Today’s conversation fits under the 4th P, the P of Product. I’m talking to Finka Jerkovic, author of the book ‘Sell from Love’ about creating offers that you love.
Finka Jerkovic is an author, international speaker, workshop leader, and coach. As President of FINKA Communications Inc., she consults with clients in areas of personal branding, leadership, sales, client experience, and employee engagement. She brings over two decades of experience in corporate Canada in the financial services industry, with an expertise in sales, leadership, communication, and coaching. Finka believes when you bring authentic leadership and a mission-based mindset to business, you can achieve inner fulfillment, outer success and leave a transformational impact.
She lives in Canada with her husband and daughter on their 85-acre nature oasis, where you’ll find them living a farm-to-table lifestyle, brewing up essential oil blends from their lavender field, riding horses, and beekeeping.
The three pillars to selling from love is to love yourself, love your client and love your offer. And it's when these three things work together. that it becomes really easy and second nature to put ourselves out there to market,… Share on XIn this episode, you’ll learn about creating offers that you love and…
- The importance of inner work when it comes to selling
- The basic ingredients of an offer we love to sell
- How to transform an offer that’s not selling into one that sells (and why not to give up)
- What transformational selling means
- and much more…
Finka’s Resources
Connect with Finka Jerkovic on:
Sarah’s Resources
(FREE) Sarah’s One Page Marketing Plan
(FREE) Sarah Suggests Newsletter
(FREE) The Humane Business Manifesto
(FREE) Gentle Confidence Mini-Course
Marketing Like We’re Human – Sarah’s book
Authentic & Fair Pricing Mini-Course
Email Sarah at sarah@sarahsantacroce.com
Thanks for listening!
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Imperfect Transcript of the show
I will provide a transcript of the show whenever I can, but please be informed that this is non-edited, so far from perfect. On the positive side you might get a chuckle from reading it, because these robot transcripts are often quite funny 🙂
[00:00:00] Sarah: Think so nice to meet you and see you here on YouTube. I’m excited to have this conversation with you.
[00:00:10] Finka: Welcome. Thank you, Sarah. I am too. You know, we just had like a pre-conversation, so it’s lovely to find like-minded and I would say like spirited in you that, so I’m really excited about our conversation.
[00:00:21] Sarah: Exactly. Yeah. That’s, that’s what I said. And then I kind of hinted at it in the official intro as well. Like you’re, you’re in a good circle here. We, we get you, you get us? I think so it’s going to be awesome. I just want to hold up your book before. You know, we get on with our conversation because I just got it yesterday.
[00:00:43] So thank you so much for that. You’re welcome. So sell from love. That’s the title of your new book? And let me just look up the subtitle again, because I think that is also kind of what we’re going to talk about. The subtitle is love yourself, love your client and love your offer. And I think it’s so important also because the, our listeners humane marketers will totally understand that because in, in my book Organize it in a very similar way.
[00:01:14] For me, it’s rumble rise and resonate. And so it’s really kind of this inner work that we start with. And it really sounds, I haven’t had a chance to read the book yet, but it sounds like for you, it’s the same thing. It’s like, you need to go within first, before you can start loving your clients. Right.
[00:01:32] And start loving your offer. So that also definitely resonates, but in this conversation, I’d really like to talk about the third parts of loving your offer because the, the title for this episode, I’m neat to look it up again create an offer you love to sell. So that’s kind of how I titled this episode.
[00:01:54] And so it’s for this conversation, I’d probably like to focus on that. Talk to us a bit more about, you know, creating an offer you love to sell, why is it so important that we love our selves and then love our offer that we can actually then sell it?
[00:02:16] Finka: Absolutely. So the three pillows to selling from love is to love yourself, love your client and love your offer.
[00:02:22] And it’s when these three things work together. You know, it becomes really easy and I will say second nature to put ourselves out there to market, to promote and to invite clients into our offers. And so that’s often happens. It’s like, you know, let’s love the offer. Let’s love the offer. And I always say, let’s go back to the beginning and figure out how, what might be some of the missing links or missing.
[00:02:46] To loving yourself often what might happen. And this is just the way we are wired. Our human condition has us focus more on what’s wrong with us versus what’s right with us. And so I do often I do workshops around this topic around how do you be more of you in your business? I call it your brilliant difference.
[00:03:04] So each and every one of us has this brilliance in us. And it’s not just for you. And that’s the thing with when it comes to our. Your brilliance. It’s not just about you. It’s not just about, you know, for us to go out there and shine. That’s what we want to do, but there’s a purpose behind it. And that’s why I love calling it your brilliant difference.
[00:03:22] And so you have a brilliance, but it’s here to make an impact and it’s here to add value and to change. Someone’s. Or, you know, to, to impact and change the world in some way. And that’s when we kind of loop it back to the offer piece. You are also in your offer in some way. And so that’s that connection about our offers.
[00:03:39] And I’ll talk a little bit about the offer in a minute and how do we love it more? And so it becomes really important about figuring out who you are and who you are not because when we can start accepting, these are my strengths, these are my gifts. These are my talents. These are the things that I bring to the table.
[00:03:54] All of a sudden, we find ourselves in a place of enough. I’m worthy with only this. And then we become okay to say, well, this is not my area of specialty. This is not my area of expertise. You know, Sarah is, or Jack is, and we’re able to then say, okay, let me bring, you know, refer or not feel so clenching that we have to hold onto the business or hold onto those clients that we actually feel a freedom to let go.
[00:04:18] And that space that we create allows. To then again, you know, attract more clients feel freer to make more offers that also gives us space to actually make those right offers. It was funny. I was in a conversation last night with my daughters. We were at her horse, a horse say it’s called pony club, but it’s like a, they do a horse lesson every week.
[00:04:39] And some of the parents and I were talking about how busy we are and how, how much does on our place. And if. Duplicate ourselves. That would be wonderful. And then we also started talking about how important for us it is to create space in our calendar space in our day, because it creates opportunities for more of these ideal clients to come into our world.
[00:04:59] Because if you have no space or no gap, all of a sudden, how are they going to come and find your, you can’t say yes to them. So it becomes really important to love yourself. And then the, the love of your client piece is really about. Understanding who your client is, what are their needs? What are their values?
[00:05:15] I always, I always talk about it. We are with our offer. We are solving for, for transformation. So there are four transformations you could facilitate with this thing that you’re selling. That’s the offer piece. And so either we’re, we’re solving a problem for a client. That’s usually. Urgent people are like, oh, I got to solve that one.
[00:05:31] That’s that’s hot. It’s burning. I got to take this pain away. So it’s usually resolving a problem. The second one is we’re helping them achieve a goal. It’s something that’s usually very immediate and imminent, very current, again, something they’re going to quickly act on. And the other two pieces the transformations we facilitate for our clients through our offers is we help them live aligned to their values, but we also help them fulfill their dreams.
[00:05:55] As thing as our clients are going to act really quickly on the problems and goals, because it’s very urgent problems are very hot. I don’t like to feel pain, so help me. Can you help me make it go away with our PR with the offer, with your offer? The same thing with the goals? Again, it’s something I want to achieve.
[00:06:11] It’s something I want and I’m really ready to take action. And again, that’s what your offers facilitating. When we stand for a pat posture of love, meaning we are selling from this place of love and looking at. Holistic picture of our clients. We’re not just looking at solving problems that feels very transactional.
[00:06:30] We are not only helping them solve, achieve their goals. Again, can feel just a little bit transactional. What we’re also looking at is what’s the overall transformation. What are their values? How is the offer you are selling the offer. You. Offering to your clients and inviting them into how’s it going to help them, you know live out their values.
[00:06:49] Is it freedom? Is it family? Is it nature and adventure? Is it, you know, confidence and courage? What are some of those values that they’re looking to achieve and how has your offer helping them do that? And then the fourth is the dream piece. You know, often the dreams were not. We can get really fueled and excited about fulfilling our dreams.
[00:07:09] Our big lofty goals are the legacy one and leave. However. It’s not the thing that people are going to act on first because it’s so pie in the sky. It’s so far in the future. It’s like, I’ll get it to it one day and it might not be today. But then that one day oftentimes never arrives and people look back on their lives.
[00:07:30] Well, what happened? And so when we sell from this posture of love, we are looking to help our clients with our offer through looking at facilitating these four transformations. What problem are you helping them solve? What goal are you helping them achieve? What value can you help them align to? And what dream are you ultimately helping nudge them towards move them towards, or get closer to with this offer that you’re you’re, you’re selling
[00:07:53] Sarah: and so good.
[00:07:54] And is it always all four of them or is it. One offer that fits one of these four transformations.
[00:08:02] Finka: It’s not always all four of them. When we are coming from a place of love, we are seeking to understand all four of them, the way your client, as we’re understanding our clients, his needs. And we’re going through that conversation and that dialogue with our clients, we’re listening into the one that they’re going to.
[00:08:21] Take action on immediately or the one that’s going to help them. That’s going to inspire them the most, if I can put it in that way. So it might be the problem or the goal, or they’re like, you know what? My lifelong dream is to achieve X and that’s what they’re trying to.
[00:08:36] Sarah: All right, I get it. It almost, yeah, it’s, it’s interesting because when I think about humane marketing as an offer, right, it’s definitely not something that solves an immediate problem.
[00:08:52] And so an immediate problem is always easier to sell it’s it feels like to me, because like you mentioned before, it’s like something. They need help with right now where thinking of the offer of humane marketing, it’s, it’s a dream more like it’s a long-term goal, or it’s also attached to the values that they want to live their life with.
[00:09:15] So, so I often joke with a friend of mine we’re selling transformations and that those are actually harder to sell because it’s not solving an immediate problem may be like, I don’t know someone who’s selling you know, social media pictures came up pictures or something like that. Well, that is obviously it’s also a lower price, but it’s easier to sell because it solves an immediate problem where the bigger dream or, or the value attached kind of offer.
[00:09:51] Well, it takes. It takes more than just say, here’s your problem. And I have a solution for
[00:09:58] Finka: absolutely. And that, and that often can feel very transactional because it feels like I’m solving the immediate graphic design, social media. Problem that you are having by giving you the images or helping you identify your content calendar.
[00:10:14] But when we come from, you know, whether it’s, I’m going to say humane marketing or from that selling from love posture, what I am inviting us to look at is how could. Even looking at that transactional piece of business where it’s graphic design or content, calendar management, or social media management that can feel very transactional.
[00:10:35] And let’s say, that’s the service you’re providing your clients. How could you look at that service and say, okay, how is that helping my clients achieve their big lofty dreams? They might have a legacy of, you know You know re you know honoring nature and, you know, making sure that our forests are our capes kept sacred and that they’re taken care of, or they might have a, a legacy that they want to you know, provide for the community and only hire local.
[00:11:04] They might say, I want. Provide for my family, that all their needs are met and that we live a very nature-based lifestyle or adventure based lifestyle. And so we look at the service we’re providing or that offer, and we say to ourselves, okay, great. I’m solving a problem, which is the content calendar management, because my entrepreneur is freaking out because they can’t manage their calendar and they want to get out there and be more visible to grow their business.
[00:11:29] But when we’re coming from this place of, okay, I got to look at the bigger picture. That’s the immediate need and that’s the problem, but how is that fulfilling their bigger dreams? And that’s why I say, when we’re selling from love, that’s what we’re doing. We’re not only looking at the immediate, maybe even transactional need.
[00:11:46] We’re saying exactly what you said, Sarah, we’re looking at, what’s the bigger transformation. How is this piece of your puzzle that I could help you with helping you get the bigger picture of what you’re looking for?
[00:11:58] Sarah: Yeah. Yeah, this is so good. And I’m sure listeners are like, yeah, yeah, we get it. That’s what Sarah is always talking about.
[00:12:07] I talk about it in the marketing perspective, like talk about the world view, you know, it’s like talk about your own worldview and since you’re know your clients so well, you also know that their worldview aligns with your worldview. And so. Part of this human being that you’re selling to we’re marketing to.
[00:12:26] And so that’s where even something like, yeah, creating candidate pictures can become much bigger where you, like you say what you’re saying, it’s not just transactional anymore. It’s really transformational.
[00:12:42] Finka: Yeah. And this is where also we have to look at our offer. This is where the love your offer piece comes in is your offer is also an extension of that.
[00:12:51] And so I believe that each and every one of us on this planet have a particular purpose. You know, we’re here, there’s a reason why we’re here. And, you know, it’s, it’s through our day to day. And sometimes the mundane stuff that we do that are that we can live out our purpose. And I believe that our work, the things that we do for most of the day, you know, whether it’s nine to five or five to nine, however your work schedule is and the thing that we’re selling.
[00:13:18] Is actually an extension of our purpose. And so how can we look at the offer we’re selling? So that, that is how you are looking and how you are going to make a positive dent or positive impact on your clients. That then is going to ripple effect into the community and to the world at large. And so look at not just, you know, I was thinking I don’t have my phone with me, but you know, like the phone is like the extension of us.
[00:13:44] Like it’s now become like another limb, like our, our, our, our smartphones. We carry them around. They’ve just so. So close to us. I want us to think about our offers in the exact same way. It is part of you. It is part of an extension of you, an extension of how you add value, how you make a difference in how you make that bigger impact.
[00:14:03] And when we can look at our offer, as more than. The thing we’re selling that, it’s the thing that we’re actually making change. And all of a sudden, I believe it helps us believe in what we’re selling more. It helps us, like this thing makes change. This thing helps people. This thing makes a difference in life.
[00:14:20] I can’t. Hold it back. I’ve got actually put it out there because it’s the way in which you want to make a difference. And I would say people that are connected to you and people who are listening to the CME marketing podcasts, you are, I’m going to, I don’t know, let me know differently. Like you want to make a difference.
[00:14:36] You want to change the world. You want to make a bigger impact. Look at the thing that you’re selling as a way of doing that. That is the vehicle, the vessel of your change.
[00:14:48] Sarah: I love that. Yeah. I still sometimes struggled with explaining that. And you said it so well that it’s an extension of, you know, who you are and your purpose.
[00:14:58] Sometimes I try to explain it and say you are, you know, helping maybe someone else’s bigger purpose, but that’s not necessarily the only way you are also extending your, your own purpose. And I think that’s so important. Oftentimes we are. And that’s, I guess also where the inner work comes in, that even if you’re creating canvas images, well, you are important and your work is important.
[00:15:28] You are yeah, good enough. And that. That’s your purpose too, to help change something,
[00:15:36] Finka: right? Exactly. Like if I can get a, if I can use myself as an example my purpose in, I wrote, I wrote a purpose statement some time ago, and it’s one that it hasn’t changed much over the years, but it’s something that I continue to feel that you know, I’ll change it if ever if I ever need to, but for now it’s been working for a number of years, but my purpose in my own way is to raise human consciousness so we can elevate the human can do.
[00:16:01] So that’s like the overarching, when I think of who am I and what am I here to do? And elevate the human condition. And then I look at my work and you know, how do I live that out? How do I show up in my business? How do I show up with my clients? How I, how do I show up in the stuff that I make that will help do that, that will help facilitate that.
[00:16:21] And so when I think of selling from love, It is something that I believe when we can become more aware so that it’ll raise human consciousness. So we are more aware of ourselves. We’re more aware of the people that we’re serving our clients, and we’re more aware of our impact through our offer. That’s going to raise human consciousness and it’s going to elevate our, our condition because we’re, we’re looking from a perspective of not selling from fear, but selling from love, because anything that comes from fear once control, once power.
[00:16:50] You know, and creates, you know, some dysfunctional behaviors. But when we come from a place of love, all of a sudden, you know, we, we value fear still might be there, but we’re coming from a posture of love. All of a sudden, you know, there’s more harmony in the room. There’s more inclusivity. There’s more Equality and there’s authenticity and genuineness and all those things that come when we show up from a place of love.
[00:17:12] And so then I, you know, so that’s that extension. So each of us have a purpose and some of us have it very clearly articulated. Some of are still, still working on it. And some of you may not have yet started, but it’d be probably really good work to focus on. What is your reason? What is your, why? Simon Sinek has a really, you know, people don’t care about what you do or how you do, they care about why you do it.
[00:17:31] And so when we can come from understanding why we would do what we do, all of a sudden, the stuff that we sell our offers, we can see that connection and link. And so when I, for myself, cause. Plummet in some moments in selling from fear, fear will hit me. I’m a human and I can I’ve practices and processes that helped me reconnect back and all those wonderful things.
[00:17:52] But, you know, today it’s like, all right, I know my purpose is to raise human consciousness and elevate human condition. How will I do that? All right. I’ve got to promote my product. I got to promote my service. I got to get it out in the world because if I don’t this work that I know I’m here to do, won’t happen.
[00:18:09] This is my piece of the 7 billion people impact. This is my piece that I get to do right now in this experience that I have here.
[00:18:18] Sarah: Where’s the limit where. You know, there’s a, there’s always kind of this threshold between good and evil. And we’ve seen, especially in the marketing world which is closely related to selling.
[00:18:31] We’ve seen some really good things like authenticity and vulnerability. Turn evil, like turn through the other side where it’s like some, you know, really kind of shifty marketers realized that the more vulnerable you are, the more authentic you are, the more love you show, the more you sell. And that’s at least for me.
[00:18:58] And I’m pretty sure for you. That’s not the goal here. It’s not about using that. Sell more on the contrary.
[00:19:07] Finka: Yeah, I think that when we see through that, so I recently had an experience with someone who was really. It was interesting conversation because they were really talking about selling and marketing and how selling and marketing can look distorted.
[00:19:26] And when we go into those dysfunctional ways of selling and marketing and he, how, you know, he was talking about how he’s done with it, and he’s really wants real authentic and. No. And literally I’m like, oh, this is great. You speak my language. Like just kind of like our, our kind of dialogue. And it was fascinating because I’m like, all right, this is someone that we can, you know, we can connect with.
[00:19:49] And, and then a couple of days later, I started getting a whole bunch of text messages. I started getting a whole bunch of emails. On sign up for this sign up for that. Did you check out this? How about this let’s book a call? I had someone from their sales team call and I, is that what you’re referring to?
[00:20:06] It’s like we’re, we’re leveraging authenticity, vulnerability, and then all of a sudden we go back to those old patterns and behaviors that. You said you weren’t, but you really are. Yeah.
[00:20:19] Sarah: And it’s not even that we’re blaming them. Right. We’re not blaming them. It’s just, there’s so much unlearning to do.
[00:20:27] I’ve realized that there’s a decade or more of unlearning the old ways. And we can’t just put in the nice words, like love and, you know, humanness and all of these things, and then still have our funnel. You know, bombard you and all of that. So, yeah, it’s an interesting time we’re in that, you know, everything, you can basically turn it around and use it to sell more.
[00:20:52] Absolutely.
[00:20:53] Finka: Absolutely. And I think vulnerabilities are really it’s a tough, I don’t know if I’d call it characteristics skill to navigate through because. Fear is right there behind it. So I could share a very vulnerable moment or story with my clients or in my, my coaching groups, or even hear on a podcast.
[00:21:17] And then, you know, if you’ve heard of the term, like a vulnerability hangover, then the next day. I’m like, why did I say that? Why would I be so vulnerable? Or why did I open up myself? Because the inner narrative, it’s so deep seated in us that this fear of what will people think, what will they say about me?
[00:21:36] Oh my goodness. They’re going to think I’m not an expert anymore because I told them that I don’t know, or I get scared. Right. And, and that conditioning is part of our human condition. So we all have it. What I am confident in our human. Species is that there are going to be pieces of this and parts of us that wake up and say, ah, that’s okay.
[00:21:59] I’ve never done this vulnerability thing again before this is called a hangover. Okay. I just have to go through this feeling of regret and fear and all that and process that. And then I’ll get to the other side and that’ll actually make me stronger to be more vulnerable next time to use that vulnerability.
[00:22:17] I get really stuck on this is the thing with me with experts and vulnerability. I love, I want to hear the experts struggle. I want to know that you struggle the exact same with the way that I do, because if you don’t tell me about your struggle.
[00:22:34] Sarah: And I want to add, I want you to struggle now. I don’t want you to tell me a story from 20 years.
[00:22:41] You got
[00:22:41] Finka: it. You got it. You got it. Exactly. Tell me what you exactly, because you are you’re human. You cannot not be going through these experiences, especially. So the way we don’t go through the experiences is if we don’t get out of our comfort zone, if we stay in our comfort and you will see it, people will hit a certain level.
[00:22:59] And then all of a sudden they disappear well because they stopped. They stopped feeling uncomfortable. They stopped going through those feelings that we go through every day or every couple of months or whatever that cycle is that we’re experiencing this uncomfortable. Are these stories. One of the people that I admire very much because she, to me, she helped me.
[00:23:19] She was my book coach. Her name is Jennifer Louden. She’s written, I think 11 or 12 books. Best-selling books. She has also an amazing podcast called create out loud. But she talks about the struggle of creativity and writing and making stuff and selling stuff like what you just struggled with yesterday.
[00:23:39] And it’s just like, it’s so refreshing and so needed because if we don’t talk about it, the rest of us that are looking at that person, who’s here and saying, wow, I can never get there because look, they got it all figured out. They never struggle. Look at their Instagram. It looks perfect. I want to normalize struggle and vulnerability and fear.
[00:24:03] It’s part of the process. And what we need to find is also the people. So people like you, Sarah, people like me who are okay to talk about it. People like Jennifer Louden, people like Anne Lamont, like people who are not afraid of talking about. You know, and Lamont still talks about like her first draft writing her first draft is hard.
[00:24:23] It’s hard and she’s written a gazillion books, you know? So, you know, I think
[00:24:28] Sarah: they’re relatable. You’re like, oh, I can do this. If she’s struggling, then I can do this too.
[00:24:34] Finka: Yeah. Yeah. And I’m going to say that’s the Testament. So when I look at how do I. No someone is, I don’t want to use the word. The word worthy PO put comes up to my, in my head, but I don’t want to use that word, but where my attention is most valuable going to be to consume content or attention.
[00:24:56] I look for those people. I look for people that. Tell me the truth, not the truth that they think I want to hear. Cause I don’t want to hear the perfect truth. I want to hear the real truth because that truth helps me move forward because then I know I’m normal and this is part of the process that the fear that I experienced when I go sell my offer, when you go put yourself out there, it is a normal, natural human experience.
[00:25:22] And there are tools, there are tips and ways that we can navigate that. And how do we share those? So we all get out there to do the work that we’re here.
[00:25:33] Sarah: So good. Yeah. So good. I want to give back to the offer. Don’t even though we could really continue to down this rabbit hole for like another hour, but let’s go back to the offer. I think the follow-up question I had was. You know, you gave us a good idea on about how to create an offer from scratch, thinking about, you know, the why the purpose, most of the listeners probably already have some kind of offer.
[00:26:02] So how do we. You know, take an offer that we already have, and we’re, we’re like this something doesn’t feel good. It’s not selling. There must be a reason it’s not selling. How do we infuse kind of these things into an already existing offer or. Okay. Do we just need to start from scratch?
[00:26:24] Finka: I think having an existing offer is a great place to start because often what happens is we create one offer and it’s like, oh, we launched it once or twice and it doesn’t work.
[00:26:32] And then we go create another offer and then we create another offer. And so I love the methodology, my hand here. Right? So I say you like launch your offer. At least seven times, and then you will have, and each time you’re, every time you launch, you’re learning something. So you take that, you do a post-mortem review on what worked, what didn’t work, what did you learn?
[00:26:57] Okay. What are you going to implement for the next time? And then you do it again and you do it again and you do it again. And I, I took the seven times because it’s funny years ago I would do a workshop. I build workshops for I was a leadership coach in an organization in financial services and I’d go on conferences with them.
[00:27:14] And I build these workshops and I present in front of hundreds of people all over the country, but we, I do it seven times, meaning we would be in seven different cities across Canada presenting this content. The first time I did it, it was. But it was like, you know, clunky. I was maybe a little bit more stiffer on stage.
[00:27:34] The stories didn’t flow as right. Maybe I said, oh, I’m a bit too many times. I was a little bit more nervous. Cause I didn’t know how the content would land. The second time. It got a little better, the third, the fourth, but by the time I got to that fifth time, I’m like, I am having fun doing this. Like there was just the sense of, oh, this is so good.
[00:27:55] Cause I worked through the clunky part. And so what I often happens with our offers is it’s so clunky in the beginning that it’s such a heavy lift. And you might not be making money at first and that’s okay because there’s so many other things you got to set up, you know, the sales page, the checkup.
[00:28:13] Kart the figuring out how to enroll people, price points. There’s so many details that, you know, we’re expecting, you know, five figure, four figure, whatever it is that you’re expecting as your goal for a revenue, don’t let the revenue number of what you get deter you from rinsing and repeating that offer process.
[00:28:33] The thing that helps me fall in love with my office. And I get emotional just thinking about it, because I think this is where we have to get to with our offers is your clients, your clients will tell you if they love. I guess there’s a, there’s a TV show that was called love. It are listed here. It’s like, love it or lose it.
[00:28:51] Like they will let you know if it’s a good offer. And so I always send out program evaluations, you know, what worked, what didn’t, how effective, what is, was it, what action will you take? What tangible impact did you X would you, are you. Wasn’t as a result of taking this offer or experiencing this product or service.
[00:29:12] I do that with all of my clients. So I know the direct impact they experience. After every time they coach with me or they take one of my courses or participated in my mastermind. So all those things, so that feedback, they is gold because that’s how you love your offer. We are so I’m going to say afraid fear so prevalent when we’re doing something for the first time or new or trying a new marketing strategy with it.
[00:29:41] That it’s very, our perception of our offer is distorted because the fear is, is like a veil over it. And so the best mirror you have is your. You know, one of the questions. So this was a really cool question. I asked, I just ran the cell from love academy this spring. And one of the questions I asked at the end, we did a S I did a you know, we did a session where I asked them to just feedback on the program, what worked, what didn’t, what they would change.
[00:30:08] And you’ll listen with open heart and open ears. And one of the questions I asked them, you know, you paid a certain, you know, in tuition for this course what, now that you’ve taken it, what value would you. And it was such a powerful experience to hear, you know, it was like, you know, you know, five times more than they paid for 10 times more than they paid that mirroring.
[00:30:31] And what they told me about the impact that the program had helped me fall in love with it even. And so our clients are the gateway for us to love our offer. The reason why it’s very difficult for us too, is oftentimes if our identity or our intellectual property or our thought leadership is in our offer.
[00:30:50] It’s very personal fear is very strong because it’s making your offer means something about you, because if you don’t like my offer, Something’s wrong with me or something’s wrong with my ideas. That connection is so it distorts how we see our offer and our relationship to our offer. So you got to keep sort of the detachment and then be very curious.
[00:31:13] All right. I wonder how I could fall in love with this offer. I wonder what I could do to love this thing so much that I can’t wait to get it out there in the world. And part of that process is you got to. Do it rinse and repeat, rinse and repeat. I’m going to say up to seven times and let your clients that experience your offer, tell you what their experience was.
[00:31:36] Things that worked, you celebrate those you say yes. And you use those as nuggets to love your offer. The things that they say to improve. Go back to the drawing board and get it better. Just get it better. That’s all. It’s continuous improvement. Make it better. So
[00:31:50] Sarah: many things I want to kind of summarize, you said so much in, in, in, in just this piece here.
[00:31:56] First of all, it’s like, it’s. Benefit if you already have an offer, so don’t give up on that offer, just make it better. Right. It’s like, just because you launched it once and it didn’t work doesn’t mean it’s not gonna work. It just needs probably. Yeah, like you said, getting it out there again. And again, to me also, what came up is like the, I talk a lot about the left brain and the right brain.
[00:32:21] And when you first launch an offer you mentioned all these. Technical details. And you know, the landing page, these are all things that are user left brain. So our right brain barely gets to space to kind of contribute to the offer. And let’s face it love is our right brain. Right. It’s out. It’s almost like.
[00:32:42] Of course it can’t work if it’s just the left brain doing all the, the launching. So, so maybe the second time or the third time, your right brain gets more space to, to come in and say, Hey, I want a space. I want to really resonate. With D D these ideal clients you talk about I think magnetically attract clients.
[00:33:05] I talk about resonating. And so that’s what this is. It’s not just, and we mentioned this before. It’s not just the transaction, is that transformation that clients resonate. Right. So, yeah. Tell me more about what you think about getting client. McNichol negligently attracting drivers in lines.
[00:33:25] Finka: You know, if I can also, do I want to go, I want to touch on one thing, then I’ll go to that piece of when you said the rinse and repeat in the triangle over and over again, my own experience has been everything that I’ve taught over the last decade has morphed into sell from love.
[00:33:41] Meaning I started with course it was a personal branding course. I taught in corporate from there, it went into this program that I called voice and visibility and corporate environments from there. I went and I created this. I was, I was, I realized I was an introvert. And then I thought, oh, this is really cool.
[00:33:57] Let’s give inter more power. And then I created this course called the Darien. And then from there, I’m like, okay, I love my introverts, but I know I can serve. It’s not, that’s not my ideal client. There. They are part of my ideal client, but there’s this other like extroverts still show up in my courses. So how can I serve that piece?
[00:34:13] And so then I created this called your brilliant difference. And so there’s been this layering and then from your brilliant different self in love academy arose. Why share that is all the content. There are strands of content that I taught back in that first personal branding course that I still teach today.
[00:34:30] It is written in my book and sell from love and it wasn’t that I pivoted or changed. It was all right. I figured out okay. When I did it, that, that time. And I launched a few times with a voice and visibility in corporate environments, there were things that I liked, but there were things that didn’t work.
[00:34:44] All right. Then I pivoted and I kind of let me deepen the work through. Daring introvert took that work and with me, and then from that work, I took that to your billion difference. And when you’re young and it was just the deepening versus I went into different directions, I just kind of took my work and it just got bigger.
[00:34:59] It got deeper and there were more components to it that I kept adding. And then eventually, you know, when I committed, cause that was the other part, making a commitment to an offer to a. To a transformation you are committing to facilitate the selling. One was the one I wanted to commit to for the, for the longer haul and everything else in between has been things have helped bridges to help me get here, leading up to that.
[00:35:23] Yeah, exactly. And so look at it that way too. So if you’re even in the initial stages of the offer piece and you’re not loving it, and you’re not, I don’t know about the name who cares about the name, just get it out. Like the name will sort itself out. All the names that, all those names that I just said, I didn’t come up with any of them, someone around me came up with them because I got so stuck on names that I couldn’t move forward.
[00:35:49] And then I’m like, okay, if you like that name, that works for me too. All right. Let’s just go with it. And then that’s how it’s literally everyone has been created by someone else other than.
[00:35:59] Sarah: Right. Yeah. I think that’s really important because in my past I’ve been a LinkedIn consultant for the past 10 years, and it’s interesting how people always ditch their past.
[00:36:14] They’re like, you know, you, before you said you were a branding coach. Oftentimes when I worked with people on LinkedIn profiles, they like, yeah, but I don’t do that anymore. I don’t even want to mention that. I’m like you sure, because that led to where, who you are today. And even if you, you know, you had this corporate career, you didn’t like it.
[00:36:34] There’s some piece in there that made you. Make that change and be the person you are today. Let’s just go find that little piece and blow it up and take out all the other BS, corporate stuff.
[00:36:49] Finka: Exactly. Exactly. It’s often we want to forget about those things that they actually make you, they make who you are.
[00:36:58] So I have, you know, 20 plus years in financial services, corporate experience, all that I have is just like, It’s so good. It’s such good stuff. But when I started my business in 2013, and then I went out on my own in 2015, it was like it was like a, you know, part-time in the first few years it was like, I got amnesia.
[00:37:23] I completely, you know, when you start something new, you can. Whether you want to forget it, or you’re like, that’s a past life. You forget the skills and things that I knew how to do. Like I knew how to sell and you had a market. I knew how to lead. I knew how to manage all those things, because that’s what I did for 20 plus years.
[00:37:41] And then I start my business and I’m like, I have no idea. It was like, was the weirdest experience it’s like, where did all that confidence and all that expertise and all that brilliance go. When we start something, you, we get amnesia, we forget. And so that’s why Sarah, exactly what you said. Like it’s so important for even the people around us, whether it’s your coaches, whether it’s people like working with Sarah that they’re there to mirror those and remind you to take that stuff with you all.
[00:38:12] With you, because it’s going to help you be more credible, having that confidence that you need. Cause then I started. And so for example, so for me, I went from corporate to becoming a branding person. So I was a person I was in personal branding. That’s what I did. And it wasn’t until I was doing that work for, you know, six years, seven years, I’m like, oh, branding is great.
[00:38:33] But when you have your brand, then what you have a problem. You have another problem. Like I’ve got my brand. Now what I do with my brand, I don’t know how to sell it. And then that’s where the whole selling from love came from for me was most of my career in corporate was in selling. Then I went into branding.
[00:38:48] And after you get a brand, then what do you do? You need to either market it or sell it? And that’s where you and I come in. We can help them, but
[00:38:55] Sarah: you came full circle. You’re like exactly
[00:38:59] Finka: back to where I started. And that’s often what happens. I think you find it too. It’s like we leverage the skillsets and the things that we had in the past to actually help our clients that we have today.
[00:39:11] Because we have that extra value to. And sometimes
[00:39:15] Sarah: it’s skills and sometimes it’s who you were like, I, for me, it was, I used the term hippy turned business coach because I grew up in a hippie community. And that is a story that I put away somewhere and, you know, like some dark cave and never used in the business world.
[00:39:36] And now that I finally, you know, did the work and worked on my, why I came back to it and I feel like I came full circle. So yeah, so sometimes it’s skills, but sometimes it’s also, you know, personal surroundings, how you grew up, all of those things that absolutely were before you were seven year old they say that’s who you were before.
[00:39:58] Everybody else told you who to be. Right. So important to exactly. Talking about full circle. I, I look at a time and I see it’s like, oh, it’s time to come full circle here. So talking about this offer, maybe if you could give just a few last parting thoughts here to someone who’s struggling with selling their offer, what, what would you say?
[00:40:26] This is what you need to look at 1, 2, 3, or however many points you want to bring up.
[00:40:32] Finka: Yeah. When it comes to loving our offer, really look at it. It’s the hardest part is to see that it is not the, the effect of whether your offer is selling or not. Selling does not equal to the value that you are and the value that you bring it.
[00:40:49] A measure of your enoughness or worthiness, you are already worthy. You’re already value already have everything you need. And the offer piece is just, we’ve got to figure out some of those details. And so there’s so much of us tied into the results that our offers. Have that we personalize it. So the, the one piece was step one would be do your best, not to personalize no matter what happens to your offer, you are a complete, capable, creative, and resourceful human being.
[00:41:21] You are whole, you are whole, and then the second would be that you look at your offer as a way to make change. How is this thing that you are selling, going to add value and make a positive impact on the people you are here to see? The second piece to that is it is also here to serve you, meaning in two ways, one, it helps you live out your purpose, but it also helps you live out the life that you deserve and the life you are longing for for, and so there’s this thing, and we didn’t talk much about it in our, in our, in our call today, but there’s this part of look at your offer as a relationship in practicing how you can receive as well.
[00:42:03] So your offer is something you give. Just like we breathe out at the same time. You also need to breathe in, in order to breathe out again. So in order for you to continue giving out offers in order to build a sustainable business financially sustainable business, you also need to learn how to receive, how do you receive the financial reward?
[00:42:26] Maybe even some industry accolades or recognition or connections, whatever is coming back to you, how do you learn to receive that? And that’s the other practice with our offer. So there’s, you know, a dis attachment to the outcome of the offer says nothing about who you are as a person or your worth or value.
[00:42:44] It is an extension of your purpose. So it is how you’re going to make change. And it’s also a way for you to practice. Receiving, how do you get it back? How do you, how do you receive the goodness that you are? So that would be my, my, my three points on how do we love our offering even more, but also how do we use it in a way that helps you make a positive impact?
[00:43:04] Helps you show up more holistically from a place of love, because you’re not attaching to the outcomes. And also, how do you learn to receive the goodness of you? Because that’s what also your experiences here.
[00:43:15] Sarah: Yeah. And you’re so right. Humane marketers are really good at giving that the receiving is often something we struggled with.
[00:43:24] Finka: Yeah, it is. And just think about breathing. If we only briefed out. We wouldn’t last long. If we didn’t learn, if our body didn’t learn to take in. And so our body knows that our body knows it needs to release and it needs to receive the same thing. So how could we use that as a metaphor for our body knows how can I get my head in my heart to know what my body already knows?
[00:43:49] And I believe that that practicing it with your offers, a great way to practice, because if he can learn how to release and let go and receive. Through selling your offers and putting them out there. Wow. The ripple effect that would have on the rest of your life. Yeah.
[00:44:06] Sarah: And that’s such a good point because it’s not just, it’s never just about selling for humane marketers and people who sell from love it’s about your whole life.
[00:44:16] And then it’s not just your life. For me too, we
[00:44:21] Finka: as well. Exactly, exactly. And so if you could use your business, your selling and marketing activities as a way to be a better human, a better leader have a better impact on the world. And you just use the, the skillset of selling and marketing to do that.
[00:44:38] This is where you focus in on, but it’ll change you as a whole being it’ll change how you show up in your family. It’ll it’ll change everything else around you and you don’t have to change everything. Just focus on how you sell and market. That’s it. And everything will ripple from there.
[00:44:53] Sarah: Wonderful. Yeah, this is so much in alignment with what we’re talking about here.
[00:44:59] So this is why I podcast it’s like just having these conversations with like-minded people, learning new things and exchanging like. That’s beautiful. Yeah. I have two more questions. Think that the first one is where can people find you? Where can they find your book and yeah. Your website please?
[00:45:20] Sure.
[00:45:21] Finka: So my website is sell from love.com. So S C L L F R. L O V e.com. And there you’ll learn more about the book. There’s also a cell from left test and this test is really an assessment to help you identify where you might be selling from fear and where you might be selling from love. And if there’s an opportunity for you to close some of those gaps and you get a referral report that gives you some details on how you can do that.
[00:45:48] And yeah, so you can learn more about me and then the cell from a podcast as well. So that’s another place to listen in and learn more about. How to sell from love, learn to love yourself, love your client and love your offer. Wonderful.
[00:45:59] Sarah: Cool. Nice. My last question that I ask all my guests is what are you grateful for today or this week Finca?
[00:46:08] Finka: I am grateful. Oh, I love that yesterday. I had some things that I was grateful. I’m trying to think for today.
[00:46:21] I’m grateful for the time we had together today to really talk through what it means to show up from this place of love and integrity. Because I think we don’t talk about it too much because fear is just so. It just takes center stage often. So I’m thankful for that. I’m thankful for this week to be able to spend one more week with my daughter before she goes to school.
[00:46:41] And last night we were doing horses and there’s something about being outdoors and the reminder of just, you know, how natural life can be and how life and intelligence takes care of itself. And so I’m always enamored and. Grateful for what nature shows us and tells us. So I’m grateful for that too.
[00:47:03] Sarah: Wonderful. I’m grateful that you just mentioned. Integrity as well, because I think that’s a big piece together with the love. If, if, you know, if you hear love, you could imagine just some kind of bubbly concept, but the minute you talk integrity, it’s just so grounded. And yeah, it’s one of my favorite words in marketing as well.
[00:47:25] So thank you for that. Awesome. Thanks so much for spending this time with us and yeah. All my best. [00:47:33] Finka: Thank you, Sarah. So glad to be here and thanks for having
