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What sets this podcast apart? We believe in the power of meaningful marketing—a holistic approach that prioritises authenticity, connection, and purpose, whilst still turning a profit.
Chantal Gerardy is an International Award Winning Marketing Strategist who empowers purpose-led businesses to revolutionise their online marketing approach and create a brand that resonates deeply with their online audience. If you're tired of cookie-cutter marketing advice, and seek strategies that truly make a difference, this podcast is for you.
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Let's do this. Hello and welcome to another episode of the Meaningful Marketing Podcast. I'm your host, Chantal Gerardy, and today I'm here with the lovely Kimberley Priest from Revived. Revived, helps businesses improve their sales conversions, so today is going to be a juicy conversation. Thanks so much for, for being here today.
Thank you for having me. I'm so excited to be here. So
excited. Um, so we actually met really weirdly, and it's a good story to tell because I think it's the importance of community and it also shows how values naturally bring the right people together. So true, so true. So Kimberley was in a, a Facebook group and we are in this Facebook community group for breath work that we both, that we both do.
Mm. And um, Kimberley was looking for somebody to help co-facilitate at the empower fit experience, of which I'm very good friends with the organizer of that as well. And he's actually just recently done a podcast with me too.
Oh, fantastic. Yeah. So
I, such a small world. I love that. Yes, yes. It really is such a small world.
So go back and listen to that podcast. I think it's. Yeah, a couple weeks. It'll be a couple weeks before this one. Mm. And um, at the Empowered Experience on the Gold Coast, um, of which I've helped support Minor, um, Kimberley was looking for someone to co-facilitate breathwork and I was like, ah, breathwork community.
Ah, I know you are, you know, my people. Um, I'll come in and, and help you facilitate. So, um, I got the wonderful opportunity to hold space, um, whilst um, Kimberley was doing her breath work, her special breath work treat, which we'll talk about a bit later. Mm. Um, and also then also got to hear her present and hear her story.
And I was like, you know what, I gotta have this girl on our podcast. Yeah, I, I
was so grateful. I just thought it was so generous of you because we at that point, had never met and you just reached out out of nowhere and said, you know, I'd like to help. I think I put the shout out in our breathwork community and you reached straight out.
And I was just really grateful for that. 'cause I know that, uh, time's so valuable.
It really is. And so valuable. I just figure like. Sometimes it's just fate, right? You know, the right people. Yeah. You've got the same energy. It just, it's like magic. It's instant magic. It's magnetic. Um, yeah. And, and now look, now look at this.
Like we've got this great friendship now. So
Yeah. How,
how awesome is that? So, um. Tell us a little bit about your story. 'cause I obviously heard your story, um, 'cause you are speaker and I got to hear you speak at this event and not knowing you just putting my hand up and saying yes to something and then hearing you speak.
I was like, whoa. Okay. Um, so tell us a little bit about your story.
Well, I think my story surprises a lot of people because. I had a childhood that was nice. I had a nice childhood. I had parents that loved me, um, or loved me still, and I was good at school. And I think there was just this patch of time in my life where I just.
I was so upset with the world and I made some really poor choices and from a good girl to then, you know, my home, kind of my home life, my parents breaking up and becoming very. I guess angry at the world and I, I just came up with this decision that, um, no one loves me and I didn't care. I didn't even care if I lived or died.
And so I ended up making some really poor choices because life, I guess, for me, at that age, at the age of like 16, 17, life just became about. Just moments of fun. And I guess anyone with teenage kids, you see them all go through this. It's just that I went deep and so I guess I mixed with the wrong crowds and I made some really poor decisions and then I ended up falling head over heels in love, uh, at the age of, I think I was 18 or 19 with my drug dealer.
So that was great. But I think one of the reasons I. I really fell in love with him is because I met him in this seedy world. I, I was just so hopelessly desperate to escape my mind all the time. And drugs gave me that. I'm like, wow. I can feel happy. Wow. I can feel good. And I saw him in, I met him in that space and then he just decided to quit everything.
And I was like, wow, this guy's really strong and really amazing. Anyway, we fell, we started dating, we fell in love. And then at 20 I got pregnant. And so it was a real shock because I was just in a bad way and then all of a sudden I had someone else to look after that wasn't me. And I guess the good girl that I.
Was slash am underneath just kicked straight in and I was like, I have someone else to look after now. I cannot be trying to escape my life. I need to create a life that I love. I need to be happy and I need to be successful because I didn't want the horrific scene I'd created of a life to be the life that my son was raised in.
And so I, we both. My husband and or we got married before my son was born, but my husband and I both stopped talking to everyone. We just cut ties. We were just super clean, healthy. We wanted to raise our son in a really beautiful community and space and not have anyone around us that wasn't of sound mind or that was making poor decisions.
So we kind of had no friends. 'cause I lost all my friends because I was just a horrendous human being there for a couple of years. And, um. Yeah, just before I had my son, there'd been this undercover investigation going on and we, I, I think I was like, gosh, I would've been a month before I had him, would've been eight months pregnant.
And I had this knock on the door and it was the police, and I was, I was just like, what are you doing here? You know, I'm. We are not in that scene. You know, I was so scared. But it turns out they'd had an undercover investigation going on for the last 12 months, and they'd gathered a lot of evidence on my husband, and so it didn't matter, you know, our past caught up.
And so they went down to his work, they picked him up, they took him to the station, he admitted everything, and then the next two years was spent with it going through court. And the police were actually really nice. Like they could see that that wasn't our scene. And we'd just been, I guess, a bit further beyond silly teenagers that you would say it was a bit further beyond that, but that's what it had been.
And so they dropped all the charges, they'd charged him with trafficking and all of this. They dropped all the charges. And so in up spending another year going through court, but uh, just before his final hearing, some more evidence got submitted from someone who was in our circles before. The charges were then unable to be dropped, so all the charges got put back up to trafficking, and there's just no way out from that.
So at 22 years old with a 2-year-old son, my husband, uh, got put in jail. And so I was there just having to deal with this, a single mom. And because I'd been so focused on success and so focused on happiness, I, I guess. It was interesting 'cause I was working for a marketing company at the time and I'd worked my way up and I ended up, uh, being offered a state manager role.
So I was in this really weird scenario where I was in a state manager role with no one at work really knowing what was going on at home, leading a team of people and a 2-year-old and, yeah. Wow. Yeah. It was hard. It was really hard, but I knew the importance at that time of showing up. I, I couldn't let it being hard affect my results at work or affect my son's life.
So he was kind of talking by then. So we would visit daddy at work every week. Um, he just thought we were visiting him at work and everyone wore Brown at his work and there was a lunchroom we all gathered in and um, you know, it was just this. Whole weird thing where Monday to Friday I'm working hard, no one knows.
I'm smiling, showing up and then coming home looking after my son. And thank goodness my sister, she was 18 at the time and she, she was really supportive. She moved in with us and she just supported me so much and my mom and my dad, everyone was amazing. And so we, we really made it through that year. We made it through that year.
And, uh, he came out. You know, we kind of got back into life. He got promoted at work and yeah, it was just this whole strange thing. But I just learned this lesson, I guess, during that time. And that is you can't let what's going on at home affect anything around you if you are getting paid to provide, if you are employed, for example, or even if you've got your own business.
You don't get to let that stuff going on at home affect your results or your team's mental health. And so you have to find ways and I had to find ways to be okay. And so I put me on this journey of personal development and wanting to be the best version of me because. Because I was just in this state, I guess I was so stressed.
I'm sure you can imagine. I mean, we've all gone through that, right? Mm-hmm. Like you've got stuff going on at home. Yeah. We've all had that happen. Yeah. And then you've gotta show up and act normal.
Yeah. One of those days is today. Yes. You were saying before, oh my gosh, I've got an infection going on at the moment and it's like, I've hired a studio, I've got three guests showing up, you know?
Um, I was, I was. Telling a special friend this morning that, um, that, you know, um, and, and he was going, you're such a strong woman, you just, you still get up. You just show up. And I said, that's what you do. Mm. You know, you've just gotta show up. You've still gotta do it. Um, yes. But it takes a choice. It takes courage and then making a decision.
Mm. You are the sum of the decisions that you make, you know? Absolutely. And you can't allow to define you. So, absolutely. I love it. Um, you know, and I mean, I've got a similar story, and my story is, I came from South Africa. Um, you know, we didn't know anyone here and I had to start a business mm-hmm. With three daughters under the age of five with no money.
Mm-hmm. You know, not with no support. And so I get it and you just, you just have to figure it out. You just have to figure it out and make it happen. So, and I went down the personal development journey as well, that, that's what led me down that journey was because I have to be able to put that oxygen mask on my face.
Yes. So, yes, it's
so important. So,
so, so how do you do that then, right? If you cannot go and blah out to, at the workplace and you can't go blah out to your team members
and you
wanna, I'm not gonna say keep it in.
Um, and
I actually created a Facebook Live about this a couple days ago, which will probably be deleted by the time you guys are watching this podcast.
But it was, it was on around how some people say that I'm not very. I'm open and I'm vulnerable, and sometimes I can be guarded when it comes to social media. And I spoke about my responsibility of actually respecting others that are in my life and also protecting them. So I am careful in what I say.
Mm-hmm. Um,
and I do that with love and with respect. Um, and it's the same thing. We shouldn't be going blah to everyone else at the workplace. We also shouldn't be keeping it in. We do have to take care of our own stuff. So how do we do that? So how did you do it?
Hmm. Well, I guess the personal development journey was a big part of it.
I loved learning about how to be the best version of me because everything you said is so true. Like what you are talking about with, you can't just go up, out and blur, and it doesn't mean you're holding it in. Mm-hmm. It means that you are respecting others.
Mm-hmm.
And I think that it's really important to know that we've all had a boss or a leader who has negatively impacted our lives through.
Going, blah. You know, we've all got stuff going on and, yeah. Yeah. I guess I'm a really sensitive person and I really do have a lot of empathy and I care about others, so, and I care about my results. So if I ever had a, a leader or a manager who, who did that, I would be so hurt. And we all know it's true.
Emotions are contagious.
Mm-hmm.
Yes. They're literally contagious. If you are around someone angry. You naturally will feel angry. There's a lot of science on this as well. Like they've proven that, you know, if you are, that the cortisol actually leaves the skin of angry people and goes into the skin of those around them.
Like, that's wild.
That's insane. It's all to do with our
sense of smell and, um, like what we, we actually have our subconscious going all the time, and we're actually breathing in other people's emotions and analyzing them all the time. And a lot of people don't even know this is happening. And there's re don't
hang around those people.
No.
My um, my father-in-law, actually, he's um, one of his very close friends, Neil Ashkenazi, I don't know if he'll ever listen to this, but I spoke to him one night because he did his PhD on this phenomenon of your sense of smell being directly related to your emotional intelligence. And what it basically means is you are all the time.
If you are, you can, you can breathe in other people's emotions. And then feeling yourself. And that's wild. That's wild. So it does mean we have a moral obligation. To show up happy, which I find so cool. Like that is so cool. Like we actually have a moral obligation to show up happy. So we actually have a moral obligation to go on yachts.
That's my theory. We have a moral
obligation to go on.
No, we've got a moral obligation to actually put some work into our happiness. Yes. Not think of it as selfish. 'cause especially women and moms and leaders, we think, oh, you know, you don't, you're so time poor. You know, you're so time poor and you think the last thing on your list is something that makes you.
Actually happy just for you, but it should be the first. Yeah. And so circling back to your question, what do I do? Yeah. And how do I do that? I literally have a daily happiness routine. So I have a set of steps that I follow every day. I now call it rev vibing because we have a business. Um, I've connected with my business partner over the fact that we both have the same method and we didn't even know it was wild.
We both do the same daily routine, and we've both always achieved very high sales conversions. And we do put it down to that a bit like your daily happiness. It affects your sales results a hundred percent, and it affects everyone around you as well, which from an ethical perspective is probably more important.
But from a business perspective, knowing that. It affects your results. It's like, oh, I'm actually working on my happiness for business. Like so good. So I do a daily routine where I do a method called rev vibing, which is a breath work method that I've developed. It's very specific. So the rev vibing method, it's a five to 10 minute process.
Of some deep breath work followed by a particular set of steps. And we do, uh, do these in our workshops so I can show people how quick and easy it is to go from here to here in happiness. It's like five, 10 minutes. Yeah. No one can say they don't have time for that. Right? Yeah, a hundred percent. You know, so yeah, five, 10 minutes specific method and then also movement.
But I think, so there's the rev vibing breath work. There's movement. And I think with movement it's really important, especially for women as well. And I only do this for like five or 10 minutes, waits. Weights and stretching. Mm. So cardio's great for endorphins and all that. Yeah. But, um, who likes cardio?
Because certainly not me. So weights, there's a lot of science behind what weights specifically do for your mental health. So five or 10 minutes of lifting up some heavy stuff. You don't even have to have a weight set doing five or 10 minutes. And I believe in functional movement, not necessarily pumping iron at the gym.
I would look ridiculous if I went to the gym and did what I do. Because I literally like to just lift heavy things up, hold them up, move slowly with weights, do movements that I'm gonna be doing a lot in the future. Yeah. Like carrying really heavy shopping bags. Yes. I buy all my fancy things. I need to practice that, you know, so I walk around, I'll walk around the house with like really, really heavy things and just five or 10 minutes of that, uh, some stretching where I stretch all the way into the air and then reach all the way to the floor.
I actually never used to even be able to touch my toes and can touch my toes now. So exciting. And then the other thing is your space. Mm. So your space and of, we haven't mentioned this, but I have a, a background in interior design and, um, sales, specifically in the interior design industry. So selling furniture, selling kitchens.
Like I'm a kitchen designer, that's my other business. And I often would talk to people about my breath work and my, uh, kitchen design. And they're like, that's so unrelated. Wow, that's so different. Oh, you work on people's happiness and then you're a kitchen designer. And I was always baffled because I'm like.
That's not unrelated. I dunno. You know, like your space, it affects your mind. It affects your energy, it affects how you feel. You think about like the daily frustration of not knowing where things are. Everything has a place and everything in its place, and that does create joy in your life. You know? I just think your space affects your mind.
And so I was always baffled people not knowing that that's related. Yeah. But I guess, yeah. I'm here to get that message out there, guys. It's related. Your space affects your mind and then your mind and your energy. It affects your sales results. So your space directly affects your sales results. And so it's a big part of our business as well, is reviving people's space.
Yeah. Excellent. Oh look, so many good. I've like writing notes. Writing notes going. Must talk about that. Must talk about that. Must talk about that. So firstly, I think a couple of key really good points there, and that is that you create your own happiness and it's your responsibility to create your own happiness.
Mm-hmm. For yourself, because that's gonna impact the others that are around you. So your team, your staff members. Um, your leads, your sales, it's gonna affect everything. Mm-hmm. So your responsibility is to create your own happiness,
meaning your responsibility is to go on yachts and have fun? Yeah.
Well, if any, if everyone, for those who follow me on social media, they actually ask me all the time, do you ever work?
Oh. And I'm like. I actually work very smart. I'm not gonna say hard because I do work hard. I, but I love, I work very smart. So yeah. Everyone's like, what? Do you actually work? I'm like, yes I do. But plays such a fundamental part of that for me. Yes. I'm so important. Now I'm gonna share with you a story actually, and again, it was a Facebook lava did recently, which deletes after 30 days on social media, so it won't be around.
So I'll tell the story now.
Mm. I've
got a new sales person in my business and they just, they're amazing. They've got all the knowledge inside. Mm-hmm. And, um, inside of them, they're just not converting. Mm. And I was like, they're doing everything right. It's just not happening. And I've got, you know, a social media person who goes out and does my posting and pitching and appointment setting or whatever, and I just noticed there's a block there as well.
So I come back from Bali and I'm like. And I have this tendency, it's a limiting self-belief that comes up. It's like when I'm away from business, if I don't work, I don't get paid. Right. I don't make money, which is a complete lie because I've actually set my business up to do that.
Yes. But it's
a limiting belief that I know that I get for my mother.
Right. It's like a fear because she used to say it all the time. Yeah. So I come back from barley, I'm like, gotta make for sale. What is everyone doing? And I'm like ready to go into my team meeting to go like, you know, to my team and where's the sales and where's everything? And I just went in and I was like, ah.
Do a couple of breath works. Yeah. Reset my energy. Clarity comes in and I'm like, whoa. I'm just gonna ask everyone in the team what is their money story? What is their relationship with their money? What is their money story? Um, how do they see money? Um, and we went around the room and shared, shared with each other, and I've got Australia and Australian, a South African and a Filipino.
Mm-hmm. It's so completely different cultures. Right. Really interesting to see societally, culturally, some of the beliefs generationally. Um, some of the upbringings, what came into play. And then we asked the question, how do you, how do you feel that that affects your role? And the stuff that came out, like in their specific role, how it was impacting them was like mind blowing.
And I didn't have to lead them. To any decisions, I just had to ask those questions, you know, do a little bit of breath, ask those questions, and they came to the conclusions themselves and found the root of what was going on. Over the last week. I mean, what a weird team meeting to have with your team.
Right. But how incredibly Not for me. Yeah.
I've always done those meetings with my team. I love it.
Yeah. So I mean, it's not for everyone though, you know, for me, like a marketing agency you spoke about, how is it related? People know I do strategy and then I do soul strategy as well. So for me it's both. And people go, what is that?
What is a marketing agency got to do? What? What's soul got to do with it? And I'm like, literally, people can smell. Your desperation. Yes, through your content on social media, they can smell the desperation for sales and leads, and you are literally blocking them from coming in. Like they can sniff it. They can smell it.
So if you don't get the sole element right, and if you don't time block and put systems in place, you can't spend more time with your wife and travel more. You have to have these, these things have to, they do play a part in your business. Mm. But it's not for everyone. I mean, I'm fortunate enough to work a lot with purpose led business owners.
Mm. I have some though, that say to me. I just want the marketing part. Thanks. That I want the other part and I sneak it in subtly on the side. Psych, you're getting some breath work. Yeah. Psych. Yeah. So, um, yeah. Yeah. So you do notice it, it you do notice how it affects your leads. It's your sales, your systems, your marketing.
It all impacts it,
right? Mm. I think so. I think what you're saying is so true about systems specifically because I think the blocks that would've come out in that session, would it. What those, what those blocks kind of do to someone in the team is stop them from following the system and stop them from following the process.
'cause they're kind of like, oh, they might not think it works, or they might not think it's gonna get the outcome. And until they're gonna follow the process or the system exactly and see the evidence of the result, it's really hard to inspire them to follow it. It. So I think that un uncovering those blocks and getting that inspiration for them to go, oh, I'm holding myself back here, is so important.
I think that's really beautiful that you bring that to your business. Like I love that. Yeah, I love that. It's a big part of what we do as well. It's for sure your state. You know your state. It affects everything because no one wants to buy from someone who's not in a good state. You can smell it exactly what you said.
Yeah, you can feel it. And, uh. Yeah, when you come from a really wholesome place of like service and just wanting to help others, people can feel that too. You know? And like letting go of that outcome and just follow the system. You don't need to worry about the conversion, forget it, because the conversion just comes in a hundred percent.
You know, if you are sitting in front of a warm, qualified lead and you are not converting between 60 and 70%, you've gotta look in the mirror. I think also look at the qualification process as well. Another thing that's popping into my mind is, um, it's a really interesting thing because I think a lot of businesses see sales and marketing as like the same thing, and it's so different.
Like I'm not, although I started out in marketing, I'm not. A marketing expert. I have people that help with that, but I know sales so well, and I think sales is so different because for sales, you're actually relying on the marketing a hundred percent. You know, that's the first thing to get eyes on the business and eyes on the thing, and then you've then got it in front of the sales person and the sales person's job is to turn that into an order.
But I think marketing can still get. Sales though. Yeah, you can sell sort of lower ticket things just through Yeah, really good marketing.
It drives me nuts, like when I work in companies where the marketing and the sales team are completely disconnected, oh no, that they never have time together. No one understands each other's roles.
Um, we see it all the time. So for us, we encourage working bees. And in those working bees, we want the sales and the marketing team on a regular basis to be meeting. I love that. And discussing about what happens. Why aren't things converting? What is happening in the qualification process? What is the content that's actually going out to make sure that they're, that they're actually very, they're across each of the spaces and can start to identify the gaps.
Yes. I think a big part of though as well, there's a qualification process in a way. I think at the end of the day though, the responsibility, I mean this might be a bit controversial, but I think the responsibility lies on the sales person to really get. Deal over the line, especially if it's a higher ticket thing.
You know, if you're selling something that's worth say between 20 and $50,000, that sales person has the responsibility. It's, I mean, it's very rare that any good marketing system is gonna sell something of that value. Yeah. That sales person has to be good. Yeah. And they have to follow a process. And I think the marketing, yes, it has to be good.
The qualification has to be good. But I think, yeah, the responsibility kind of, you look at where the system might be broken, like maybe if you can analyze the qualification process and see a gap there. Uh, but the sales, the responsibility of the deal comes down to the sales person, I think at the end of the day.
And I think also the person leading that sales person and ensuring the sales process is followed. I growing up was a total nerd. Like I was really into maths and I think. The reason I love maths is because maths is so certain, you know, it's like formulas. Yeah. And everything. You know, I was always like straight A's in maths and I got ducks at maths in high school.
It wasn't a very big school, so it was not that much of an achievement. Mm-hmm. But I think it just shows my obsession with it. I was so, I could get so hyper-focused on formulas, and I think it's because it's so, it was so black and white. It was like. Do this, do this, do this equals this. Yep. And I had this mentor years and years ago who, oh, he's just gonna love that.
I mentioned him here. His name is Jonathan Brown. He is one of the most incredible salespeople I've ever met, and I met him I think maybe like 10 years ago. He is now a very close friend of mine, and I met him. I was selling kitchens. Uh, so I still do that now and put my own business doing that now. But 10 years ago, I'm selling kitchens and he's come into the business in a senior leadership role, and I spoke to him for five minutes and I got so much value out of what he said.
I went straight up to the state manager of the business at the time and I said, I wanna work with him. Okay. I don't care how I wanna work with him. And what he said. Which really got me because it was like mathematical formula. He had this formula for sales and it was desire plus empathy.
Mm-hmm.
Plus reason to buy now.
Equals a sale. I may have left part of that formula out. Actually, I don't think I did anyway, but I think it's so true. You've got the desire, which is, is done by the marketing team. The desire. Yeah. You know, they've got the, they've got the eyes on the business. The person has the desire, they've their eyes on the business.
Then the empathy part comes in a little bit through marketing, but it really has to be expanded on by the sales person. Yeah. And what the empathy part means is that you see the problems. That person's life. No one wants to know that.
No one. People go into the deliverables, they go the delivers the deliverables.
Yes. I buy they a mop the
other day. And they did that. It was like I was trying to buy a mop. Yeah. And I've gone in and the guy is just this like 30 different mops there, these electronic vacuum mop things. And he didn't ask me any questions. Yep. And he's showing me all these mops. The different things that they do.
Yeah. And I don't care. Just sell me one. I just want one. And I want the one that suits my needs. Ask me questions. Ask me questions, solve my problem, solve my problem. And so the empathy part comes in, like you ask the questions of your client and the empathy part is that you understand their pain. Yeah.
You know, like my flaws just aren't clean to the edge. So you know, you understand the pain. I'm time poor, I wanna mop. That's like Dries itself. Yeah. It's quick to use. Don't show me all these other things anyway. So empathy is like understanding their pain and like that you see it and that you have the solution.
And then I think the other part of the formula of reason to buy now is really important because people can get stuck in decision fatigue. Yeah. And this is why businesses have sales. Mm-hmm. Like not sales department, I mean sales as in 50% off. They have sales because people do need that reason to buy now.
It's like a little incentive to buy now. Yeah. It's creating a win-win agreement, which I'm all about. I do not like dirty sales.
Yeah. My gosh. Uh,
pushy, dirty sales. No thank you. And I go, I'm going into people's homes and I'm selling, you know, 30, $50,000 kitchens in one sitting. And the method in the past that has been kind of high pressure, but really.
You know, I think when you're selling something of that level, the service you give. It has to be so much that it's a no brainer, that at the end you've got a win-win that, look, you are gonna get a better price if we do all this in one session because I don't have to come back and see you again. Yeah. We sign the paperwork, we do a deposit.
To me, that's not high pressure. That's a win-win agreement. Yeah, it's a benefit for me 'cause it's saving me time and I pass the benefit to you of a saving money reason to buy now. And at the end of the day, it's their choice whether to buy now or not. They can stop and think and they don't have to buy now.
But there is that. You know, that little special thing, just like when you're going shopping and there's a shirt that you love, that's half price. That's a reason to buy it now and not come back in two weeks. Yeah. You know, and they're always on sale. Sales always come back, but there's always a sale. Yeah, it's so true because people need that.
Um, yeah. Awesome.
So let's talk about some of, um, 'cause you talk, we've spoken a lot about sales, um, but let's talk about marketing. Mm. Um, what are some of your marketing methods that you're a big fan of?
I really like service as a marketing tool, I think you're not selling your serving. That's right. And I think even in a product based business from a marketing perspective, sell the service first.
Sell the service first before you are asking for the sale. And I think the marketing side of it needs to be really serving your clients. All the biggest, most successful companies in the world, they do have a really good service. They offer. They're, they're, they're enriching the lives of the people that have their eyes on them.
Mm. I believe the best ones anyway. Yeah. So I think having it from a place of that it's, uh, meaningful to the person, you know, and it, and, um, so
that's a desirable offer. What were we talking about Is creating something that's desirable, desirable for you as a person? Meaning you love to actually. Deliver on that.
Yes. And you enjoy delivering on it. Mm. But also it's desirable by the other person, which means they're actually wanting, they'll be happy to pay for that because it actually solves their problem.
That's right. That's right. And actually, the piece of the formula that I left out before, which I knew I was forgetting a bit.
That's hilarious. Let's go on a podcast and say it wrong. Anyway, I So the piece that's missing is means to pay. Yeah, that's part of the form. They have to have a means to pay. To take the item or the service, whatever it is. Yeah.
You have no idea how much it greets me when people are marketing and they don't have a way to take payment.
Mm. I have had
people like, um, a Tattooist mm-hmm. Who was like, oh, I'm just going to, when they, you know, they've gotta pay upfront before they come to me to get the booking. Mm. And I'll just give them my bank details and they must transfer the money. And I'm like. Um,
yeah,
I don't, sorry. You'll laugh. I don't understand why I'm not getting people converting, why I'm not getting bookings, and I'm like, because your booking process sucks.
It's not functional for the other person. It's not trustworthy. It's not professional. You've got no T's and C's, you've got no cancellation policy. You know, like it's gotta be logical, you know? Logically does it feel right? Yes. You know, to hand your money over into somebody's bank account of a tattoo artist you possibly don't know of had a tattoo with previously.
Oh, that is so true. To come into the store. Yes. Like it's just not logical.
Yes, yes. You need to be able to take, if someone feels safe, giving you their money. And, but also, I guess, um, the means to pay I was speaking of though, is the one where the client actually has the money. Oh, yes. Qualify, qualifying. So I, but qualifying.
Qualifying, yeah. Offering, um, payment plans and things like that as well, but offering easy ways to pay for sure. Because you don't wanna feel like, so you do have the means pay and you do have the money there if you are just transferring it to someone's bank account you've never met. That's hor, that's horrendous.
Oh, and there's people, lots of people doing it. No, a hundred percent. I guess I've worked with really big businesses in the past, turning over, you know, millions of dollars a year. I've looked after showrooms, turning over millions of dollars a year. I've never come across that, but I guess that's like, you know, it's really, it's a really funny thing because people go into business.
And so many of them don't realize how many parts there are to building the business. Yeah. You know, you've got marketing and sales, which are, as we spoke about before, yeah. Two totally different things, but you've got all the legal side of it, all the contracts, all of that. You've got, you know, so much that goes into it that's not actually delivery of the thing.
Mm-hmm. It's amazing tattoo arts, it doesn't matter how good you are if you don't have all your backend stuff set up, which takes either time or money.
Yeah.
Or both. It takes time and money, but if you wanna be a
professional business and if you want to make money, you have to, you have to do these things, right?
Yes. There's certain things that you've gotta do and boring things I do. I know they are boring things and they're things I don't like to do, trust me. But yeah, you only do them once and then usually you review them once a year, right? Yes. But for me, like we do this free, um, you know, I free do this free discovery call and it's like, I'll identify your marketing gaps for you and I go over.
The six key areas of marketing and then the six key areas of creating a soul satisfying business. So I've got my, my two sixes and um. I'll go through and I'll identify all the gaps in that. Mm. And you can walk away and you can then go and take that and go and do it. Mm. But what amazes me is when people come in and they go, they just off the six figures, or they just off the seven figures, or they're just off the eight figures.
That's generally the people that I work with. Mm. Obviously I've got different, suitable, desirable offers for all three of those parameters. Mm-hmm. Mm-hmm. Mm-hmm. But it's funny other, when they get to that. Level. It's like they have a decision to make. It's either you stay where you are and Groundhog Day, you keep living in the dirt and the mess.
Or alternatively, it's time to go, I need to invest in this to do the next jump, to get to the next
stage. That's right. It's almost like the first chunk of their business was just testing the market. It's like, okay, you know there's a market. Yeah. You know, you're delivering a good outcome. Now you know that.
Let's get real. Yeah, yeah, yeah. You need the things, you know? Yeah.
You need the things. And then they look at me and they go, no, no, no, but I don't need to invest in that software. And Oh, no, no, no. I don't need to get, you know, a, a, a marketing person. I don't, I don't, no, no, no. I don't need to have a Google My Business account, even though I'm a location based business.
You know? It's
like, okay, you tell me that. I'm like, yes. Do you wanna grow or stay the same? And I think that's at the end of the day, that's the question, isn't it? Yeah. You're either growing or dying. Yeah, and that's the same for business in life. Your business is either growing or dying because at the end of the day, if it's stagnating and if it's bringing in the same amount every year.
Yeah. If it's that, that's actually a dying business. Yeah. That's, no one wants to invest in that. No one wants. That, um, you could be happy with that, but the only way if you don't set up these systems and save yourself this time or set up a team, is that you will just go backwards. Because if you're bringing in the same amount of money, there's only ever one of you you're gonna wanna retire eventually.
Mm. You know, you're gonna, you wanna retire, you have to put someone on, and you put someone on, you're gonna need to bring in more business because you need to not just pay that person, but keep paying yourself. So I think it's a whole thing that's, uh, really interesting for people and I think a lot of people as well start businesses thinking they're gonna have all this, uh, freedom.
It's gonna be so easy 'cause they're so good at delivering the thing. Yeah. Like that tattoo artist may be such, so good and gets all this word of mouth, you know, there's a point where if you want to grow, you have to put systems in place.
Yeah,
a hundred percent. And you know, you're so overwhelmed running your business.
You go into it for freedom and you end up just doing. Hours and hours and hours of work, and then you just get so stressed. There's so many business owners that just want out, right? They're like, I wanna sell my business. They can't even sell the business. Yeah, you can't because they're working in the business.
Yeah. You know, 24 7 and they're so stressed. Who wants to buy that? No investor wants to buy that.
Uh, yeah. I've worked a lot in businesses setting them up for sale, and it's because they don't have any marketing systems in place. The businesses won't buy them because they don't have lead generation systems.
They don't have systems. They don't have s SOPs. Yes. Um, they haven't set up like abandoned carts. They haven't like, and they're like, oh, but I wanna sell. I'm like, no one's gonna buy this.
That's right. You can't
sell
it for anything. That's right. Yeah. That's right. And then you need to also, before you sell a business, you need to increase the revenue.
Yeah. You've gotta increase the sales conversion. You have to have a good sales process in place so that when they bring someone on, bring on a new sales person. Here you go. This is our sales process. Yeah. And you know, it's very easy. You just follow the steps and you get the outcome. This is the formula.
This, this is what you do, this is the outcome. And I think it is so important. We, we don't focus as much on marketing. We are the sales. And so we, but, but marketing's so, so important because that. Brand refresh also before you sell a business is really important. People need to know that their brand's gonna be looked at and looked at with a fine tooth comb.
So, uh, uh, we, we also help people that do wanna sell and we help people that wanna sell with specifically their cell system and their space because when you walk in there. It needs to feel fresh, it needs to feel good, it needs to feel inspiring. You need to see the staff are happy to work there and uh, yeah, your state of mind as well, you know?
Yeah. And you're not gonna have a good state of mind if you are working 24 7 in your business. Yeah. So we really teach business owners to step aside, you know, really trust the processes you put in place, trust the marketing system, trust the sales system you put in place so that you can actually step aside and just let go.
'cause you can only sell your business well. The best way to sell your business is not be working in it. Yeah. And you go, here you go. My business is for sale. I don't work in it. I work in IT two hours a week. You know?
And I think, you know what? Everything that we've just said right now proves the fact that this whole soul stuff and this whole mindset stuff is so paramount because.
It just trickles down to every aspect of the business. Mm. Um, I know that when I was in Bali recently, this was the first time ever that I completely trusted my team. Mm. Completely trusted my team. They did not, how did it go? They did not bother me for the first week. Okay. Mm-hmm. And I was like, this, oh, for those of you I'm shaking.
I'm like literally tremoring. And I was messaging going. Does anyone need me? Do you have questions to ask me? Do you have like anything? We're like, no. We're following the processes. We're following everything we've got. When you come back, you'll have leads booked in. We've got like, it was the first time ever and I was like, gratitude, gratitude, gratitude.
But I have to practice a lot of trust in that week. And also when I came back and I was like, Hmm, I've only gotta work a couple hours a day. I am feeling like underutilized. And I was like. Actually, I now get to do the other parts in the business that I've always wanted to do. Mm.
So for
the first couple days I spent way too much time at the gym and the beach and whatever, and then I was like, okay, I can't be doing that.
Yes you can. Um, I do, I do spend a lot, but I spent a little bit more than than. I should. Um, and I was like, no, I should be putting on another webinar. I should actually going and getting another, speaking a gig. And those are the things that light up my soul. And that's what I, you know, I get to do now with a team that, that is fully functioning Well.
That's what I was talking before with service, like, that's so beautiful. Because really at the end of the day, then you are giving your expertise to people that need it. And you know, they might not have access to all that valuable information or the money to, like, there's some businesses out there that just.
Or some salespeople, they don't have the money to invest. And so being able to give away your expertise like that is such a beautiful thing and I just, it makes me so happy to hear that you do that and it, yeah, it makes me happy to go out and do that as well and teach people that, you know, your happiness affects your results.
And I think that going out and doing that and marketing from a place of service first, you've given so much to people before they've even said. Take, take my money. You know, I had a, a kitchen client the other day and she'd had a price from a builder and he'd done a bit of design work with her and he'd given her a price.
And I've gone out and worked with her for a few hours and I just, I'm the same. I wanna serve, I wanna overdeliver, and I'm not getting paid for this because if they don't buy the kitchen. I don't get paid, but I still wanna over deliver because at the end of the day, I'm giving them all of the expertise.
I've spent my life learning. And if they see the value in the end of that, of paying me to deliver the outcome that they want and solve their problems, then that's great. And if they don't, then that's okay. I've still given everything of my heart and soul. Yeah. And this lady actually spent, so I think the builder's price came in it.
It was, it was $26,000 for this kitchen and um, my price came in at $38,800 and she chose me. People, I always
say this, if you make it about price. If you make it about price, your customer will make it about price. Your leads will make it about price. They will be looking at the price. If you are price focused, they will just be considering the price and they will be price comparing.
When you talk about the value and you are giving value, they will invest in value, they will invest in customer service, they will invest in connection, I believe.
Mm, absolutely. And I hear like, you know, I hear so many salespeople go out and they, they talk about the features of the product. Yeah. Like this is, it's again, it's deliverables, you know, board and, and this board is all Australian made and these hinges are from here and that's from here.
And it's the minute you are doing that in that person's eyes, you are not serving them. You are selling to them. Yeah. And that's like no one wants to feel sold to. It's just, especially if you're telling them stuff that it's like, why is that even relevant to me? Like the feature of something is not telling that person how it's gonna benefit their life.
And so speaking in terms of the outcome and the benefit for that person rather than the features of the product that they, some clients just don't even care about the features of the product. I mean. I care about for me, and everyone's different. For me, I care about, is it gonna save me time? Yeah. I do like to save money.
Yeah. So I do like to buy high ticket things, but I like to buy them at a good price. I like to buy myself nice things, but I, I think they care about, oh, I care about how it's gonna save me time. Is it good? Quality is important to me, but I know if I'm paying a lot for something, generally speaking, I'm gonna get good quality.
Yeah. So I know that I just want to. I want it to save me time and money in some ways, or improve my life in some way. Like, I'm buying a handbag. I want it to have lots of sections. It's gonna improve my life. 'cause everything's so organized and tidy and easy to find. And so if someone's selling me a handbag, I don't wanna know about the stitching.
Yeah. You know, I wanna know about like and the clasp and the Yeah. Yes.
How I'm gonna keep all of my things organized so that it's so quick to grab my phone out.
I love it when they do those little videos now where they show like you the, um, they show a person like putting in the sunglasses, putting in their wallet.
Yes. Putting the phone in. I'm like, oh yes. Oh, such
goodness. Such I love such. But I think as well, like, I mean, they're, for me, the benefits that are relevant to me and a good sales person would've found all of that out before they told me anything, you know? Yeah. And that comes out about everything I find out from a client, like all the things, all their problems, all the things they need in this space, and what's important to them.
And then I decide what, what parts to tell them about because I don't wanna waste their time blabbing on about, you know? Yeah. It's things that aren't important to them. They don't care. No, they don't care.
I just bought a bamboo grazing, a bamboo grazing platter that I was looking at, and I, I was ready to buy, like, have.
Uh, no sections in this bamboo. So the one I actually found, I was obviously targeted in Black Friday sale. Mm. What got me was, it wasn't, oh, I got so tired. I spent
thousands. There's even, is it?
I know. What day is it? It's not even Black Friday. It's this weekend. Oh gosh. Oh no. Oh, I'm for, no, no, next weekend.
Sorry. Oh,
okay. Yeah.
But already all the sales I know really broke, really overspent. But um, yeah, so this, I was ready to buy. It, had a lid, bamboo wasn't disposable, and I was like, ready to buy is really good price. $34 or something. Right. And I went, let me just go look elsewhere and true's Bob. This other company, when I had a look at it, they spoke about how this one had EC clipped lid so the food didn't fall out.
Mm. And they said, it has a take my money. It has a handle. So you can carry it out to the picnic blankets. Yes. And they used that language and they spoke to me like that. Well, I paid triple the price for this one. Mm. Triple the price for it. Triple, triple the price. Yep. After finding it, just because I went, oh, in my camper van.
Oh. It was low set. So the food didn't jiggle around. Mm-hmm. And would stay it and had sections. Mm. So the food doesn't jiggle and fall out. And I went That's right. But if they just said sections. I would've gone. Okay. Sections good quality lid
quality. It will last you for 10 years. Yeah. Like it's, well it's um, it's got such good quality materials.
Yeah. It's built to, I mean, do you care if it's built to last? But food's not gonna fall out. Yeah. Food's not gonna fall. Like, like carry it
out to the picnic. It flies Are not gonna sit in it because it's gotta lockable lid. Yes. I'm like. Three times
the price done triple the price. That's so, yeah, that's so key.
And actually, as you were saying that something really was popping into my mind in regards to sales and marketing again, and the difference between the two because what you were just talking about is a product that say, oh, that one might not have been under a hundred dollars, but around like under a hundred dollars.
I say just under a hundred. Yeah. So the interesting thing is when it comes to sales and marketing is that I believe that effective marketing. Is all you need when you are selling something that's sort of a hundred dollars or under, like you can sell things at a lower price point through marketing where you don't need as much that human to human connection.
So if you are a product based business that just needs, you know, that's selling, um, that your average dollar value per client might be around the $5,000 mark. All you need is good marketing. That's not me. That's you. Yeah. But all you need is good marketing systems because people from really effective marketing that speaks to the benefits, not the features.
Really effective marketing gets people to pay their money for those kind of items. But I think when it comes to effective sales and like more items that cost more, say the, the sale per client is anywhere from say, I guess. I don't know, a few hundred to tens of thousands of dollars. Yeah. That's where you need effective marketing to qualify.
Yeah. The people coming through. And you need really good sales process and a really good sales person who follows process to lock in those sales. A hundred percent. Yeah. Well,
that's a good, a good one for us to end on. Uh, some valuable tips here today on. Really mindset, um, in sales and marketing and in your business for yourself, for your teams.
A lot there on process as well. It's been an absolute, um, privilege to have you here today. Um, how can people connect with you?
We are launching our new business revived, which we're so excited about, uh, very, very shortly. So you can access our Instagram, which probably, I don't know how many followers I'm gonna have by the time this, it's gonna be very low re vibed.
Re vibed with a B au, uh, is our Instagram handle. Mine is Kimberley Jane priest. Uh, so if you wanna book me, I do love to do speaking and I love to speak to. Sales people, sales teams, sales leaders, and help people improve their results. And I love doing that. Uh, so Kimberley Jane, priest for that. And um, yeah, we run free workshops as well, our rev vibing method where having fortnightly workshops that you can send your employees to for free or come along to yourself where we teach our sales method.
And my business partner who teaches this method with me is an incredible, incredible salesperson. She's been at the top of everything she's ever done. She sells millions of dollars a year in personal sales and very high conversions. So amazing to person to learn from.
Excellent. That's amazing. And of course, we'll have that all in the comments below.
Um, so thank you once again for coming. Thank you, you. This is another episode of the Meaningful Marketing Podcast. If you haven't already, please make sure that you subscribe, um, and turn on your notifications. You can also jump onto our website and subscribe there, um, to, to have it sent to your emails. Uh, that is online business marketing.com au.
And if you haven't already, please rate us on your. Preferred platform. Thanks so much, Kimberley, for joining us. Thank you. Thanks. Bye. Thanks for listening in. Meaningful Marketing is all about you making your marketing meaningful. If you've enjoyed today's episode, please hit that subscribe button, but subscribing means that you won't miss out on future episodes.
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