When You Can’t Sell, Give!

Podcast , ,

e19-KerryAnnRockquemoreHave you ever wondered what to do when you aren’t allowed to sell? What if you’re in a space that isn’t designed for an offer? Today I’m thrilled to introduce you to one of my superstar clients who will blow you away with the success she has created in an industry known for being a “selling-free zone” – and she’s going to tell you exactly how she did it, so you can too!

Kerry Ann Rockquemore, PhD, is CEO of the National Center for Faculty Development & Diversity, and one of my greatest client success stories. But before Kerry Ann took a quantum leap and launched FacultyDiversity.org in 2010, she did something that some people would think it crazy – she quit her job as a tenured professor! Fed up with campus politics and fighting the old boys club, she created a training company to help minority professors navigate the publish-or-perish world of Academia. Over the past six years, Dr. Rockquemore has grown the NCFDD from a campus-based mentoring program to a multi-million dollar business serving over 85,000 professors at more than 450 colleges and universities in the U.S.

Trust me, you’re going to want to hear what she has to say 🙂 Check out the episode here, and give us a review if you like what you hear!

Key Topics from this Episode:

  • Find a mentor who has success in the area where you need help – there’s no need to recreate the wheel and go it alone (plugging into a proven, tested structure saves an incredible amount of time, money and effort instead of building from the ground up)! Having a support system is crucial as an entrepreneur.
  • Something Sassy about Kerry Ann: She’s one of Lisa’s greatest client success stories!
  • Acknowledge the ground you’ve taken.
  • What if you’re in a space that isn’t designed for an offer, like Kerry Ann in academia? When you can’t sell, GIVE (Hint: Collect opt-ins by following up with “If you want more, here’s how to contact us!”)
  • How is Kerry Ann’s company structured to be elegantly simple yet incredibly powerful and effective? She has 3 offers/delivery options, but here’s the key… she only sells one transformation!
  • It’s crucial to identify your Unique Branded System – the system you use to provide the transformation to your clients. (Hint: Start by looking for the things you do with every client, or say every time!)
  • Pick a horse and ride it! The difference between 6- and 7-figures for Kerry Ann was simply getting more people into that 1 program.
  • When you focus on your blessing and the transformation you provide instead of the money, your ideal clients will be drawn to you. Keep yourself grounded in your mission – “I don’t ask myself about Return on Investment, I ask myself about Return on Mission” –Kerry Ann

Free Gift from this Episode: