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Courage & Clarity
122: How Aiza Transformed Her Business (and Got Fully Booked) with Same Day Sales
00:31:11
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- [00:00]
Steph Crowder
Hey there, my friend. I got a quick question for you. Are you making sales way harder than they need to be? If you're anything like my clients and a lot of the listeners I've been talking to, I'm willing to bet the answer is yes. Maybe you've been overthinking your offer, wondering where to find customers, or struggling to actually get people to say yes when you do talk to them. If you resonate with that, I've got something awesome for you. I'm hosting a free live training called 3 Simple Steps to Get a Sale in 24 Hours. Anytime you want one. During this training, I'm going to walk you through exactly how to stop spinning your wheels and instead just make money fast. It's happening on Wednesday, March 19 at noon Eastern time. No complicated launches, no ads, no audience required. Just a simple, repeatable way to turn your conversations into cash. You just have to go to StephCrowder.com webinar get all signed up again. That's Steph Crowder.com webinar it's going to be awesome and I can't wait to see you there. Welcome to the Courage and Clarity Podcast. I'm your host, Steph Crowder. I'm a former sales training director who's helped thousands of entrepreneurs earn a living doing something they love over the past 10 years. On your journey, you'll need the courage to be bold, to to take risks, and to do what looks crazy on paper. You'll also need the clarity, the brass tacks, simple strategies that actually work. And on this podcast, we deliver both in equal measure. Oh, and by the way, we've got absolutely no time for bs, gross marketing tactics or get rich quick schemes. Just sustainable business strategies for good humans with big dreams. If that sounds like you, you're in the right place. We'll. Let's go. Isa. Welcome to the Courage and Clarity Podcast.
- [01:55]
Isa
Thanks. It's great to be here.
- [01:57]
Steph Crowder
I'm so excited to have you. All right, tell us a little bit about you and your business.
- [02:03]
Isa
Cool. So my business is Studio koia, and I call myself the Brand Shet, which is basically a brand designer. I help online service providers and brand their business and their signature offers, and basically they are in their current brand and their branding's not doing justice to their authority and their expertise, and they feel like they need a brand that mirrors their growth and they want to break that cycle of proving their worth. And that's where branding comes in and I help them revamp it, both for their brand and their offers to make sure that they get there and then have their clients actively seek them out and get high quality leads.
- [02:48]
Steph Crowder
Amazing. I love it. Now you are in my same day sales program. You've been in same day sales for almost a year. You were, you joined the very first round that we opened. Really coming, coming up on a year ago, it was year on the wall time. I opened up this idea and we got started in January. So if you could, I'm really excited for everyone to hear, you know, everything that you've been able to create over this past year, what you've gotten from the experience. But if we were to kind of start by rewinding the tape to, you know, what is it December of 2023, when you decided, you know what, I'm gonna sign up for same day sales, where were you in your business and what made you make that decision? Why did you, why did you come join us?
- [03:33]
Isa
So I have been a long time listener, follower of everything that you do. And last year I was actually just checking my socials and I was in a space where I didn't feel like I was confident about my own brand and my own branding. So like, that's the irony right there. And then I went on, you're on the wall, you could see behind me. If you're on video, you can see I have my year on the wall behind me. And basically I wanted to figure out how to get more sales. That was my main draw. I was working in kind of a slight retainer format with some clients, but also piecemeal project based clients and work from years. Like I've been, well, I've been, I've just turned six, so I was doing that five years before that. I was kind of dabbling in the branding space, but then I didn't really know how to build a solid offer from it. I was like trying things out, but it wasn't quite working. So that's when I decided after doing a year on the wall, and I was like, okay, let's just take the leap and see what can come out of it and what I need to be doing and what I can change to make sure that I'm moving in the right direction and also working the way I want to work. Because what I was doing wasn't the way I wanted to work.
- [04:55]
Steph Crowder
Can you say more about that? What, what about the way you, you were working before was not the way you wanted to work?
- [05:01]
Isa
So because I had some retainer clients, some project based clients, I felt like I was on a hamster wheel of trying to get More projects, first of all. And then also being tied to my laptop and, like, being at clients beck and call. So just because they were on a retainer, I felt like, oh, I need to check my emails all the time and I need to come back and just see, oh, did someone say something on Slack? Like, that was the kind of mindset and also, I guess my mentality around it, oh, I just need to be there. So it was basically me tying myself through things, which I didn't want to, and it also stopped me from having the time and putting the energy into figuring out how I wanted to work and how I wanted to move forward. Mm.
- [05:51]
Steph Crowder
Okay, great. So you joined same day sales. We're gonna talk a lot about this experience, but I'd love to hear. Let's kind of. Maybe we'll go sort of straight to the punchline and then we can, you know, talk about how this happened, but share with us what you've gotten from this program. I know it's been a year, so there's. I feel like thinking of you and the coaching we've done together and the wins that you've shared. There's a lot of different things that have happened for you. A lot of different learnings, a lot of light bulbs, I think have gone off. But when you think about results that you've gotten in this program, what. What comes up for you?
- [06:26]
Isa
So I think it took me a while to get into it, to figure out what I wanted to do, but once I decided to dive into it, which was actually around June, July time, to be honest, I was like, okay, yeah, this curriculum, I kind of binged through it. And then I was like, okay, I'll slowly try to figure out what I want to do. But then, because I had an idea for an offer in June, July time, I was like, okay, now I have something to grasp onto and to actually run it through the same day sales program, which is the offer oven where I brand signature offers. So before, I just kind of saw myself as like, oh, I do branding. Like the overarching like, oh, I do branding for businesses. But then once this happened, once I had this idea, I was like, okay, I can use same day sales to, like, test it with people to see if people are resonating with actually, you know, having this. Okay, branding. Your signature offer. What is that? So that's where it all came about. And then I kind of got the idea, ran with it, developed like this service in its own little tight little package through going through the steps that are in the program.
- [07:42]
Steph Crowder
Yes. Okay. Awesome. Let's talk about this. So you have this idea for offer oven. Um, how did that idea come about? Do you remember how you thought of that or where that came from?
- [07:52]
Isa
Um, so I had the branding sprint already. So the offer oven is a seven day sprint. Um, and I have one for kind of branding the main business, which is called the brand kitchen. Um, and then I was like talking to people and a lot of people had branding and a lot of people in my sphere had group programs and courses that they were developing and running through. And I just saw that gap of like, okay, well they have that. But can it stand on its own two feet? And like, how can we kind of make it rise to the top and be on top of people's minds and differentiate it from another coaches course or like another copywriter's program? Like, how do we make sure that it really stands out? So that's where it came from and how it started.
- [08:48]
Steph Crowder
I love it. Okay, I just want to point out for our dear listeners real quick. You know, we talk a lot on this podcast and I certainly talk a lot in my coaching about the power of creativity in business. And I just want to point out what Isa has mentioned here in terms of how she approached, like, okay, how do I be of better service in my industry, right? If everybody's kind of doing like, everyone's sort of going with the flow, I imagine like a big sort of just like school of fish that are all just floating in in the same direction. I feel like one of the things we do in same day sales is we, we approach it from another angle and say like, okay, well what could I do? Sometimes we even play around in same day sales and ask questions like, what could I do that hasn't been done before? Or what could I do that's a little bit off the wall or a little bit different? And we're going to get into this piece next, but it's all guided by conversations with real people. Because when you're not connected to your real clients and customers, the real people out there, I don't think these ideas, these, like a lot of times if we were to study like the anatomy of a new and different idea, those ideas don't come to us when we're just sitting in the four walls of our office, right? It's, it's. I always say, like, there's this turn of ph when it comes to like getting customer insights, which is getting out of the building, right? Like getting out of your own sphere of influence, talking to real people, studying the marketplace to really understand, like, what is it that they actually need? Where is there maybe a gap or a place that I can come in and be of service. And I think, I feel like that's exactly what you just described with this inception of this new idea of this offer oven. So with that being said, okay, this, this is like the perfect, like you said, that really set you up really well to use the core curriculum of same day sales, which what we do in this program is we take a seed of an idea. That's all you need is like a little quick offer idea and then we teach you how to go. It's kind of like going fishing. We call it dipping a toe, you know, putting one toe in the water stand, seeing if it's gonna work, starting to talk to people. And then through those conversations, not only do we build the appealing offer, but we also get customers that way. So take us there. Once you had this idea, you're like, okay, I think this is an idea that I could like run through the same day sales framework. What happened?
- [11:16]
Isa
So I reached out to people in my sphere, in my network and basically asked them to hop on a call with me to chat through the idea. I wrote a quick notion document of like, okay, this is kind of the, the bones of it. You know, I just kind of wanted to be. Oh, these are the things that I was thinking.
- [11:38]
Steph Crowder
So not even a sales page?
- [11:39]
Isa
No, no, no, no sales page, nothing. I think that's like the one big thing that I learned from same day sales is ask for like me to qualify your idea. So I had an idea. I wrote a quick outline and then got out and started to speak to people who might be interested or asked people if they knew anyone who could be interested in this offer. I, I sprinkled it everywhere. So I did it on, on social media, on LinkedIn. But I also then reached out to people individually in my network past clients, people that are peers. So yeah, so that's where I got feedback from.
- [12:19]
Steph Crowder
We give a lot of support in the program. So you use the key word that as I've thought about same day sales and it coming up on the one year anniversary of this iteration of same day sales. Right. I really thought about like, there's a lot of people out there teaching sales and I think what our bread and butter and what we specialize in in the same day sales program is using your network, right? Using your current network to find customers and clients that you didn't even know were there. So you use that magic word, that word network. Can you just Speak a little bit to. We give a lot of support in the program just for everyone listening. We show you, here's how to reach out, here's what to say. And I know that sometimes people are like, oh, my gosh, I don't know how I would do that. I don't know if I'm comfortable doing that. Are we talking about hitting up our family and friends and being annoying? Like, what is this? But our clients consistently find, like, I say this all the time to our clients, which is like, we can help you find someone in your current network who is an ideal client for you without being annoying, without being sleazy, without feeling like, you know, you're hitting people up in a way that is unwelcome. So can you just speak a little bit to. Did you have any of those, like, fears and thoughts? And I don't know, how did you deal with that? If so, yeah.
- [13:34]
Isa
So it's kind of going through the program. It reiterated that, like, connections are so important. So when I first started my business, I was like, okay, I don't know anyone. How am I supposed to get any work? And then it started to build when I started reaching out to people. And then you realize, oh, there are more people in my network than I thought and I had.
- [13:58]
Steph Crowder
And.
- [13:58]
Isa
And then going through the program, it's about pinpointing where to go, especially when we started to run out of ideas. You know, you and Kami were like, okay, well, try this, or have you looked here? And I really found that really helpful when I didn't know what to say or just got feedback on, okay, I'm going to approach this person this way. Does that sound, you know, too pushy? How. How does this sound like, you know, and, and you guys gave feedback on that. And I found that really, really helpful because sometimes, you know, you just don't know how it comes across. When you, like, write an email or write, right. Something, it's like, is this too much information? Like, am I giving way too much and then bombarding them? Or is this, like, not enough and they don't know what I'm talking about? And I, I also love that it's not like a prescription where you're like, oh, go reach out to a hundred people, right? Like, that's, that's not what it is in the program. It's reach out to the people that you feel like is important or can help you and different angles of doing it as well. Because it might not be a direct client, a potential client that you're reaching out to. It's, they might have other people that could be interested in what you're offering. So yeah, I found that really helpful.
- [15:19]
Steph Crowder
Yeah, absolutely. And we also talk a lot along with that, how to get people in your network to raise their hand to want to talk to you. So we, in the program, we call it hand raisers. Right? And that is a big question I think people often have too, is like, I feel like that's a light bulb for a lot of folks where it's not like we're asking you to call, we never ever will ask you to just cold pitch your friends and family. But it's really about like, how do you put together the enough of the bones of an idea to put it out there and basically ask the question like, hey, does this, does this seem like something that would be for you? If so, like, give me a, give me a thumbs up, give me a hand raise. And then that creates, I think, an invitation to be able to, like to be on even footing and be able to have a conversation with someone who has shown some level of interest. It's like back to that fishing analogy. It's like you've gotten a little nibble, right? It's like the little, little hit on the, on the line so that it feels a bit more energetically, I don't know, equal to be able to have more of a conversation. So that's a huge piece of it as well. Okay. So you have, you know, taken this idea. You went through the same day sales process, you got support from us to be able to like help you figure out, like, who do I talk to and how do I say? What were some of the results that you got as you went through this process? What happened from there?
- [16:42]
Isa
Um, so I got some nibbles. Yeah. Um, I, I think one thing that I wanted to say as well as you were talking through that was that it didn't feel salesy, like, oh, yes, please say more. Super salesy. It was just starting a conversation and in the back of my mind I'm like, what's the worst that can happen? They ignore me or they say, no, I'm not interested. You know, people in my network aren't going to be like, oh my God, what are you doing? Right? It's, it's literally just that. So like, once you get over that, you're. I think the mindset is just like, oh, I'm starting a conversation and if they're interested, they're interested. I am not selling them anything at this point. I am just trying to create something that is useful for people.
- [17:28]
Steph Crowder
That's so huge. We have so many people. Like I would say the vast majority of folks who come into the program are just like, I hate feeling salesy or I'm so tired. Like, I want customers but I don't want to feel salesy. So the fact that you were able to work through that, and I love what you said there, is that it's really about creating interest and creating something that's going to be helpful to them versus like pushing anything on anyone. Once you can get through that mindset, shift, the feelings of being salesy really, really fall away, which I think is. And then you're off to the races. So I think that's amazing.
- [18:05]
Isa
Yeah. So yeah, to answer your question, I basically work. Started working with the client after that. So I did have quite a few conversations and then one took a bite and I went through the process with them just to make sure everything I planned out worked out as well. Especially because it's branding and it's design. I just wanted to make sure that the process works for designing branding for a signature offer. And then after that, that's when I started developing more of the outward facing things like a sales page and content around it and talked about it more. But I also was talking about it while I was building. Mm. So yeah, so that was also something that really generated a bit more of a buzz around the offer as well because I was like, oh, this is what I'm doing. This is a really fun idea that I've had. And then, you know, these were my thoughts around it. So yeah, so that also got some interest as well.
- [19:10]
Steph Crowder
So I love that. So you got, you got an actual client, you got a paying client from having these what we call co creation conversations. And then you're building the offer while you are getting paid. So this is what I love about same day sales is it's like no free labor. Right. We're not sitting here spending hours and hours building sales pages, building programs, building curriculum, building anything without simultaneously getting paid to do it. So you're working with a client, helping this person and while you're actually going through the process with them, you're building it and you're talking about it, which I think this is like becomes like a really cool cycle is like now we've got, you've generated sales content, like sales, you know, things you can talk about that help you make more sales because you're talking about, hey, I'm working with this client, here's what we're doing. And that becomes like I always talk about selling storytelling as a way of selling. So now you're telling the story of working with this client and then like you said, that generates more interest and helps your sales process. So beautifully done. I love that. So what has that created since that time? Have you worked with more clients? Tell us about that.
- [20:20]
Isa
Yeah, so couple of things. So I have booked more clients for the offer oven.
- [20:27]
Steph Crowder
How many have you booked?
- [20:28]
Isa
You know, so I have booked four now.
- [20:34]
Steph Crowder
Amazing.
- [20:35]
Isa
Since July.
- [20:36]
Steph Crowder
Um, what are you charging for that offer?
- [20:40]
Isa
So in the beginning I was charging £1,200 as a starter and then the more I did it, I was increasing the price and now it is at £2,800 and you've sold it to four people. Yeah, yeah, exactly. So it was an incremental increase. Just because I wanted to test the offer, make sure that everything was in place. And the beginning was an introductory and I was working through it and making sure, you know, the service was there before. Now that it's like it's fully formed. I guess so, yeah. So that's where I'm at in terms of clients. But I also had an, I guess not unexpected, but unexpected bonuses from it was I actually got a lot of brand kitchen clients, so branding businesses and not offers. So I actually got four of those in that time as well. So yeah, so it's been great in terms of visibility, just letting people see what I do and people are always like, oh my gosh, you can do it in seven days. I'm like, yes, that's my process and that's how I do it. So it's a lot of proof as well. Like as I'm working through it, it just shows people how it works. And I think that piece, especially for a one to one service is really important because a lot of people, you know, when you talk about it, it's hard to explain it, but if I can show them while I'm doing it, that really helps a lot.
- [22:12]
Steph Crowder
Absolutely. I think you just hit on something so important and that's really cool. Thank you for sharing that. Not only have you worked with four clients with the offer that you developed in same day sales, but it has this ripple effect into getting four more clients for a different service in your business. Right. I see this all the time. I see it in my own business where you hit the nail on the head. The more we're visible, the more we put ourselves out there, the more we're having these conversations and being top of mind, it leads to, there's like the direct benefit of yes, you work with people in the offer, but then there's like this other, like ring in the next, like ring out in the ripple. Right. Of people being like, okay, I don't know if I want that, but oh, she also does this. And you start to have more conversations about different offers and services that you may have. So this happens to me all the time where I may launch one of my programs and then someone's like, oh, I. When I launch same day sales, I see this a lot where someone's like, oh, I don't think this is the program for me, but I think I want to be in your mastermind. When does that open? Right. And so I think it's important for everyone to realize that the visibility that you create for yourself when you go through the same day sales process will have benefits beyond just the short term. I mean the short term benefits are amazing. And that's what we're here for, to get that quick sale, to learn that skill. But then to watch it kind of have that like waterfall into other areas of your business, it just makes everything move. It almost reminds me of like if you're doing a workout and you get your muscles warmed up, like that's kind of what this process does is don't be surprised if it starts to jumpstart other opportunities. I have people come to me who are like, hey, since I've been doing the same day sales process, I've gotten speaking opportunities or my social media has grown. Right. Like other. And that all ties back to the more you put yourself out there, the more you're going to see it come back to you in different ways, which is so exciting.
- [24:05]
Isa
Yeah. And I also think it's not just, you know, on social media as well, like when you're contacting your contacts, that's also the visibility piece too. So I think that was like a light bulb moment. And also, you know, a few months after launched, I'm like, okay, yeah, I need to get back on the immediate kind of sphere as well because I think that where people tend to not see the opportunities, they only think, oh, I need to be on social media, I need to be visible there. But the one to one outreach, you know, these are people that you already know or you have some sort of connection with. So they're already a lot warmer and also more receptive to what you have to say.
- [24:51]
Steph Crowder
So yeah, that's such a good point. I'm glad you brought that up. So of the clients that we, that you've gotten. Right. So whether it's the Four through offer oven and then the four others that you mentioned have. You may not have all this information at your fingertips. So let me know if you can do it from memory. But have the majority of those come from the direct outreach from your network or like tell us more about where they came from?
- [25:14]
Isa
Yeah, so most, so most of them I have some sort of a relationship from the past. It wasn't necessarily my direct outreach to them. So this is where the visibility came in in terms of on socials. But they already knew me from literally there was a person that I met what, five years ago maybe, and we did like some sort of workshop together like ages ago. And then I worked with her on her branding for her business and the offer up. And so we did a bundle together. So that was another outcome of this. Like I could bundle my services. But yeah, so most of them, like I had more of a long term relationship already, but it wasn't like necessarily like a direct outreach. But all of it just amounted to like them seeing me again and then being top of mind. And I think probably three of them, I was like, like it was from me talking to them about the offer of it. That was, they were like, okay, yeah, I'm loving what you're building. So then they booked. So yeah, so it's all about relationships.
- [26:27]
Steph Crowder
Do you think this is so interesting? Do you think the you from a year ago who joined this program, would you. Do you think you would have been surprised to, to see that you had this much low hanging fruit in your network? Like, was that something that you, that was surprising to you or do you think that like you kind of figured that was the case?
- [26:46]
Isa
I, I think from the program I learned how much more important it was. So like I knew it, right? Like even when I first started working for myself, I was like, oh yeah, okay, I have people in my network, I have more people than I thought, but it wasn't something that I really utilized and kept working on. So I think same day sales really kind of helped me solidify that in my brain and was like, okay, this is what you need to do. This is where people are and this is what people resonate with and that's how they connect with you. So yeah, so it's like a lot of like solidifying it and like being like, okay, yeah, this is the way I need to move forward. And I also love the speed of building an offer because for me I have like shiny object syndrome. So like, oh, you know, I want to do everything and I want to make new things. Like as soon as I created offer up and I was like, oh my God, I've got five new ideas. But now I know that like, once I got get, get this off the ground and like more and more people book, I'm seeing other opportunities of where the gaps are in my offers. And now I'm already thinking, okay, next thing, how can I utilize my connections that I've had, conversations I've had, Like, I know now how to start another, create another offer and create buzz around it and get people in to try it out. Um, so, yeah, so that's what I'm doing next. That's so cool. Again.
- [28:21]
Steph Crowder
Yes. I love that it puts the power back in your own hands because I think when I've talked about this before, but whenever we feel powerlessness in, in our businesses, that's where we're in trouble. That's where you're not going to be able to be creative and have iteration if you feel like there's nothing you can do and there's nothing you can control. What I just heard you say is like, I know how to spin up new ideas. I know how to go out there and create buzz. And if you know how to do that, you will always be able to adjust to any economy, to any market, to any evolution in customer, you know, in, in buyer behavior. And so having that confidence and that little bit of swagger, to be like, oh, I know how to adjust to whatever unfolds, that is absolutely amazing. So as we kind of wind down our conversation, I would love to hear if maybe just for you to share with our listeners, for those out there who are thinking, who maybe you're looking at same day sales are thinking about it, what would you tell them? Like, how would you, how would you advise them in terms of deciding whether or not they should join this program?
- [29:25]
Isa
So I would say if you have ideas and if you love ideas and you don't know how to execute and generate sales from your ideas, this would be perfect because there is a roadmap for you to follow. It's not super rigid where you know, you're very prescribed and you have to do things one by one and you have to do like 10 million outreach calls and things like that. It, it's, it's doing it in a way that works for you and it also gives you the confidence to do it because Steph guides you through it. So if you have ideas and you want to launch something and you're worried about sales and selling it, then I would definitely join same day sales.
- [30:11]
Steph Crowder
I love the way you, you said that I had to, I had to give my post it note. It's so well said. Generate sales from your ideas. That is exactly what we do in the program. So thank you for that little verbiage. I think that's great. Isa, please tell the people where they can find you. You have. I love your website. I think everybody should go and check it out. It's really fun. The. Of course you, you, you do branding but you know, the whole kitchen theme is so fun. So how can people check you out and learn more?
- [30:38]
Isa
Yeah, so it's. You can find me@studiokoya.com and that's C O y A I'm at Studiokoya on Instagram and I show up there quite a lot and yeah, everything around my brand is food themed because I love theming everything and I love. That's how I bring personality to brand. So yeah, check it out and if you have any questions about same day sales or what I went through, like just.
- [31:06]
Steph Crowder
Thank you so much. Isa. Thanks for being here. It was really fun to hang out with you.
- [31:10]
Isa
Thank you.