do for fun, Kelly? So we,
00:49:07
Speaker
are a big music house. Oh, my son Emerson is named after Emerson Hart from the band tonic. So yeah, we love concerts. We're big into Star Wars and superheroes. So we like to go and see movies. With our kids being younger, we try to get out and do a date night at twice a month. Oh, that's
00:49:34
Speaker
That's our big things where we get to go and just be husband and wife and not talk about Bluey and, you know, any other random cartoon they're into right now. Oh, I love that. That's a really fun answer. I didn't know that about you, obviously, but it's something like not just like, oh, we like to, you know,
00:49:55
Speaker
watch Netflix, you know, it's a little different. Yeah. Um, and I also love to read. I mean, just me personally, I don't get to read as much as I used to, but, um, I actually coming back from the retreat, coming back from Arizona. Uh, I've been dying to read. I love the van food fighters. Oh yeah. And I've been dying to read his autobiography that's come out like a year ago. And I literally, they had it at the airport.
00:50:25
Speaker
I got to read 140 pages from Phoenix, Arizona to DC. And it's really good.
00:50:35
Speaker
If you all like Foo Fighters, I highly suggest it. Plus, I think Dave Grohl is absolutely hysterical. Yeah, shout out to Foo Fighters. They came to UC Riverside when I was in college. They're amazing. Yeah. I guess the last closing question is, say you're a wedding photographer, wedding planner, florist, DJ, struggling to get leads, seeing everyone on Instagram posting, and you feel like you're left out. What's the one tip you could give them today that they could implement right away?
00:51:04
Speaker
and then where to find you after that. Yeah, absolutely. So for a marketing tip on Instagram,
00:51:15
Speaker
I think the biggest thing is treating it just like a networking event, where people think that they need to hide behind posting. Where it's at is with stories and being authentic and they don't care if your hair and makeup is done, showing them behind the scenes, all of those things, as well as literally treating instant messaging.
00:51:36
Speaker
as networking, like, and just being intentional about it, you know, maybe spending 30 minutes going, okay, who do I, who do I want to talk to? Who do I want to make a relationship with? Um, and just start talking to people. Wow. That's really cool. I think that's a cool mindset shift for people. Cause people are like, I don't know what to post. It's just like, like you're literally like making connections. Like it's not all about looking pretty, you know,
00:52:06
Speaker
Yeah, no, absolutely. I mean, babies, dogs, pretty photos, you all have a lot of them. People want to look at those things as well as they just want to see behind the curtain of like who you truly are. Because it just it builds that no like and trust. And I think
00:52:25
Speaker
where some people get stuck. And I even get stuck with this too. Like they, you feel like you have to be in spurt mode 24 seven all the time and be like on this pedestal when really people just want to know who you are and the chaos that comes with that because that's what entrepreneurship is. I mean, we literally take a leap leap off of the mountain blindly every single day sometimes. So,
00:52:52
Speaker
Well, this is such a fun conversation. I really, I think your next level sales, I'm more like the lower level trying to, you know, just figure it all out. But I think, I think you inspire me a lot because you have like this wisdom that it's kind of just next level. So trying to get there. Listen, just keep your eye on the horizon. And half of it is dreaming, dreaming big,
00:53:20
Speaker
and going, I want that. And then preparing and making the steps to get there. Yeah, I love that. And running your own race. Oh, I love that. Okay. Where can everyone find you and I guess work with you? Cause I think, I don't know your personal sales uprising Instagram. I think it was your, was it someone else's? So yeah. Yes. So our company is sales uprising. You can reach us at sales uprising.
00:53:51
Speaker
You can find us at Sales uprising on LinkedIn and Facebook and Instagram. And then my personal Instagram is a coach Kellyanne Peck. Okay. Yay. I'm going to lick you up. So us coaches should stay in touch. And yeah, I would love that patient. Cool. Kelly. Well, thank you so much for being on. And yeah, this is so great.
00:54:19
Speaker
Yeah, thank you for having me. I loved having the conversation about like all the different things and you're right, it did go by quick, so thank you.
00:54:33
Speaker
Thanks for joining me this week on Get a Heck Yes with Carissa Wu. Make sure to follow, subscribe, leave a review, or tell a friend about the show. Take a screenshot and post to IG. Tag me. Also, don't forget to download my free guide on how to become a lead generating machine. See you next time, wedding pros.