SPEAKER_01 0:00

That all came from your pitch, right? And then you could go into this whole thing on why they matter and what it is. So good pitches should always solve problems.

SPEAKER_00 0:13

All right, welcome to another episode of Connections That Matter. Today I have one of my friends and one of the leaders in my community, if I'm being honest, uh Sandra Helper. Welcome to the show.

SPEAKER_01 0:26

Thank you. Thanks so much for having me out.

SPEAKER_00 0:28

Yeah. Well, if you don't know Sandra, you should definitely get to you should fix that in your life because Sandra is an amazing coach, mentor. Uh, she is a published author, and you uh just wrote another book. I did. So that's your second book?

SPEAKER_01 0:42

It is.

SPEAKER_00 0:43

And how has that journey been?

SPEAKER_01 0:45

Amazing. It's been really good. Um, and we we can get into how I created some really great relationships in our group. People that just came out of the woodwork to help me get it done. So that was pretty awesome.

SPEAKER_00 0:57

That's a I mean, yeah, we'll get into that for sure. But so the first book wasn't necessarily a it's kind of a business book, but it was different. And then this one's a business book. So um, how has that been different?

SPEAKER_01 1:09

A different psychology, I think, just different identity around you know, why people do what they do, why they buy, uh, what resonates with clients. That's what this book is really about. So awesome.

SPEAKER_00 1:22

And then uh it takes a lot of seeing it all the way through. Like I can't, I don't, you know, when I sit down to write something, I'm like, if I get through a couple of paragraphs there, but that's a whole that's a whole book, Sandra. Um, and you talked about uh Alicia did the cover and you had some other support. Um, who talked to uh give a shout out to your team of people who uh made it happen.

SPEAKER_01 1:44

Um well, Alicia actually was like one of my partners on it, and she just helped me get it finished. She like believed in me, man. And she um on the days when I was like, man, this is so overwhelming. This is so much content, so much reading. Um, I don't know if this is gonna work. And Alicia's like, no, this is really great. I've read it. Keep going. Uh, she was like an angel that just came out of nowhere.

SPEAKER_00 2:09

Shout out to Alicia. Yeah, really good. And I feel like you get more excited when you have people that are really good at what they do, getting behind your ideas and all that stuff. Well, let's talk about sales, because you're an expert in sales. Uh and I, you know, I talk about networking, where there's a component of sales to that is like if if you're doing it, if you're doing sales the right way, it's it's relational and it's uh there, but you're you're very focused on the pitch and getting that pitch the right way. How is sales and your pitch uh work with networking?

SPEAKER_01 2:42

Oh, because think about if you get up in groups and you're talking about what you do and you kind of just fumble through and you're like, well, I do this thing and I help these people and I have these benefits and it's really great, and you should buy it. People go, Who? What um next? Right?

SPEAKER_00 3:01

Or they just think about what they're gonna say next and they're not even listening to what you just said.

SPEAKER_01 3:05

They're not even listening. Uh as opposed to like if you have a really good pitch that resonates and speaks to, you know, what you who you serve and how you serve them and what problem you solve, right? Like that's the most important thing is the other person. It's the client, it's not you. It's not about necessarily really, it's not about the certifications or the education. Sometimes it's not even about the experience, it's about the problem you solve. And that you can get them to that, through that hero's journey to the end of where they're like, man, I just had a transformation. Whether it's a landscaper or it's a roofer, it's like there's a transformational quality that happens in a sales process, and a pitch is the same thing. You're future pacing them into the future that they really want. So that's yeah.

SPEAKER_00 3:55

I mean, in my networking, there's a lot of people follow this because they're trying to get better at networking. But uh, if you've gone to the events, in in many events, there's an opportunity to stand up and give your 30-second elevator pitch. Uh and you have something that it's like a main takeaway of uh the how do you do that? So uh unpack that for us for people who may not have met us um with the how do you do that?

SPEAKER_01 4:20

Well, so let's say you're given your pitch. So I'd say to you, I'd be like, Andrew, what do you do? And you you'd say, Okay, Andrew, what do you do?

SPEAKER_00 4:27

Yeah, no, I build uh amazing uh networking groups where entrepreneurs make connections that matter.

SPEAKER_01 4:34

Oh, wow. So that last statement, like that matter, connections that matter, I'd say, how do you do that? And all good pitches should have that on the end of them. A person should lean in and be like, How do you do that? I want to know more. And then you can start to give lace in a tiny bit, tiny bites of your offer. You don't just come out the gate with like, do you know what I do? I have a 42-point check system. And in this system, we solve every problem. Like, no, uh, you have 30 to 45 seconds to build rapport with other people, and you can build it or you can break it. That's what I tell people.

SPEAKER_00 5:10

So well, and you fix people's pitch. Uh, you know, as an entrepreneur, I'm in my own business and I know it and I want to share it, but you see people's blind spots. And I think that's one of the valuable things about um hiring a coach or having an outside view look in, and how is it really landing on other people? What are some common mistakes you see people doing with their pitch?

SPEAKER_01 5:34

Um, the I think one of the biggest mistakes is they want to tell you what. They want to tell you what they do, right? Like, I'm a landscaper and I make the lawn beautiful and I do it through this, this, this, this, and this. And the other person's like, I don't care. What are you gonna do for me? I mean, you've probably heard of the book, like, what's in it for them, right? And that's the whole the pitch should always solve the problem. And your pitch should be able to be 45 seconds to a minute, all the way up to a full hour, and you should be able to teach a class on it for three days because you're so passionate about it. I bet you could teach a class on how to starting, how to start networking groups. And that all came from your pitch, right? Like connections that matter, and then you could go into this whole thing on why they matter and what it is. So good pitches should always solve problems, and when they don't, people don't really lean in.

SPEAKER_00 6:34

Sure.

SPEAKER_01 6:35

They feel sold to and they feel like it's a salesy thing. And that's what I'm here to debunk. Like sales is relational, it's about building rapport and it's about seeing another person's where they are and the journey of where they want to get to, and help helping them create that bridge to get there.

SPEAKER_00 6:53

Well, you have such amazing testimonials that's following you and and how great you are. But your clients, the people that have hired you to coach them or help them increase their business, um, they have so much gratitude for the work that you've done. Anybody specifically you want to shout out or anyone that you uh that proud coach moment where you're watching them uh really step into their own?

SPEAKER_01 7:13

Yeah, actually Alex Tanner.

SPEAKER_00 7:16

Alex Tanner, former podcast guest, yeah.

SPEAKER_01 7:19

Uh so Alex came to me and he was like, I think, you know, my sales process is broken and I want to close more this year. I went on, I think he said he went on 50 appointments and he closed, sorry, Alex, like 12 to 15, which is not a great close ratio. And what we did over the uh the course of those 12 weeks is we just broke down what was happening in each and every section of his sales process and where it was broken, um, where he may have jumped a rapport bridge, or where he maybe didn't follow up in a way that resonated with the client, or maybe he didn't know how to get criteria of a client. And so we built out the process for him. And by the way, what what we worked on, he can use anywhere at any time because it's rapport and relational building. So if he wanted to convince his wife to get something or do something, he could understand what she needed first and then help. So it helps in his relationships too. But a big shout out to him. I think he's at a 98% close rate. Wow.

SPEAKER_00 8:22

There you go.

SPEAKER_01 8:23

Yeah, so he's rocking it and he loves it. He said to me, what he said to me, which was awesome uh on our last day together, is he said, I expect the close now because I know what I'm doing. I know what to say, I know how to build rapport, I know how to keep rapport, uh, I know how to have the client understand my value. I even know how to get a bid up front, which was one thing that he was really concerned about. Like, I don't know how to get the how much money there, the budget in the bid. And so we worked through how do you get the budget up front in a way that the person actually wants to give you the budget, right? Without without them being uh Phil, like you're putting them off or like, oh my gosh, why are you asking me the question about money, right? You can do it in such a seamless and beautiful way that people are like, actually, yeah, $10,000 is what I was thinking, right? So you can do it in that way. So big shout out to Alex. Um so glad he's having some great success and so grateful to be able to refer clients to him because he is a fantastic professional, right? And that's what I see a lot of times is that um somebody can be super good at what they do. Like Chef's Kiss. Yeah. Amazing at what they do. They just don't know how to articulate the value in a way that solves somebody's problem.

SPEAKER_00 9:42

Well, you brought up rapport quite a few times. Uh uh that's a huge part of your pitch and and be able to ask for it. Um, and you have a knack for it just to build rapport with people. But um some people people better than others, you know. Some people are like not, you know, it's like I'm a great plumber, I'm good with pipes and not with people. But um what are some tips that you would give for an entrepreneur to be better or quicker at establishing a high level of rapport with their potential clients?

SPEAKER_01 10:10

Learn to listen.

SPEAKER_00 10:11

Okay.

SPEAKER_01 10:12

Listen and learn to listen before you have the thoughts in your head of what you're gonna say next. Because really deep rapport is listening uh to what they need. Uh and that's the very first thing. Like, learn how to listen in a way that is like so complete, you're like, oh, and you're curious. Listening with curiosity, not in a way that's like, man, I know exactly what I'm gonna sell this person. It's like, what do they really need? And uh do I have the solution for that?

SPEAKER_00 10:44

Well, so maybe this is me projecting, but like the the the entrepreneurs, the people who network, that they have like an internal belief that people don't listen to me are the ones that are the most boisterous or they try to sell to the room, they're like trying to get out there, and it it further repels people away. And then it turns into this like cycle of like, oh, they don't listen to me because they're not approaching me. Um, and I I get people that approach me and they're like, you know what, I just feel stuck. Um and I think you're onto something, and it's like being a good listener. Uh, how do you how would you take somebody out of that cycle of where um they're approaching it the wrong way? So people are repelling from them, they're not listening to flipping that on its head.

SPEAKER_01 11:31

I would ask questions and I would listen to what I would literally ask questions about um what they're thinking about when they're doing what they're doing, and then what happens in the step right before they do that, and then what has them want to do that right before that. And I'd walk them back to where they may be get some inspiration as to what causes them to do that, right? And I'd listen. Right. I'd really listen deeply and try to understand because clearly that's the thing about um getting what we want. Sometimes we want something, but it's not in alignment with our action. Right. And when we're not in aligned, like we can say we want something, but our actions speak differently, you gotta get underneath, well, why? What happened here? That you said you wanted this, but your actions are not reflecting um what you want. So we work backwards a little bit and listening for cues into what causes a person to do the things they do. Um what was the step right before they did that? Is that giving them what they want? If it's off-putting, clearly that is not aligned with what they wanted, right? So we just do this inquiry into you know, did that really get you what you wanted? And they're like, no, it didn't get me what I wanted. Well, what did you want? Well, I want people to actually engage with what I have to sell. Okay, great. Let's talk about how you do that in a way for you that is totally authentic and not off-putting to the other person. That's where my genius lies. It's like helping them find that authentic voice to be able to connect with other people in a way that's right for them.

SPEAKER_00 13:18

Yeah, I mean, I would it's it's funny hearing you say because it sounds so clear. But I see entrepreneurs as they're trying to scale, they they work harder. They throw, they stay up later, you know, they work, they just try to throw more hours or effort at it, but it doesn't really change the paradigm of how to actually ascend to the business. Um, that takes coaching, that takes mentorship and evolving. But but I also see, Sandra, not everybody's super coachable. So how do you you know entrepreneurs don't necessarily, they're not the type of people that love being told what to do. So um, how do you build rapport with your clients where they're open and receptive to coaching, where somebody other than them is giving them advice of might push them out of their comfort zone.

SPEAKER_01 14:05

I don't give advice.

unknown 14:06

Okay, okay, good.

SPEAKER_00 14:07

All right, so let's make that clear uh for those watching you're not gonna come to Sandra for advice.

SPEAKER_01 14:12

Yeah, no, not unless they say I'd like advice, and then I go, okay, well, let me just pull some out for you. Um when we coach, it's because that's a coaching relationship. A coaching relationship is all about we're gonna lay the foundation of where you want to go and what you want. And we're gonna go, you're gonna together we're gonna figure out how do you navigate past these huge blocks. Um let me give you advice.

SPEAKER_00 14:38

Sure.

SPEAKER_01 14:38

You've hired me because I can consult around this, this, and this, and then that's advice. But like you, I don't want to be told what to do. You know, you know, and so coaching is not about telling somebody what to do, it's about saying, is you know, what you're doing getting you what you want? And if it's not, let's have a conversation about it. Something's in there that maybe just isn't producing you the result you want. It's all about the outcome in the end of the at the end of the day. Does the pitch get you what you want? Does the process get you what you want? You know, you can be super analytical and high thinking, very intelligent. It doesn't mean you can communicate well, right? But you want to do it, so how do you learn how to do it? Right? That's what it's that's what it's more about. I don't want to tell people what to do. People have so many people telling them what to do.

SPEAKER_00 15:28

Sure.

SPEAKER_01 15:29

Millions of people out there. Let me just tell you what to do. It's like, that's not what this is. This is like, okay, you said you want to do a million dollars in sales this year. How do you have a plan to do it? Have you tracked your numbers? Like, what is what's working, what's not?

SPEAKER_00 15:45

So well, I love that. And networking is big a big part of how you've grown your practice and your business. And uh from what conversations we've had, you have some opinions of the wrong ways to do it and the right ways to do it. Um what are the good and the bad uh networking opportunities out there, and why do you gravitate towards certain ones rather than others? Um specifically like Well, so I know you're an ambassador for the chamber, you're you're a big believer in that. Um, you've also had some previous experience that wasn't the right fit. Uh, you don't have to name any names or anything like that, but uh, you know, I I think that you've been around the networking scene long enough that you know it really works. And uh I would just love to have you share what what is your opinion on that.

SPEAKER_01 16:30

Well, I really do like NIA because I feel like the model is good. Uh, there's many things about it that I think empower the entrepreneur to be able to grow uh from the coaching side of it, uh also the educational side and the way that the the groups are structured, like the meetings, they're fun. Like they're a little more social and they're not so punitive.

SPEAKER_00 16:53

Yeah.

SPEAKER_01 16:54

Because if you walk into something and it's punitive, it's almost like, man, I just I just got stiff and I'm not gonna be able to communicate. And so it's like people can relax a little bit, I think, in that model. I love the Chamber of Commerce because I think it's a great place for small business just to go meet meet other small business minds. Um, you can get into good masterminds with people like what works and what doesn't. And there are ways that are good to network, you know.

SPEAKER_00 17:20

So Well, you stepped up as a leader. I mean, a lot of people join the chamber, but you're an ambassador. Like a lot of times, first people's first experience with getting plugged in is meeting you and having you show them the ropes. How did you how did you land that spot? And uh, what do you love about being an ambassador?

SPEAKER_01 17:37

Uh, I like the breakfast.

SPEAKER_00 17:40

There you go.

SPEAKER_01 17:41

I like the breakfast. Uh, and I like that it's the same people. So I'm starting to build like deeper relationships and see people's faces every month. Um they're pretty supportive, especially in our local chamber. Uh, they're supportive of each other, and I think that they also they put on a good meeting where you can get active and do a lot of different stuff where you can put yourself out there. Like today, I volunteered for a golf tournament. Um, and that was fun. So you can get really involved, which puts your brand out there and yourself out there. And I enjoy that.

SPEAKER_00 18:15

Very cool. Well, as an entrepreneur, um, I think it's probably you gotta be a little vulnerable or humbling to ask for help or ask for coaching. I mean, uh I see a lot of people they'll they'll self-teach, right? They'll listen to audiobooks or they're they'll go through their own, but to actually partner with somebody else for coaching. And some people are like they just do that because that they know how valuable it is. Um, how do you break the walls though, of somebody who maybe has never experienced coaching or hasn't done it yet to at least see in if it might be a good fit for them?

SPEAKER_01 18:51

Hmm. I guess they could just ah, you know, I love this story. So it's in my book. Um you know how you go to Costco, Andrew? Right? We all we everybody here is probably everybody watching has been to Costco. You know, you walk in, you walk through Costco, it's like, yeah, it's a Saturday. You're like, man, I'm not gonna spend $300, but dang it, you know you're going to. And then you get to the little tables where they're like, Would you like to try a sample? Yeah. And they're like, you're like, yeah, I want to taste that. And you taste it and you go, dang, that's good. Right? And then what do you do? What do you do? After you taste it.

SPEAKER_00 19:27

Buy the whole big Costco thing.

SPEAKER_01 19:30

Buy the thing, right? That's what I'd say with coaching, like, try a little sample.

SPEAKER_00 19:34

Yeah.

SPEAKER_01 19:34

You know, just sample it, see if it's for you. If not, man, you're not out anything. Right? So sample it just like the Costco, and with your even with your own stuff, as you build your own brand and as you are networking and doing things, think about the sample, right? Don't try to sell somebody the entire cake the minute you meet them. They it's gonna that could give them heartburn. Right? Like give them a taste. And so I'd say, um, try a taste to something. Try a taste to see if it's a thing that would serve you, that you would enjoy, and you would know, like, man, I'm gonna get better results doing this thing, right? So that's what I'd say. Think about Costco when you think about coaching, because sample it. Go find some people to sample coaching with yeah, to see if it's a good thing that you would enjoy.

SPEAKER_00 20:26

One thing I love about coaches is they all have coaches. Uh, I know you have coaches, and that's been valuable to you. Does there anybody you want to shout out? Somebody who's made a big difference in your life.

SPEAKER_01 20:35

Mary Lou Civy. I don't know if you know who they are.

SPEAKER_00 20:37

I don't, but shout out to Mary.

SPEAKER_01 20:38

Mary Luce, um, yeah, she's been in the industry for 40 years. She's a mentor of mine, really incredible woman. Um, she's done big firms like United States government little firms, and she's just an incredible woman. I still use her and her husband. So I love them. And then Perry Belcher is my coach for um online products. Yep. He's sold over $900 million in online products. Yeah, a little out of my range, but you know, I go taste the things and say maybe I'll buy that.

SPEAKER_00 21:13

Yeah. And then if somebody is local or not, maybe not even maybe they because I'm I would imagine you could work with people everywhere. But it is cool that you're right here in northern Colorado. Yeah. Um, and you're one of one. Uh there's there's no other Sondra Harper than you. I mean, there's a lot of coaches, but there's one Sondra Harper. Who are you, would you say, perfectly designed to coach? Is there a specific avatar or type of entrepreneur that um fits right into your wheelhouse?

SPEAKER_01 21:40

I love I love small business owners. And I actually like particularly um the trades. Okay. Which is funny because you're like, really? But yeah, because um like Alex, Alex is a a landscaper, right? That's one of the traits. Uh I find that there a lot of those types of traits. They're good at what they do. They've been in business for a long time, but they're not seeing ROI, especially on the leads that they're getting in because they haven't articulated their value and they go out on a ton of these appointments with people and they don't close them because they haven't figured out how to walk a person through that transformational journey. Another type of uh client I really love is wellness trades, um wellness like uh acupuncturists, chiropractors, massage therapists, because those people have a heart for other people and they're full on service, so they don't really have a lot of products they're selling. And sometimes in their vernacular, how they describe what they're doing, it can be really heady or it can be really um esoteric. And so I like to bring them back to like what is it that you do for these people? How do you make their life better? What uh what actually differentiates you? Because there is a chiropractor on every corner. So we work, we work with that. And I love those people. I love both of those, the trades as well as the wellness people.

SPEAKER_00 23:04

Awesome. Yeah, awesome. Well, uh, if somebody is like, you know what, I'm watching this, I probably should get coaching. Yeah, I would love a little sample, little, a little snacky snack. Uh how can how can people like get in touch with you, Sondra, or or figure out if you're a good fit?

SPEAKER_01 23:19

Yeah, they can go to my site, sondraharper uh, and there's like a little link there and you can book a call.

SPEAKER_00 23:26

Awesome. And then if you got uh somebody wants to pick up the book, when's the book come out? Where they can where can they find the book?

SPEAKER_01 23:31

Actually, right now we're in pre-launch. So coming soon. Coming soon. I don't think it's on Amazon yet. It's on Ingram Spark right now for distribution.

SPEAKER_00 23:41

All right. Well, if it is, we'll update the podcast description so people can order it.

SPEAKER_01 23:45

Okay.

SPEAKER_00 23:45

Um Sandra, thanks for coming on the show. This has been awesome. And uh really appreciate your wisdom and your leadership and like who you are for the community as a as somebody who tries to get more referrals and connections for people. That's just one part of the picture. Getting them some coaching so that they can ascend to the next level has been a huge part of it. And I've I just really enjoy the friendship and the partnership with you as well. So thanks for coming on the show.

SPEAKER_01 24:10

Thank you so much. I appreciate you, and I appreciate you inviting me to come today.

SPEAKER_00 24:13

All right.

SPEAKER_01 24:14

Thank you.

SPEAKER_00 24:14

Thanks. Hey all, thanks for watching. I love networking and building relationships with other Northern Colorado business leaders. So if you want to come meet some of these podcast guests, meet me or meet some other amazing entrepreneurs in Northern Colorado. I would love to have you attend one of our next events. Uh, go in the podcast description. There's a way so that you can see our upcoming schedule. And maybe you could be a future podcast guest as well. Thanks.