Sign More Clients When You Memorize These 5 Simple Things
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Episode Summary:
Has anyone ever asked you a detail about your program (like your price or what it includes) and you had to look it up? I have! In this episode, I’m sharing one of the EASIEST things you can do to make more money / sales this quarter - TRULY. We’re diving into how memorization—done in a natural, grounded way—can help you feel more calm and confident when you’re having sales calls with those dreamy clients.
I’ll take you through how memorizing five key aspects of my sales process made sales SO much easier for me. By internalizing what to say when I was calm and clear-headed, I could show up as my best self, have better conversations, and feel completely aligned with my offers. Tune in as I walk you through the five things that will make your sales process more streamlined, authentic, and effective.
Topics:
Why memorization gets a bad rap and how it can work for you.
The five most helpful things to memorize in your sales process
The mindset shift that happens when you memorize and fully own these elements.
How scripts and practice can help you sound more like your authentic, confident self.
Episode Resources:
Join me for the FREE 3 Day Entrepreneur Challenge happening February 10th-12th! During this live challenge, you’ll learn how to create wealth YOUR way and unlock six-figures stress-free!
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Anna (00:00):
If you are listening to this in real time in March, 2025, please do not sleep on my three Day Entrepreneur challenge that's happening next week. It's one of my favorite challenges that I've ever run. Basically, I consider it my second book, right? My first book is Freedom Fund. My second book I really consider to be my three day entrepreneur workbook. It took me a long time to create this workbook. Has a lot of thought leadership in it, and really my concepts around how to work three days a week as a female entrepreneur. So make sure you get this workbook and I am going live three days and make sure you come to the lives because the lives are really, I feel like transformative, transformative, breakthrough sessions where we're able to really make breakthroughs on what's holding you back from make doing that three day work week from making that six figure a y ear, blah, blah. <laugh>.
Anna (00:50):
My mouth is still waking up today. You know what? It's, I blame it on. I blame it on the cold. We are having a cold snap in San Diego and don't come at me, but it's like 60 degrees. And so I've been wearing my long underwear under my pants. I've been wearing my beanie. I've been wearing like three jackets. We've gotta stay warm over here. My body was not made for this. Okay? Anyway, I digress. I am so excited to do a training for you today on five things you need to memorize to sign more clients in your business. It's kind of an interesting concept because you might see me now in my business and I am not actively memorizing a lot of things, but at the start of my business, I did do some root memorization and just memorize stuff. Almost like in college.
Anna (01:37):
Did you guys like use flashcards and index cards and like cram for tests? I sure did. I did a ton of memorization and I think I just wanna normalize this because even though you don't see me memorizing stuff now at the start of my business, I did do a lot of studying and memorization when it came to sales. So I just wanted to talk through five things that you really should have memorized in your business to make it easier on yourself, right? I think scripts and memorizing things gets a bad wrap because maybe we're confusing it with saying you have to memorize other people's ways of doing things. But you'll see what I'm encouraging you to do here is memorize basically the best version of yourself, right? Because at the start of our business or at the start of selling a new program, when we're nervous, when we're interacting with potential clients, we actually have to have a script in order to sound more like ourself, right?
Anna (02:27):
Because what I find is that women, heart-centered entrepreneurs in the sales process, because they don't wanna be spammy because they're nervous, because they're not feeling like they really deserve earning $200 an hour or whatever, right? They're almost like a shell of themselves. They're not really their confident self. Have you seen that meme that talks about like when you're with a boy that you don't like and then it like shows a girl who's like super confident and then it's like when you're with a boy that you do like and you're just kind of like awkward or cold, right? It, I think it's true. Like
Anna (02:58):
When we're comfortable, when we're feeling safe, it's super easy to be ourselves. But when we are doing something new, when we are nervous, when we are doubting ourselves, I think that scripts, again can make us somewhere like ourselves. So I'm not saying you need to follow my script, but one of the biggest reasons of my mastermind that I give women sales scripts is because number one, we're both heart-centered entrepreneurs. So what I would say is probably what you would say, right? But also because you can use something and tweak it from there. Okay? Let's get into the five things that you should or could memorize to help you make more sales. I'm just gonna say them and I'm gonna dive into them individually. Number one is your prices. Number two is your programs. Number three is your questions on sales calls. Number four is your responses to objections.
Anna (03:48):
And number five is your one-liner. I'm gonna say it one more time. Your price is your programs, your questions on sales calls, your answers to objections and your one liner. So in order to memorize these things, you have to write them down in order to write them down. You have to decide them. I think this is why business is so hard at the start. I remember writing my one liner and being like, why is this so hard? It should be easy. It's not because it's a lot of decisions, right? When you make your one liner, you're deciding your title, what should I call myself? Right? You're deciding the main marketing outcome that you're marketing to, you're, you're making all these micro decisions and micro decisions can be hard. And then having to own it. Not just deciding, I'm gonna charge $3,000 for this package, but saying it out loud.
Anna (04:37):
I'm charging $3,000 for this package, right? So I just think there's so much, uh, wrapped up in this and why I love encouraging my clients to memorize this stuff is it really causes you to fully own it, fully integrate it, fully believe that you're worthy of it, and find full confidence in it. So no matter what phase you're in in your business, if I gave you a pop quiz, would you be able to spit out all these things perfectly? And again, these things shift as we grow in our business, we uplevel our prices, right? As we get to know our audience better, we change our messaging, we change our marketing. So I just think it's useful to realize that at every point we probably should be memorizing these things. Okay? Let's talk about the first one. Your prices. Your prices. How many times have I asked someone, okay, how much is your package?
Anna (05:28):
And they're like, hold on, let me look at, let me look it up. Excuse me. You should not have to look that up. You should know, and you should be able to say confidently back. It's $3,000, right? Can you say that out loud right now? Wherever you're at, unless you're like a gymnastics practice and someone's gonna side eye you, what do you charge? What's your main offer? How much does it cost? It should just be a number. There shouldn't be a disclaimer, right? And I also want you to practice out loud the price that you'll be charging at your next price bump. So maybe you charge $3,000 right now, and next you're wanting to bump it to 4,500, right? I want you to look in the mirror and say out loud, my website design package is $4,500, right? Or my website design package is $1,200, right?
Anna (06:12):
How do you like to say it? Do you like to say 12 k? Do you like to say 1200? Do you like to say the payment plan? Do you like to say, or four payments of blah blah, blah, right? However you'd like to say your price. Say it out loud. I encourage you to say it out loud right now, 10 times. Literally pause this puck episode and try it. Try rehearsing and memorizing not just your price right now, but what your price will be next at the next price bump. Okay? This is so important. It's so important. Again, not just knowing it and deciding it, but I think when we speak things out, shift happens and something happens in the universe. This is why I love my mastermind calls so much, because when the women say their questions, even before the mastermind sisters give their input, even before I give my coaching, I notice something shifting for them.
Anna (07:01):
Because number one, they're, they're stating it with with pride, right? For themselves. And I just think something powerful about that. Okay, next, let's talk about, oh, oh, one more thing on prices. If you have a fairly complex business, maybe it's a done for you business. I'm a big fan of whether you have a coaching or done for you business, having standardized prices and packages really program your offers so that you have just one or two main offers. I used to say three, but now I'm like, you know what? You really should have two main ways of making money up to a million dollars, right? Two main offers. Two main programs. Really refining them, streamlining optimizing them. Um, so, but for whatever reason, let's say you have more packages than two, you don't necessarily have to memorize it, but keep it somewhere where it's very easy to find, okay, is it taped on your computer on a post-it note like that, right?
Anna (08:01):
When someone asks you what your prices are, you should not have to go very far to find them. You should be confident. You should be grounded. You should be able to say your prices. And again, if you need a pricing cheat sheet, sure, right? But ideally we're having those memorized. Okay? Number two is your programs. So when it comes to the deliverables of your program, right? Does your group program come with nine coaching calls? Does it come with Slack support? Like what are the deliverables? Have those memorized have them memorized in a very, very brief way, literally? And I would write it first and then memorize it so that you're not saying more or less than you want to say. I would also memorize your program outcomes, right? Like when you think about your program promise, what is it getting that person in 12, 12 weeks to blah, blah, blah.
Anna (08:54):
This may also just be the subtitle of your program, so that's fine. But really making sure you're saying it concise, right? Concise equals confidence. Okay? Next is your sales questions. I'm a big fan of memorizing the script for your whole sales call. And again, it doesn't have to be my script, it can be your script. Like what are the words that you would say on a sales call when you are most confident, when you are most grounded? And I really, again, would do the thing where like I printed it out and then I would cut it into strips so that I could memorize my questions memo. And then I would like test myself. Whatever you like to do for memorization, the easiest for me to memorize now I'm working on my Spanish, you know, is to be able to have it in small enough pieces like a three by five card and then be able to turn it over so I can test myself without looking.
Anna (09:48):
And this is why in the Mastermind, we do practice sales calls. 'cause I'm a big fan of learning by doing. Okay? Oh, so back to that. Memorizing like the most key things to memorize in your sales conversation are your opening line, being intentional about that, your transitional line when you're transitioning more to the sales part, your closing line. What do you say? If they say yes, what do you say if they say no, right? And your questions, what questions do you like to ask? Not that you can't have this in front of you while you're doing the sales call as like a backup, but I would really try to memorize it. I would really try to memorize it. Um, and then a related to that, number four is what you say, do objections, right? Be prepared because I think you're gonna be more willing to ask for objections.
Anna (10:35):
What are your hesitations? What's holding you back from saying yes to this offer, this program, this course When you're prepared, when you know, if they say time, if you know, if they say, I've tried other things and it hasn't worked, you know, if they say money, right? You know what you'll say back, and I talk about this in my sales call masterclass. I think it's like 97 bucks or something like that. Um, you really, I give practical examples of exactly what I like to say back on a sales call, but you can craft your own answers. But I'm encouraging you to memorize your answers to objections. Okay? And then finally, what you do? You're one liner. How do you articulate whether you are being interviewed on a podcast, whether you are connecting with someone on a coffee chat, how are you articulating what your business does? And again, this is something that morphs over time, so permission to rewrite it, but memorize it. Memorize it. Think about how much stuff you memorize in school, in high school, in college, so much. And now I'm just asking you to do like one hour of memory work, right? And really, I feel like it'll serve you. And what it served me when I memorize this stuff is now it turned from my memory to being more natural.
Anna (11:53):
It almost reminds me of, you guys know, I grew up doing acting and doing plays, and at first it's a lot of hard work to memorize a script. It's kind of a pain in the booty, right? But then once you memorize the words, it almost becomes you and then you can express it and it becomes part of yourself, right? I feel that same way about my sales scripts right now. They really are my scripts, but it doesn't even feel like it because I'm just saying the most confident version of what's on my heart. I'm not relying on my, um, my like emotions in the moment, right? Your emotions in the moment when you're on a sales call might be shy, might be embarrassed, might be afraid, right? You are relying on that rehearsed part of you, right? That practice part of you and your sales, your client acquisition is something that's worth spending time preparing for so that you can feel calm.
Anna (12:41):
And then you can say, like, for me, I don't say exactly everything that I've memorized from the sales call, if that makes sense, but I end up seeing the parts that feel appropriate, right? I, it's almost like, you know, if my sales call is made up of like 25 memorized flashcards, I might use 10 of them during any one given sales call, but it's like a puzzle piece. I get to pull the pieces that feel the most appropriate, right? I get to pull the questions that feel like they're the most matching for it. Um, so I would love, I know this one is more, um, homework based, but I really feel like this is something you can do if you are like, and I wanna make more money yesterday. I wanna send more clients yesterday. Have you memorized the things that you're trying to sell?
Anna (13:21):
Have you memorized the way that you're trying to sell? If you were hiring yourself as your saleswoman, these are some of the things you might ask yourself to do, right? So let's walk our talk. Let's do it. And I would love to hear from you, what's something you are committing this week to memorizing? Maybe just pick one. Is it your prices? Is it your programs? Is it your sales questions? Is it your answers to objections? Is it your one liner? Start with one and maybe you pick one thing for the next five weeks. Again, go back to high school study vibes. Use those really cool flashcards with the like ring binder on the corner. Take out your highlighter, make it fun, right? But know that this is essential. Your program, your business deserves it. And you know that I'm just gonna tell you what has worked for me, and I know that it'll work for you too. Hope you have a beautiful rest of your day. And don't forget to join me in the Three Day Entrepreneur Challenge.
PS: In the midst of this challenging time I’ve been asking myself what I can do to help? One of the #1 ways I support my clients is by helping them simplify their business so that they can increase the flow of money without creating extra work. In this season simplified visibility and sales is needed more than ever.
So if you’re craving personal support as you reposition your free and paid work, I’d love to help you simplify your sales process so that you can produce income in your business even during a challenging time. If you want support you can check out my services and book a free discovery call here, or you can send me a DM on Instagram.