Podcast Summary: Courage & Clarity Episode 118 - "The 4 Most Powerful Words in Sales (That You're Probably Not Using)"

Introduction

In Episode 118 of the Courage & Clarity podcast, host Steph Crowder delves into a transformative approach to sales that challenges conventional passive marketing strategies. Released on February 24, 2025, this episode titled "The 4 Most Powerful Words in Sales (That You're Probably Not Using)" offers entrepreneurs actionable insights to enhance their sales processes by leveraging direct personal invitations.

The Power of Direct Invitations Over Passive Marketing

Steph begins by addressing a common struggle among entrepreneurs: reliance on passive marketing tactics such as email blasts, social media posts, and podcast episodes. While these methods are effective to an extent, Steph emphasizes the need for balance by incorporating direct invitations to engage potential clients more personally.

"Passive marketing instead of direct invitations. I've definitely talked about this here on the podcast before, and I just want to come right out and say there's nothing wrong with more 'quote, unquote, passive' marketing strategies."
[00:04]

She clarifies that passive marketing is about pushing out messages, whereas direct invitations involve pulling people in through personalized outreach. The key is to integrate both strategies to maximize engagement and conversions.

Introducing the Four Powerful Words: "I Thought of You"

The crux of the episode revolves around the four powerful words Steph champions: "I thought of you." She introduces these words as a simple yet profound tool to make personal connections that drive sales without appearing desperate or pushy.

"Pop quiz. What are the four most powerful words in sales? Jeopardy. Music. Okay, if you said 'I thought of you,' then you would be correct."
[02:30]

Why Personal Invitations Matter

Steph explains that many potential clients are already interested but are awaiting a personal invitation to take the next step. Without this direct outreach, their interest may stagnate, leading to missed opportunities.

"Many people are interested; they're interested. They're sitting there with interest, and they just need to be invited in some cases."
[08:15]

The Sales Bar Analogy: Drawing Parallels with Dating

To illustrate her point, Steph employs the "sales bar analogy," comparing the sales process to initiating a conversation at a bar. She highlights the courage required to make the first move, reinforcing that taking initiative is crucial in both sales and personal interactions.

"What if you had the courage to walk across the bar, walk across the room and say, 'Hey, I wanted to talk to you. You seem cool. Do you want to go on a date with me?'"
[15:45]

This analogy underscores the importance of stepping out of one's comfort zone to foster meaningful connections that can lead to sales.

Personal Success Story: The Impact of "I Thought of You"

Steph shares a compelling personal story demonstrating the effectiveness of her four-word strategy. She recounts reaching out to two one-on-one clients who had attended her webinar but hadn't taken further action. By personally messaging them with "I thought of you," she successfully converted both into ongoing clients.

"I thought of you because of all of the progress we've made together, one on one. And I wanted to make sure that you knew that you were personally invited. I'd love to have you there."
[21:30]

This anecdote serves as tangible proof of how personalized invitations can overcome barriers and build stronger client relationships.

Practical Steps: Homework for Implementing the Strategy

To help listeners apply this strategy, Steph outlines a two-step homework assignment:

1. Create a List of Interested Individuals:

   • Compile names of people who have engaged with your business in any form—webinar attendees, email interactors, social media engagers, past clients, etc.

   "Write a big old list of people."
   [27:00]

2. Personalize and Reach Out Using "I Thought of You":

   • Craft personalized messages incorporating "I thought of you" to invite these individuals into your offerings.
   • End the message with a question to prompt a response, such as "Does it make sense for us to talk?"

   "Hey, [Name]. I thought of you because [personalized reason]. I wanted to make sure you knew about [offer] because I think you'd be a great fit. What do you think?"
   [29:15]

Overcoming the Fear of Rejection

Steph acknowledges the fear entrepreneurs may have about seeming desperate when making direct outreach. She reframes rejection as a natural part of the process, encouraging listeners to view personal invitations as inclusive and respectful rather than pushy.

"What is desperate about that? What is desperate? It's inclusive. It's loving. It's, you know, it's courageous."
[34:50]

Conclusion: Embrace Courage and Clarity in Sales

Steph wraps up the episode by reiterating the importance of taking the first step in sales outreach. She urges entrepreneurs to adopt the "I thought of you" approach to unlock new opportunities and foster deeper client relationships.

"You gotta have the courage to be the one who makes the first move."
[43:10]

She invites listeners to implement this strategy and share their experiences, reinforcing that personal invitations can significantly enhance sales outcomes without compromising authenticity.

Final Takeaways

• Balance Passive and Direct Marketing: Incorporate both strategies to engage potential clients effectively.
• Use "I Thought of You": Personalize invitations to make clients feel valued and recognized.
• Take the First Step: Overcome fear by initiating contact, understanding that rejection is not a reflection of worth.
• Implement Practical Steps: Create a targeted list and reach out with personalized messages to convert interest into action.

By embracing these principles, entrepreneurs can transform their sales processes, fostering meaningful connections that drive sustainable business growth.

Notable Quotes:

• "I thought of you are the four most powerful words in sales." – Steph Crowder [05:50]
• "It's like they had that. They're sitting there thinking, you know what? I did want to join." – Steph Crowder [11:40]
• "What is desperate about that? What is desperate? It's inclusive. It's loving. It's, you know, it's courageous." – Steph Crowder [34:50]

Resources Mentioned:

• Foundational Sales Training Program: Same Day Sales
  Learn more at stephcrowder.com

Connect with Steph Crowder:

• Instagram: @StephCrowder
• Email: Respond to any emails received from Steph for further engagement and support.

This episode serves as a valuable guide for entrepreneurs seeking to enhance their sales strategies by fostering genuine connections through personalized outreach. By implementing the "I thought of you" approach, listeners can expect to see increased engagement and conversion rates in their businesses.