AMA: Comfortable Sales Conversations + Smart Pricing for Global Clients

tracie: 00:00:00

Hello, everyone.

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Tracie here, your resident

business, rebel, and your listening

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to digital Hello, everyone.

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Tracie here, your resident business,

rebel, and your listening to

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Digital Business Your Way podcast.

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The show that lets true stories

and insider secrets of online

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entrepreneur life unfold.

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Our business world is growing and as

an online business coach and digital

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product creator, I believe you didn't

become an entrepreneur to grin and

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bear your way through business.

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So I'll be your guide.

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As we drop in on coaching

calls, have intimate sit downs

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with online personalities.

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You love.

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And discuss ideas, opportunities and

strategies circulating our online world.

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So pop in your earbuds, tap,

follow, and join me as I demystify.

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This thing called business.

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Hello, hello and welcome back

to Digital Business Your Way.

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I'm Tracie, and today's episode is one

of my favorite kinds in a MA and ask me

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anything style, which means we are getting

into some very real, very relevant, and

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sometimes a little raw business questions

straight from this beautiful community.

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And I've got two really

good ones for you today.

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One about sales conversations and why

these can still feel so uncomfortable

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even after years in business.

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And another one about pricing for

international audiences, which

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is a conversation I have been

having with people so much lately.

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Right.

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so I know this is gonna be

relevant for a lot of you.

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So if you've ever dreaded hopping on

a sales call or been unsure whether

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you should charge in this currency

or that currency or what to do now,

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or how to change pricing, keep those

earbuds in because this one is for you.

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I.

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All right.

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Let's dive into the first

question, an anonymous question,

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but hello, anonymous, you asked.

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I've been in business for years, but

sales conversations still make me nervous.

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I feel like it's really holding me back.

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Okay.

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Oh, okay.

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Yes.

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I, I hear you.

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You know, I, I feel how.

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That can really seem like something

that is preventing that big business

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growth, and you can feel a lot of

that kinda shame and guilt around it.

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Like, why, why is this still a problem?

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I, I shouldn't have this anymore.

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You know, how can I be over here in

this part of my business and have a

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problem over there in this other part?

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Right.

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So thank you so much for sending

this in and just for, you know,

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being gutsy enough to ask, right?

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Because the more we talk about these

things, the more we name these things, the

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less power it has over us straight away.

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All right?

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It can't hold you back

when, when we talk about it.

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So thank you for trusting me with

this, and we're gonna dive into

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it because it is very common.

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And it is so much more common than a lot

of people realize, because there is this

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unspoken expectation that once you've been

in business for any number of time, then

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everything magically gets better, right?

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And that sales should just feel

so easy and so breezy and be

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so natural and in this groove.

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But let me tell you, it doesn't

always work that way, especially

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if the way you were taught to sell.

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It's never matched how

you naturally communicate.

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Right?

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And here's how I see it.

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The only way you can truly

help Your client is too.

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deeply understand what they need,

what they're actually looking for

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underneath the surface, and then be

able to clearly communicate whether or

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not your solution is that right fit.

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Yeah.

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And that means listening with your

heart, not just your brain, not

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with a checklist of objections

that you must smash through, right.

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But with your whole self.

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Because sales is not a script.

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It's not, it's not a script.

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It's not a game.

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It's not about getting through numbers.

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It's a moment of connection.

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It's about respecting someone enough

to say, here's what I'm hearing.

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Here's what I think would actually help,

even if that thing isn't your offer.

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Okay.

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Because that's what makes

a good sales conversation.

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It's not whether you close something,

it's whether there was clarity,

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honesty, and value alignment.

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Right.

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And I get that.

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Oh my goodness.

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Does that feel so vulnerable?

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Because it is.

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Because there's an intimacy

to hearing someone's goals,

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understanding their struggles.

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Often seeing yourself in them

and then offering insight.

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And that makes us feel exposed too, right?

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Like, like we're crossing or

like walking this fine line.

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But that line isn't

actually a danger zone.

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where trust is built.

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To give you something kind of like

concrete, and because I, I don't

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know, your offers mis anonymous.

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I'll throw one of mine out there

to illustrate how I approach sales

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conversations with that pressure.

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So, let's say someone comes to me and

they're, they're launching, they've

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tried challenges, webinars, evergreen

funnels, and nothing's really landing.

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Right.

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They've been through a whole bunch of

things and they just feel frustrated.

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They feel burned out.

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They've tried every system out there and

they're like, why can't I make this work?

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What's wrong with me?

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Why does it work for all these

businesses and not for mine?

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Now, instead of jumping in with tactics,

and let's fix this, and here's what

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we do, I start by asking questions

and listening to the responses.

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Then if it makes sense, I can walk

them through an approach I use in an

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offer like in your launch style, which

has a framework that includes four

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elements that have to work together

in order to feel holistic, right?

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'cause most systems only

include one or two of these.

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They don't include all four.

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And when they don't have all

four, something feels off.

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So we have to bring them together

for things to actually fit.

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So I'll ask questions around trying

to see which one of these elements

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are off or haven't even been

considered before I ask questions.

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Trying to see what kind of support

the person needs already has

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because this program includes

a custom built AI assistant.

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It has real human coaching with me.

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It has community support and

people that like have your back.

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Yeah, so I'm not selling in the moment.

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I'm asking questions and I'm listening

for matches to what is in the offer and

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what this person needs, and then I make

blatant very obvious connections for them.

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Oh, okay.

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You are talking about needing this?

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Well, in my offer we do this.

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So it's very transparent and

it's very obvious, and I'm the

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one doing the heavy lifting of

making the connections for them.

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Yeah, I'm showing them the logical

connections and then I'm asking them, does

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this sound like what you're looking for is

my interpretation of what you need, what

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actually you feel like you need now that

you're hearing it replayed back to you.

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Right.

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So we're, we're, we're confirming Yeah.

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It's that, that consent conversation.

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It's like, I've received it.

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I am transmuting it.

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Now that I'm projecting it back to you.

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Does that still find it?

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Are there tweaks?

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What else do we need to talk about?

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Right.

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So if they don't hear a

connection or if it's No.

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Or if now that they hear it, they're like,

oh, actually it's these other things.

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Well, cool.

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Yeah.

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Or if I don't hear a connection between

my offer and what they need, that's

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also cool because it, all that means

is just that they need something else.

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And I can refer them to some of

the amazing people that I know

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that can also do great work.

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Right.

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And I can point them in that right

direction and I can help them,

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not start from scratch, start

on a, a path that will get them

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even closer to what they're after.

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Yeah, so it's not a one and done.

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Oh, you don't want me then,

forget it, kind of thing.

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No, because we've had a conversation

where I've listened to them,

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so if it's not my stuff, other

people's stuff is coming to mind.

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Right?

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That is a successful conversation.

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It created clarity for them,

and that's the real goal.

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So if you're nervous about, you know,

quote unquote sales conversations,

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well, let's try to approach

them as moments of connection.

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Let's let go of the idea that

the only good outcome is to get

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someone to say a yes, because the

real good outcome is the truth.

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That's what builds a reputation.

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People trust.

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That's what helps them remember

you and wanting to work with you,

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wanting to refer you, having that

feel good moment about themselves

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whenever they leave being with you.

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Yeah, so think through one of your offers

and either a conversation that you've

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had or that you can have with someone.

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And think about what questions you can

ask or have already been asked that can

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guide you to knowing if your offer is a

good fit solution or what else they might

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need, right, that you can refer them to.

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Because knowing your offer and listening

for those points of connection, those

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are always the best way to sell.

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That's selling with clarity, with

honesty, and being value driven.

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Okay.

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Let me know how you get on with this.

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Yeah, I wanna know,

does that feel lighter?

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Does that feel like,

oh gosh, I can do that.

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All right.

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Because that's how we get to the point

where selling feels like we are telling

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people about our favorite book we're like,

oh my gosh, you have to see this show.

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Or, oh my gosh, this reminds me of that.

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Because we know our stuff so well.

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We are listening to what they're

talking about so much that these

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points of connection come to mind,

and we are making those connections

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and we're telling people about them.

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Okay, that's how this happens.

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That's what we're uncovering

together, that that's those

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things that we're connecting.

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So tell me how you get on with that.

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Yeah, I, I really, I really wanna know.

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Alright, so the second question.

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This is from Jesse who asked, I'm

in Australia and not sure if I

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should charge in US dollars or in.

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Australian dollars, especially

with the currency difference.

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And Jesse, I'll say that this is

a great question, and it's one

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I've been hearing a lot lately.

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Yeah.

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for, for a couple different reasons.

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So I'm going to touch directly on your

question, Jesse, but also on some of

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the larger conversations that, have

been going on with with currency.

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Because first off, you are not alone.

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This is super common question,

especially with running global

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businesses from our laptops.

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Right.

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You know, it's like all we need is, uh,

to charge our battery and have good wifi.

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We can work anywhere.

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We can do anything.

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That's, that's the beauty of what we do.

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Yeah.

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So people often think like, should

I charge in a common currency

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like USD, no matter where I live?

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Because people are used to seeing.

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You know that, that money

charged online, right?

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Then as I was saying that this is

also part of a larger conversation.

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I've had three conversations this month

with peers who are actively rethinking

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their currency models because of the value

fluctuations that are going on lately.

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Right?

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Because, you know, currency

changes daily, but it typically

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only changes by small values.

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And right now it's.

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Having wide fluctuations in what is

normally some very stable markets.

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So it's having people going, I'm not

really sure what to do right now.

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Okay.

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So I'm gonna touch on that part as

well, as well as kind of this more, um,

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an international business by default,

because I'm online, what should I do?

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Alright, so there's a few pieces

to consider for everyone listening.

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So let's talk through these

kind of piece by piece.

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Your first move is always gonna be

check with your local professionals.

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Yeah, your local, tax people, your

local accountants, your local lawyers,

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all those kind of people that you

need to, to make sure that you are

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compliant no matter what you decide.

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Right?

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That's always gonna be step one.

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No matter where you are, do your due

diligence as a responsible business owner

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and seek out the right professionals

for where you live, to stay compliant.

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All right?

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It is not me.

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It is never gonna be me.

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Um, you know, so find, find

the people for where you are.

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But beyond that, it comes down to

kind of three big questions, and

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then we'll get into some of those.

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What, what's going on in the

grand scheme of things for the

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date that I'm recording that?

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Yeah.

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So the first one, where is your audience?

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All right, Jesse.

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If your clients are mostly in

Australia, like you, it may

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make sense to keep things local.

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Right.

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That also helps with, you know,

the different currency values.

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If they're primarily in different

North American countries, in different

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European countries, or the UK or other

international hubs, then having just one

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currency like the US dollar might make

more sense as a common ground currency.

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And that's why you often see.

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Other people's businesses, like

where they just have one currency in

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checkouts and it's often US dollar.

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Yeah.

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Because when, you know, no matter

where they're based, they just have

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one money amount, one checkout.

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'cause their buyers are all over and

they wanna keep things streamlined.

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All right, so where are your people?

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What are they used to paying?

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What are they comfortable with?

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What makes the most sense for them?

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Yeah.

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And the second one is something

for you to kind of mull over.

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Why are you considering this?

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And be really honest with yourself.

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So, are you doing this because

you see other businesses doing it?

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Because it makes your

numbers look better, right?

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Because like if you're Australian

dollars to US dollars, then

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obviously you're gonna get a revenue

boost from the exchange rates.

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Are you doing it because it makes

it easier for your audience?

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Are you doing it because there

are businesses that you look at

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that you wanna be like, or because

you had conversations with people

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and so now you think you should.

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Right.

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It, there's no, you know,

right or wrong answer.

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Right?

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It's, it's your business.

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The only wrong answer is not

being compliant for your area.

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So just, I'm just asking these

things because I wanna make sure

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that you're thinking through this.

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To make an aligned

decision with your values.

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Yeah.

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Versus accidentally going into like an

ego thing or trying to be like another

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business or falling into those, those

should pressures from other people.

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Right, because it's, it's your business

and you know you need to reflect.

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Your values, right?

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You didn't become an entrepreneur to

bow to everybody else's whim, right?

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So what is it that you really want

to reflect and that you really want

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to do for your audience and for where

they are and for what's going on?

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Yeah.

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And think about it that way.

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and again, it's not, it's not about a

right or wrong thing beyond compliance.

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It's just a case of.

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What is it that's really driving this?

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And so as long as you're honest with

yourself, just think about it like that.

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Then the third one is, are you

prepared for what this change or

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even staying the same can mean

for the back end of your business.

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Hmm.

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Because pricing in US dollars

when you're not based in the us?

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That, going to, create some extra

considerations, with taxes and business

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wise and whatever you have to do

there, but also with like refunds, with

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platform conversions, with changing

your sales pages and your checkout

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pages and all across the board, right.

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There's a lot of backend

stuff that you'll have to fix.

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do you just use checkouts?

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Do you have invoices?

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, are you offering, you know,

conversion calculators?

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Are you making sure that, everything

in the backend is, is ticked to charge

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in, you know, in the right, currency.

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All of those kinds of pieces.

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'cause some platforms

make this really easy.

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Like the one I use, I do

everything on Kajabi and it's

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just a dropdown menu for me.

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So I can say, charge in this

currency, charge in that,

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and that's all I have to do.

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Right?

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Aside from, you know, the like

accountant side of things.

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But not every system is that simple.

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So what is it that you need to do with

your tech stack to make any sort of

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change beyond what you have right now?

333

: 00:17:14

Right.

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: 00:17:15

So, check with that tech stack and

like I've said, probably 15 times to

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: 00:17:19

you, of course, your local experts

and see what that change would really

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: 00:17:23

mean for you and whether that is worth

it for, what you're considering.

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: 00:17:29

Right?

338

: 00:17:30

So if you think back to question number

two and question number one, then.

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: 00:17:35

Your answer to number three, weigh

that against, what you came up

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: 00:17:40

with in question two and question

one to decide whether or not,

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: 00:17:43

it's really feasible at this time.

342

: 00:17:45

Is it something that you

wanna move into eventually?

343

: 00:17:47

Like all, all that kind of good stuff.

344

: 00:17:49

All right.

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: 00:17:49

'cause it's not like you can't,

it's just a case of do you have the

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: 00:17:52

capacity for, for what it really

means right now, larger picture.

347

: 00:17:57

Let's talk currency fluctuations

because that has been on a lot of

348

: 00:18:03

minds lately and for good reason.

349

: 00:18:05

You know, 'cause like I said,

at the top of this, despite

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: 00:18:08

daily changes in currency.

351

: 00:18:10

For a lot of countries, they tend to be

somewhat stable and they're not being

352

: 00:18:15

right now at, at the time of recording.

353

: 00:18:17

So it is, is making a lot of people wonder

what to do and how do I do it right?

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: 00:18:22

And we're wondering how can

you protect your revenue?

355

: 00:18:25

And, you know, help your audiences

and, and help the people who are going

356

: 00:18:30

through uncertain times around the world.

357

: 00:18:33

You know, how do you, take care

of your own business, but also how

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: 00:18:36

do you , keep the clients that you

have and, and take care of things?

359

: 00:18:41

What, what you do.

360

: 00:18:42

So one of the options, it's

by no means the only one.

361

: 00:18:46

And again.

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: 00:18:47

Disclaimer, like, always talk to your,

talk to your local professionals.

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: 00:18:51

But one thing that you can consider

is to offer what is technically

364

: 00:18:55

called regional parody pricing, AKA

checkouts in different currencies,

365

: 00:19:01

now, Jesse, like you, I have an

international audience, so I think about.

366

: 00:19:07

It being that automatic 30% more for, for

you, Jesse, since you are Australian, to

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: 00:19:13

buy anything from me being us, , currency

primarily and the same fluctuations for

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: 00:19:19

Canada and many other nations, right?

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: 00:19:22

So what, what can we do?

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: 00:19:25

Well, we may not want to do too many

changes for say, a $37 product or an

371

: 00:19:29

$11 workshop, but for our programs

over a certain amount, say like a

372

: 00:19:36

thousand dollars up or again, you

know, you can pick the different

373

: 00:19:39

threshold for your own business.

374

: 00:19:40

That's just an example.

375

: 00:19:42

You can offer the option to

pay in your own currency.

376

: 00:19:45

So it can be a thousand US dollars,

a thousand Canadian dollars,

377

: 00:19:51

a thousand Australian dollars.

378

: 00:19:53

So the sticker price is the same in name.

379

: 00:19:57

Even if an exchange rate, it

makes a 40%, 30% difference.

380

: 00:20:03

Yeah, this can be done

automatically with some platforms.

381

: 00:20:06

Like I was saying, in Kajabi's backend, it

makes it really simple, but not all does.

382

: 00:20:11

Um, you can also offer it manually.

383

: 00:20:14

Like, uh, you can make the option to

have somebody reach out to you and

384

: 00:20:17

then you, you know, then you send

them like manual links or invoices

385

: 00:20:21

or however you need to do that.

386

: 00:20:23

But it can make a huge difference

for people in countries where the

387

: 00:20:27

exchange rate creates, you know,

30, 40% increase plus, right?

388

: 00:20:33

like if you have a, a big audience

in India, you know, I mean,

389

: 00:20:37

it, it's very, very real money.

390

: 00:20:39

That, those kind of percentages.

391

: 00:20:41

This is not small chunks of change and

offering this kind of option says, I

392

: 00:20:46

see you, I understand this situation,

and I I'm here for you right now.

393

: 00:20:52

Again, this obviously changes your

revenue, um, these are established

394

: 00:20:59

programs that you're used to doing

with, you know, projected sales numbers.

395

: 00:21:04

So.

396

: 00:21:05

Look at that.

397

: 00:21:06

Figure out, what you can do.

398

: 00:21:07

Is this a, a short term, a long

term, all that kind of good stuff,

399

: 00:21:11

what is your audience makeup?

400

: 00:21:13

but it is definitely

something to consider.

401

: 00:21:16

If, if this is something that you're like.

402

: 00:21:19

I don't like what I'm seeing.

403

: 00:21:20

I want something that I can do or, I

have such a, a huge group of people that

404

: 00:21:25

are in this other country, but they're

telling me like, it's hard to buy from me.

405

: 00:21:29

Right.

406

: 00:21:29

Those kinds of things.

407

: 00:21:32

This is just one of the options.

408

: 00:21:33

Yeah.

409

: 00:21:34

But above all.

410

: 00:21:35

The most important thing to do is

to tell people what currency you

411

: 00:21:39

are charging in on your sales pages,

in your checkout, in your emails,

412

: 00:21:44

anywhere that you're gonna write it.

413

: 00:21:45

Don't make 'em guess.

414

: 00:21:47

' cause currency confusion will cause

friction and friction loses sales.

415

: 00:21:52

Right.

416

: 00:21:53

It breaks that trust, it

creates that kind of hesitation.

417

: 00:21:57

Nobody wants to, to wonder or worry

or lose focus and, going back

418

: 00:22:04

to , answering that question before,

it's like, we need that clarity, right?

419

: 00:22:09

We need that clarity.

420

: 00:22:10

We need that honesty.

421

: 00:22:11

We want that, that value driven.

422

: 00:22:13

And we want transparency above all.

423

: 00:22:16

Yeah, so people buy across

currencies all the time.

424

: 00:22:20

I mean, it's, it's the internet age.

425

: 00:22:22

We've been doing this for 30 years.

426

: 00:22:24

What they won't do is feel good about

it if they don't know what to expect or

427

: 00:22:30

what they're paying or get surprised.

428

: 00:22:32

I.

429

: 00:22:32

Yeah, especially when so many of us

share the same little symbol, right?

430

: 00:22:39

It's like it's a dollar symbol,

but it means a lot depending on

431

: 00:22:42

what country it's attached to.

432

: 00:22:43

So whether you stick to Australian

Jesse, or whether you move to US Dollar,

433

: 00:22:49

or for everybody else listening, who's

trying to decide between Canadian

434

: 00:22:53

dollar, Australian Dollar, US.

435

: 00:22:54

Dollar, all the other dollars.

436

: 00:22:57

Just be clear, be transparent,

and make sure it makes sense for

437

: 00:23:01

your business and for your people.

438

: 00:23:04

All right, that wraps up our two.

439

: 00:23:07

Ask me anything questions today, and if

either of these sparked something for you

440

: 00:23:12

or you've got a follow up, let me know.

441

: 00:23:15

You can do that

anytime@Traciepatterson.com

442

: 00:23:18

slash amma and just fill out that

little form to gimme some feedback

443

: 00:23:23

or to ask a question of your own.

444

: 00:23:25

And if you found this episode helpful, the

best thing you can do is leave a review.

445

: 00:23:30

It helps more than you know, and until

next time, be well and have some fun.

446

: 00:23:36

Thank you for joining me here

on Digital Business Your Way.

447

: 00:23:40

Be sure to check out the show notes

for all the links mentioned today.

448

: 00:23:43

And while you're there, I'd love

for you to rate and review the show.

449

: 00:23:47

And if you have a topic or question you

want me to answer, I want to hear it.

450

: 00:23:51

Head to Tracie Patterson dot com slash

AMA and ask me anything about business.

451

: 00:23:56

If I don't know it, I'm bringing

up with one of my guests.

452

: 00:23:59

And until next week, be

well and have some fun.