Stop Performing. Start Selling With Relatable Content! with Helen Walker

Episode Summary

You can find Helen Walker at:
LinkedIn: https://www.linkedin.com/in/walkerhelen/

#AuthenticMarketing
#ContentThatConverts
#KrisWard

Helen Walker Podcast Transcription

[00:00:00] Kris Ward: Hey everyone. Welcome to another episode of Win The Hour Win The Day. I am your host, Kris Ward, and today in the house we have Helen Walker. She is a Sales and Visibility Strategist. First off, welcome to the show, Helen. I.

[00:00:14] Helen Walker: Thank you for having me. I’m so excited about this.

[00:00:17] Kris Ward: I’m excited too. You’re just one of those people that, five minutes in, I’m like, oh, it’s Helen.

[00:00:22] Kris Ward: We’ve known her forever. And I think that’s on topic because it really is about what you do. You talk about, how do we sell and connect and make ourselves visible? And I’m gonna say you have a five step content framework. I’m starting to get a little reluctant to use the word content. ’cause content now just sounds like work and it sounds like, okay, I gotta get my LinkedIn post done.

[00:00:49] Kris Ward: But content is anything. It can be how I talk to people, it’s how I do videos, it’s how I write. So I just, I sort of wanna, don’t wanna downplay the word content, but I wanna do [00:01:00] wanna dive into your five step process about content. So where do we start? 

[00:01:04] Helen Walker: What you said to me there I feel like I know you.

[00:01:07] Helen Walker: That is music to my ears because that is what we want our, we’ll use the word content, but that’s what we want. Our stuff, our posts, our videos, our emails. We want it to create that connection with somebody so that when people meet us or they get on a sales call with us or they’re thinking about working with us, half the job is done because they feel like they know us and we all know that we work with people.

[00:01:35] Helen Walker: We invest and pay people who we like, who we feel like we know, who are a little bit like us because we feel safe and we feel like that’s our tribe and that’s where we belong. So you saying that is job done that what I’m doing is working?

[00:01:53] Helen Walker: ’cause we, you feel like you know me and that’s exactly what’s supposed to happen. 

[00:01:58] Kris Ward: I just had a [00:02:00] aha moment here. I was just like, oh, and I’ve heard this so many different ways, but the way you just said it too gave me some insight because I still think when the word content, like I said, it’s okay, I gotta create content.

[00:02:13] Kris Ward: I have to write a post for LinkedIn. So then, I am pretty systematic. I’m pretty good. We know how to leverage our time and our efficiency. So I’ve got a story bank or a question bank when people ask me questions like, oh, I could write a post about that. But there’s still some element of me projecting to the world, trying to put my best foot forward to think of something smart to say or talk about the work I do.

[00:02:33] Kris Ward: ’cause of course, I’m passionate about it. Clients tell me all the time, they get 25 hours back a week within the first month of working with us. And the people have said to me, oh my God, Kris, you’ve changed my life. I’ve spent time with my friends and family, so I wanna get that message out. But when you say, but people feel like they know me, then I’m like, you know what?

[00:02:52] Kris Ward: I should be talking about the other things like that sounds silly enough. But that I love, I just had my second year anniversary of rock climbing, a big [00:03:00] accomplishment and really into kayaking. And if you know me, you’re gonna know some silly things about me. But, and I know that when I’m looking at other people and I’m looking at their content and their lives and oh, I know them really well.

[00:03:11] Kris Ward: They just got chickens on their farm. And you’re all up in it. Yeah. But when it’s me, I think, oh, put your shoulders back, Kris. Yeah. Talk be professional. And I think just a couple minutes in, you’ve just really opened my eyes to something. 

[00:03:26] Helen Walker: That’s good.

[00:03:27] Kris Ward: Yes, we’re done. It’s a short show, everybody. It’s shorter than usual. 

[00:03:31] Helen Walker: This is, this, to me, content should be easy, video up or writing a post. It shouldn’t take that long. It should be I do this. When I’m like waiting for food or waiting in a line or waiting for the kids at the school gate, I just have an idea. I think God, my, my audience will be really interested in that, or that’s something that would you, we are valuable or they need to know.

[00:03:57] Helen Walker: And I don’t overthink my [00:04:00] content. I don’t overthink my posts, I don’t overthink my videos and I just talk from the heart and some of it, some of the stuff I talk about is, yes, it’s business related. It’s here’s some tips, here’s some advice, here’s how to do this. How’s to be more visible, how to make more sales.

[00:04:16] Helen Walker: It’s stuff that’s gonna help them in their business. But actually that stuff positions me as let’s say authority. I hate this word. I’m the authority in this niche. And that makes it feel like it’s harder than it is, and you’re the go-to expert and all that jazz. You’re just showing people that, yeah, I know my stuff, here’s advice.

[00:04:34] Helen Walker: Go away, use it, get value. Great. But actually that’s not why people buy, because let’s face it, anything I’m teaching you could technically go and Google it. The information, the answers are all out there. People are not necessarily paying me for my knowledge, per se. Yes. ’cause it’s packaged up in a nice way and it’s easy and it’s digestible and whatever, but really they’re buying into [00:05:00] me.

[00:05:00] Helen Walker: Yeah. So a lot of my content is what I call. Documenting my day content. So the other day I got a new food processor, a new ninja food processor. My husband surprised me and went, Hey, go love there is a little present for you. He knew I wanted one and I was dead excited. That was my post for the day, and that’s got loads of comments and the idea behind the comments is start conversation because social media alone won’t get you sales. Social media is almost like your shop window. We want people to come into the shop so we can have a conversation with them and go, what is it you need? What is your problem? What do we need to have that chat with them then?

[00:05:41] Helen Walker: But if they don’t feel like they know you and you’re relatable and you’re approachable, and you are a little bit like them, and. Have the same outlook. Chances are they won’t come into the shop because we like to work with people who are a bit like us or have been through the journey we’re gonna [00:06:00] go through.

[00:06:00] Kris Ward: Oh my gosh, you know what? My head’s exploding. So here’s the thing. I think what I keep forgetting is. I sometimes people confuse, have this silly idea that they think I’m a good host on this show and I get compliments for that. I’m like, no, I’m not. I’m just interested in the people that I’m talking to. I’m having a conversation and I find that interesting and therefore love lucky for me.

[00:06:23] Kris Ward: People wanna listen. Fantastic. But when you go on the socials again, even though I know better, I am presenting instead of talking. And so when you said that, I was thinking just the other day, I don’t even know how I notice this. I was walking into the kitchen and I just saw this little wet spot up in the ceiling, and I’m surprised I even caught it.

[00:06:41] Kris Ward: I’m like, what’s that? So luckily my neighbor, who I don’t. I feel like I am on adult supervision program. The neighbor, they watch out for me, like I’m in a special needs program. Anyways, I go over ’cause he’s built houses and I’m like, Hey, what’s going on? So I had to cut a hole in the ceiling.

[00:06:56] Kris Ward: And long story short, we found out there was this little leak in my tub and it lasted three [00:07:00] days, but it’s all sorted out. But the drama caused of me that night. If I didn’t have him, I would’ve probably got up every night. Every time I went to use the bathroom or every hour to check my ceiling is it gonna fall?

[00:07:10] Kris Ward: Is the tub gonna fall into the kitchen? I don’t know. I don’t know what I don’t know. And it was a link, a leak that maybe had a cup of water, but I didn’t know that. He’s oh, do this. You’ll be fine. Good morning, then we’ll do that tomorrow. So the stress and drama that half caused me or would’ve caused me, I could be talking about that.

[00:07:25] Kris Ward: People can relate to that. I would tell that story to a friend and she would laugh and she would agree, and I’d say, oh my God, thank Kevin. And I had Roger, because without Roger, I would’ve been up. All night checking on my ceiling, right? So at least it, whatever. But I don’t share those things online because ah, they’re not work related or I don’t wanna try to tie them down at the end, like a bad insurance commercial.

[00:07:47] Kris Ward: And this ladder reminded me of the steps of business. You know what I mean? As whatever. Yeah. And, but you’re right. When we’re just talking, if we remember social media about being social, just get out there and just [00:08:00] sometimes talk because you’re just sharing your day. 

[00:08:02] Helen Walker: Yeah, and it’s funny what we connect over.

[00:08:05] Helen Walker: So I always say, I use the analogy of, if you were in a pub bar having dinner or just meeting a mom at the school gates and you were just chatting. You wouldn’t go into what you do in detail and you wouldn’t sell your offers and stuff. You’d be just chatting and Yeah.

[00:08:26] Helen Walker: Where’d you go on holiday and how old are your kids? And do your, are your kids fussy eaters and all this stuff that we share, all the stuff that goes on in my life that now goes on in this person’s life, we now have this bond. Yeah. It’s like we meet somebody who i’m from the UK accents here.

[00:08:43] Helen Walker: We have so many different accents. I 

[00:08:46] Kris Ward: now, hold on one second. Public service interruption. For those of you listening and did not realize she’s British at this point, then I don’t know how I like that you think you had explain, she’s ex, you’re explaining to us that you’re British. That was lovely.

[00:08:59] Kris Ward: Thank you [00:09:00] for that education piece. Go ahead. 

[00:09:02] Helen Walker: Anybody that didn’t know. So I live in the south of England, but I’m from the north of England. Okay. And my accent is very people pick it out. So it’s obvious I’m not from round here. So if I hear another person with another northern accent down here. We go, oh my gosh, you’re from the north, whereabouts.

[00:09:19] Helen Walker: And instantly we bond. We become friends, right? Because we’ve got this we’re not in our normal habitat, but we’ve met somebody who’s like us. So automatically the barriers are down. We’re friends. We’re talk, where are you from? How long have you been down here? Where do you work? And all of a sudden, which, and social media, that’s all it is.

[00:09:38] Helen Walker: It’s about starting conversations with like-minded people who have a problem that you can solve. And that’s all it is when you break it down. This is why I say sales and being on camera is so easy when you stop overthinking it. 

[00:09:53] Kris Ward: Oh my gosh. I will say, sidebar information. I was in England, and I’m telling you, you can drive seven minutes and get to a [00:10:00] new region and go I don’t know what you’re saying, I barely understood what they’re saying and now you’re saying something like, I couldn’t believe how different the dialect was in a 10 minute drive.

[00:10:08] Kris Ward: Yeah. I think it’s too, like when I see stuff on, sometimes I am on Instagram for a funny scroll and you’ll see posts and they’re just so relatable, but so silly. Here I am, they’ll say I’m 38 years old and I just threw up and called my mom. Even though I have three children of my own.

[00:10:22] Kris Ward: I’m like, mom, I just threw up. You know what I mean? And you’re like, oh my God, that’s relatable. Or the other day I was thinking to myself how to get their steps in and I thought, what, am I the only one that does this? I think, no, I’m only gonna have half a cookie. Half a cookie and then I get my steps in.

[00:10:36] Kris Ward: ’cause I come back for the other half, right? So I’m like, oh, maybe this is the program. And so I’m thinking. That could be a post because people could relate to it or a short video or whatever. But you’re right, I think we all come through the lens of still in this day presenting, having to sound professional.

[00:10:53] Kris Ward: And obviously, we can’t be just talking about the cat, the dog, and the laundry every day, all day. But you’re [00:11:00] right, there’s other people out. They’re doing what I do ish. And so they might as well get to know me. And by telling stories about yourself, you tell a lot about yourself

[00:11:09] Helen Walker: so much. 

[00:11:10] Kris Ward: Yeah, 

[00:11:11] Helen Walker: so much about and it’s those little quirks.

[00:11:13] Helen Walker: Like I had a client the other day and we were talking about videos and he said, oh my gosh, I’ve got a new client the other day. And he said, do you know what the first thing he said to me was, he was like, I’ve what been watching your videos and you scratch your nose exactly how I do. And he said just made me like Pete watching, because I was like, oh my God, I do that.

[00:11:29] Helen Walker: And this really is what we want people. To be doing is looking at our content, reading our stuff, and going, oh God, me too. I do that. Me too. Because then we become part of their tribe. We become, we wanna belong to their community. Because if you think back how people and time and humans have evolved, we started off living together in tribes and communities.

[00:11:53] Helen Walker: And if you were kicked out of that community for whatever reason, you didn’t pull your weight or you didn’t bring in food or whatever. You were [00:12:00] facing the elements alone, which meant certain death. Yeah. You build shelter, you couldn’t hunt, you couldn’t reproduce, you would die out. 

[00:12:08] Kris Ward: Yeah.

[00:12:08] Helen Walker: That is still in our DNA to belong where we feel safe. So this is why we hunt out people like us. If you look at your friendship group, probably quite similar. Probably do a similarish type of job, earn a similar amount, live in the same kind of house, because that makes us feel safe. Safe from emotional threats and physical threats, and we wanna work with people that make us feel the same way.

[00:12:34] Helen Walker: We’re not gonna be embarrassed or cast out, or we’re safe because they’re like us. 

[00:12:39] Kris Ward: I think also that safe safeness comes in because. It’s so funny, I was, Marcus Sheridan just did a, another book, Endless Customers, I keep calling clients, but it’s customers. And he was talking to me before the show aired and he said he got a lot of complaints the last time when he read his audio book that he talks too slow.

[00:12:58] Kris Ward: And he said, I was so mindful of [00:13:00] that. I said, first of all, that makes no sense to me ’cause you can increase the speed on the book. It’s no big deal. And I’m like, do you know what? I’ve spent my entire life trying to learn how to speak slower ’cause everyone’s telling me. So I am like, I took two courses on how to speak slower.

[00:13:16] Kris Ward: My husband said I should have got my money back on both of them. And I am very mindful of that. And okay, this is my show, so I’m like, oh, screw it. Half the time I talk quickly, I don’t care. Whatever. But when I run into somebody that I meet that has my level of energy, it’s almost like I’m apolo. I’ve I don’t do it as much, but I had to learn not to apologize for my high energy, for my enthusiasm.

[00:13:40] Kris Ward: Is it considered juvenile? Am I too much for some people? I don’t know. So then when I run into someone like you or other people like that, it’s oh my gosh, you get me. I don’t have to soften who I am, blah, blah, blah. And so there is a safety in not trying to minimize yourself or regulate yourself as well.

[00:13:56] Kris Ward: Yeah. That sense of kinship or ah, these are my [00:14:00] people, right? So we’ve had other people, I have to compliment you on this, Helen. We’ve definitely talked about content and we’ve had many successful conversations on content, but I think you’re really tapping into something here that I’ve not either understood or heard properly before.

[00:14:17] Helen Walker: That’s great.

[00:14:17] Kris Ward: Yeah,

[00:14:19] Helen Walker: and it’s just, the word personal branding gets thrown around, and so really that’s what we’re doing is we’re just going, this is me. If you like me, brilliant. Come and work with me. If you don’t, no big deal. Yeah. Because there’s somebody else who you are a better match for.

[00:14:37] Helen Walker: Emotionally, environmentally. How you, environmentally what? What’s the word? Energetically? Yeah. How you talk, sometimes you’ll meet somebody and you’ll think, I dunno what it’s, but we just don’t click. They’re not my equity. They’ve not done anything to you. You can’t put your finger on it, but you go, they’re just not my people.

[00:14:55] Helen Walker: Then you’ll meet somebody else and you’ll be like, oh my gosh, for life. I’ve known you forever. 

[00:14:58] Kris Ward: Yeah. 

[00:14:58] Helen Walker: And that’s all we’re doing is [00:15:00] finding our tribe through and the way that we attract those people. To talk about things that are important to us, talk about might not be work related stuff that we do kayaking, rock climbing.

[00:15:12] Helen Walker: Yeah. You mentioned, and other people go, oh, I love rock climbing. They’re gonna naturally be interested in what you do. Rock climbing. Yeah. So read that post, but also. The way you teach and the, your take on things, like you said, no, no one’s said it like that before. 

[00:15:27] Kris Ward: Yeah. 

[00:15:28] Helen Walker: But you are talking, you’re not trying to copy anybody else.

[00:15:32] Helen Walker: You’re just going, look, this is what’s worked for me, and I’m gonna tell you, I, I’m gonna explain to you what I’ve done and you’re just telling it in a really simple way and a really relatable way. And some people will go. Yeah, that’s really resonated with me. That’s really made sense for the first time.

[00:15:48] Helen Walker: That’s made sense, right? This looks like somebody I might work with or I’m not saying all of my stuff resonates with everybody. It doesn’t. There’ll be people that go, oh, I don’t get word. She’s saying [00:16:00] she’s spoke way too quick. I just, I don’t get a vibe. And that’s fine. ’cause there’ll, there’s another coach.

[00:16:04] Helen Walker: Them there’s, I’m 10 petty.

[00:16:06] Kris Ward: ‘Cause I’ll tell you, I did learn that lesson years ago. That does not work because I almost made myself crazy in the beginning because then I’d have clients that I spoke to quickly. They felt I was a little too direct. And then I’d go back to my clients who were my people, and they’d say, Kris, what I loved about you is how clear and direct you’re, why are you sugar dancing around the subject let’s get to it.

[00:16:26] Kris Ward: That’s what I hired you for. I’m like, oh, I’m sorry. ’cause my 10 o’clock call was this person who’s very sensitive. Exactly. So nobody was happy. Yeah. And here’s the thing, I understood that with my clients, I can’t be different personalities because I was annoying the ones that were my people.

[00:16:39] Kris Ward: And I was never making the ones that weren’t my people happy and yet. Somehow still, even though I also think with my videos in the past that I’ve dropped the veneer. So I’m a little bit more me, but I still think you somehow present when you’re putting content out there. So this is really interesting to me.

[00:16:59] Kris Ward: So we, [00:17:00] when we talk about this five step process that we’ve got nowhere on, because we’re just talking about the concept, we should, in case they’re waiting for that, give us quick little snippets on what those five steps are. 

[00:17:11] Helen Walker: So I discovered this really the hard way of talking about stuff that didn’t resonate with anybody, and it completely bombed.

[00:17:17] Helen Walker: And then all of a sudden I was like these are working. And then I put them into a category, into a framework, into different categories to explain it to other people and for it to make sense to me. So over the course of a week of a month, if you talk about these five different areas, in fact, there’s a bonus one, let’s call it a six one.

[00:17:33] Helen Walker: If you talk about these over the course of a week, a month. You’ll be talking about the right stuff to be able to attract your people, your ideal clients, your tribe. So the first one is inspire, and really that’s talking about you, your story. A lot of the time we are a version of our ideal client okay.

[00:17:53] Helen Walker: I definitely am a version of my ideal client. I hated video. I hated showing up on camera. I hated the way I look. I had massive hangups. I hated my [00:18:00] voice. I wasn’t making any money, so I just started to document. And tell people, I did this and this didn’t work. I did this, but this worked. And it inspired people.

[00:18:10] Helen Walker: And now I share that backstory of when I did my first video and I was terrified and it all went wrong. And people go, my God, this is me. And again it creates that connection and that inspiration that if Helen can do it, then so can I. And then, other things that just make up you, those stories, rock climbing, et cetera.

[00:18:28] Kris Ward: Yeah. Yeah. 

[00:18:30] Helen Walker: And the second category is. What I call educational. So this is where you’re giving your tips and your hacks and your bits of advice. But rather than just go right here are three ways that you can be more visible today so you can be more sales. ’cause that’s a bit boring and I just list them off.

[00:18:48] Helen Walker: We’re not designed to remember facts, but we are designed to remember stories. So I tell all these content categories. I tell us a story. So it might be my story, it might be an [00:19:00] anecdotal story, it might be my client’s story. So if I, let’s say I’m telling a client’s story, but I’m giving a tip. I could say I worked with Jean who was struggling to get clients.

[00:19:12] Helen Walker: From LinkedIn, she get, she was getting the odd client through word of mouth, but wasn’t enough. She wanted to scale and grow a business. Here’s what we did together. We did 1, 2, 3. We give the tips. 

[00:19:24] Helen Walker: Oh yeah. 

[00:19:24] Helen Walker: And now she is booked out. She’s got an online program. It’s passive income. She can take the school holidays off.

[00:19:31] Helen Walker: She’s earning whatever a month, and life’s all rosy. So we’re just telling people a story using this three part system. So this is where she was, or this is where I was. This is where you might be. This is what we did. This is what I did, this is what she did. This is how life is now. 

[00:19:49] Kris Ward: So just, I think what you do there though, with mistake I would’ve made is I would’ve jumped in still in presentation mode.

[00:19:55] Kris Ward: Hey, so I have one client that we’re actually gonna do interview with, and she went from [00:20:00] working 60 hours a week down to nine days a month, and she travels the world in Chile and all this stuff. That’s the kind of magic we get now. I would be telling a story, Hey, when I met my client, blah, blah, blah, and I’m giving her symptoms and then this is what happened next.

[00:20:11] Kris Ward: You come from the position of being side like there’s beside you. Hey, meet Jane and this is what happened with her. This is where she was. So you’re introducing it. I think it comes from a different, again, back to as if we were just talking like, let me tell you about my friend Jane.

[00:20:27] Kris Ward: Yeah. Whereas if I was writing a post, it would be. Blah, blah, blah. Here’s the message. I want you to understand what the work we did with the client, and I’m really starting off. Essentially, even if I’m talking about the client, I’m talking about me and the work we did, whereas yours is a much more easier story, friendlier to digest.

[00:20:45] Kris Ward: I. 

[00:20:46] Helen Walker: It is exactly that. I imagine if I’m doing a video even now I don’t imagine that I’m doing a podcast that’s gonna be listened to by loads of people. I’m like, it’s just me and Kris having a quick chat in my kitchen. 

[00:20:57] Helen Walker: Yeah. Same if I do a video, even if I do a [00:21:00] live, you don’t know who’s watching or, you’re talking to the void. I just imagine that I’m talking to one friend and I’m just giving her this piece of information.

[00:21:09] Helen Walker: Yeah. Oh, let, lemme tell you about my friend Jean dah. And then it be, it’s as if we are sat having a cup of tea or a glass of wine and I’m just like, oh, hey, let tell you about this story.

[00:21:19] Helen Walker: And then it becomes more personable and it’s like they’re sat with a friend having a chat and then you become their friend. Yeah. And they make, he was their friend. And then when you pop up in their feed, they’re like, oh, it’s Helen here. She’s, we always watch Helen’s videos ’cause she’s ace. We know her.

[00:21:36] Helen Walker: Yeah. And it’s almost like a they want to watch. ’cause it’s interesting they like what you’re talking about, but almost oh, we’ve gotta watch ’cause it’s our friend Helen. 

[00:21:45] Kris Ward: Yeah. Yeah. 

[00:21:46] Helen Walker: So that’s the second content category. The third one is where we just tell client stories.

[00:21:51] Helen Walker: Yeah. So we don’t have to give tips. We can just say this is Sarah and she was struggling with this. We worked together for three [00:22:00] months, blah, blah, and this is where she is. And then you could even tag on a, an offer at the end to say, look, if you would like the same results as Jean, I’ve got a three month program.

[00:22:09] Helen Walker: It’s this much, I’ve got a space for a new client this month, DM me. And that’s how selling is so easy because there’s no hard sell. It’s not a right. Today I’m gonna do a selling video and oh my gosh, it’s like I’ve got a, dry throat and it’s just. Lemme tell you about my story. I used to be terrified of showing up on video.

[00:22:28] Helen Walker: I set myself a 30 day challenge and I just did videos and didn’t care who was around and what I said, blah, blah, blah, blah. And it got me over my fear of video. Thank goodness it did, because now I’ve got this great business where I work with lovely clients and I take all of the school holidays off. If you would like to overcome your fear of video book on to the visibility sales accelerator, this is how much it costs and this is how much you sign up.

[00:22:51] Helen Walker: It’s so easy. 

[00:22:53] Kris Ward: I feel like. I would like to have something where I get a small, just a small electrical shock every time that I, [00:23:00] because I. What happens is you, I know this in concept, but what you do a good job of describing explaining is as I’m just talking to a friend, and I know that in theory, but I think we default to making a public announcement.

[00:23:15] Kris Ward: I’m making a public announcement, and so I’m pretending I’m telling a story, but it’s still a public announcement. Yeah. Whereas you’re just like, oh, buy the buy. I am, let me tell you about Jane, and just the delivery of it is slightly different, but it softens it so much. 

[00:23:34] Helen Walker: And it is, and you know what? It’s just a conversation, but it takes practice.

[00:23:38] Helen Walker: And a lot of this is when I work with a client, we do the strategy work, the knowhow, but a lot of mindset stuff as well, because I… we’re conditioned by the society and the world and we almost forget who we are. Yeah. And we are like, when we are just feeling really safe and maybe talking to our [00:24:00] husband or our best friend or our mom, whatever, when there are no, there’s nothing to prove.

[00:24:05] Kris Ward: Yeah. And 

[00:24:06] Helen Walker: where we need to get to a position. And there’s a lot of like inner work that goes on with that of going, do you know what? I’m gonna show up and I genuinely am not gonna care. What you think now we’re always gonna care a little bit. Of course we are. But to the point where I’m, this is not about me, this is about my clients.

[00:24:25] Helen Walker: And my clients are out there really struggling. Like how, yeah. To show up, and they dunno what to talk about. And they hate selling on camera and they hate selling full stop. I could help them. So if I don’t show up and I don’t have these conversations and I don’t say, I’ve got this program and this is how much it costs and this is how you sign up, then she’s gonna be sat with that problem forever.

[00:24:46] Helen Walker: And the impact of that problem is. She doesn’t see her kids as much because she’s working weekends and they’re coming from school and she’s busy and she’s snapping at them because she’s stressed and she’s not having the holidays that she want and living the life that she want. [00:25:00] So in my mind it’s almost I’ve got to, I’ve got to show up and 

[00:25:04] Kris Ward: I’ve got, oh, we got to, I agree with you.

[00:25:06] Kris Ward: We are doing it. We’re showing up. We’re just not doing it as good as you. So we’re doing the work. We’re just making too much of it. Okay, so we got Inspire.. Educational. What was the third one?

[00:25:15] Helen Walker: Client success stories.

[00:25:17] Kris Ward: Success Stories. Okay. And then number four. 

[00:25:19] Helen Walker: And the number four is addressing their objections.

[00:25:23] Helen Walker: So this is objections to working with you, not necessarily you per se. There might be something Yeah. For you to address. But what is, and I get all my clients to write down a list of reasons, and a lot of these are fears that your ideal person has that stops them from investing. Now the big one is, I can’t afford it.

[00:25:44] Helen Walker: And I get this every new client I talk to, they’ll say oh, I can’t really afford it. And I go, hang on. Is it because, you’ve just told me that you’re going to, you’ve just had a big fee come in. So is it ’cause you can’t afford it or is it ’cause you’re scared? Actually I’m [00:26:00] scared because I worked with this other coach before Yeah.

[00:26:03] Helen Walker: And I didn’t get any result. So that’s the real issue. So that could be a post, that could be a video because the last thing I want to do is get a client to the, to on a call where that is an objection that we can’t overcome. Because they’re still fixed in that mindset of No it, I just, I can’t afford it.

[00:26:23] Helen Walker: What I, what we want our content to do is answer that, reassure them that, that objection, you reassure them that is not the real problem. So we need to make a list of everything that may come up. Oh, I can, I’ll just do it myself. I’ll just force myself to do videos. It won’t work when I get all the time is they’ll say to me like, oh my gosh, I don’t have time.

[00:26:47] Kris Ward: ’cause the people I work with are just working way too many hours. And they’ll be like, okay, I don’t have time for that right now. Yes, of course you don’t. That’s why you need me. And the joke is you get time back. It’s not one of these courses where like people take a course and they have to video [00:27:00] and all this stuff.

[00:27:00] Kris Ward: We, our work is very customized and so you might have maybe eight minutes of communication with me a day. And that gives you time back. So you’re right. I should be writing posts about the fact that you don’t have time. You don’t need more time to work with me. We give you time. That’s the opposite of it.

[00:27:17] Kris Ward: Oh my gosh. Oh, my head is spinning. I can barely talk to you, Helen. I’ve got posts to write. Beat this up, Helen. What’s the fifth one?

[00:27:24] Helen Walker: The last one is the one that everybody doesn’t do, and this is the selling. 

[00:27:28] Helen Walker: Okay. Post. So all of those things that, all of those are the categories that I spoke about, you could add on.

[00:27:34] Helen Walker: I call it a PS offer. It’s like almost by the way, don’t forget that I’ve got this thing. Okay. Now a full on sales post, a video, email, whatever, is just you showing up and going, I’ve got this thing. 

[00:27:50] Kris Ward: Yeah. 

[00:27:50] Helen Walker: And again, you could tell a story, you could tell a client’s story, but it’s specifically with the aim of saying, I’ve, there’s a deadline.

[00:27:58] Helen Walker: I’ve got this thing. Sign up here, [00:28:00] and this is where you just talk about your thing. And this is for people in your audience who are ready to buy, they are. They’ve watched all your content, they’ve followed you for months. They like you, they know what you do. They trust you. They might be looking at you and maybe one other person, two other people or whatever.

[00:28:22] Helen Walker: But what people don’t do is give the information of, this is what it includes, this is what it looks like.

[00:28:29] Helen Walker: What’s the results? This is what you’ll walk away with. This is how much it costs. The logistics of this is when we meet, this is how it works, blah, blah, blah, blah. Because if people have questions, they don’t buy.

[00:28:41] Kris Ward: Yeah. 

[00:28:42] Helen Walker: And if we don’t give them the information, they they haven’t got the information to be able to make a decision. And then we’re going, why out the buy-in? We haven’t told them. 

[00:28:52] Kris Ward: And worse than that, I’ll, if I’m confused, not only do I not buy, ’cause I’m com not ’cause I’m confused, but I’ll make up my own answers.

[00:28:59] Kris Ward: Oh, I don’t have time for that [00:29:00] right now. Yeah oh, whatever. Oh my gosh. Oh, Helen, we could talk to you all day. We may have to have you come back. Okay. Helen, where can people find more of your brilliance? 

[00:29:09] Helen Walker: So LinkedIn is the best way. So just search my name, Helen Walker. If you put Visibility Queen in there, it should pop up as well. But LinkedIn is the best way. 

[00:29:20] Kris Ward: Oh my gosh. Please share this show with a business buddy. You cannot have them flailing around by themselves. They need to hear this. Oh my gosh. And please keep up with reviews. We love them. We read each and every one of them. They do impact the show for sure. And Helen, again, the biggest thing you can give someone the nicest gift is your time or your energy. And thank you for both. 

[00:29:40] Helen Walker: Thank you for having me. I’ve loved it. 

[00:29:42] Kris Ward: Awesome. Thanks.