208 – How to Find Your Courage for Selling with Mariana Ruiz of Impact Driven Entrepreneur
Mariana Ruiz is a Certified Business Coach + Consultant and international bestselling author.
She uses her background in brain science, hospital administration, and 12 years of marketing, sales and business experience to help market in a way that attracts your ideal clients and converts followers to clients through service-based selling.
She has been featured in various podcasts and blogs including the Huffington Post, Today.com, and The Millionaire Insider Extravaganza.
Through working with hundreds of businesses, she has empowered them to increase their profit and serve more people all over the world.
Business Building Insights
- Don’t focus on selling. Instead, remind yourself that what you offer helps a lot of people.
- There are 5 levels of impact
- 1. How your business impacts your life.
- 2. How your product impacts your customers.
- 3. The value your business brings to your team.
- 4. The opportunities available to give back.
- 5. And the invisible impact.
- Good things happen when you decide to show up.
- Sharing your product will create ripples of impact.
- Trust yourself. Your intuition will guide you more than your logical mind.
Contact Links
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If you found value in this podcast, make sure to subscribe and leave a review in Apple Podcasts or Google Podcasts. That helps us spread the word to more makers just like you.
Thanks! Sue
Transcript
You're listening to gift biz on unwrapped episode 208 I think
Speaker:that the best way that we can motivate ourselves to sell
Speaker:is by really embracing all of the ways that we can
Speaker:help At Tinton gifters,
Speaker:bakers, crafters,
Speaker:and makers pursuing your dream can be fun whether you have
Speaker:an established business or looking to start one now you are
Speaker:in the right place.
Speaker:This is gift to biz unwrapped,
Speaker:helping you turn your skill into a flourishing business.
Speaker:Join us for an episode packed full of invaluable guidance,
Speaker:resources and the support you need to grow your gift biz.
Speaker:Here is your host gift biz gal,
Speaker:Sue moon Heights.
Speaker:Hi there,
Speaker:it's Sue.
Speaker:Thank you so much for joining me today.
Speaker:We are going to start off by another listener review and
Speaker:this is from somebody that I connected with over in Instagram.
Speaker:Oh my gosh.
Speaker:It's been a little while now,
Speaker:Annie of natural Annie essentials and she writes,
Speaker:love listening while pouring my candles.
Speaker:Thank you for your amazing show,
Speaker:Sue. I've been a long time listener and the show just
Speaker:gets better and better.
Speaker:Always tuned in.
Speaker:Oh my gosh,
Speaker:Annie, thank you so much for that.
Speaker:And I love it on two fronts.
Speaker:First off that you're being productive because you're working while you're
Speaker:listening, so that's always good.
Speaker:But second candles,
Speaker:my favorite thing,
Speaker:as most people know,
Speaker:and if you're new to the show and you don't know,
Speaker:just stay tuned.
Speaker:You'll understand with the very first question and if you're an
Speaker:Instagrammer, why don't we connect just like Annie and I did
Speaker:several years ago,
Speaker:my handle over on Instagram is gift biz on wrapped.
Speaker:Now I'm excited about pretty much every show that I bring
Speaker:to you,
Speaker:but this one in particular I think serves a need that
Speaker:we all have,
Speaker:and that is how do we approach sales so that we're
Speaker:not feeling pushy and uncomfortable when there it be something.
Speaker:If we could talk about our product and share with people
Speaker:why it would be so valuable for them to have in
Speaker:a way that felt good and energized both of us,
Speaker:that's where we're headed with this show.
Speaker:And since it is always important to be bringing in new
Speaker:business, there is no time to waste.
Speaker:Let's jump right into the show Today.
Speaker:It is my Pleasure to introduce you to Mariana Cruz of
Speaker:impact driven entrepreneur.
Speaker:Marianna is a certified business coach and consultant and international bestselling
Speaker:author. She uses her background in brain science hospital administration and
Speaker:12 years of marketing,
Speaker:sales and business experience to help market in a way that
Speaker:attracts your ideal clients and convert followers to clients through service
Speaker:based selling.
Speaker:She's been featured in various podcasts,
Speaker:blogs, including Huffington post today.com
Speaker:and the millionaire insider extravaganza.
Speaker:Through working with hundreds of businesses,
Speaker:she has empowered them to increase their profit and serve more
Speaker:people all over the world.
Speaker:And today we are so lucky because she gets to serve
Speaker:us. Mariana,
Speaker:thank you so much and welcome to the gift biz unwrapped
Speaker:podcast. Hi Sue.
Speaker:Thanks for having me.
Speaker:I want to jump right into the very first question that
Speaker:I ask every single guest and that is to give us
Speaker:a little bit of a different look at you through a
Speaker:motivational candle.
Speaker:So if you were to share with us what color your
Speaker:candle would be and what a quote or some type of
Speaker:sane would be on your candle,
Speaker:what would it look like?
Speaker:So it would be a Rose gold because that's my favorite
Speaker:color and that's like the new hot color too.
Speaker:And it would say everything happens for us.
Speaker:So basically that means that even if you may be going
Speaker:through something that is tough,
Speaker:it's all happening for your highest good and it's all happening
Speaker:for you to learn the next lesson on your path.
Speaker:I like that because it makes you a little more accepting
Speaker:of what's going on,
Speaker:even if it's not necessarily what you want it to happen
Speaker:in a certain situation.
Speaker:Exactly. And then we don't step into the victim mode,
Speaker:but we can actually start to see the lessons and just
Speaker:really move forward and really embrace it.
Speaker:Because sometimes our darkest moments can be really,
Speaker:really transformative in our lives where the biggest changes are made
Speaker:for sure.
Speaker:But we don't see it that way when we're in it
Speaker:most of the time.
Speaker:And what you're talking about is saying,
Speaker:okay, look at this from a different perspective.
Speaker:You're going to work through it and just recognize it while
Speaker:you're in the midst of that messiness.
Speaker:Exactly. Share with us a little bit more how you've gotten
Speaker:to where you are right now.
Speaker:Sure. So I started off when I was 23 I graduated
Speaker:from nursing school and my first job was in the neurosurgical
Speaker:ICU. So I worked in brain surgery as a brand new
Speaker:graduate nurse,
Speaker:which was scary.
Speaker:Just that whole thing sounds scary even now.
Speaker:That sounds like a serious field of medicine for sure.
Speaker:Yes, exactly.
Speaker:And so I really loved it because since I was a
Speaker:child, first of all there's many things about me.
Speaker:Number one,
Speaker:since I was a kid I was always into entrepreneurial stuff.
Speaker:In fact,
Speaker:I know a lot of your audience is in KRAS and
Speaker:creating things.
Speaker:I mean I literally,
Speaker:when I was seven created my first business where I was
Speaker:going door to door collecting cans cause we lived in university
Speaker:housing. We were immigrants.
Speaker:Like I came from Venezuela and I'm like,
Speaker:well, we're living on college campus.
Speaker:What do we got a lot of here?
Speaker:And it's like cans,
Speaker:right? Like they're always drinking.
Speaker:So you were collecting cans and exchanging them for money?
Speaker:Yeah, so I would purchase that because I was like,
Speaker:I'm like,
Speaker:this is amazing in the U S you can get money
Speaker:for this,
Speaker:but I'm,
Speaker:I don't want to take that Away for many ones,
Speaker:so I'll just make it as like a service.
Speaker:So we would purchase them from everybody and we would take
Speaker:them to the store for them.
Speaker:And I was seven legit started and then through my entire
Speaker:childhood, I mean I've made jewelry and like all the things
Speaker:that you do when you're a child and you're an entrepreneur
Speaker:in your core,
Speaker:all of that.
Speaker:Now why did I go to nursing school and do that?
Speaker:Cause my parents were both professors.
Speaker:So it's like you had to go to college and do
Speaker:that. Like that was just the path that I was on
Speaker:when I graduated.
Speaker:I started at the neuro surgical ICU and I loved it.
Speaker:It was intellectually very stimulating for me and I really enjoy
Speaker:that kind of stimulation.
Speaker:My physical body though was suffering by the time I was
Speaker:25 already had some pretty severe physical injuries from lifting and
Speaker:carrying patients and the type of work that we were doing
Speaker:overnight shifts and all that kind of stuff.
Speaker:So I eventually was like,
Speaker:okay, I can use my intellect,
Speaker:my brain to actually rise up to a different level within
Speaker:the hospital.
Speaker:And that's what I started to realize is the higher level
Speaker:thinking I can do,
Speaker:the more of a raise I can give myself.
Speaker:And so I ended up going into hospital administration of the
Speaker:following years and was about to oversee three hospitals in Texas
Speaker:when my premier daughter was born at just two pounds.
Speaker:And when I shared my quote,
Speaker:this is really the biggest lesson I learned from this experience.
Speaker:It was the hardest time in our lives because I already
Speaker:had a 16 month old baby.
Speaker:And then I have a two pound baby in the ICU
Speaker:for over 68 days having open heart surgery and as a
Speaker:nurse like knowing all of that,
Speaker:you can get really deep into the rabbit hole of like
Speaker:what is going to happen very quickly.
Speaker:You know,
Speaker:way too much.
Speaker:Way too much.
Speaker:Yeah. Oh way too hard.
Speaker:So when that happened,
Speaker:I of course my entrepreneurial self had already been like I
Speaker:had real estate property and I already had an online coaching
Speaker:business that I was working on the side and I was
Speaker:so grateful to that business because when that happened I just
Speaker:leaned into that.
Speaker:I said,
Speaker:you know what,
Speaker:I may not be able to go back to my job
Speaker:ever, but what I can do right now in the hospital
Speaker:bedside, literally when your baby's a premium,
Speaker:she was being fed through tubes and stuff.
Speaker:But I would pump in the breastfeeding room and I would
Speaker:just pump and work on my business.
Speaker:So I was like lead generating,
Speaker:like online social media,
Speaker:building my website,
Speaker:all that to really up level and what I was doing
Speaker:and really take that business more seriously.
Speaker:And I think that was exactly what needed to happen for
Speaker:me to take that next step because being in that level
Speaker:of a cushy job that I was in,
Speaker:I just didn't really have the courage to go all into
Speaker:my business because I was really comfortable financially and you know
Speaker:what I mean?
Speaker:So it was the perfect thing that happened even though it
Speaker:was scary.
Speaker:I'm quite sure it was,
Speaker:I bet it was a sanity play too for you.
Speaker:You know,
Speaker:you could start working on that business,
Speaker:but you weren't just sitting at the hospital focusing on everything
Speaker:that was going on.
Speaker:You had a little bit of a diversion even though you
Speaker:were fully there when you needed to be.
Speaker:Exactly. So just from your own mental health perspective,
Speaker:I think it was good.
Speaker:As entrepreneurs,
Speaker:we always talk about there was an event that made us
Speaker:switch or whatever,
Speaker:but there are some people who will be in administration and
Speaker:that's absolutely fine and that's like you could have been happy
Speaker:possibly doing what you were doing for exactly the reasons you
Speaker:said, but I want to point out that what you were
Speaker:talking about and recognized early is that feel for entrepreneurial ship
Speaker:even when you were little before that word,
Speaker:probably anybody knew what that word was.
Speaker:Exactly. I think that's a good thing to point out for
Speaker:all of our listeners here is that if that's how you
Speaker:felt, then pay attention to that because like your story is
Speaker:Marianna, you could have just stayed in administration because it was
Speaker:safe and you liked it.
Speaker:I heard nothing in your story that said you didn't like
Speaker:what you were doing.
Speaker:No, I loved it.
Speaker:And that was also sort of the problem,
Speaker:right? Because that internal entrepreneur South was still scratching.
Speaker:So I mean you never know the answer to this,
Speaker:but I'm just curious,
Speaker:do you think that you could have remained content with a
Speaker:job like that?
Speaker:For the rest of your life or do you think ultimately
Speaker:was that interest of doing your own thing and building your
Speaker:own thing?
Speaker:Do you think that would have welled up over time anyway?
Speaker:It would have probably welled up over time because what I
Speaker:was going to do next was,
Speaker:so when I got asked to oversee the three hospitals,
Speaker:I said,
Speaker:you know what,
Speaker:I still feel a little unqualified to be doing that.
Speaker:Of course,
Speaker:like my low self esteem,
Speaker:like always would come up.
Speaker:So I was actually going to go back and redo a
Speaker:master's and finish a master's in healthcare administration so that I
Speaker:could be even higher up in administration.
Speaker:But I think very quickly what probably would have happened is
Speaker:the same frustrations that I was already experiencing in the middle
Speaker:part of management in the hospital.
Speaker:And that was lack of autonomy.
Speaker:Yeah. So I think eventually I probably would have seen that
Speaker:and been like,
Speaker:what am I doing?
Speaker:But who knows how many years,
Speaker:right? And dollar spent.
Speaker:Right. Like getting another degree to qualify that I was actually
Speaker:worthy of this.
Speaker:It was just like all of this stuff that I thought
Speaker:I needed when really,
Speaker:like I said,
Speaker:I was an entrepreneur in my core.
Speaker:Yeah, for sure.
Speaker:This wasn't a part of the conversation that I've thought we
Speaker:were going to take,
Speaker:but I think it was a good conversation to have for
Speaker:some of our listeners who might find themselves in that situation.
Speaker:It's another angle for them to reflect on their own situation.
Speaker:Absolutely, and one other thing I really know about our listeners
Speaker:is that we all care so much about our guests as,
Speaker:can you share a little bit more of your story with
Speaker:your daughter?
Speaker:Like how did that progress?
Speaker:We don't have to go through long,
Speaker:but I know we're going to leave it unfinished and everyone's
Speaker:going to be like,
Speaker:is she okay?
Speaker:What happened?
Speaker:Yeah, no,
Speaker:she's totally fine.
Speaker:I mean that's the miracle,
Speaker:right? Like she is healthy.
Speaker:She's three years old.
Speaker:She's in school.
Speaker:Literally no developmental delays,
Speaker:nothing. She had a little bit of therapies and stuff in
Speaker:the beginning,
Speaker:but now she's fine.
Speaker:Wonderful. Well,
Speaker:thank you for sharing that personal part to great add to
Speaker:the story again for everyone who's listening and yeah,
Speaker:I have a big smile on my face,
Speaker:so I love that about your daughter.
Speaker:Okay, so I want to talk about service based selling and
Speaker:impact, the type of impact that you can really see,
Speaker:which is one of the things that you teach and part
Speaker:of your expertise and my audience,
Speaker:I'll tell you,
Speaker:when we talk about challenges,
Speaker:it's how do I get new customers and how do I
Speaker:convert them into sales,
Speaker:but Oh my gosh,
Speaker:I'm not going to be salesy.
Speaker:I don't want to be sleazy,
Speaker:you know,
Speaker:in all of that,
Speaker:how do I do this in a natural way?
Speaker:So I'm excited to dive into your information here,
Speaker:Marianna. Yeah,
Speaker:I think that this is so important.
Speaker:So if you're struggling with the sales aspect,
Speaker:I want you to not think of it in terms of
Speaker:this is something I'm doing to someone,
Speaker:and this is a subtle word choice,
Speaker:but it makes a huge difference in how you approach it.
Speaker:Instead, what we're going to do is say,
Speaker:how can this help more people?
Speaker:This is something that I'm doing to serve others.
Speaker:And that subtle shift makes it from something that we're either
Speaker:convincing someone to do or manipulating someone to do.
Speaker:And instead it is an act of love.
Speaker:Perfect. And I think some of us who have been in
Speaker:the sales days of old,
Speaker:it was always,
Speaker:well, even if they don't need it,
Speaker:figure out a reason why they do need it so that
Speaker:you can sell it to them.
Speaker:And now it's so different.
Speaker:To your point,
Speaker:if it's going to help them,
Speaker:you have something to offer.
Speaker:And that's the approach you take.
Speaker:Absolutely. So you talk about five different levels of impact that
Speaker:you can have for your clients.
Speaker:Share with us a little bit about what that's about.
Speaker:Yeah. So I think that the best way that we can
Speaker:motivate ourselves to sell is by really embracing all of the
Speaker:ways that we can help.
Speaker:Right? So what does that service even look like?
Speaker:So number one is your business is obviously going to impact
Speaker:your life.
Speaker:So right now it may be a side hustle,
Speaker:but as you take that business and work with Sue and
Speaker:keep building it up so that it becomes your full time
Speaker:job, that is going to change your quality of life.
Speaker:Okay. So the first level of impact is your life.
Speaker:How you get to live your life.
Speaker:That brings to mind for me that you really need to
Speaker:decide what you want your life to look like and then
Speaker:see how whatever you're doing with your business fits into it.
Speaker:And the reason I say that,
Speaker:Marianne, I'd be interested in your comments about it is,
Speaker:and I can think of one person.
Speaker:We've actually had them as a guest on the show.
Speaker:He's a Potter and he used to be a lawyer,
Speaker:like a big time lawyer.
Speaker:And healthwise got sick with his job because of the stress
Speaker:and the pressure.
Speaker:And he's like,
Speaker:why am I doing this?
Speaker:Well he stopped,
Speaker:started a pottery business.
Speaker:He has a great,
Speaker:like a location.
Speaker:He sells at craft shows,
Speaker:he loves what he's doing and he doesn't want to get
Speaker:any bigger.
Speaker:I mean that is what he wants to do for his
Speaker:life. And it's not always bigger.
Speaker:Better. Right.
Speaker:So when you talk about your life and how your life
Speaker:changes, for some people it might just be something they want
Speaker:part time and never want to replace what they're doing cause
Speaker:they like their nine to five,
Speaker:they like the security,
Speaker:that insurance,
Speaker:whatever. Or maybe they do want to replace,
Speaker:we have a lot of people who want to do that
Speaker:too. But feel realistic about how everything fits in your life.
Speaker:I mean I could go on and on about just this
Speaker:one point Marianna.
Speaker:Cause I think it's so important.
Speaker:It is and I love what you're saying here because it
Speaker:is an internal choice.
Speaker:Do not do it based on your friend Sally or somebody
Speaker:who you saw on the internet that looks super happy cause
Speaker:they always know there's another story.
Speaker:They could be happy But it's not the whole story.
Speaker:Right. Exactly.
Speaker:So I totally agree with you and whatever that looks like
Speaker:for you is the most important part.
Speaker:However, through doing your business there's going to be some positive
Speaker:impact. So let's identify it and intentionally create it.
Speaker:Perfect. Yep.
Speaker:Wonderful. Okay.
Speaker:Got it.
Speaker:Okay. So number two is how it's going to impact your
Speaker:clients. So because you showed up and did the pottery,
Speaker:right, how is that going to bring joy to those clients?
Speaker:How is that going to help those people?
Speaker:And for some of you,
Speaker:you may be like,
Speaker:I don't know.
Speaker:Right. And I,
Speaker:I've worked with artists before and that's where they're like,
Speaker:I don't know how this is really going to help them.
Speaker:And I'm like,
Speaker:what do you mean if I am struggling with,
Speaker:I don't like the decor of my home,
Speaker:it will bring me immense joy to have this in my
Speaker:home. If I'm wanting to have a really cute outfit for
Speaker:a date.
Speaker:If I have a certain piece of jewelry,
Speaker:it's going to make me feel really,
Speaker:really good,
Speaker:really confident,
Speaker:really happy,
Speaker:whatever those feelings are.
Speaker:So I think that we sometimes take that for granted,
Speaker:like what it brings to our clients,
Speaker:but there's something,
Speaker:and so really looking at how you want that to impact
Speaker:is really important.
Speaker:Yeah. And I think verbalizing it also for you to know
Speaker:then is a way that you're going to be able to
Speaker:talk about the value of the product that you offer for
Speaker:everybody else.
Speaker:Like if someone,
Speaker:and I'm talking to you guys,
Speaker:give biz listeners right now is if you just made a
Speaker:product that solves a problem,
Speaker:then that's obviously how it's going to help your customer.
Speaker:Okay, so you have a new way of cutting cookies or
Speaker:it's a new pin that'll keep your scarves together.
Speaker:You know,
Speaker:whatever is solve some type of a problem,
Speaker:but it could just be it's the joy and the feeling
Speaker:and all of that that Mariana has just described.
Speaker:It also can help if you are,
Speaker:while you were talking to Marianne,
Speaker:I was thinking about this to people who may cookies or
Speaker:cupcakes or have a bakery,
Speaker:the food that you create helps deepen relationships with people they're
Speaker:going to share it with.
Speaker:Maybe it's a cupcake with coffee or a scone with coffee
Speaker:or something like that.
Speaker:So no matter what your product is,
Speaker:I think often we feel exactly like what Mariana is saying,
Speaker:that there isn't a problem that it's solving.
Speaker:Well, it might not be a problem necessarily,
Speaker:but it enhances something.
Speaker:The beauty of the home of deepens a relationship makes you
Speaker:feel better about yourself when maybe you've been kind of down
Speaker:and out for a little while or something and you put
Speaker:on a scarf that you love,
Speaker:things like that.
Speaker:These are really good.
Speaker:Marianna. We're only on number two,
Speaker:So thank you.
Speaker:Okay, so number three is all about your team.
Speaker:So when this really hit home for me,
Speaker:so when I started my business,
Speaker:I was living in Texas as I said,
Speaker:and it gets hot.
Speaker:It's like 110 degrees in the summer.
Speaker:And we had hired a nanny to come to our house
Speaker:and watch the kids and cook and clean and like do
Speaker:all those things.
Speaker:And she was a retired woman.
Speaker:She had retired from a nonprofit and I found out that
Speaker:through working for us,
Speaker:she was saving up to buy an air conditioner.
Speaker:And I thought to myself,
Speaker:Holy cow,
Speaker:how do you not have an air conditioner in 110 degree
Speaker:heat? Right.
Speaker:Right. And so had I not had the business,
Speaker:had I not been able to hire her,
Speaker:she would be stuck without an air conditioner.
Speaker:And without being able to buy an air conditioner,
Speaker:I mean,
Speaker:who knows?
Speaker:She might have gotten a different job or whatever.
Speaker:Right. But that impact really hit home for me.
Speaker:And so there is so much you could do through your
Speaker:team in effecting their life because you were able to run
Speaker:a business profitably and were able to hire someone.
Speaker:You're changing their life.
Speaker:And would you also add things like you're able to enhance
Speaker:their skills based on things that they learn doing a job
Speaker:for you,
Speaker:all that type of thing too?
Speaker:Absolutely. Absolutely.
Speaker:We actually do take interns in my company,
Speaker:so we take interns and it's a lot of that.
Speaker:They're like,
Speaker:Oh my gosh,
Speaker:I did not know I could be able to do this
Speaker:or I didn't know that I would learn so much about
Speaker:psychology or I didn't know that I could learn how to
Speaker:get over my fear of sales.
Speaker:Right? Like all of this stuff,
Speaker:right? It's like you're enhancing their skills and then what are
Speaker:they going to be able to do because of that experience?
Speaker:Yeah. I don't think that many of us think about that
Speaker:within our business.
Speaker:We're so busy getting things done,
Speaker:getting orders out,
Speaker:making products,
Speaker:selling more that you think about that.
Speaker:Absolutely. Oh my gosh,
Speaker:Isn't Marianna sharing such fabulous guidelines for selling with us?
Speaker:We're going to hear the final two ways we embrace and
Speaker:help through our business.
Speaker:Right after a word from our sponsor,
Speaker:This podcast is made possible thanks to the support of the
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Speaker:Create custom ribbons right in your store or craft studio in
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Speaker:for more information.
Speaker:So the next one is all about how you can give
Speaker:back in bigger ways.
Speaker:I think this is what most people think of when they
Speaker:think of making a difference.
Speaker:They're like,
Speaker:Oh, when my company gets to X revenue,
Speaker:then we'll give back in bigger ways so we don't have
Speaker:to go too much into it.
Speaker:But for some of my clients,
Speaker:especially as you're getting in higher income level where it really
Speaker:isn't like all of the impact in your life is not
Speaker:going to be seen as much.
Speaker:You can really lean into this part.
Speaker:You can say,
Speaker:you know what,
Speaker:I really want to sponsor this or donate here or support
Speaker:this cause.
Speaker:And that can really help to motivate you,
Speaker:especially if you're already doing well,
Speaker:but you want to take it up to the next level.
Speaker:Wonderful. I'm thinking also we have several people that I know
Speaker:I've worked with who have started businesses because of the impact
Speaker:that they want to make.
Speaker:They're perhaps selling products from third world countries and empowering women
Speaker:who are making those products,
Speaker:but selling over here in America or in Europe.
Speaker:So their whole reason for being in business unto itself is
Speaker:a cause that kind of merges number three and four together.
Speaker:I think a little bit.
Speaker:But so if you have something like that that's really ingrained
Speaker:into your business,
Speaker:I'm thinking you'd want to get the word out about that.
Speaker:This is the base behind your company,
Speaker:right? Yes.
Speaker:And that's kind of how I look at all of them
Speaker:actually. If you're really pushing because of those impacts,
Speaker:right? Whatever they are.
Speaker:Whichever one is lighting up the most for you right now,
Speaker:use that as your courage for selling Because you're so committed
Speaker:to the cause.
Speaker:You kind of forget,
Speaker:and again you're going back to the point that there is
Speaker:something that you have to offer.
Speaker:You're not pushing it on people,
Speaker:but I think when you say your courage for selling is
Speaker:like stop thinking about yourself and think about what the impact
Speaker:is. Exactly.
Speaker:But I think taking this devil's advocate,
Speaker:if you will,
Speaker:I think I'm hesitating because I'm thinking through this a little
Speaker:bit. You don't want to create a cause just to have
Speaker:a cause based initiative.
Speaker:You don't have to,
Speaker:I mean you need to have some portion of your heart
Speaker:into it.
Speaker:You don't want to just say,
Speaker:Oh well we want to look like we're really supportive of
Speaker:something, so let's choose something and just do it.
Speaker:Do you want to have some type of connection?
Speaker:Yeah, and that's why I think like what I found with
Speaker:my clients is some clients are so motivated by that cause
Speaker:like just like you mentioned some of your clients were,
Speaker:that's their sole thing,
Speaker:but there's other clients that that is less important.
Speaker:What is more important is perhaps the side or perhaps it's
Speaker:the team side.
Speaker:So I think it's really just again,
Speaker:tuning in just like our version of success.
Speaker:What is your version of successful impact mean?
Speaker:And if it's not the cause,
Speaker:then don't put yourself pressure to be the cause And don't
Speaker:create something just cause you feel you have to check off
Speaker:that list either because it won't look genuine then.
Speaker:Exactly. And it won't feel right.
Speaker:Right. But having said that too,
Speaker:you could do things that are a point in time.
Speaker:Like, let's say your community does a five K race and
Speaker:all of the proceeds go to a humane society or animals
Speaker:or something like that.
Speaker:You could help sponsor things that are a point in time
Speaker:too. Absolutely.
Speaker:An overarching need or just individual projects,
Speaker:if you will,
Speaker:I guess I'd say.
Speaker:Absolutely. And so the value of this,
Speaker:number four is obviously the impact on whatever type of money
Speaker:that you're able to make that can help support the charity.
Speaker:I know you'd have to talk about it in your business
Speaker:or else no one's going to understand it,
Speaker:but how much do you hype what you're doing so that
Speaker:you don't cross the line of looking self-serving to self-serving?
Speaker:You know what I mean?
Speaker:Yeah. I think you're right.
Speaker:I think that is a fine line for us.
Speaker:It's more like that's just what we do.
Speaker:We don't talk about it that much,
Speaker:but I have seen other people talk about it a lot,
Speaker:and so I think it also just means it goes back
Speaker:to what do you feel comfortable with?
Speaker:And also I think too,
Speaker:as a brand,
Speaker:is that something that your audience cares about?
Speaker:If they do,
Speaker:then I think it's worth it to share more and maybe
Speaker:I haven't been sharing enough now that I'm thinking about it,
Speaker:like maybe I should be sharing more of that.
Speaker:Yeah. Okay.
Speaker:That's interesting in that makes a lot of sense because just
Speaker:by nature of who your audience is,
Speaker:is this something that they can get behind?
Speaker:I also think if it's something really personal to you,
Speaker:like let's use Mariana's example with her daughter.
Speaker:If you had something that was going on with a client
Speaker:in your community,
Speaker:something that was very personal to you and you were sharing
Speaker:it, they could get behind it because of you,
Speaker:because they care about you and your business and your brand
Speaker:and the company too.
Speaker:Exactly. I think it all goes back to that.
Speaker:It just has to be genuine.
Speaker:I think so too,
Speaker:and again,
Speaker:like you said,
Speaker:it could be those small projects.
Speaker:I know when I did one of my launches awhile back,
Speaker:there was a lady at the gym and she was just
Speaker:leaving a very abusive relationship and had these two tiny kids
Speaker:and had no money.
Speaker:So we donated diapers and clothing and things like that to
Speaker:her. Again,
Speaker:it was a one point in time and for me it
Speaker:was like just that impact was so big because she was
Speaker:totally not expecting it.
Speaker:So it was really fun.
Speaker:That's awesome.
Speaker:Yeah. So things like that.
Speaker:And right now Venezuela,
Speaker:I don't know if you know,
Speaker:but it's going through a lot.
Speaker:And so we've been doing stuff,
Speaker:my dad actually sends like medical supplies,
Speaker:things to Venezuela through a charity that he runs.
Speaker:So we do things like that where it's like a special
Speaker:cause or something really going on,
Speaker:but it's not like we're sharing it every day on social
Speaker:media, if that makes sense.
Speaker:Right. So it's not like your company is a front for
Speaker:the whole cause either.
Speaker:There's gotta be balance.
Speaker:Exactly. Yeah.
Speaker:So that's a perfect example because this is part of your
Speaker:story and people who are part of impact driven entrepreneur resonate
Speaker:with you and care about you and understand that that's important
Speaker:to you and want to support it.
Speaker:Exactly. So it's a perfect example.
Speaker:Yeah. Okay.
Speaker:And what about number five?
Speaker:What do we have there?
Speaker:Okay, number five,
Speaker:I think it's,
Speaker:I don't know.
Speaker:We'll see what you guys think.
Speaker:So number five is invisible impact.
Speaker:It's because you decided to show up.
Speaker:Good things happened and you may never know about it.
Speaker:So for example,
Speaker:if you're marketing online,
Speaker:there may be a post that you did,
Speaker:you may have shared something,
Speaker:you may have shared a story that hit a nerve with
Speaker:someone in a positive way.
Speaker:And just because you showed up to do your marketing that
Speaker:you were supposed to be doing anyway,
Speaker:you may have helped somebody brighten their day.
Speaker:And for me,
Speaker:that's the one that gives me the most goosebumps because you
Speaker:will never know.
Speaker:And it's also just the beauty of getting to be in
Speaker:business. I so agree with you.
Speaker:I went off on a tirade the other day with people
Speaker:in my maker's MBA program.
Speaker:I won't say a tirade,
Speaker:but there was a question that came up and someone was
Speaker:just having a challenging day,
Speaker:if you will.
Speaker:And I'm like,
Speaker:let's just stop here and recognize that these are the things
Speaker:we wanted to be doing.
Speaker:And along with that comes some challenging days,
Speaker:some great days,
Speaker:but if you could pull yourself out of your body and
Speaker:look at what you're able to do and have your own
Speaker:business, how cool is that?
Speaker:Right. And we forget about that sometimes because again,
Speaker:we're so close,
Speaker:we're in the middle or in the midst of everything.
Speaker:Exactly. I love this concept of invisible impact and I'm thinking
Speaker:just bringing up the concept in and of itself,
Speaker:just having the idea that that's the truth of it,
Speaker:you know,
Speaker:makes you feel good about it even though you said,
Speaker:cause you're not gonna really necessarily know.
Speaker:Right, exactly.
Speaker:Have you ever been in a situation where you're out at
Speaker:maybe a conference or randomly someone sends you an email out
Speaker:of the blue or maybe it's a review on your podcast
Speaker:and someone says,
Speaker:I've been listening to you for years.
Speaker:I'd never be in the place I am right now.
Speaker:Or you're the one who helped me make this move.
Speaker:I mean,
Speaker:every once in a while those things come out with actions
Speaker:that you took a long time ago.
Speaker:Yes, absolutely.
Speaker:That's happened to me multiple times.
Speaker:Like a random podcast that I did,
Speaker:somebody messaged me and said,
Speaker:Oh, thanks for that strategy.
Speaker:I just booked two clients from one free podcast.
Speaker:Thank you.
Speaker:I was like,
Speaker:what? I was like,
Speaker:that's right.
Speaker:But I always think of the invisibility of that because that
Speaker:was amazing that I got to hear that from her.
Speaker:But like also what if there was others or what if
Speaker:another episode helped somebody in a different way.
Speaker:That's the beauty.
Speaker:That is the beauty And if there's one more than likely
Speaker:there are others.
Speaker:Exactly, and to relate it to people who are listening.
Speaker:Maybe someone just enjoys your beautiful candle while they're taking their
Speaker:bath at night and it's a way to for them to
Speaker:relax from their day.
Speaker:And how wonderful for you to be providing that moment because
Speaker:of the scent of your candle is exactly what they need.
Speaker:Things like that.
Speaker:Yeah. And I would even go further to say like what
Speaker:if that woman is a mom and she had a really
Speaker:stressful day but like tomorrow how she's going to show up
Speaker:as a mom is going to be so much better because
Speaker:she had that downtime.
Speaker:Right. Kind of in a way.
Speaker:Indirect impact impact in the moment,
Speaker:but indirect impact because it would linger on in this example.
Speaker:Exactly. All right,
Speaker:so how do we remember all of these?
Speaker:So after we're done,
Speaker:our listeners are listening to the show and like I'm even
Speaker:thinking for myself cause these are so good,
Speaker:Marianna, is how do you integrate these into your life and
Speaker:remember them,
Speaker:I don't know.
Speaker:You write them down so you can always resource them or
Speaker:something. I don't know.
Speaker:Yeah, absolutely.
Speaker:You can write down for me how I like to work
Speaker:with my clients on it is like,
Speaker:okay, which one are you feeling the most drive from the
Speaker:most. Like yes,
Speaker:this is the one that can really propel me forward in
Speaker:that dark moment.
Speaker:And that's the one that you're going to say put on
Speaker:your vision board or put it in front of your desk
Speaker:to really guide you.
Speaker:Perfect. Yeah,
Speaker:just take one and really use that.
Speaker:I like that.
Speaker:I like that a lot cause you know so often we'll
Speaker:listen and it all sounds good and then we're so busy
Speaker:we go on our Merry way and that's that.
Speaker:That's a great piece of advice here.
Speaker:Okay. Anything else around the five tangible levels of impact that
Speaker:we should talk about?
Speaker:Any like umbrella?
Speaker:Just to kind of summarize it all.
Speaker:I could summarize each if that's,
Speaker:Yeah, we can go back and let's do a quick review
Speaker:for everybody.
Speaker:That'd be great.
Speaker:Yeah. Quick review.
Speaker:So the first level of impact is how your business is
Speaker:going to affect your quality of life on a daily or
Speaker:weekly basis.
Speaker:Number two was how your business is going to affect your
Speaker:clients, right?
Speaker:So those people that are buying your products.
Speaker:Number three is how it will affect your team or the
Speaker:people you're going to be able to hire because of the
Speaker:business. Number four is how you may give back,
Speaker:whether that be a special event or something more consistent.
Speaker:It's really up to you.
Speaker:And then number five is the invisible impact.
Speaker:In other words,
Speaker:just because you showed up to market and share your product,
Speaker:how it might be helping others and just creating ripples of
Speaker:impact. Perfect.
Speaker:Okay, so I want to take you back to something we
Speaker:talked about in the beginning and that was you in your
Speaker:role in administration,
Speaker:and I'm thinking about somebody who's listening right now who might
Speaker:be in a similar situation.
Speaker:They like what they're doing.
Speaker:They've got a projectory in terms of additional education.
Speaker:They've had their eye on a higher level position or they
Speaker:just like where they are.
Speaker:They're satisfied,
Speaker:it's working well,
Speaker:but they've got this feeling just like you did.
Speaker:They have been an entrepreneur and done things of their own
Speaker:a lot,
Speaker:even from childhood.
Speaker:What would you say to that person if they're thinking about,
Speaker:well, should I make a leap?
Speaker:Should I not?
Speaker:Should I stay?
Speaker:Should I do it on the side?
Speaker:Should I just forget about it?
Speaker:Because the position I'm in right now is really serving me
Speaker:well. What would you say to that woman?
Speaker:I would say to trust herself because I think our intuition
Speaker:can guide us more than our logical mind.
Speaker:Right? Or even like me.
Speaker:So I would say trust yourself.
Speaker:I think you know in your gut and it takes getting
Speaker:quiet and really just listening to what you really want and
Speaker:allowing yourself to have that vision and then trust it.
Speaker:Perfect. Yeah.
Speaker:Intuition. So powerful.
Speaker:And we don't really listen enough.
Speaker:I agree with you there.
Speaker:All right,
Speaker:wonderful. These are great,
Speaker:Maryanne. I really appreciate you sharing them with us.
Speaker:And now we would like to share something with you.
Speaker:I'd like to present you with a virtual gift.
Speaker:It's a magical box containing unlimited possibilities for your future.
Speaker:So this is your dream or your goal of almost unreachable
Speaker:Heights. It can be for impact driven entrepreneur or something else.
Speaker:Please accept this gift and open it in our presence.
Speaker:What's inside your box?
Speaker:Oh my gosh,
Speaker:I've never shared this publicly.
Speaker:So I want to help a million people to make a
Speaker:bigger difference in the world.
Speaker:So you want to get the message out to a million
Speaker:people. Perfect.
Speaker:Well we can all help you with that because we can
Speaker:share the message that you've just presented here and obviously my
Speaker:podcast will bring you to other people who have not known
Speaker:you yet before.
Speaker:So we'll help a little bit,
Speaker:as much as we can right here and now.
Speaker:How's that?
Speaker:Oh my gosh,
Speaker:thank you.
Speaker:I so appreciate it.
Speaker:And how would people get in touch with you if they
Speaker:want to know more?
Speaker:You can visit my website,
Speaker:the impact driven entrepreneur and there you have access to all
Speaker:my content and see where our community is,
Speaker:the podcast,
Speaker:et cetera.
Speaker:Okay. And share a little bit about what you talk about
Speaker:on your podcast cause I'd love for you to pick up
Speaker:a few new listeners as well.
Speaker:Sure. So the podcast is all about how you can scale
Speaker:your business with a six figure group program.
Speaker:And so I know we haven't really talked at all about
Speaker:group programs,
Speaker:but basically something that you're and coaching Your audience through and
Speaker:really just helping them support,
Speaker:supporting them along the way.
Speaker:Okay, so that's your area of expertise and what you really
Speaker:drive into in terms of your work with your clients.
Speaker:Exactly. Perfect.
Speaker:Wonderful. Well thank you so much.
Speaker:This has been a fabulous conversation.
Speaker:I really love the idea and gift biz listeners.
Speaker:Now I'm giving you homework.
Speaker:I want you to pick one of these five and put
Speaker:it on your vision board or make yourself a screensaver for
Speaker:your phone or something so that you can really take to
Speaker:heart one of these five and help it move you forward
Speaker:with your business.
Speaker:Marianna, I thank you so much.
Speaker:I've really,
Speaker:really enjoyed our conversation today and I appreciate all that you've
Speaker:shared with my listeners here on the podcast.
Speaker:Thank you so much for having me.
Speaker:Sue, isn't it amazing how it sounds so doable to sell
Speaker:something that we fear,
Speaker:but the way Mariana talks about it in terms of being
Speaker:a service versus being something that's aggressive and forceful and pushy.
Speaker:When you change your mindset about this,
Speaker:I'm confident that this is something we all can do now.
Speaker:Service-based selling happens after you have customers already coming to you,
Speaker:but how do you attract those customers in the first place?
Speaker:That is the topic of the podcast next week and I
Speaker:guarantee you you do not want to miss it until then.
Speaker:Have a wonderful and productive week and I'll catch you next
Speaker:Monday on the gift biz unwrapped podcast.
Speaker:I want to make sure you're familiar with my free Facebook
Speaker:group called gift biz breeze.
Speaker:It's a place where we all gather and our community to
Speaker:support each other.
Speaker:I've got a really fun post in there.
Speaker:That's my favorite of the week.
Speaker:I have to say where I invite all of you to
Speaker:share what you're doing,
Speaker:to show pictures of your product,
Speaker:to show what you're working on for the week,
Speaker:to get reaction from other people and just for fun because
Speaker:we all get to see the wonderful products that everybody in
Speaker:the community is making.
Speaker:My favorite posts every single week without doubt.
Speaker:Wait, what aren't you part of the group already?
Speaker:If not,
Speaker:make sure to jump over to Facebook and search for the
Speaker:group gift biz breeze.
Speaker:Don't delay.
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I agree, that those things are needed when trying to be good firms but also, when trying to figure out oneself what to do in life. Because with an appropriate mindset, the challenges we go through do not seem that menacing that much. Do not get me wrong. Some can still be a risk to someone’s health. But when looking at history and looking at what humans did in general from building things that were considered crazy back then to us no going to space, that can shed some light to what is possible when teaming up with others and also doing your own job too. Good podcast for revising all the subjects covered here.