Are you holding yourself back from making big changes in your business because you’re afraid to lose sales? Or that people won’t be able to find you online?
In today’s episode I’m chatting with Kristin Arilus, founder of The Foreplay Factory, about not letting fear hold you back, seducing your audience, and taking your customers to the boom boom room–metaphorically speaking.
And, of course, Kristin is one of the speakers at The Content Experiment Summit starting March 15, 2021. Registration is now open!
Tune in!
Mentioned in This Episode
About Kristin Arilus
As a Navy wife, Army vet, and mom of two toddlers, Kristin Arilus prides herself on being a creative problem solver. She designed her business to help entrepreneurs make business fun, enjoyable AND profitable. As the founder of The Foreplay Factory™, she helps clients automate their sales for predictable revenue using the power of email marketing. Her company offers done-for-you sales funnels and email marketing management to service-based women entrepreneurs.
Follow Kristin on Instagram, Facebook, or her website to learn more about how to seduce your leads, sell your offers, and secure your sales.
Transcription
Abby Herman
Hey there, and welcome to Episode 107 of The Content Experiment podcast, a podcast that supports the idea that content and marketing are ever moving targets in any business. And it’s okay if you don’t feel like you’re doing it. All right all of the time, you have permission to experiment with little tweaks and changes in your content to find what works for you, what increases value for your audience, and what grows your business, and most importantly, what feels good to you.
I’m Abby Herman, content strategist and coach for online business owners who are ready to make a bigger impact online. I firmly believe that success isn’t about what big marketing brands and so called gurus think is the right thing. It’s about you and your business, your lifestyle, and, frankly, your values and belief systems. You get to do business in a way that works for you. If you’re new to the podcast, welcome. I am really glad that you’re here. I work really hard to bring you informative and to the point content because no one has time for fluff these days. And I’m well aware of that. If you like what you hear hit the subscribe button so you don’t miss another episode. If you’ve been here before, welcome back, I would love it. If you would head over to your podcast app, and leave a rating and review. This helps Apple Spotify, Stitcher, all the other platforms and me know that you like what you’re hearing so I can give you more of it. And it helps to get the podcast in more earbuds, which is something that I would appreciate.
Now, on today’s episode, I am chatting with Kristin Arilus, about pivoting making a shift in your business. I think that we’ve all done this once or twice. And I honestly believe it’s a necessary progression in your business and business growth. But sometimes we hold ourselves back from making needed changes, because we’re afraid that sales will dry up and people won’t be able to find us. Well Kristin is going to walk us through her own recent shift and rebrand and tell us how she did it without experiencing a dip in her income, she may have experienced an increase in income instead. And of course, Kristen is one of the speakers on The Content Experiment Summit in March 2021. Talking all about changing up your content and making a pivot without losing income. Let me tell you a little bit about the summit. Before we get into Kristen’s interview.
The summit is for coaches and course creators and features 25 speakers who are sharing bite sized tips and tricks on how to get a better ROI on their time and financial investments and content and marketing. Maybe your content isn’t getting the results that you want. Maybe you’re not leveraging your network with your content or you feel like all this virtual stuff is for the birds, I hear you it’s a lot to consume. And it’s a lot to think about. I just want to tell you that it’s time to stop doing what the gurus and the big name marketing folks are telling you to do and to start doing what works for you. And we have you covered in the content experiment, because we’re going to give you such short and bite sized presentations that you’re going to be able to implement right away.
The free summit features speakers on topics like selling with affiliates, honing your messaging, customer journey, finding your big idea, email marketing, and of course staying profitable even during a pivot and so much more. And a lot of the speakers are people who you may not have heard from over and over and over again, that was intentional by design. I’m hoping to introduce you to new powerhouses that give you permission to do things just a little bit differently. If you’ve been following me for a while, you know that that is really important to me. You can sign up right now at the content experiment comm slash summit. If you’re listening in real time, registration is open now we get started on March 15 2021. And that’s really soon you guys. If you’re wondering who the speakers will be well everyone who has been on the podcast since the first of this year is on the speaker lineup along with today’s guest, Kristin Arilus.
In our conversation again, Kristen, and I chat about building a legacy business nurturing your audience so they feel safe, the value of email marketing, knowing why people know like and trust you and leveraging that and so much more. Now, let me tell you a little bit about Kristin so we can get on to the interview. As a Navy wife, mom of two toddlers and an army vet herself. Kristin prides herself on being a creative problem solver. Therefore, she designed her business to help entrepreneurs make business fun, enjoyable and profitable as a founder of the foreplay factory Love the name. She helps clients automate their sales for Predictable Revenue using the power of email marketing. Her company offers a done for you sales funnels and email marketing management to service based women entrepreneurs. When Kristen is not chasing after her dreams, you can find her chasing her two toddlers enjoying a crime series on Netflix or improving her calligraphy skills. Without further ado, let’s hear from Kristin.
Hi, Kristin, thank you so much for joining me today.
Kristin Arilus
Thank you for having me. I’m happy to be here.
Abby Herman
Yeah, so I already did the official introduction. But if you could share with the audience members, what you do and who you do it for
Kristin Arilus
sure, I help service base business entrepreneurs. And I focus solely on women right now, because of the nature of my pivoting in a direction My business is going, I basically help them do email marketing, management, as well as sales funnels, we’re all about automating the ability to make cells, so that we could truly start stepping into other areas of our business, such as our speaking careers, writing our books, or whatever that looks like for the individual client. Without them worrying about, I’m gonna lose money if I’m not all like in the business all the time. So I’m kind of giving them this freedom to just breathe and live life and step out into the bigger focuses that they have for their businesses.
Abby Herman
Yeah, we do not have to be tied to our computers. 24. Seven as much as it sometimes it feels like we are or It feels like we should be we really truly do not have to be. So I’m glad somebody is teaching that. Yes. Can you tell listeners, how you work with clients, what that looks like, and how does the way you work with your clients help you to live the lifestyle that you want? Sure,
Kristin Arilus
I absolutely implement in my own business, what I teach with my clients, so as far as my clients, they normally come to me when they have already proven that their process works to get clients results, but they’re working mostly one on one. And now they’re ready to leverage into having like group programs or things like automated offers, that’s I will say it. And so what I do is I help them see what their inventory programs and services are, then we figure out how to put that in a sales funnel. So let’s say if they do start a speaking career, they can bring in a group of people at once and not get slammed or overwhelmed and delivering that service. So I help them map out the entire funnel, we do the copywriting for them, we designed it all is basically completely done for you so that they can have that asset in their business to keep bringing in income. So that’s how I work with them. What was the second part of that question?
Abby Herman
How does the way that you work with your clients? How does it help you to live the lifestyle that you want?
Kristin Arilus
Oh, I just feel so free, know how I work with them. Basically, I teach that you don’t have to always mean your business. I know that before, we talked about the fact that I am a military spouse, I have a four and five year old and no family here in California. So I’m doing the whole business thing, basically solo parenting, and kind of, for lack of better words and nurturing my husband, while we’re far away from each other. And I realized I can’t work all the time. It doesn’t make sense. And it’s exhausting. So with me having systems in place for my own business, I realized that I could work 2030 hours or less, and still hit my income goals. And my clients were not able to do that. So that’s kind of what got me into that area. And so living the life that I dream mostly means having a freedom that if my kids freak out today, and like I can’t do anything else, my business can still function my clients are still taking care of man, it’s like I don’t have that mom guilt, which I know is what many women struggle with when they’re first starting their business. Because I have the processes in place to truly still serve my people. And still also be able to be there for my kids when they need me to because there’s no one else locally here that can help them.
Abby Herman
That is so important. And honestly the mom guilt never goes away. I mean, my daughter, I started my business when my I started freelance doing freelance work while I was working full time when my daughter was five or six, she’s 18 now and I still feel guilty sometimes when I know that I’m spending too much time in front of the computer. And then too, you know, at the same time now that she’s older and more independent, it’s like, you know, you as the parent want to have some freedom and to be able to go and do and and you know, it’s a lot easier when you can figure out Ways to not be in front of your computer all the time that is for certain.
Kristin Arilus
Absolutely. And I feel like, you’re right, the mom guilt never goes away. It just changes a little differently. Like if you have the processes and systems in place is not guilt around, these people paid me. But I’m not showing up the way I need to show up because your systems are doing that for you is more so the guilt of Wow, these kids really need me or they want my attention. But they happen to always want my intention in a few hours. I’m working throughout the week.
Abby Herman
Oh, yeah. Like those are the key times that they want your attention, right. And then the rest of the time. They’re like, whatever mom, we got. Funny how that works out. And then if you adjust your time, they’ll just want you during that time, you know, the new the new work time, the new work schedule. So that’s hilarious. We’ll throw you are one of the speakers on the upcoming content experiment summit. And I’m super excited about that. When I reached out to you to be a speaker, you and I got on a call. We talked about the fact that you were pivoting you were getting ready to pivot in your business. And so we talked about, you know what that might look like for the summit. A lot of people are pivoting right now, some of it, we’re recording this in January of 2021. And a lot of people in fact, what’s interesting, I just saw a post on Facebook about an organization that I work with, they have a subscription model, and I’ve been working with them, that they’re closing down their brick and mortar side of their business and going completely virtual. So a lot of people are making big decisions about their business, the way that they’re working with people how they’re supporting their teams. I mean, you name it. Can you talk a little bit about why you does and you have a different reason for pivoting. But can you talk a little bit about why you made a pivot because I do eventually want to go in during this conversation, I want to go into what that actually looks like during the pivot. So can you share why you decided to make a pivot what you were doing and what you’re doing now?
Kristin Arilus
Yes, so I decided to pivot for lack of better words, because I grew up COVID was like a incubator that made the younger version of myself grow up, meaning I am going to be 27 next month, I’m super excited about you know, making, it’s a new year, but I was operating my business like I was still in college, meaning I kind of let my clients have even though I was an expert, I kind of let them have control over how things were going to be run because I didn’t want to offend them. In some ways. by speaking up, I know that I’m more out there bowed, holding people accountable. And COVID basically made me like, okay, girl, we’re in the middle of a pandemic, you have to raise these kids, you have to build this business, you need to grow up and start doing things the way you need to do on otherwise, you’re gonna drive yourself crazy, and you’re not gonna have time for yourself.
And that’s what started happening. And it really amplifies the fact that I was not putting myself first norne COVID last year in 2020. And so what got me to decide to pivot was when I started growing up, the way I was playing it is I feel like my energetic, like the energy that I was giving off no longer aligned with the clients I was working with meaning I was working with people that was wanting to make money in their business and you sales funnels, Jessica love a little better lifestyle. But when I grew up, and I’m doing quotation marks, since you all can’t see me, I realized I don’t want to do that I want to work with the people who have the goal to build a legacy business like this is not just something for fun. This is something that they want to build, that can last 510 15 years that they could possibly pass down to their children, and build what I call generational wealth. And when I started trying to talk to my clients about their long term goals, no one had thought about it because they were not at that point in their business. And it made me realize, I felt like I was giving people the fish instead of teaching them how to fish. And I started having this like crisis point within myself, like, how am I truly helping these people make money? Because I’m just hoping to make right now money but not something that can truly change their lifestyles. And so with that, I started thinking about what do I want? What kind of impact do I want to make? And that took me from being the person that can help people automate their systems and whatever they’re doing in their business, too. I really wanted to make sure we were going deep with our clients. And so I decided how can we go truly deep with people and I decided to pick email marketing.
So I went from like automating everything like I was doing dubsado automations and click up automations and social media setups, all kinds of things to just focusing on email marketing, and sales funnels, and really focusing on that intimate relationships that people have to have with their clients to nurture them to make the sale. I guess that’s a long story to like, kind of like I mean, to this point, I wanted to grow up, and I wanted to build something for my own business that I could potentially pass down to my daughter. And because I started thinking on that level, the clients, I had no longer fit. But I also realized, for me to do that for a client, it was gonna cost a pretty penny. So it didn’t make sense to work with the people who didn’t have that big long term dream of this is what I’m going to do. Because they wouldn’t want to make the investment for something they wouldn’t have two to three years from now. Mm hmm.
Abby Herman
Yes, so true. Okay, so the way that you grew up and made that shift in your business, though, you have a fun little play on words, can we just talk about it for a minute? Because I just think it’s when you told me and I was like, really? much fun. Can you share what the name of your business is and the community that you have?
Kristin Arilus
Yes. So I started off as monetize Mama, because I was focusing on helping these moms build businesses. And now that I think back on it, that name really reflected people who are just trying to build a side hustle. And I evolved into the foreplay factory. And I decided on that name for many reasons. And some of those reasons include, if you think about like an intimate relationship with your spouse or your significant other, what we tend to do is we have to set this mood, it’s like there’s certain vibe that you have to set where both people feel comfortable, but people feel safe and protected and taken care of, you’re nurturing each other, you’re making sure that you understand that person’s needs, and they understand your needs. And it was just like this whole vibe, that I was thinking, I would love that if I had a relationship with a client. This is the vibe I want, I want the nice mood, the lights, the candles, the chocolate covered strawberries, I want them to woo me. And I was like gonna invest with somebody else. But then I also added, like, that’s how the word foreplay came in. But then I decided to add the word factory, because I want us to be able to automate that mood. That’s what helps us or allows us to step away from having to build a business hands on, so that we can start scaling our business and stepping into other areas of how we can support our clients. And so combined, I was like, Okay, I want to help people set the mood for their clients, but then eventually automate it in a way that the business can run itself without the owner or the founder of the business. And so I came up with the floor plate back three.
Abby Herman
So clever, I love it. I’m upset with myself for not thinking about thinking of that first. I think it’s great. So talk to us a little bit, I’m going to like continue on this path. I want to get back to the pivoting. But first because you brought it up. So talk to us a little bit about that foreplay with the potential client. What does that look like? And I love it, you use the word nurture, which I’m all about nurturing and nurturing your audience. So what does that actually mean? When you add on your website to your talk about seducing your leads? What does that mean? Like? What should we be doing? To get our leads our podcast listeners, our people who are reading our blogs, our followers on social media, what should we be doing to nurture them to seducing them, to getting them into onto our list so that we can get them into our funnel?
Kristin Arilus
Sure. So here’s how I’ll explain it. I realized that when people come to me to get their sales funnels bill, they’re all about how do I attract new people to come in, so that they can buy my products and my services, but they don’t really think about the fact that you’ve been doing this business for a couple of years. Now, you have a list of people who like you know, you and trust you, therefore, they’re more willing to spend money on you is actually cheaper, when it comes to like ads and things like that, to nurture the people already there than it is to attract someone new and get them to like and know you because they need that time to actually want to spend money with you, especially if you have offers on the higher end of the spectrum. And so what that looks like is this nurturing people so that they feel safe?
So many people focus on attracting new people to get them to buy but what are you doing to actually get people to like, when I say seduce it’s more like this. Like, I want you to build it. I’m trying to say it without getting too freaky deaky I want you to think about it this way. You know, when you have a toddler, and they want something and you’re in, like, you’ve always seen that mom in the grocery store when the kids want something, and they’re like, I want it and I want it now, that’s how you want your people to feel about you, your products and your services. You want them to be like, I don’t care what I have to do. But I’m going to do whatever is necessary because I want this thing I want this program, this service this offer, whatever that is, in the way that you do that is by making them one, understand what it is they like you have to offer. What’s the problem you solve? That’s the first piece clearly explaining. And when I say problem, I want to clarify this. Sometimes people focus on the symptoms, instead of the overarching problem. So decide, like, Okay, if how you’ve been marketing, are you truly talking about the problem? Or are you talking about symptoms, and they’re like, Yeah, but that’s not like, cuz you might be focusing on is a symptom. But different people, they experienced their problem differently.
So if you’re only focusing on the symptoms, somebody, it may fly over their head, that you can even help them because that particular symptom is not happening in their life. And so focus on the problem overall, then explain to them or let them know you have a process to get them results, that they’re not the first person for you to help, like, show them that proof that you’ve done this before. And how they’re experiencing this problem is not new to you. And then the last part of that is, explain to them why you’re the unique individual that can help them what makes you different, what makes you them investing in your program or service then out and truly get them results. And so more than likely, some people don’t do any of that they’re focusing on, here’s what I have to offer come by it. By no point, are they seducing quote, unquote, the person letting them know that they can truly help them? It’s like, how do you say if a guy was gonna ask you on a date, instead of him asking on a date, he’s like, hey, let’s hit up the bathroom first, know what to do to buy you a nice dinner, you want to get dressed nice, you want to go to this fancy restaurant, you know, outside of COVID times, but you want to go to this fancy restaurant and you want him to woo you, you want the conversation to be good. You want, right? It’s all of these things that you’re going to want, before you feel comfortable, even jumping that fast into that next step. And that’s what so many people don’t get or don’t realize, like, it takes time. However, having an email marketing system or a funnel in place, it collapse that time, if you do it in the right way, where I’ve had people come into my world just met me a week ago, and they’re already spending upwards of six to 9000 with me.
Abby Herman
And so how do you do that? What are some ways that you can, I guess, speed up that process of you know, wooing somebody to you know, getting them into the bedroom?
Kristin Arilus
Before we hit the you know, what they call it the boom, boom, boom, boom, room, here’s how you do it. You want to focus on making sure that one, they understand that you even have something to buy many of the people that come to me, I like I will check out their social media and no point are they actually directly asking the person for the date for the like, Hey, here’s what I have to offer. Are you open to learning more about how I can support you? It’s like, sometimes people think that if they post people are just going to magically say, yeah, that’s me, I’m ready. Mm hmm. Instead of are you actively going out there and letting people know like what I call direct outreach, meaning, if you know, you could solve a problem, and you see someone on your newsfeed or social media or in a conversation somewhere online saying, Hey, I have this problem. Don’t ignore them. Invite them to having a conversation with you. And you could do that by either asking literally straight up, Hey, are you open to getting on a call to see how I can support you? Or if it’s not a good time to do that, just invite them, Hey, I have a resource that can help you. And that can be your opt in to get them on your email list and having some type of sequence what I like to call a welcome sequence in place to help them trust you like you and know you. Mm hmm. Did I answer your question for you?
Abby Herman
Yeah, they’re welcome. So let’s talk about the welcome sequence a little bit because I know that that is so important. What are some ways within the welcome sequence within that those nurturing pieces of content so the nurturing emails, what are some things that we should be including in those to make sure that we are fully educating our audience on who we are, what we do, who we do it for what our solution is, without feeling like we’re pushing it on them, because I know when the welcome sequence, that’s where people are just starting to get to know us. They don’t really know I was very well. And you know, we’re still in the, you know, early stages of dating. So what should we include? So that we’re kind of putting ourselves out there but not being really pushy?
Kristin Arilus
I’m actually going to challenge you on that question. Here’s the entire purpose of getting somebody on your email list is to push you. Here’s why. So many people think, Oh, I have to give, give, give give in order to get the sale, and they never get around to asking for the sale. And so I don’t believe and waiting for that right moment. Because some people come to you truly in pain ready to get an answer right now. So I recommend having a balance, meaning in that welcome sequence, like what I usually do on the first email is you inform them, inform them, what your company is, how you can support them, and what they can expect now that they’re on your email list. But I am not shy about also including an email, if you’re looking for help, right now, here’s how you can get started with me.
And having a link to booking ourselves call or having a link on where they can go and buy that thing initially. Because some people, it’s like, you probably warmed them up on your social media they got on your email list, they’re warm, they’re ready to buy. But if they have to wait five emails for you to invite them to the date, you may lose them because they’re in much, they’re in pain, and they’re ready to buy right now. So find that balance, tell them what it is that you have to offer, what they can expect on your email list, and then actually invite them, Hey, if you’re looking for a solution right now to this problem, here’s the link on how you can get started. The second email I normally do is I do a like educational series, meaning I include information about like, what they may be experiencing and the pain that they may have. Right now, I want to give an example because I don’t want to make it sound too vague.
So here’s an example. Let’s say if someone’s struggling with productivity, and I’m a productivity coach, in that second email, I’m going to explain to them the symptoms they’re experiencing, they’re exhausted, they feel like they’re running out of time, they feel this, this this, and I’m gonna give them a quick win. I’m gonna give them one quick thing, one quick change your tweak that they can make that give them a quick result, anybody Wow, that actually helped me, and I spent no money with this person. My third email, I’m going to send them testimonials, it’s going to be like, here’s where these three or five people were before working with me. And here’s where they are now. And I’m going to do it in a way that, regardless of where they are, they could potentially see themselves in a different examples that I provided. And so like, it’s literally in just those three emails, you’ve let them know how you could help, and how they can literally jump on a call with you so that they can fast track that result of getting the problem solved. You’ve also explained to them or giving them a quick win, so they can see you Wow, she was willing to give me that, like, help or support me, and I didn’t make any money yet. And then you also even provided them with some case studies are proof of work as, like testimonials, explaining, I know what I’m doing. And here’s the different people, I’ve been able to help with this same problem. And then all of those emails, literally invite them on where they can go to get started. I’ve seen a lot of people come through and actually invest, or at least book the sales call for some clients, right there in those first three welcome sequences, because we have to remember not everyone is going to be 100% ready to buy in that moment. And that’s why we have those emails laid out the way we do. But some people do come to you extremely ready to buy, and we don’t want to forget about them.
Abby Herman
I agree with you on. So one of the things that you said was like making that ask, you know, really early in your welcome sequence. And I mean, you know, the longer the welcome sequence goes on, the less likely people are to open those emails, you get much higher open rates at the very beginning. So yes, deliver the thing what however they got onto your list, and then, you know, nurture them, give them some value and then make an ask and I often recommend to clients that they make an ask to a low priced offer to kind of validate them are these people who are ready to get their cards out and to buy something.
Kristin Arilus
So absolutely Show Me The Money, honey, well recommend that to most clients, like don’t even have a freebie offer that people can get on your list for free. offer something that’s between a price of $17 to $97 as the first entry point of how people can get in and maybe what you do is you have at that price point, and maybe if you’re speaking on someone’s podcast, or you’re speaking at an event, you can offer that if they, you know, let you do something paid, if not still offer that theme, but maybe give a coupon code, where they see that, hey, this is what I would have paid. But with this coupon code, I was able to get it for free, or at least pay $1 for it or something. But you do want it like the people who spend money with you when they first meet you. Technically, those people are more likely to buy in other levels, because you can see that they’re ready to get their problem solved. compared to if it was completely free. Some people are freebie seekers, and that’s okay. But they can also get their free stuff in your Facebook group, watching your live videos consuming your content on your social media. That’s where you’re already given stuff for free. So you can literally have an entire funnel or process that the only way to get on is by offering or purchasing something that’s paid. Yes.
Abby Herman
Yep, that is true. There are people who that’s all they want is the free stuff. They will never spend money with you. And you know what, Yeah, I agree. Let them get their free stuff and bless them and send them on their way. And then focus on nurturing those people who have made a low level purchase or you know, low priced purchase. But I like that. Yeah. So let’s talk about, let’s get back to the conversation about pivoting. Because you were able to make a pivot in your business and not lose revenue while doing so. How is that possible? Like how? I mean, I know that you didn’t change a lot, you changed a little bit about what you do. You totally changed your messaging and the way you talked about it. And you said that you were talking about how you grew up. And so you, you’re obviously changing the people who you’re working with. So how do you make that a big change a big pivot, change up your website, change up all of the things without losing income, because you know, like, big secret here that I’m making a pivot in my business, because I’m changing the name. I’m changing the name of the podcast and all of that and rebranding everything, I’m not changing who I work with, or what I do at all, that I am changing, like the outward appearance. So what does that how do you do that without losing any income in the process?
Kristin Arilus
Sure. So here’s what my answer would be.
Abby Herman
And I know that you’re going to share more at the Summit too, so so we don’t want you to give away all of your secrets.
Kristin Arilus
So basically, what I decided first was, what am I pivoting? Are you pivoting? You’re just the audience? Or are you also pivoting what it is that you offer? In my case, I did both. So I niche down what I was automating for clients. And then I decided to instead of working with starter businesses, more established businesses as my audience. So because I pivoted both, here’s what I decided, I decided what my offers were going to be meaning what problem was I going to solve? And then I mapped out if this is the problem I’m solving who does this best fit. And that’s when I realized I was going to a higher level client. And so when I started pivoting, I’ll be honest, I ended up I think we talked about it, I sold almost $75,000 in services in just six weeks during my pivot, and like the highlight of my pivot, and the reason being, I got very direct about what problem I was solving.
I created content that spoke to the people who would need my services. And I was not shy about you know, getting in that inbox and what I like to call shooting my shot and saying, Hey, I have this thing. And I’m pretty sure it will be a good fit for you. Are you open to having a conversation? And I like to use the word open on purpose, because no one wants to say that they’re closed off to something. And so I would say are you open to having a conversation? And when I said that, I realized I was getting a lot more people booking a call with me. And I sold everything in sales calls with no sales page. I feel like a lot of my clients assume that if you’re pivoting, you have to have the website rebranded. You have to have the sales pages up and running. I have nothing I literally had a piece of paper on my desk that explained for me to know what it was that I was offering, what the deliverables were.
And what I truly focused on was making sure the person that was on the other end of the sales call understood that you don’t need to have all of that stuff prepped and when I was on a sales call after people purchase, like I also so I had an 80% close rate on the sales call and of that 80% that close 50% made it up hi On a call and the deposits were at least 2200. And so because of that, after they submit that payment on the same call, I asked them, did you look at my website before we got on a call? almost nine out of 10? People said no. Why? Because it didn’t matter what was on my website, because the thing that I posted on my social media spoke to them. And so my short answer to that is, make the decision on what problem you’re solving, who is that person that needs it. And don’t be afraid to create content that speaks to that person, shoot your shot in the DM, and make the sale on the call. Because you are the best sales page. If you waste and I’m gonna say waste, if you waste time building out a new website, building up a sales page, to be honest, you’re wasting time. Because what I realized is, if I would have taken the time to do all of that upfront, everything would have been wrong. Because the sales calls gave me the exact wording, I will write down what the person said on the call, that gave me the exact wording for the people who actually purchase that I then went back and incorporated that onto my website.
Abby Herman
That is so good. Because I mean, like I don’t even know where to start. So yes, people will put off trying to make the sale until the course is completely done until the website is completely perfect until they have the amazing launch that they have planned. Don’t like just do it, just put it out there and start doing it. So I mentioned so I’m changing my branding, I’m changing the name of my business, I’m changing everything, changing the name of the podcast, all of that. And I have someone working on the website for me, I have someone working on graphics for me. But I’m also starting to put it out there already. Because I’m already promoting the summit, I’m putting stuff about the summit out there, I have some of my emails that are going out have the new branding on it, not all of them. But some of them do. And as time goes on, so we’re recording this in the middle of January of 2021. The summit is about two months from our recording date. I’m already putting that stuff out there because I know that March 15, when the sunlight comes, everything is switching over. And I’m not I’m not making a big deal out of it is just going to happen. And there’s gonna be redirects going on and all of that I don’t have to have the big giant launch. You don’t have to launch this big thing. It doesn’t all have to be perfect. It doesn’t all have to be set up. Exactly. So you just do it. And I love that you did that. And you were able to make you didn’t have the sales page, you just made the sales.
Kristin Arilus
That’s perfect. That’s exactly what we should be doing now taking massive imperfect action. And as long as you know, okay, so I’ll say this, in many of the sales calls that I had, people didn’t ask, oh, well, how many calls Am I going to have? How many times can I email you? They didn’t care more so about the features of my offers. They cared about the benefits. So I can understand what problems like on a sales call, understand what problems they had, and then incorporate Okay, this is the problem you’re seeing? Well, this portion of my program is going to address that. And here’s what you’ll walk away with. When I was able to explain that to people. There was like, it just made the sell so easy. Yeah.
Abby Herman
Because you’re finding the right people, you’re finding the people who are connecting with you because of what you’re putting out there to the universe. And so those are the people who, yeah, you’re finding exactly the right people who are ready, and they’re ready to have their problem solved. And I think that maybe sometimes we get inside of our own heads a lot. And we think, well, I care. You know, I care how many calls there’s going to be and I care about the connections, but really, they want the transformation and you’re the expert to your the pro to you know, give them that transformation. So they trust you to be able to do that.
Kristin Arilus
So and I’m not saying this wrong to know what those are actually recommended. in case somebody does ask you, I only have one person, I think I close 13 people during that time to make the 75,000 and a few of them were just one off projects, but of the 13 only one person acts for those specifics. The rest of them just really was like I just want my problem solved. Right. And so I realize this, you can know what it is that you want to offer. The only thing I will ask you not to do is overcomplicated and spend too much time trying to figure it out because after you actually get people to say yes and they start like working with you. You’re going to realize that you may need to take some things away because you’re trying to add too much to it. Or you’re gonna realize you need to add some things in that you never thought about. So those actual deliverables are the things you need to touch on is going to constantly change with a new offer, as you get more clear on what’s needed to deliver the result.
Abby Herman
Yes. So you have a challenge that actually, as we’re recording this, it started like today. But you said that it was going to be available later on as well. It’s called the foreplay challenge. fo you our play challenge. Can you talk a little bit about that, and how people can get access to that so they can start to learn how to nurture and and seduce those people who are coming to them?
Kristin Arilus
Sure, I realized, as I have been doing sales calls with people to build out their funnels, I helped set up their businesses to automate their sales, many people either did not have have active email list that they can really sell to, or they just didn’t know how to nurture them. And so I decided what better way then to really set the mood by having a foreplay challenge and plan and send it, where I’m teaching people how to build a brand awareness, and truly nurture the audience that they want to serve. Meaning if you have an email list, but the people are not mine, it’s probably because you don’t know how to set it up to monetize your email list is like a very simple fix. And that’s kind of what we touch on in this challenge. I’m giving people scripts, and like documents and things that they can do to truly set up their email marketing, to sell for them. You’re spending all this time and energy attracting new people. Make sure you’re nurturing them on the back end. So they continue to keep buying from you.
Abby Herman
And what is the How do people find that? Where can they go to sign up?
Kristin Arilus
You will go to the foreplayfactory.com/challenge.
Abby Herman
I am really excited to have you share more during the summit on March 15. And if you are interested in getting on the waiting list right now, for those of you listening, it’s the content experiment.com slash summit. Kristin Can you share where people can find out more about you and your programs online?
Kristin Arilus
Sure, you can go to the foreplaychallenge.com. That’s my website. Or you can find me on Instagram or Facebook under Kristin Arilus. And I just recently launched a Facebook group called the Client Seduction Lounge. And in there, that’s where we’re hosting the challenge. And we’re basically making sure that we’re seducing the people that want to work with us so that it can be at ease. Yes.
Abby Herman
I love it. Thank you so much, Kristin.
Kristin Arilus
Thank you for having me.
Abby Herman
So much goodness, right. And I just love Kristin’s new business direction. If you’re not following her, you should. She really showcases how you can take something steamy and attention grabbing and make it not dirty, but fun. I can’t wait to learn more from Kristin at the Content Experiments summit. You can register right now at the content experiment.com slash summit. We get started on March 15. And if you are listening after March 15 still come and join us if the summit is over, you can sign up for the waiting list. If you found value in what you learned here today. Be sure to share it on social media. Take a screenshot of the episode on your phone and share it over on Instagram stories. tag me at Abby Herman and add the content experiment. The more you share the more we can get the podcast into the hands of more business owners just like you who needs to hear the message that they are not alone. Until next time. Take care.
Transcribed by https://otter.ai
