Episode 229: How To Ask For The Sale As An Introvert with Natalie Bullen

Natalie Bullen is a wealth and money mindset coach from Mobile, AL. As the owner of Unapologetic Wealth, she teaches financial empowerment, money mindset, and sales training for BIPOC women entrepreneurs so they can step into the wealth they deserve and desire. An anti-hustle and pro-abundance coach, she shuns traditional personal finance values rooted in shame, guilt and fear and encourages followers to dream bigger, increase their prices and magnify their gifts. Noticing Trends in the Finance Industry Natalie first got started in her career working in banks. While there, Natalie noticed a trend among white men—they never came alone. They were supported by another man. This trend didn’t translate to the communities of color or women. Instead, those communities of people were being turned away, primarily due to lack of knowledge in the banking processes. This brought her on a mission to educate people of color, especially women to be empowered with money and find confidence. Why You Should Be Asking for the Sale Many business owners have been taught that asking for the sale should be uncomfortable, which forces us to avoid it. Let’s review why you should be asking for the sale. We’ve also been taught that we’re harming people by taking their money—this mindset doesn’t hurt them, it just hurts our businesses. People have problems that they need solved. When your business solves their problem, they’d rather part with the money and solve the problem than keep the money and the problem. Additionally, you may be fearing rejection, but the person on the other end of the sales call is also fearing rejection. By not asking for the sale, you’re inadvertently telling them that you don’t want to work with them. Potential clients are expecting you to offer them a pitch. When they’re taking time out of their day to show up for a call and you’re not pitching them, then you’re wasting their time and yours. Then think of all of the things they did to save up for your service, the coordination to get on the call, etc. Asking for the sale is simply respectful. How to Approach Your Sales Calls Jumping on sales calls can be intimidating and exhausting. To be your best self, make sure you’re hosting them on days and during times that you’re your best self. If you’re worn out by afternoons, make them happen in the morning. Additionally, get creative in your sales calls—maybe instead of doing 1×1 calls, you host a paid workshop to teach and educate, then your leads are already in your circle. This could also mean warming people up on social media so that they’re ready to pay when they jump on a sales call. What to Be Mindful of During Your Sales Call First and foremost, overcome objections before you jump on a sales call—get that negativity out of your mind. Once you’re on your sales call, listen more than you talk and make a firm invitation to work with you by including the pricing. Here is a sample script for this: “Bonnie, this has been a wonderful chat. I know that I can help you with your sales structure. I see that you’ve got great potential because your tone and your diction is so clear and your mission is so strong and your website and brand photos are beautiful, but I know that I can help you get your conversion rate from 20% to 50%. So I’d like to invite you into my three month private coaching container. It involves A, B, and C and it is $6,000.“