Courage & Clarity Podcast: Episode 142 - "Stop Skipping Steps: The Real Reason Your Offer Isn’t Full Yet"

Host: Steph Crowder
Release Date: June 30, 2025

In Episode 142 of the Courage & Clarity podcast, host Steph Crowder delves into the common pitfalls entrepreneurs face when their sales plateau or fail to meet expectations. The central thesis revolves around the inadvertent habit of "skipping steps" in the sales process, leading to lukewarm sales performances. Drawing from her extensive 15-year background in sales and a personal anecdote, Steph underscores the importance of adhering to a comprehensive, repeatable sales strategy.

Understanding Lukewarm Sales

Steph begins by addressing the frustration many entrepreneurs feel when their sales stagnate or decline. She challenges the often-held belief that issues lie solely with the offer, marketing, or personal abilities. Instead, she posits that "skipping necessary steps in the sales process" is a more probable culprit (02:15).

Steph Crowder: "What if there's not actually anything wrong with you? If you don't have all the clients you want, you might be thinking something's wrong with your offer, but maybe you're just skipping some necessary steps in the sales process." (02:25)

The Cost of Taking Shortcuts

To illustrate her point, Steph shares a personal story where she opted for a minimalistic approach to launching her mastermind program. By conducting a "mini launch" with limited email outreach and reduced promotional efforts, she achieved only one-tenth of her expected results.

Steph Crowder: "What ended up happening was I ended up with one tenth of the results that I thought would be possible." (15:40)

This experience was a stark reminder that cutting corners in the sales process can significantly hamper outcomes, regardless of the quality of the offer itself.

The Baking Analogy

Steph employs a relatable analogy comparing the sales process to baking. Just as omitting a key ingredient like baking powder can ruin a batch of cookies, neglecting essential sales steps can lead to disappointing results.

Steph Crowder: "If you skip baking powder, you'll get flat cookies. Similarly, if you skip steps in your sales process, you'll end up with flat sales." (18:05)

Comprehensive Sales Strategies

Emphasizing the necessity of a full-fledged sales process, Steph outlines the critical components that entrepreneurs often overlook:

1. Consistent Email Marketing: Sending regular, purposeful emails over an extended period to nurture leads.

   Steph Crowder: "Consistent emails over weeks are essential to warm people up and take them through your whole process." (22:30)

2. Sales Events: Hosting webinars, open houses, or other events to engage potential clients actively.

   Steph Crowder: "A full sales event is crucial. Without it, you're leaving your audience guessing and disengaged." (25:45)

3. Personal Outreach: Actively reaching out to previous clients or potential high-fit prospects with tailored invitations.

   Steph Crowder: "Personal invitations show that you value the individual, making your outreach more effective." (28:10)

4. Clear Messaging with Multiple Touchpoints: Ensuring that your messaging is consistent across various platforms and addresses different aspects of your offer.

   Steph Crowder: "Multiple angles in your messaging help reinforce the transformation you're offering." (30:50)

5. Persistent Follow-Through: Maintaining momentum and energy throughout the sales period, right up until the final deadline.

   Steph Crowder: "Don't quit early. Keeping up the energy until the last second can make all the difference." (35:20)

Overcoming Psychological Barriers

Steph touches on the psychological challenges that prevent entrepreneurs, especially women, from fully committing to their sales processes. These include fears of being perceived as too aggressive or annoying, leading to underestimation of lead warmth and insufficient follow-up.

Steph Crowder: "As women, we're often conditioned to be quiet and not take up too much space, which makes us hesitant to fully engage in the sales process." (40:15)

The Importance of Repetition

Repetition is another key theme in the episode. Steph highlights marketing data suggesting that a message needs to be heard approximately 88 times before it resonates with potential clients.

Steph Crowder: "Repetition is essential. People need to hear the same message multiple times to be prepared to take action." (43:00)

Embracing a Full Process for Confidence and Success

Adhering to a complete sales process not only boosts sales but also enhances an entrepreneur's confidence and self-concept. Steph argues that "going big and bold" by following every step of the process is the best way to build both sales numbers and personal confidence.

Steph Crowder: "There is no better exercise for your confidence and sales than going big and bold and doing every single step in your process." (47:30)

Conclusion: No More Shortcuts

Steph wraps up by reinforcing that the solution to lukewarm sales is straightforward: do not skip steps. By committing to a comprehensive sales strategy, entrepreneurs can achieve the desired results and elevate both their businesses and personal growth.

Steph Crowder: "If you haven't been making the sales you want, you just skipped a step. That's all. No drama required. It's 100% fixable." (53:45)

Key Takeaways:

• Avoid Shortcuts: Skipping steps in the sales process can severely limit your sales potential.

• Comprehensive Strategies: Implement consistent email marketing, host sales events, engage in personal outreach, maintain clear and repetitive messaging, and persist until the sales period ends.

• Psychological Readiness: Overcome fears related to selling assertively and recognize the true warmth of your leads.

• Build Confidence Through Action: Following a full sales process not only improves sales figures but also enhances personal confidence and business acumen.

This episode serves as a crucial reminder for entrepreneurs to adhere to thorough sales processes, ensuring that every necessary step is taken to maximize sales effectiveness and business success.