The Anti-Call Sales Process: Build Trust, Close Deals, Keep Your Calendar Clear

There you are, sitting in your Zoom room, waiting for a sales lead to pop onto the call. And you're waiting and waiting and waiting, only to realize you've been ghosted again. Or you look at your calendar and you see that you're in back to back to back sales calls for the next few days, which is great. Everyone loves a full pipeline. But when are you supposed to actually do your work?

Sales calls can take up a ton of energy, brain space, and actual time. Time that you might need for other parts of your business or for your life. Handing off the sales process to someone else is one of the most difficult and should usually be one of the last things to delegate. So you can't just fix it by giving the process away to someone else. And sales calls are necessary to run a client based business.

You have to do them in order to close deals. Or do you? Welcome to Calm is the New KPI, the podcast where we challenge default business advice and break down the levers you can pull to create a calmer business that actually works for you. I'm your host, Susan Bowles. You probably, like I do, work with clients.

And when you're trying to grow a client based business, you can run into a capacity ceiling pretty darn quick. The default business advice in that situation would be start a group program or open a membership or sell a digital product. But what if you don't want to? What if you love working with clients and you want to keep working with clients? What do you do then?

How do you scale a client based firm without ditching client work? That's what we're geeking out about in this mini series. And today we're looking at the sales process and eliminating sales calls. I'm betting when I just said eliminate sales calls, there was a part of you that was interested, excited even. And then you probably immediately thought that'll never work.

How are you going to close deals if you don't talk to potential clients? The default of the live sales call is pretty deeply entrenched in our business culture. That's the expected on both the client side and on the provider side. It's the way it's always been done because we all kind of collectively believe that you can't close sales on expensive client engagements without sales calls. The sales process has to be high touch, highly personalized.

And the only way to do that is with a live meeting. Now, this is probably a holdover from like the old school agency days where you had to wine and dine a client to close a deal. But traditional live sales calls can be really time consuming. And if you're bumping up against a capacity ceiling, maybe sales calls are the thing to cut or at least minimize. Now, the idea of not having a sales call before you buy is an idea we're pretty comfortable with when it comes to buying products, digital or otherwise.

Maybe you're okay with it when it comes to joining community or group program. But when it comes to client based services, it's kind of hard to imagine how that might work because that sales call default is so deeply ingrained. Except that's exactly what my guest today is doing. Becky Pearson Davidson is a community builder, creator, educator, and founder of Affinity Collective, which is a product strategy agency that works with community driven founders. And she's taking us behind the scenes of her high touch personalized sales process that happens almost entirely without sales calls.

Now, if you haven't listened to the episode with Kendall Cherry, it's a few episodes back in the feed. Kendall also talks about developing an asynchronous sales process for her client services as part of our discussion around her calm KPI. Now I highly recommend that if this whole asynchronous sales process is a topic that you're interested in, go check out that episode first and then come back. These two episodes together can be kind of a part one and part two. So I recommend checking that out first.

We're gonna take a quick break to hear from our sponsors, and then we'll get into the details of Becky's strategy, how her system works, and all the resources that she built to basically eliminate her sales calls. All right Becky, so you are doing a lot of the sales in your business without any actual sales calls. So you're doing them in DMs or emails or other places, often with a Loom video or a voice note. And for a lot of us who work with clients, that might seem a little blasphemous, a little uncomfortable maybe. So tell me a little bit about what it was that led you to experiment with having your sales process be a little bit more asynchronous instead of something like traditional calls, traditional, you know, meetings.

Yeah. The main call to action on my website used to be schedule a call with me. And I had, like, a couple no shows in a row. And I know that there's lots of ways you can combat this, like, send reminders, like, whatever. But I was so pissed one day, and I wrote on LinkedIn and I was like, I'm done doing sales calls.

And just everybody was like, well, have you tried this or that? I'm like, no. I'm gonna try Loom videos. And so I think the catalyst was that I was angry. I also don't love being on calls.

Like, I'm really protective of my calendar and have a lot of days with no calls at all. And so even though I'm running an agency, even though I have a lot of clients, I'm really careful about, like, how many calls I take, and I have a strong boundary there. So I've tried to figure out, like, how

to how can I avoid these as much as possible? So take me through kind of the experimentation of what the process started as and the evolution of, like, what does it look like now for you?

I always would think about price point as kind of, like, my testing ground. So it was easy for me to start with my audits. So I do these membership audits, product audits, where I'll go in and, like, review somebody's membership review somebody's membership or their program and give them feedback. And it's an asynchronous product, so I'm also setting up the expectation that they're gonna get Loom videos from me. So I thought it was a really good one to start with.

So I started by essentially having a sales page on my website for audits. I would talk about audits. And honestly, most people that buy audits DM me like, hey. Do you give feedback on memberships? And I'm like, yeah.

I do. And then I send over a PDF and a Loom video, which is me talking over the same PDF, and it started working. Like, people were like, great. Send me an invoice. And I was like, hell yeah.

No sales call needed. So that was kind of where it started. But now it's gotten to the point where I've sold 15 grand engagements via a Loom video, which is amazing.

I love that. And I I am a big fan of having the sales and on boarding process really reflect what it feels like to work with you. If you're a coach where, you know, your entire engagement is face to face calls, your sales process should probably have a face to face call. Likewise, I love the fact that the product is asynchronous, and the sales process helps set them up to understand what that kind of engagement could look like. Yeah.

It's an asynchronous process where I make them a Notion page that has Loom videos embedded in notes, and they have

a Slack channel with me for thirty days for implementation. And they get one call they can book because I just realized that it was needed. And so there is one call in this service, but it comes later. So in the Loom video where I'm talking about, here's the process, this is what audit looks like, it's it's a short video, I do a teeny bit of education so they see the vibe. And then I'll say, like, you're gonna get Loom videos just like this one where I'm giving you feedback directly on your membership, but I'm also giving you micro trainings that are customized to you.

They're getting a little taste of it in the sales process. Yeah.

I love that. So take me kind of end to end through, like, what a typical sales process with a client looks like for you now.

I wish there was, like, one very, very clear typical, but there's, like, a point at which they all converge. So I'll give you a couple examples. So Ideal World, and this does happen for some of them, they come through our Affinity Collective website, which is the name of my agency. So they go to the contact page, they fill out a form, they're selecting which service they're most interested in, and then they are submitting their form, and I immediately get a Slack message. So we have a Slack channel that's, like, called leads.

And I don't have something super formal just yet. Like, I'm not doing a great job tracking leads, but I have my Slack channel, and that works for me right now. So I get a Slack message. Message. I see it.

I see what they're interested in. I read the responses, and I'm like, okay. I know that I'm gonna pitch this person an audit or I'm gonna show them a couple packages, maybe, like, audit versus audit plus consulting. And so I have this Canva deck that is everything, and I duplicate it, I cut it down, and then I record them something if it needs to be custom or bespoke based on their message to me. But a lot of times, if they're like, I'm looking for an audit and their answers are really short, I just send my canned one, which is like a deck that's an audit and then a a video.

And so it's like, all I need to do is just email that over. Afterwards, they usually reply with questions or most of time, they're like, great. Send me an invoice if they wanna go forward, which is excellent. And that works the best with the audits. My other service that's like, I would say the next level up is a strategy sprint where it's an eight week process.

We're doing a ton of research. They have two options. We do it all for them or done with you where we're giving them templates and resources. So there's really crazy different price point. And so I send them this same thing, this pitch deck with a video.

That one, I actually pretty much always keep the same. I don't really customize that one. And then there's usually some back and forth. I would say 80% of the time, I don't have to get on a sales call. Sometimes when they wanna choose the larger package, they wanna bring in a team member to, like, talk through it or something.

And so I do get on a sales call at that point, but most of the time, it goes back and forth via email.

So I think in order to really effectively do a asynchronous sales process, what I'm hearing here is it's really a different communication style. So did you find that you had to tweak how you were communicating or what kind of information you included as part of the pitch deck or the video? Did you try this just written? Try it with a video? Like, how did the process evolve so that you can build the same kind of trust that people are believing that they're building in a regular sales call.

When it comes to trust, I think there's something to be said for the fact that I'm building community and I'm writing online and I'm building trust on these, like, discovery platforms. And so when I say, like, I'll sell in a DM because the other route, they either come through the website or I'll get a direct message, usually on Instagram, sometimes LinkedIn, where somebody's like, hey. Do you do audits? They're replying to, like, my story about something random. And they're like, hey.

Do you do membership audits? And I'm like, yeah. I do. Here's the deal. And I usually, like, send over a voice note, and that's usually custom.

Like, I I just record a voice note, send it, and then they sometimes sell directly in there. Other times, they're like, oh, I'd love more information on this. I'm like, great. What's your email? I'll email you over something.

And that's when I send the PDF and the WHIM video that is, again, canned. Most of the time, I'm sending something that I recorded once, but there is this nurture happening via, like, back and forth DMs or, like, beforehand. So I am building trust with them, but it's just not on a call. It's kind

of a little bit of a mind shift for people who are in, you know, very traditional agencies where we are expecting, you know, a fancy pitch deck or expecting a call where you're, like, laying out all of these beautiful things that you could possibly do. And so I think it does take a little bit of a mindset shift to think about how could this look Mhmm. Where you still deliver all of the same information, the same human touch, but just not necessarily one to one. You're still delivering a very human process that feels customized to them, but from your perspective is not. So when you were thinking about recording the video that you are sending out to people, how did you think about structuring the information in there so that it could be more broadly applicable but still feel really human?

I think part of it is my style when I talk on a video is just I just pretend.

I, like, literally picture my friend on the other side. And it's so funny because I get feedback. I did, like, a campaign to get newsletter testimonials recently, and every single one of them was like, I feel like I'm learning from my smart friend. And I'm like, perfect. Like, that's the energy I'm going for.

And so when I speak on this, like, Loom video, I'm like, hey. I'm really excited to tell you about this what I think will be a great service for you. Based on what you shared with me, I think a strategy sprint is great for you. And so let me tell you a little bit about how it works and what you're gonna get out of it and how it's gonna impact your business. And so I go through it.

And so there's, like, a nudge to, like, the conversation that we had even though everybody sees it. I feel like I'm I'm I feel like I'm being sketchy, but I'm not.

No. It's not. Like, that's actually one of my favorite parts when I am talking about, like, doing things really efficiently or delivering things efficiently, I think it's really important to do that in a way that still feels very high touch and still feels very human to human connection. Connection. So to me, it doesn't feel sketchy.

It feels like you are establishing a connection. And for those of us who have done client services for a long time, at least in my experience and with the experience of my clients, everybody thinks they have a very special unique situation. Mhmm. Very few people actually do. Yes.

Most people have the same problem. And for them, it's unique. For the people who solve that problem, it's the same problem over and over and over again that we are solving as consultants.

Yeah. And sometimes I'll add, like, a a little bit of a custom message in the email body, but it's not long. It's like a couple sentences where I'm like, in most cases, I've, like, heard of them or know them or they're like, this person mentioned you. You know? So, like, personal touch in the email.

But, yeah, that repeatable sales process of just, like, adding in the PDF and the Loom video has saved me so much time, and it works. Like, it converts really well. Yeah.

I love that it is both efficient and human. Mhmm. And it saves you a lot of time, but it feels very high touch to the people who are receiving that video. Yeah. So talk to me a little bit about as you were evolving this process, were there places where you tried pieces of this and it didn't work, places where people tend to get tripped up that you had to either rerecord the video to include more information.

Or you tried it, and it worked, and it's been pretty good ever since.

I tried it with just the PDFs at the beginning, and then I started adding in the Loom video, and then it did better. So there's still on occasion like, if I've talked to somebody or I know somebody, I don't even send the video. I just send over the PDF. And I wouldn't say it's, like, we're so dialed and locked in that it's always, like, this exact same process every time, and I'm measuring it really well. So I just wanna caveat with that.

I try to gauge. Do clients generally know what their problem is or not? A lot of times, they think they need an audit, but they actually need a research project. And so I have to do a little bit of education. And so I'll kind of, like, usually make a custom video for those scenarios or offer a call if I feel like it's worth it.

And how are you sussing that out? Like, how are you figuring out that they don't necessarily know what they need.

It's in the email they send me, like, the form they fill out or their DMs to me. Or I look at their offers, and I'm like, oh, no. They're all over the place. Especially people that have are offering, like, 20 different things, and I just see a lot of chaos happening. Right?

I'm like, okay. We we need to start with, like, streamlining your offer suite. I stalk them a little bit, and then I decide if they're know what they're looking for or not. But it's also painfully obvious when people are really super clear to me in in the things that I offer if they're, like, really clear on what they need. If they're like, hey.

I know I wanna launch a membership, and we have these other things that are doing well. I'm not sure how to, like, transition over to this. I'm like, great.

I know exactly what to send them. That makes sense. Speaking of emailing, what does your follow-up process look like here? Is that an a consideration in your process at all or because of the nature of what you're selling and, like, the productization, people either sign on or they don't? Like, how long does the sales process normally take?

Oh, man. Sometimes it ranges everything from, like, one hour to, like, six months. Sometimes people will DM me. I'll I'll tell them the details, they're like, great. Let's start.

Like, when can you start? And I'm like, away. And they're like, great. And then we start. I would say in most cases, it is like that, but that's with my smaller creator clients.

The larger engagements is definitely a longer process. Those usually were going back and forth for at least a couple weeks. But, again, sometimes I'm talking to people and then a couple months later, they're ready. And so my process for follow-up is to follow-up every, you know, week or two weeks or just check-in and see, like, hey. How's it going?

I haven't heard from you. I don't have, like, a super streamlined process. I just kind of go off vibes. I feel it out. Like, feel them out.

Because I'm like, I don't I don't think there's a wrong answer. I'm just always curious because some people have very, very structured, like, follow-up processes. And it seems more likely if you have very productized services and a very streamlined sales process, that follow-up process might be more structured. But, like, I I'm like you. I'll just follow-up every once in while.

I'll be like, yo. How are things? Yeah. What's happening? Are you still interested?

Are you a no? Like, what's what's going on?

Yeah. Exactly. I think there's something to be said for while this is so systematized, it's also so human. Like, I get the vibe of where they're at. There's people like, the people that are super clear, I will follow-up very quickly because I'm like, let's go.

Like, you're clear. Let's jump on it. The people that are, like, don't know what they need, they're reaching out because they're like, somebody told me my community needs help and, like, ugh. You know, they're, like, anxious. I'm just like, hey.

Just, like, thinking of you, saw this article. You know, just, like, little nudges like a friend versus Mhmm. Hey. Let's get started. You said you were ready.

So for me, the follow-up process is not something I will I will probably systematize.

Yeah. I mean, that sounds very on the brand for you given that you're, you know, you're all about communities and the community experience. And I imagine that reflects inside kind of all of the pieces of your client experience because that's such a focus for you and your work. Are there key things or key places where you are consciously either systematizing or not systematizing to make what you're doing with a client feel personal, feel engaging, to reflect on that human process?

Yeah. Let's talk about the audit, for example. So the audit itself, I have a Notion template, and I have a checklist and, like, an SOP for it. So it's very systematized, the execution of that project. But then when I go to record the videos, because every client gets custom videos as part of their audit, they're super personal because I'm like, hey.

Like, I just did one the other day, and she's killing it. Like, her her membership is really good, and the feedback I gave her will definitely help take it to the next level, but she's already doing a lot of things really well. And people like to hear that they're doing really well. So I did this opening video where I'm like, you are crushing it. Here's what you're doing.

Amazing. And, like, because of her and her personality, just, like, chatting with her online, and I've never done a call with her, I, like, just wanted to keep things casual with her and just and also, like, I got the vibe that getting some positive feedback was gonna feel really good. So I gave her that. And then with current clients and past clients, I'm always, like, messaging with them on Instagram especially, just, like, replying to their stuff and being like, this is great. Like, so excited to see you doing this.

And that's, like, a definitely, like, a nurture strategy for them to come back and work with me again, but it's also just being really, like, community driven, and that is always what I come back to. And so the experience itself is, like, my process is super repeatable. I have SOPs. I have, like, templates I'm using. I'm providing my clients with, like, onboarding email templates, for example.

But how I tell them to apply it, like, I'm DMing them like a friend or I'm voice noting them like a friend. Like, hey. I sent you this. I want you to think about x, y, and z. Like, blah blah blah blah.

I think there is a real need for the way that we are operating in business and as consultants and as clients to be more human. I think Yeah. We say that we're all business owners and we feel like we need to be super professional about it. But I actually think the best experiences are ones that are friendly, that are casual, that feel like you are DMing with a friend about a problem that you're having. And I think we can deliver really good services and still be human beings about it.

Yeah. That's, like, my motto. I'm like, business is all about human to human right now. For me, like, launching my agency was important because I wanted to not have to execute everything. And because I'm building personal brand and building, like, community around me, people wanna work with me.

And so that's why I made that decision is to, like, hey. Work with my agency, but I'm still connecting with people. But I do have people that are helping me with my projects. And so that's been a really nice shift, but it's, like, definitely part

of our ethos is, like, treat clients like they're your buds. So we've kind of touched on this a little bit about productizing services and how that is a really important first step before you can try and do an asynchronous sales process. Yeah. Which makes a lot of sense because if you're doing a custom project every time, you really can't standardize a sales process to be as streamlined as you have it. You could certainly do custom pitches this way.

But how do you think about the way you've structured your services as being a key component in the asynchronous sales process?

So first of all, I read the book Built to Sell. It's a fiction book, but it's about a guy who builds a branding agency. And, essentially, the takeaway that I had from that book was, like, I need to productize one service and do it really well. So highly recommend Built to Sell. I started experimenting with just different productized offers, and so I essentially have two that are super productized.

One is the audit. One is the sprint. And now we're experimenting with a third, which is setting up people's circle builds. So we're, like, building out SOPs, and that's, like, in beta right now. So, definitely, we'll be selling those asynchronous.

Like, we're gonna start testing that. I think productizing is important because that's what allows you to have this one pitch deck and this one video that you can make work for everyone. I still think with custom projects, though, if you have enough information, you can customize the deck a little bit and still make a custom Loom video to send over. And a lot of times, I have done that, and it's worked or at least gotten people interested enough that they're, like, ready for, like, a final quick call to, like, make a decision, which is fine, especially for my higher ticket stuff. Our, like, highest ticket service is our ongoing membership or program management where we're entirely, like, running somebody's program for them.

And that I have yet to, like like, that requires a sales call. Mostly, though, for me. Like, I'm interviewing them, like, do we want to ban It's a vibe check. Yeah. It's a vibe check for sure.

And it's, like, six month or longer contracts. So it's super necessary to have a call in those scenarios. But if you have services that aren't your high ticket custom stuff, like, you might as well be selling easily with emails and LIM videos. Walking in the process and making sure it was really humming. And then it's easier to sell and to make that pitch deck because it's all the same.

Yeah. I am a huge fan of productizing services, and it's probably I don't know. 75% of the work I do with clients is helping them design that delivery. Because I think it can be a really, really powerful tool, one, to make, you know, writing contracts or proposals or the sales process. Everything gets easier when you have a specific way that you're delivering your services over and over and over again.

And the more you do it in just that way, the better experience people get, but also you get faster and better at it. Yeah. So it allows you to be really efficient and create margin in a lot of different areas of your business. Potential clients come into our sales process from all kinds of places. Sometimes it's introductions from referral partners, business friends, random coffee chats.

So how does that impact how you manage or think about this process?

When you get referrals. I feel like that gets tricky because sometimes with an introduction, people are expecting a call. I'm probably making that up.

I don't know. I I would I would say I probably do have the same assumption that, like, when somebody is introducing, a lot of the times, it's not for a specific thing. Right? Like, somebody's sending you a referral, but it's not for a specific piece. And you're right.

Like, I do have the expectation that I am gonna have to get on a call to talk to this person to then get them into a more asynchronous sales process. So, yeah, very interested to see how you handle those.

Yeah. I think it breaks down. I do have one marketing agency that I partner with because I have found that marketing agencies are great people for me to partner with because they work with clients that their products need fixing. So I'm like, bring in this person. I've been good about informing her, that agency owner, of updates in my business.

So I'm like, I will send her a Loom video and her my pitch decks. And I will say, these are what I'm offering. This is, like, the options so that when she refers somebody, she says, like, hey, Becky. I would love for you to do an audit for this client. Can you send them information on that?

And so then, because she's setting me up, I'm like, awesome. Like, here's everything you need. Like, so excited to meet you. Just took a look at your business. And then I'm like, I have this video for you, and here's everything you need to know about audits.

Let me know what questions you have. And if they come back and they're like, hey. Can we have a call? Then, of course, I have a call. But that only works because that o agency owner is so educated on what I offer that she tell she does the intros the right way.

It's interesting because, like, I I also have, you know, a few referral partners that, like, we're consistently sending each other business. Mhmm. When you are developing new partners, are you thinking about how you train them to be good referral partners now, or is this something that's just kind of come organically because a lot of your leads come from one specific partner?

It's definitely happened organically with this partner, but it has me thinking about how I can better foster those relationships with other partners. Right now, we're building a platform partnership, and so we're putting together this, like, one pager of what we offer. And I'm just trying to be, like, so clear so that their sales team, when referring, can say, like, hey. You should work with this company. Company.

This is what they offer that's gonna be perfect for you. And then I'm able to go through my typical asynchronous sales process. So, yeah, I'm thinking about it. I'm trying to implement it now because I have seen how worked organically with this one person. But I think it worked organically because I have been, like, updating her.

Like, I send her I'm like, hey. We're offering Circle setup now. Here you go. I sent her the PDF and for the Circle setup, which is a a beta service. And then her client was like, great.

Let's do it. So I didn't even send a Loom video for that one. And we had the kickoff call yesterday. So I'm like,

great. I mean, I think that's one of the benefits of having productized services is they are much more referable. I think so frequently, you know, we talk about developing referral partners, but it is really difficult to send a good referral as the person I'm having a conversation with somebody and they mention something, and I'm like, oh, yeah. I know somebody who does that and does it so well. I think having the PDFs or having a really clear understanding of how and what and who they're delivering delivering services to clients for, it makes it easier to do referrals because you're taking so much of the lift of making that introduction off their plate.

You know? If they have a PDF, they can send the PDF and say, hey. I know somebody who does this exact thing that you're looking for. They're great. Go work with them.

Yeah. But I think when we're thinking about developing referrals or developing partnerships, we really forget about that piece, and we forget to update them about, hey. Here's what I'm offering. Here's who it's for. Here's how it works.

And so I love that that is something that you're thinking about, and I think something that people with productized services especially should be thinking more about is how do I make this easy for someone to refer.

I believe there's something to be said for transparency among consultants too where, like, because she has my pitch decks, she knows my pricing. Like, one time I referred a client to somebody without knowing their pricing and then later found out from my client how much they paid for that service, and I felt so embarrassed that I referred them because their price point was, like, five x what I would deem acceptable. Now I'm, like, fully transparent. Like, here's my pricing. These are the things that I offer.

And if that feels aligned to you for your client, like, know their budget more intimately than I do, then, like, please pitch me. If not, great. That's really, really important.

Yeah. I think under thought through, we're out having these coffee chats and these calls and doing introduction and trying to build relationships. And I agree with you. I think the transparency is really important. I think being able to really effectively communicate who you do, what you do it for, and how much you cost is really valuable information.

And I have noticed in my own work, the people that I keep up to date the most and am transparent with are the ones that send me the most referrals. Yep. Because they have everything they need to be able to do that.

I'm glad you mentioned coffee chats too because I wanna be clear that I don't wanna spend my time on sales calls because I wanna spend my time building, like, partnerships and connection and relationships. I do a lot of calls, but they are, like, coffee chat style, like you said. Like, people like yourself, like, other agency owners, just getting to know them because I find that that's my best lead source. So I would rather spend my time building those relationships, and then I can convert their clients via a Loom video. That's where I wanna spend my time.

And I think that when you make that shift from endless sales calls to, like, relationship building conversations that lead to leads, like, that is just a much, much better use of time.

What has the impact on having this process been on your work or how your business feels to run?

It's definitely shorter to signed project because I'm doing our sales decks and all of the sales process right now. I'm also still doing a lot of client work, still, like, very much in the strategy piece of things and and doing all of our, like, social media and marketing. And I spend a lot of time, like, in DMs. I would get an hour request in, and then it would take me, like, a week to get them something before. And now it's like, I can send something within the hour.

And so that is a huge time to revenue, just savor there. Also, people are most interested when they first reach out, and so I think there's value in, like, getting back to them quickly. I've also been able to sell more because I'm not, like, focused on, okay. This week, I'm working on this proposal. This week, I'm working on this proposal.

I'm doing that for, like, really large contracts. But for all of these smaller projects, I'm able to just, like, get pitches out the door like nobody's business. So we're able to sell. Right? Like, we we have higher revenue than we used to have.

And then the last thing I'll say is that I've gotten a lot of my time back. So less sales calls means time. Even, like, getting ready sales call. You know?

I love that. And I I like the fact that it's really kind of taking what we typically think business has to be and sort of flipping it around to say, is there another way that we could be doing this? Are there other places where we could get time back, still deliver a great experience to potential clients and actual clients, but still designing your own work in a way that really aligns with how you want to be working. You know, if you're somebody who doesn't love sales calls and doesn't love being on Zoom all day, you know, being able to be a business owner in the way that works for you, I think, is really underestimated and can be very powerful when it comes to, like, just being sustainable when you're running a business. You have a lot of responsibilities.

You're wearing a lot of hats, which I think is common for a lot of business owners. And so being able to really focus in the areas that you really wanna focus, which is doing community building and making the other pieces of business that aren't necessarily your favorite or your sweet spots as easy for you to do as possible.

Yeah, exactly. So

what is your own favorite way to make your work calmer?

I really just believe wholeheartedly that life gets to be fun and you get to design it. And so if it's not a hell yes, it's a no. Like, that's probably my number one thing is, like, I say no a lot. I hold boundaries a lot. I'm like, no.

I don't do calls on Fridays. No. I can't jump on a call right now. The other day, a client was like, hey. Can you just jump on a call?

I've already done an extra call that he paid for. And I was frustrated by that. And I said, I can't get on a call right now, but send me a voice note or a LIM video, and I will get to it between things. And he just wrote me a one sentence note, and, like, I had a reply. And it's like, sometimes we're so quick to be like, oh, my client needs me.

Like, I need to, like, get on this phone call. And it's like, no. You don't. You get to choose. And you get to kinda own your time and your life.

And so I'm just have really good boundaries that keeps me calm. And I just try to have a lot of fun. I start my day at ten. I'm not trying to rush into work. Like, I just do what I wanna do.

I love that. Do what I

wanna do. That's a great that's a great answer. Thank you so much for being here. This was so useful. I'm about to go change my sales.

Oh my god. Keep me posted. I'm so excited for you.

An asynchronous sales system might not be for you. Maybe you're someone who really shines on live calls or you just enjoy them. And that's okay. But even if that's the case, there's a lot of benefits to implementing some elements from either Becky's asynchronous sales process or from Candle Cherry's process to at least reduce the number of calls you're having with folks who aren't a great fit or maybe aren't aren't ready to work with you yet. And if you happen to be more of an introvert, maybe you don't love sales calls, or you're just finding that you're really busy these days, implementing some parts of these systems or even the whole thing can be a pretty powerful capacity booster.

The process can still be really personal, still be high touch, still be human and not be live. Live might be the default, but it doesn't have to be. So if you're intrigued by this whole idea of an asynchronous but high touch sales process, but

you're

not quite sure if it's something that you can implement on your own or maybe it feels a little overwhelming, I can help. We can design and implement your asynchronous sales process in a one day intensive so you can have the system built and launched in a single day. If that sounds interesting, you can check out my services guide at the link in the show notes or at beyondmargins.com/services. It's got all the details about how the works, pricing and the kinds of problems it can solve in your business. And yes, after I recorded the episode with Kendall Cherry, I decided to test the asynchronous sales process in my own business.

So, yeah, it's a little meta. Thanks for listening and until next time, stay calm.