The following is an excerpt of an unscripted conversation between Ashley Guberman and Jennifer Stengle, of Golden Harmony Concierge.
Jen: The other thing I’d like to do is figure out how to approach more communities … Without coming across really salesy
Ashley: Part of what is associated with being salesy is “all I really wanted to get a client. This is about me.” And you know cognitively that’s not going to work. You know, cognitively, it’s about service.
However, if you don’t make sales, you don’t have a business.
Jen: I know. I know.
Ashley: And so how do you personally hold the notion of a sales conversation… in a way that is simultaneously in integrity with who you are, with what you believe, and aids your business?
There are people, such as yourself, Jen, who really care about what you’re doing.
It’s not just a business.
Ashley: It’s something that by doing the business you do you get to shine as a human being.
Ashley: You get to live out your values and you get to be of service to other people.
Ashley: It’s personally meaningful and valuable to you.
Ashley: So that’s on the one side. And on the other side, there are people who absolutely need your services. And for lack of connection to you, their needs go unaddressed, underserved, and they suffer or struggle.
And unless you can build the bridge between you and your passion and the people who need you to take care of things, then your business dies and they go underserved.
Jen: Wow, that’s really… Yeah. That’s a great perspective.
Ashley: So that’s the leap that I need for you to make when you talk about, “I don’t want to be salesy.”
Ashley: You [get to] talk about your business as an expression of the care you have for those you serve.
And if someone wants to hire you. Great.
Ashley: You talk about what you do so that those who need your services know where to turn.
And if they hire you, great!
You clarify your message and have your staff be able to speak your [StoryBrand] one-liner so that you can make a connection in the hearts and minds of people you serve without feeling like scum because you’re pushing something. Because you’re not.
Jen: Yeah. Right. No.
Ashley: You are making them aware of something that they will value.
Ashley: And this isn’t just marketing hype or…
Ashley: When you can do this with integrity and connection to what you care about, [then] sales and marketing become a non-issue. It all goes back to having conversations about what you care about.
That’s why clarifying your message and the StoryBrand approach is so phenomenally important. It’s not for the purpose of a technique. It’s the for the purpose of making a genuine connection.
Jen: Yes! I really want to be able to listen to this again because there are so many things you’re saying that I want to write down because there’s a lot of things like this that I need to also remind this staff.
Golden Harmony Concierge offers trusted companions who assist you with living independently as you age at home.– Golden Harmony Concierge
We help you with errands and companionship so that you can age at home and preserve your freedom to enjoy life.