347: Body language on social media, why presence matters more than you think | Amy Reczek

Think you’re “not good at selling”? You’re communicating every single day, and your body is doing a lot of the talking.

I loved this conversation with Amy Reczek, CEO of Sales and Presence, certified body language expert and author of Connect to Close. We talk about why selling is just communication, how to show up with more presence when you’re talking to a little circle on your phone, and the simple shifts that build trust before you’ve said a word. I took a few of her tips into my own sales conversations and they work.

If you LOVED this episode, make sure you share this on your Instagram stories and tag us @contentqueenmariah.

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KEY EPISODE TAKEAWAYS 👇

✨ Selling is communicating, so shift your mindset from what you want to what your client needs, and get curious about their world

✨ Educate rather than pitch: share what’s happening with your clients, let people get to know you, and keep repeating yourself because it’s not their job to remember

✨ Start with three nonverbal power skills: posture, your hands (keep them in frame and be expressive) and eye contact (look at the camera lens, not the screen)

✨ Ask three questions before you solution anything, and when you’re stuck, “tell me more” is your go-to

✨ Use the BREW Method (Be the moment, Raise confidence, Engage, and What about) and brew your own blend

SHOW RESOURCES 👇

If you like this episode, don't forget to share it to your Instagram stories and tag me⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ @contentqueenmariah⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠!

Other than that, enjoy - chat next week 💕

ABOUT THE GUEST

Amy Reczek is the CEO of Sales and Presence, a certified body language expert, and the author of Connect to Close. With over 17 years of corporate sales experience, Amy teaches entrepreneurs and business leaders the psychology of presence and how to master communication power skills. She is on a mission to help professionals ditch outdated sales tactics and instead use authentic connection, nonverbal cues, and strategic messaging to build momentum and drive real business results.

PODCAST TRANSCRIPTION

Mariah: [00:00:00] This is episode 347, and we're talking all about body language on social media and why being present means more than you may think. Welcome to the Content Queen podcast. I'm your host, Mariah, entrepreneur, storyteller, digital nomad, creative content boot camp, and founder of Content Queen, with over 10 years experience in marketing.

This podcast is here to help you create your aligned ideal content marketing strategy by blending storytelling and strategy. So let's get into it. Hello, gang. Welcome. I really hope an emu pops out in the background of this video, and if you're listening, you'll hear me scream, because we've had some emu neighbors pop up.

Maybe Mitch can edit a little video so you can see. But they're getting really close, really close, and I went to the bathroom at 5:00 AM this morning and I was looking all around me, terrified that there was an emu. Anyway, not the point. We're talking body language. Actually, the emus would see my body language, which would be pure fear and terror, and Mitch says, "You [00:01:00] have to control your heart rate," and I can't.

It's not possible. I have an irrational fear of birds. Anyway, episode, body language, social media, presence, sales. This is what we're talking about. Loved this episode. Took some great key takeaways from the interviewee, the amazing Amy, and practiced them, and it works. It's really great, especially asking questions in the sales process and all the things.

So this was a really great episode. I actually remember recording this one whilst in transit, um, pulled over to the side of the road. The beauty of owning a bus and Starlink, you can literally pull up anywhere and do a meeting, which is great. Anyway, let's get into Amy. Amy is the CEO of Sales and Presence, a certified body language expert, and the author of Connect to Close.

With over 17 years of corporate sales experience, Amy teaches entrepreneurs and business leaders the psychology of presence and how to master communication power skills. [00:02:00] She is on a mission to help professionals ditch outdated sales tactics and understand the use of authentic connection, non-verbal cues, and strategic messaging to build momentum and drive real business results Where's Amy been all of our lives?

Let's chat with Amy. Amazing. Well, Amy, welcome to the Content Queen podcast. I'm so excited to have you on today. Can you just tell us a little bit more about who you are and what you do? 

Amy: Yeah. Um, who am I? I am, uh, a lover of communication and connection with people, and we run a business, I run a business that helps with that.

So we do sales and communication training, uh, workshops, and I do a lot of speaking as well. 

Mariah: Amazing. I love that. Love, love your love for communication 'cause I think- Yeah ... that is one of the things when we are running a business that we, uh, don't often realize we have to be, you know, we have to build the skill of communication always.

Whether it's like- I know ... with your team, with your clients, with [00:03:00] your customers, with your social media audience. Yeah. You know, all the things, it's always, um, an evolving, uh, skill set, for sure. So I'd love to know how you got to doing what you do now. How did you get into your own business? What is your origin story?

Amy: Um, my origin story is that I, you know, I didn't really know what I was gonna do with my life. I have a psych- psychology degree. Uh, my mom would always ask if I was gonna, you know, get a master's, a doctorate, and counsel, and my answer was always no. Um, but I liked it, right? And so from ear- very early on, I think I was really curious about social sciences and, and how we connect and evolve and move around spaces together.

Um, and so had that, was kinda limping along and somebody said, "Oh, this company is a good company." So I applied for inside sales at the time. Had no idea what it was. Um, immediately started thinking, "Oh, this is just connecting with other people." Um, really enjoyed it, and then moved into outside sales, and I was there for, [00:04:00] in that career for 17 years, um, doing direct B2B sales, and absolutely loved my time with that.

Um, where it took me, how I got to travel, all of those things. And then at the kinda end of it, I was getting really bored. Mm-hmm. I was doing the same thing over and over again, and I was like, "Well, I have a decision to make. I can do this. Um, I can be financially stable and comfortable, or I can jump and get curious and uncomfortable again, and start learning again, and all the things."

And so I took, uh, a minute, about six months or so, to really start thinking around what would that be. I rehired my business coach. I had a business coach a couple years prior to that, who ironically was like, "You know, you'd be fabulous in, like, coaching and training." And at the time I was like, "Yeah, no." Not, not gonna happen.

Um, and a big part of that was 'cause I really wanted to stay in corporate. [00:05:00] And so I was like, "I'm not ... I don't wanna be the kinda one-to-one space. I, I really wanna stay in corporate, and I, I don't know how that would fit." And so I called her back up, and I was like, "All right, let's talk about that, but let's figure out how to do that with it within a corporate setting."

And so Sat down and kind of just designed, literally put a line down a piece of paper. On the left side was everything I really loved about my corporate career, and then on the right side, what was I missing? Not what I didn't like, 'cause we all have things that we don't like in our day-to-day. Mm. But really, what was I missing?

And that's what has been created, and that's where we are seven years later. Yeah. 

Mariah: Oh my God, I love that. And I, I love, um, you know, when you hear something and you're always like, "Yeah, no, that's not gonna be me." And then like, you know, never say never- Right ... I say- No, 

Amy: totally. Right? 

Mariah: I, I- Yes ... in my early 20s I was like, "I would never wear jeans to a nightclub."

And then by 25 I was in, you know, Vans on the dance floor at the 

Amy: Yeah. Yeah. 

Mariah: Throughout all of [00:06:00] Europe. Or I would ne- I hate camping, and then I lived in the back of a car in a tent for 12, uh, for six months to travel Australia to see if I liked it. Amazing. So I think there's a never say never- Yeah ... concept with everything, right?

So I think that's- Yes ... um, super interesting. Mm-hmm. 

Amy: Yes. 

Mariah: And I know so many people would be like, "Oh my God, thank you Amy for joining," because sales I find can be one of those things that we often go like- Yeah ... "Ew, I hate it," but then it's so interesting because- Mm-mm ... and I always thought to myself like, "Oh, I'm not very good at selling," but um, turns out I am, I just have that mindset blocker, right?

Once I get on a call, it's just communicating, right? Mm. It's just communicating what you do- Yes ... sharing what you do. Yes. I think I always think of sales as like, yeah, that kind of like being really promotional and pushy, and that is not- Mm ... what it's about at all, right? So I, I know- Yeah ... you probably hear so many limiting beliefs around sales, uh, since you've started um, your own business.

Mm-hmm. And even, you know, working alongside colleagues I'm sure there's so many misconceptions around selling that you've often have to, have to debunk. Yeah. 

Amy: Yes. [00:07:00] Yes. To, uh, to the extreme of where companies will say, "We don't sell here. Don't use the word sales." And I'm like, "You do, but okay." Yeah. "We can just use communication.

That's fine." I'm literally gonna do the same content- Yeah ... that we would do in sales because it is ju- to your point, it's just, it's communicating. 

Mariah: Yeah. 

Amy: Um, it's, it's fascinating, you, you d- you hit the nail kinda right on the head of, ugh, you know, it feel, the word itself feels pushy and kinda ugh, and I, I don't wanna be that.

And it's, um, if anybody likes to read, um, To Sell is Human is a phenomenal book by Daniel Pink. Ooh. And they did a study of 5,000 people and asked them two things. One, what word w- comes up when you think of a salesperson, and then two, what visual comes up? Mm. The number one word was pushy. Um, and then the visual was a used car salesperson-

basically, right? Yeah, the most untrusted- In like the polyester suit, like 1970s ... industry, yeah. Yeah. Yes, yeah. [00:08:00] Um, I always think of, uh, I'm gonna age myself here, but I always think of, like, the Hoover vac- vac- vacuum people- Oh, yeah ... that used to knock on the door when I was really little. Um, and now I think back to that and I'm like, first of all, how did you carry that thing?

'Cause it was crazy heavy. And two, super awkward that you're, like, vacuuming in people's homes- Yeah, yeah, yeah, yeah, yeah ... to, like, demo the product. Would not happen today. Like, that's just weird. But we have this, on a psychological level, we still are programmed to think those concepts, right? We're still, um, kind of that buy now, all of those things.

And although that was a point in time where that really was that way, um, it has evolved. So the other thing that I think is really fascinating about sales- Is that we don't give it enough credit in evolution. So we always think that our company changes, our products changes, our services change, we change, our clients change, but selling doesn't change.

Selling's w- selling's just selling. Well, that's [00:09:00] not the case. It has really evolved over time to keep up with and learn with the trends, which are things like the internet, um, and the smartphone, and COVID, through COVID, and now we're all on screen. We didn't do that prior. We did not do that prior, right?

So that's a huge shift in how we communicate. Um, and then now that everyone can hold their own cards, so if you're contacting me about something, I'm gonna research you first. Mm. I'm gonna research what you're trying to sell me first to see if it's viable of something I'm interested in. So now I hold all the cards as the consumer, not the salesperson.

Um, so we're learning how to communicate differently within more of a relationship selling technique, it is a technique in sales, versus that buy now, pushy. Um, so it's r- it has evolved, which, you know, for me on a, all my things that I do is really fascinating- Mm ... in that world. So we just don't give it enough credit.

And to [00:10:00] your point, it's communication, so if you get overwhelmed with it or you're thinking, "Oh, I'm not, so not good at sales," or, "I can't stand sales," you're doing it every single day, every moment of every day. 

Mariah: Mm. Yeah, and if 

Amy: it's not- Um, so it's- ... your product, 

Mariah: it's yourself, right? 

Amy: Yeah. Yeah. Absolutely. Yep.

Yeah. 

Mariah: Yeah. 

Amy: Yeah. 

Mariah: Yeah, I love that. I think, yeah, there's often, um, when it comes to owning our own business, obviously we have to wear all the hats and, and do all the things, and- Right ... obviously that means selling. And it's so interesting with the, you saying about how, you know, how you go into workplaces or corporates and they say, you know, "Don't call it selling, we call it communicating."

I f- I, I found that quite interesting with a client that I worked with when I started working with them. Yeah, they wanted to call it brand communications, not marketing. Yeah. Um, because- Yes ... you know, it's like, it's, it's interesting, and all these, like, stigmas around things are fascinating. 

Amy: Mm. 

Mariah: But, um, I am going to, I have the- many a questions for you, but I'm going to jump to something- Yeah

that you just talked about, um, which is sort of like though, that, that sort of communication and, [00:11:00] and, and showing up, and, you know, that concept that you talk about of like, you know, relationships are what, you know, close a deal, and it's about credibility and presence. How do you find this if we're looking at it from like a social media lens, as you're saying, like this, this online world has changed so much?

And even- 

Amy: Mm-hmm ... 

Mariah: not the fact that I think it's awesome that you, you have access to all these people that you probably didn't have before, when like social media was more of like sharing your pictures of your pets and your breakfast- Right ... and your brunch, and all those things. But also online there is, you know, platforms where you can't just go and be like, "Hey, I've got this, do you wanna buy it?"

It is really about building those relationships. How have you seen it evolve with selling and social media from even 2020 when you could put up every offer that you had and people would snap it up, to now people going like, as you're saying, researching, um, you know- Mm-hmm ... that trust factor and, and especially in, in multiple different, you know, even the coaching industry I know does get a bad rap because there's been so many people that just put on their badge of, "I'm a coach"- Mm-hmm

and go out there. [00:12:00] How have you seen selling techniques evolve on platforms like social media? 

Amy: Yeah, so, um, the good ones that are evolving are the ones that are educating. Um, so they're really educating coming in with what they're doing on serving other clients. So they're bringing that in, uh, and they're really true to self.

So they're really stripped down to, "This is who I am. This is what I do in my off time." Uh, you know, for me, anyone who takes five minutes to look at any of my stuff knows that I am a huge lover of coffee. Um, probably also have seen my dog. Like, you know, so it's really one of those things where you, you have to put something out there of yourself.

You don't need to put the entire world out there, but really to get... people get to know each other. People want to know who you are first, uh, and then really also wanna know what you're doing with the world to support them. So I think the biggest thing I've seen is the difference of [00:13:00] pitch versus educate, uh, and I know that that's something that's been trending for a while.

Um, there are words, interestingly enough, that also sell, more words that sell, and then there are words that diminish as well, that you talk about credibility. So things like, um, the, the best in the business, right? Or we see clients doing X. It's very similar to when we train, I always talk about Amazon. You have the same exact product, uh, same price, but one seller has five reviews, the other one has 5,000.

Which one are you gonna buy? But we, yet we don't communicate that enough. Um, so that's where I've seen the trend of people who do it really well are communicating, "Hey, listen, this is what just happened with a client of ours. Is that happening with you?" Right? That's that best review type of thing. Mm. Um, it solidifies your credibility.

You're in their world. You get what's hard, and you're offering some support and being curious about what is going on with [00:14:00] them. I think that's the biggest shift that I've seen in the last handful of years. 

Mariah: Yeah, and I still think, like, I find it so fascinating that I have, like, so many clients that are, like, in meetings all day, every day, um, you know, are always interacting with their customers and their clients, and then I'm like, "Why do I not know about these things to help you communicate about them?"

Yeah. 

Amy: Right. Because 

Mariah: I think we forget, like, usually what your clients are telling you are what everyone else is experiencing. 

Amy: Yes. 

Mariah: And one of the things that I think we find challenging, and I just had this very interesting voice note. So I sent this article to a client, I was like, "This might be interesting to talk about," and they're like, um- You know, "Oh, I don't know, da, da, da, da."

And then they start reeling off all the things that their clients are experiencing and going through. Yes. And I'm like, "Yeah, that?" Um, and, and I think- Yeah ... and then, and then also, um, something like, "Oh, but don't we already know this? Like, isn't this already, like, a given?" It- And it's like- 

Amy: Yeah ... [00:15:00] 

Mariah: to you it's a given.

To all of us it's not. Mm-hmm. We forget how much we know because we're in it often, and I'm guilty of it too. Like, you know, I find some, like, don't we already know that we don't have to post every day on social media, like, to be, quote-unquote, "successful" or to see results? And it's like, there are some people that still don't know that.

They're not sure about that. And so- Mm-hmm ... I think it's, it's so fascinating that you say that because often, you know, we're in all these meetings, we're having... And then we go, "Oh, I don't know what to talk about," because, like, I don't know, nothing's really happened. Right. And it's like- 

Amy: Yeah ... 

Mariah: you're literally on Zoom- 

Amy: Yeah

Mariah: all day. 

Amy: I will tell you that, I will tell you that since I'm not in, you know, direct, uh, marketing, social media world, I struggle with that too. Of, man, I just had... You know, last week I just came off of a day and a half training with a team, and there were so many nuggets in there, and then by the time you get done with, like, the week or whatever's going on, and you're like, "Uh, I don't know.

It was [00:16:00] great. I had some good feedback. Do I remember what it was? I don't know." Um, so I started personally, 'cause I'm not great at that either, uh, any time I'm in any sort of meeting now, if I hear something, I have a little scribble thing that I do next to it now that I know, okay, that means that goes somewhere.

Mariah: Mm. 

Amy: Um, 'cause it is trending. It's something that I forget about because I am sitting in it every single day. I am hearing it constantly. Um, so it's one of those. And the other thing to think about within sales in itself, something that we always say, is don't make your client work. Don't make them work for it.

So you're the one that needs to follow up. You're the one that needs to remind. You're the one that needs to give them the information five times. You're, you... That is your job. Yeah. So it's the same concept in social, social media, of, in marketing, of like you have got to remind them. That's not their world.

You need to remind them [00:17:00] of, "Hey, guess what? This is still happening." Mm. "Hey, are you finding this? This is, this is how we're solutioning." Or, you know, whatever that may be. But it's not their job to remember it. Yeah. I think that's also helpful to kind of sit and go, "Okay, I can reiterate that again." 

Mariah: Yeah. Yeah.

And I love that because often I find, you know, um, as small business owners we're like, "Oh, well, I'll just put out one post about this thing," or, "I'll just- Yeah ... But I've already talked about that 500 times." Like, yep, 500 more times, let's go. 'Cause, like, that's just how it is. You have to keep talking about it.

Yeah. You have to wanna, like, bang your head up against the wall. I say that all the time. Like, you gotta get bored- Yes ... of what you're talking about. Be like, I've talked about storytelling and strategy as the two things I wanna be known for, for like, since 2021, and it's like sometimes I'm like, "Oh, surely they get it now."

It's like- 

Amy: Right, 

Mariah: right. No, we don't because it's not their world. No. As you said, I love that you framed that because it's not. We don't, we're not in it all the time. We're too busy doing all the other things that we have in our life, let alone our business. You know? Like, all the things that go on. Yeah. Um, you do, [00:18:00] you do mention, like, about this, like, level of, of presence.

Like, um, being present with your, um, you know, the, the, your audience or the people in which you sell. How do you find this... And, and, and maybe it comes back to sort of what you said is now we are used to this online world, but, like, how more... Like, how much more difficult is that now being that most things are online?

Or do you believe that it just, like, there's no change? Like, you know, everyone is on video, it does feel like. I know lots of even influencers that I follow or content creators, sometimes I feel like I'm just, like, talking with them or I'm FaceTiming them, and I think that can be powerful- Mm-hmm ... with video, but I'm also mindful that it's not the same as being in person.

Like, when I go and meet my clients- Yeah ... in person it is different. Like, I don't think we can say it's the same 'cause it's not. 

Amy: Yeah, I don't think it's the same, but I don't think it's as far apart as we tout it to be. Um, we do need connection. So like on a psychological level, humans need connection.

That's why when COVID hit, everyone was like, "Oh, game on." Like, "I haven't, you know, I haven't put on clothes in three days. I just have my [00:19:00] pajamas on, and my hair's un-," like, we're here, right? Um, it was such this switch. But prior to that, we knew statistically in sales that we should be on camera. We just didn't do it.

Mm-hmm. So it forced that change. Um, so it is better than, you know, a text or, uh, even a call. Um, now the ultimate obviously is in person, and we wanna, um, do that on some level. But that doesn't mean it's 24/7 that we have to do that. We can easily do the connection, um, virtually as well and have presence. I think the hardest part about being present is getting, uh, shifting your mindset from what you want to what the client needs.

That's, that's the biggest shift in presence. We can talk about nonverbal too, um, but if we're talking around sales, and like I don't like sales, I don't know how to do this, uh, we need to get out of our own way a little bit with thinking [00:20:00] around, "Okay, this is my, this is what I'm selling. This is what I'm, this is what I'm pitching today.

This is what I'm hoping they..." And move that away, and stay really present and curious around what's happening in their world and how you can serve them with it. Mm-hmm. And that will help you massively within your, quote-unquote, selling. Mm-hmm. Um, because you're there, you're communicating in real time.

And if they're successful, you're successful. 

Mariah: Mm-hmm. 

Amy: So that mindset shift will help you with it Easier said than done. Takes a lot of practice. Um, but starting to be aware of that a little bit more. 

Mariah: Yeah. Yeah, I love that. And I think, um, often what I find, especially more in, like, I guess the marketing and content world of if, okay, I've got a- I wanna create some content to share with my audience.

We don't often, like you're saying, like, what the audience... Like, what you want versus what the audience sees. I often find that happens the same- Mm ... in, like, the marketing world. Because often we go- Mm-hmm ... "Oh, that would be [00:21:00] a cool topic. Let's talk about that." And it can become quite selfish 'cause it's like, "Oh, well I wanna talk about that."

And I think that's okay too, because, like, I, I believe that you, you need to be passionate about what you're putting out there, otherwise you just won't do it. Yeah. But also at the same time- Yeah ... your audience is, like, over here talking about something, but you're trying to talk about something that they, they're probably not at that level yet.

And it often can become- Mm-hmm ... like, selfish content, 'cause it's like, "Well, I wanna talk about that, and I wanna create content that I wanna create." And it's like, well, you're not a content creator. Yeah. You're a business owner, so you do have to go back to- Yeah ... the foundations of what your clients is asking you and talking 

Amy: about.

Mm-hmm. 

Mariah: Otherwise, there is gonna be that disconnect. 

Amy: I just wanna hijack this episode 

Mariah: to tell you about something that is generally helping and changing the game for business owners that I work with. So if you're sitting there at 5:00 PM scrambling, not sure what to do, what to post, you are not alone, and I have in fact been there, along with many other businesses that I've worked with.

Getting to my laptop, throwing something together, pushing it out there, throwing spaghetti at the wall and seeing what sticks. Now, this is not [00:22:00] strategy, and it really feels like survival. That is why I created Content Boot Camp. It is my signature program that takes you through the seven steps to create a really intentional and aligned content strategy for your business.

One that is actually documented, is actually for you, and actually gets results. So there's no more guessing, no more winging it, and no more content hamster wheel. By the end of your journey in Content Boot Camp, you'll have a clear plan on what to post, where to post it, and why, plus the confidence to actually execute it.

And you're not doing it alone, because I do live calls all the time, so you'll get access to me, I can help you with your strategy, and a community of other business owners that are doing the same thing. You'll also get lifetime access. So if your business evolves and grows and changes, it will grow and evolve and change with you.

So if you are ready to stop winging it and start being intentional 

Amy: with your marketing, get a strategy behind you, head to contentqueenmoriah.com. Check out boot camp, Content Boot Camp. I would love to see you there. 

Mariah: [00:23:00] One question I did want to ask you, 'cause I f- I don't know... I personally don't have an issue with this because I feel like I work, I've worked remotely for such a long time, and I've traveled- Um, so I haven't necessarily, like, been in the room with my clients that often, and I do rely a lot on Zoom.

Mm-hmm. But say if we're, um, you know, like, we're filming videos or we're putting stuff out there and there is no one we're actually talking to, how do we- Mm ... sort of have that level of presence or, like, I guess intimacy in a way of, like, being connecting with our audience when we're like, "I'm literally just talking to a little circle on my phone screen"?

Right. 

Amy: Yeah. Oh, it's such a great question, and I have to... You know what that, uh, spurred for me is a visual that I took. I was out with a client. It was before the client, so I was in the hotel conference center area having a cup of coffee. Nobody was really around, so I started doing video after video after video.

Um, I'm sure audience can relate to that. I, and I just was I was like, [00:24:00] "I can't speak. I don't know what's happening. I look like crap." Like, all the things, right? And so then I looked through my, my camera roll, and it was literally all me. Head, head, head. Like, all of these. So I took a screenshot of that, and I was literally like, "Anyone else?"

Mariah: Yeah. "

Amy: Any, anyone else have this issue?" Um, I think it's truly universal. Unless you are... I mean, unless that is your 100% world, it is challenging. It's really challeng- challenging to get out of your head space sometimes- Mm ... and just talk around the stuff that you're passionate around and what you're seeing and how clients are receptive to it.

Mariah: Mm-hmm. 

Amy: Um, but that's... It takes, it takes some work, and some days, honestly for me, some days are better than others. Um, the presence though, one of the things that we can work on to, to kind of get our confidence up on that a little bit is the non-verbal cues. So our confidence [00:25:00] comes with posture. Um, the more that we have great posture, the more our confidence is going to align with that.

So we can, we can start there. A lot of times, you know, we're both sitting right now. Mm-hmm. I know when we're in, you know, Zoom meetings all day long, it's really easy to just slouch down. It's, uh, an awareness around that. Our breath is better. Um, but you know, again, does that 100% move that out of the way?

No, it's, it's a practice. So, um, I don't know if I really answered that question well for you, but 

Mariah: No ... my 

Amy: answer is I struggle also. 

Mariah: Yeah. I, I think, I, I think, I think it's alwa- i- it depends on your, I guess, where you're at, like, mentally as well 'cause, you know, in saying that I do film a lot of videos, but there are times where I have to do a few takes or, like, I am definitely the same.

Um, it's funny when you said about posture and I was like, "These are, like, straighten my back." 

Amy: Yeah. 

Mariah: Um, but I think, I, I definitely think it's something... And, and I had a conversation about this in another guest [00:26:00] episode where, like, you know, we didn't grow up filming videos, although I could argue- Right ... I did grow up with a video camera, like an old school with, like, the flap- Mm.

situation. Oh, cool. Filming, you know- Yeah ... music videos and, and sitcoms and all the things. Yeah. But I saw, uh, two young girls the other day, like, full phone out, selfie mode, like, you know, get, you know, "Come with me to do this," and they're, like, 12. Mm-hmm. So I guess, like, other generations are gonna grow up with just a very- Yeah

natural, you know, filming in public. Um, I've gotten used to filming in public, but sometimes it's not always the most comfortable. I studied journalism, so, um- Mm ... a lot of my assignments were doing, like, you know, news reporting things. So- 

Amy: Yeah ... 

Mariah: I think I just try and pretend I'm a journalist and I'm doing something really important, so.

Amy: Ah. 

Mariah: Um, you know- Yeah ... it's not just for social media. That's gonna be a 

Amy: great way to... Yeah. 

Mariah: Yes. Um, but I, I think it is definitely one of those things, and I often find, and I see this with clients a lot, um, with showing up and, and, and sharing online is if you don't do it for a while, you put it off, and the more you put it off- [00:27:00] Mm

it feels like you're starting again. And I have been through- Yeah ... you know, you have Christmas off, and then you're like, "Oh, I've got to get it back up on video. Oh, God, I haven't done that in a while." Mm. And I think it is just one of those practices that you have to keep doing. And I think, um, you know, I love what you said at the beginning is, like, you know, documenting or showing up and sharing, that is selling.

So if s- we're saying like, "Oh, I don't- Yeah ... I'm not very good at selling," it's like all you have to do is document. I mean, we've seen this with influencers. I just watched the Alex Earl. Yeah. She's an influencer. She has a Netflix series. She started her own skincare brand. It sold out in, like, two seconds.

But she, she is a m- marketing major, so all the stuff... Like, you know, we think these influencers are by accident. They are definitely not. They- 

Amy: Right ... 

Mariah: they are marketing geniuses. Um, but, you know, I think it's just, like, those people are just used to documenting all the time. Um, and that- Mm-hmm ... becomes natural for them.

And for us, it's sort of like, well, I do it in between all the other things that I've got going on. Yeah. For us, it's like- Yeah ... a secondary, whereas for them it's like, "That is my business." Like, [00:28:00] my business is literally- Yeah ... creating videos all the time. Um, and I think, yeah, for us, it's just one of those things that if you fall off...

I, I've wrote an email about this. Like, if you fall off the bandwagon, it can often be hard to get back on, um, and keep going- Mm-hmm ... with it. So I love that. You did talk about, uh, body language, like in, in... And you are- Yeah ... an expert in body language, and I'm keen to talk to you about that as well. Yeah. Um, what, you know- From what I'm guessing, like from what I've read of you and what you talk about, it's like, yeah, you know, selling is more than just what you say.

It's like how you present yourself and how you show up, and- Mm-hmm ... um, I, you know, I feel that a lot. Like, I talk a lot with my hands or like, you know, even you could- Yeah ... do a video and you could be so like, "I'm so excited about this launch," and like your face is just not saying it. Right. And, and I often find video is harder because you think you're being very expressive, and then you watch it back- Mm-hmm

and you've almost gotta be like double as over the top because- Yeah ... you know, like i- I don't know, it just doesn't pick up [00:29:00] those things. So anyway- Mm-hmm ... going back to the body language, like, um, how much does this play a role and, and what sort of things do you teach in, in how we present ourselves, not just how we speak when we're selling, whether it's on a Zoom call, whether it's in person doing a workshop or on the, in the online space?

Amy: Yeah. Um, we ha- we have a section of this that we train called, uh, be the moment and momentum. So it really is showing up with power in, in your non-verbal communication. You can move a room with how you enter it. Um, you have l- you have more power with your non-verbal than you do verbal. We, we have, uh, through time adapted our non-verbal, and our verbal by the way, our whole communication space around what we have taken from others.

So as children, you know, we learn that from our parents, um, school, teachers, all the things, our friends, you know, all of that. Um, yet we think that we communicate really well. [00:30:00] And my question is always, "But when did you learn it?" Like, when did you actually consciously sit down and say, "How am I presenting?

Um, what words am- are- am I choosing to say that have power or that maybe diminish?" Um, so it's actually a practiced skill that we take for granted because we feel like we've always just communicated. Hmm. Um, and then sometimes it's like, "Oh, but that's not who I am." Well, you weren't this way when you were born either.

You... It's a learned practice behavior that you can choose to practice in a different way, just like everything else that you can choose to do. And so getting curious around how you're moving through space is one of the big things. Um, you know, if we take the concept of communication, which, which is actually four wheel, four spokes on a wheel, not just verbal, it's thinking, listening, speaking, and non-verbal.

Um, the two least practiced are listening and non-verbal. Mm-hmm. Not really a [00:31:00] surprise. Um, and so when you think about that and then you take it into the 7, 38, 55 rule, which is basically 38% and 55% are both in the pillars of non-verbal communication, then we're sitting at about 90-some percent in non-verbal communication that has the power, and only 7% is verbal.

So we really can practice that, uh, for a lot of different reasons, but really to, to move people to action, to be confident in ourselves, to invite communication in or to close it down. Um, and the first part of that is being aware. So aware of how you are moving, how you're entering rooms. Awareness of how others are not aware.

That's a big one, too, that I always get a reaction of. So I always tell people, if you're at a conference or if you're in a meeting space, you're in a building, you have an elevator, watch people. Just observe. How many people are actually aware of the space that they're [00:32:00] in, or are they buried in a phone? Mm.

Um, it's really comfortable these days to not be aware of that. Um, and so the feedback we get a lot is, "I was actually uncomfortable because I put my... 'cause you told me to put my phone away, and so I'm standing there now hyper-aware of my surroundings, and everyone else is disassociated." "So now it's like, what do I do," right?

But it's, the observ- the observation has to come first. Mm. And then what do you do with that? What do you do with that? So we have, there's, there's a lot of different elements with nonverbal, but, uh, I'll give you three power skills that you can start practicing. Posture, we already talked about that. That's one.

So where is your posture, alignment and posture? Number two are your hands. So when you were talking about hand gestures, do more. Yeah. I always get the question of, "Oh, but I, I talk with my hands a lot." And that's okay. That's okay. We don't want them to go, like, if we're, if you're watching me, we don't want them to necessarily go out of screen- Yeah

but we want them to kind of stay in the box of our shoulders and in. But you can be [00:33:00] expressive. Absolutely be expressive. Show your hands. Those are trust factors. Um, we're constantly looking for people that we can trust on a, um, subconscious level. And then eye contact is the other one. So many times, um, when we are in spaces with a lot of people, we don't make eye contact anymore.

We scan heads. And then especially on virtual, uh, people do not look at that little dot. Mm. They look at the screen itself, and so then the person that you're communicating with or maybe wanna do business with are feeling like you're not connecting with them because you're not, you don't have that eye contact.

Mm. So if that, if you struggle with that, put a little sticky note up there that says, "Eyes here" or a smiley face or whatever that is to get you to stick on that camera when, when you're talking. But those are your three. Start there with your nonverbal, and then the awareness around it to see, see what you're doing in those spaces.

Mariah: Yeah. That's so interesting. And I, I've, I've heard that stat before, and it doesn't shock me, but also I think it's just something we don't think about. And I think- I don't think about it ... it's so [00:34:00] interesting what you say about, like, it on, on the phone and, and things like that. I had a client a couple years ago go to South by Southwest in, in Australia- And she took a picture and she sent it to me.

She's like, "How interesting is this?" We're at a, you know, a networking... well, like a, a startup conference- Mm-hmm ... where basically the goal would be to network with as many people as possible, to learn- Yeah ... et cetera. And she's in the line lining up for workshops and things, and everybody was on their phone.

And actually- Mm-hmm ... we, we posted it on, uh... we, we, we put smiley faces over all the people to keep them anonymous. Yeah. And we put it on social media, and LinkedIn Business News actually re-shared the post, um, because- Nice ... obviously it's just one of those things. It's like, yeah- Mm-hmm ... this is, we go to these places to create connection, and actually human connection's the one thing we crave, and it's the one thing that we don't spend enough time evolving- Yeah

now that we have technology. Um, and yeah, the, the, and, and the irony is never lost on me that even, you know, um, as business owners we are constantly on our phone, yet like, [00:35:00] for example, we travel full time, so we meet people in- Yeah ... all walks of life. And you think, "Oh, well, all my opportunities are on my phone," but actually, like, you could talk about, talk to someone- Mm-hmm

and they go, "Oh." Like, you never know where your next opportunity is gonna- Yes ... evolve or come from, and I think that's the power in always talking about what you do as well, so creating conversation with people and always sharing, even if it's a random, you know, retiree at a caravan park or, you know, like- Mm-hmm

you just never know who's listening and, and who's there, and I think that awareness piece is so important, and I think we don't often, um, realize how much time we spend, you know, slunch- slunched down- Yeah ... on our phones. Like, for me it's a big one, and, um, posture definitely, um, I, I need to practice that 'cause- 

Amy: Oh, yeah

Constantly practicing 

Mariah: that one. I'm a 

Amy: sloucher. Constantly. Yes. Yeah. 

Mariah: Especially 'cause 

Amy: we're on our computers. 

Mariah: I also think... 

Amy: Oh, completely. Yeah. I also think too that, um- You know, i- if nothing else, you have a fabulous, interesting conversation with [00:36:00] somebody. Okay. Right? It doesn't necessarily have to be...

You're like, "Oh, I learned something today," or, "Oh, that person was fabulous," or, "That was interesting," or... You know, it ju- it fills your cup. So you also then in turn are gonna be better- 

Mariah: Yeah ... 

Amy: in your day. Um, so we forget that too. Like, oh, you need that connection to also fill up and, you know, really be present and be better in your day-to-day.

And I... There are certain... I'll give you a story about a, a kid, a Starbucks kid. I call him the Starbucks kid. I was going to um, a new client in LA a couple years ago, and I was nervous that morning 'cause it's, you know, downtown LA, a high-rise building, lots of things. Um, walking I was like, "Okay, I gotta get my coffee."

So I go to Starbucks. I walk in, and this, um, kid, he was probably 20, I don't know. But a kid was standing, um, in front of, like, the, the, you know, whole bar of, of the Starbucks where you order and pick up your food and everything. And so I was like, "Oh." And he [00:37:00] immediately was like, "Hey, good morning. How are you?

Welcome." And I was like, "Who are you?" Like, I... For a second I was like, "Do you work here? That's weird." Yeah. 'Cause I've never been greeted like that. They've never stood in front of the counter, right? I was like, "Oh, that was kinda cool. Okay." And I order, and then what do you... So then you order and then you go down to the end of it and you wait for your drink, right?

So then I figured out he actually works there. He's the one that hands you your drink when it's ready, and he was still in front of the counter, and he was talking to every single person as their drinks were coming up. So he's like, "Oh, what do you got planned today? Are you down here for work?" Like, "What are you doing?"

All the things. He got to me and he's like, "What are you here for?" And I was like, "Well, I'm here to see a client today. I gotta pick up my coffee first." He's like, "Oh, what do you do?" So I tell him, and he's like, "Ooh, I'm a major. I'm a business major right now. Tell me something that, that will help me within your business," right?

So this kid was- genius- Mm ... in the fact. I was just like, "Can I take you everywhere with me?" You were [00:38:00] phenomenal. There's so many things happening in that you didn't block yourself off, you removed the counter, you went in front, you're engaging in eye contact, you're standing. I mean, there were so many things that he was doing well.

Mm-hmm. Um, but also the biggest nugget of that, that I took away, uh, he was filling his cup 'cause, boy, so much knowledge was coming in at him throughout that day or every day that he did that. Mm-hmm. But what I took away from it was that he actually filled my cup that morning, and as soon as I walked out of there, I was like, "Oh, this is gonna be a fabulous day.

This is gonna be an amazing day." Yeah. And it was. It was totally fine. 

Mariah: Yeah. 

Amy: So, you know, we can have those inspirations in just these micro moments- 

Mariah: Yeah ... 

Amy: if we get out of our phone. 

Mariah: Yeah. 

Amy: Yeah. 

Mariah: Yeah. It's so true, and actually, um, you made me think of a young guy that was selling us, uh, like, raffle tickets for a charity.

So in Australia, one of, um, one of the most trusted charities, um, is- Mm ... uh, surf life saving 'cause we have lots of [00:39:00] drownings. We are, you know, obviously surrounded by ocean. Um, and he stopped us in the street, and you know, like, sometimes you're like, "Ugh, I don't have time." Anyway, we made time for him, and he was a young guy, and he did all those things actually, and he, like, asked about us- Mm

and, and, and asked about our lives. And in the end, of course, we bought raffle tickets. Um, and he did his job well, but he was really- Yeah ... like, um, yeah, he, he was really engaging and really connecting, and I think that it's so interesting in this day and age, as we say. Like, I don't wanna sound, like, old, like, "In, back in my day"-

but I, this is my day really. Um, but like, you know, when someone would talk, you would als- like, "Oh, that's weird," like, "Why are you talking to me?" Like, it, it, at the start- Mm-hmm ... it can, like, throw you off, as you said. You're like, "What are you doing?" Um, and then- Mm-hmm ... as you learn what he's trying to do and, and, and obviously not everyone is going to like that.

Some people are gonna be like, "Oh, nope, not for me." But- Yeah ... I imagine more times than not he created a connection with someone that they'll like. Yeah. And, and you obviously remember 'cause you're telling this story, and you've probably told it [00:40:00] many a time. Mm-hmm. Yeah. So I think that's, um, you know, to create that level of connection authentically to you I think is so, so important.

And often, um, you know, when we are on these social media channels or we are, you know, showing up on a, on a Zoom meeting or a call, um, to talk with potential clients or clients, um, you know, we're just thinking about, you know, the next thing or what we have to do rather than, like- Mm-hmm ... you know, being in that moment and trying to see how we can support and help that person, and creating those little moments of, like, yeah, like, connection.

Um, you know, even one of my clients- Yeah ... like, he always, he'll call me, and I don't think he's used to I'm like, "Hi, how are you today?" And he's always, like, laughs 'cause I think he's like - He's like, "You're not supposed to be here" ... 

Amy: just 

Mariah: laughs at me all the time. And then, like, we'll have our, like, team meeting, and I'll be like, "What's everyone doing for the weekend?"

Like, and he's, everyone's like... 'Cause they, they, they're used to, like, corporate and is every- like, everything's very surface level, and I'm telling them my whole life story. Mm-hmm. Um, and I've always been like that, and I think not [00:41:00] everyone is like that, but I think it's finding those things that are u- authentic- Mm-hmm

to you or unique to you and, and utilizing those, I think has been something that's helped me a lot. And I... It's sort of what you're saying, like, this young kid is sharing, you know, that he's a major and that- Mm-hmm ... he's sharing a bit more about his life, and it obviously calmed your nerves- Yeah ... um, before your client meeting, which I think is- 

Amy: Yeah

Mariah: cool. 

Amy: Mm-hmm. 

Mariah: Um, amazing. 

Amy: Um, the other thing that he did really well is, um, you had mentioned this too with Rafal guy, was that he was asking. 

Mariah: Mm. 

Amy: He was asking my story. So everyone loves to talk about themselves, including us. Um, and so he really tapped into that. And we have a motto over here that we ask three before we solution anything.

So when we are talking to clients, we... You know, if we're like, if they're like, "Yeah, I'm really interested in your services, and how would you do that, and, you know, what's your price?" maybe, right? Like, they're quick to move on to that. I will, I will not give that information. I will ask more. [00:42:00] So it's like, "Well, let's look at what you're really looking for.

So what, what's your timeframe? How long are you thinking you need it?" Right? Like, I'm gonna, I'm gonna pull more out of them so that I can best support them in their actual need. I have a whole laundry list of stuff, right? Like, I can come with all these different things. You may not be interested in any of those, and I may miss the mark, so I wanna be really curious, and I wanna learn from you of where you're going.

The other cool thing that happens there is that then they solution it themselves. So you're, you're asking more and more, and they're like, "Well, actually, no, we need, you know, maybe four hours," or, "We need a monthly program," right? And then, um, "But here's what our budget is, and then here's what..." So then it's like, okay, well then there you go.

We can do all of that, and that's for you. Um, but it's really in that present state of, of asking more. Uh, and one of the nuggets you can always ask, 'cause I, you know, in our trainings too, the thing that keeps coming up is, what if I get [00:43:00] stuck? Like, what if I asked a question, they answered it, and now what, right?

Like, where am I supposed to go without solutioning, is your nugget question is always gonna be, "Tell me more." 

Mariah: Mm. "

Amy: Can you expand on that for me a little bit? Can you tell me more about that? Can you tell me the timeframe on that?" Mm-hmm. Right? It's tell me more. However authentically you wanna word that, but basically it's tell me more.

We overthink these questions of, well, I have to ask the specific thing, and then I have to move on to the specific thing. You don't. Um, give them the space to, to talk about what they wanna talk about. You don't have to put that in such a tight window. Mm-hmm. Uh, and that will help, that will help too, and that is sales, because now you're listening and you're learning and you're growing with them for their success.

Yeah. 

Mariah: Yeah. I love that. Yeah, I definitely, I definitely think the listening and the asking, you know, is, is something that I need to practice sometimes, listening. My partner- Mm. Totally ... would definitely say, "You don't listen to me enough." So... 

Amy: [00:44:00] Yeah. 

Mariah: Feedback noted. Um, but it's interesting- Yeah. Right ... you say about the people like to talk about themselves, 'cause I even see this in the marketing lens of like when you post content.

So for example, I have a client, um, they're in the, um, restaurant sort of like tourism space. They, they have, um, they sell seafood, and you know, when we do- Mm ... those questions of like, what would you prefer, this or that? Or like, you know, those kinda like fun, um, but they're the videos- Yeah ... that people really like, and they wanna share their experience and they wanna share what- 

Amy: Yeah

Mariah: food they like. And, and often they'll, you know, sometimes they don't always share a good experience. Sometimes they share a bad one, 'cause that's just like the degree in which they serve. Like the more- Yeah ... people you serve, the more chances you do have- Yeah ... of having someone not have a good experience.

Yep. And I think, unfortunately, that's just a numbers thing. Um- 

Amy: Yeah 

Mariah: But they will have... Like, the, the posts that perform the best are the ones in which we are asking people questions. And so- Mm-hmm ... I, I think it's playing around with that as well in your marketing of, like, getting people to share. [00:45:00] Often, obviously it- Yeah

depends on your industry. I know, for example, like some of my clients that are, you know, maybe in the corporate space and they say, like, you know, you wouldn't write what makes a bad leader in your office 'cause nobody on LinkedIn is commenting on that. Right. No one wants their digital footprint anywhere near that question.

Right. So obviously it depends on your industry, but I think it's, it's im- it's important to remember that, yeah, people do like talking about themselves, and I think as you're saying and, and from what I'm getting you're saying, it's, like, up to you as the person selling them the service to get them to open up.

Maybe they give you, like, a one-word answer to begin with, and of course it's 'cause they don't know you, they're not sure what's happening, and then obviously you ask more questions. 'Cause I've had that before too. It's like, "So yeah, we do this and we do that, and I don't really know what we need." Da, da. And then, yeah, it's not until you ask more questions that, oh, actually no, that, that, we don't need this, we need that.

And I think, yeah, I, I really like that. I think it's a really powerful way to communicate with our clients, and we can do that. We can also do that through social media or even through our DMs- Mm ... on LinkedIn- Yes ... Instagram. 

Amy: Yeah. You 

Mariah: [00:46:00] know? I think, um, asking more questions about the person on the other end is important.

Um- 

Amy: Mm-hmm ... 

Mariah: so one of the frameworks that you talk about is the brew method. Um- Mm-hmm ... I'm conscious of time, but before we wrap up, I'd love- Yeah ... to know a little bit more about this. Um, you know, what, what is it, and how can we grab some value from your brew method? 

Amy: Yeah. So it came ab- I'll tell you the origin story on that.

Um, you know, there's, there's lots of communication and selling tactics out there. There's lots of methodologies out there. Uh, when I was approached to, to write my second book, they were like, "Well, uh, a methodology would be interesting." And I was like, "Eh, there's so much out there. I just, I really don't know if it would land."

And through a ton of conversation, what came was something that people can take and brew their own way. So this is something that is not, "Okay, you're gonna take this scenario, and you're gonna [00:47:00] plug and play here, and then this is gonna be your result," 'cause there's enough of that. Um, what I really wanted was you are the expert in, in your space.

Mm-hmm. So you know where you're lacking and where you shine. On any given day, it c- c- can change, right? So I wanna give you something that you can look at and say, "Oh yeah, that's the nugget right there. That's the one I need to up-level by 1%." Or maybe it changes after a meeting and you're like, "Oh yeah, I, I...

that's where I, I missed," right? Um, and really create your own blend. Everybody has a different blend and a way of doing things in every single industry, no matter what we're doing. And so really taking it and saying, "This is mine. This is what I wanna take and hold." Um, and so the acronyms on that is be the moment, so be the moment and momentum, which is the thinking.

So this also aligns with the communication wheel, the thinking, listening, speaking, and non-verbal. So your be the moment is your thinking, is your preparing. I guarantee, um, those that are listening or [00:48:00] watching are th- are, when they prep a call, they're prepping what they want out of it. So that is the first.

I want you to prep it differently. Mm. I want you to think about keep being curious. Maybe write stay curious on the top of your page. After 25 years in, in business, I still do that, by the way. 

Mariah: Love that. 

Amy: Um, so what are those things that you're preparing and really prepping that are intentional and different from the same, sea of same, of what you've always done, right?

That's number one. Two is raise confidence. So that's where your non-verbal comes in. That kicks in highly. Um, have you prepped that? Is that something that you're aware of when you are walking into spaces or before you get on a virtual? Um, three is engage. So that's your listening and speaking. Um, did you listen well, or did you cut somebody off or over talk, or did they answer and then you solutioned, right?

Like, all of those things come into play. How are you intentionally speaking about something? If you're going to a networking event, have you practiced your hello statement? Have you [00:49:00] practiced it out loud? Does it sound horrible? Or does it sound like everyone else on the planet? Let's do that differently, right?

So that's really the, the wheel of communication within a methodology. And then the W to round it out is the what about. Things are gonna happen. There has never on this planet been a perfect meeting, perfect networking event, perfect client interaction. Something will happen. Technology will glitch. Um, a dog will bark or, you know, the post didn't, didn't do well.

Whatever that is, everything else that you've set yourself up for and really practiced intentionally will help you move through that. Mm. Um, that's really what the alignment is. So it's there to give you support within a different element and think differently about how we're communicating and, and selling.

Mariah: I love that. Yeah. And your love for coffee is coming up in your- Yes. Yes, it is. When you said... I was like, "Oh yeah, that, that makes sense." I love that. I love that. 

Amy: Yeah. [00:50:00] 

Mariah: Yeah. Um, so tell us before we wrap up about your book, um, Connect to Close. Yeah. I'd love to know more about it. Mm-hmm. And, yeah, how we can get a copy of it.

Amy: Yes. You can actually just put my name right in Amazon and it'll come right up, or you can do Connect to Close and it'll come back, come right up on Amazon. Easiest way to find it. Um, it's in Barnes & Noble too, so you can find it there. Uh, but really it is the methodology. So if you're interested in that or you're like, "Oh, that's kind of a different way to think about things," we go through that entire brew methodology.

And then the second half of the book is actually putting that into practice on every- Love that ... uh, piece of the sales process. So if you are really kind of stuck in the sales world of, "Ugh, this is so not me" Mm ... um, that will help you a lot 'cause it gives you kind of a playbook of here's how you plug and play this into prospecting.

Here's how you do that within running a meeting efficiently with credibility. So it gives you all of those tools within the actual spaces you're gonna sit in as a business owner. [00:51:00] 

Mariah: I love that. I need to get myself a copy. Yeah. I will be doing that. Yeah. 'Cause and I think it, for me, it's definitely like those things 'cause when you put energy into something and you get better, you naturally see the success of it grow, right?

Like, um- Mm-hmm ... I'm a big believer in like, you know, where energy goes, energy flows. So, you know, even just, um, being aware, as you're saying, like creating that awareness and then putting into practice some sales techniques. And like even that mindset shift of like, no, actually, like, you know, what do they say?

Like, selling is serving or, you know, all those things that we say- Yeah ... about selling, like it is just connecting. I like the connection piece. Mm-hmm. And I think everyone wants to connect with people, with new people, and, you know, at the end of the day, if it's, you know, doesn't go ahead as a sale, you've got that connection- Mm-hmm

piece, right? You've got that person in your network- Yeah ... in your space. Um, and I think, you know, that's a really good reframe to have as well. Well, thank you so much, Amy, for sharing all your wisdom. Thank you. You've helped me so much. Yeah. I'll be straightening up my back. Yeah. I have a client meeting just after this.

Great. So back is straight. Um, [00:52:00] but how can people connect with you, find you, and learn more about what you do? 

Amy: Yeah, you can find me on LinkedIn. I'm there all the time, so you can just throw my name in, find me. Would love to connect with anyone here. If you have questions, DM me. Yes. Would love to, would love to help you with that.

Yes. Um, it's not an easy world, right? It's, it's kind of an awkward, weird world. And so if you're finding that, um, come on over, ask me a question. I'll, I'll help you with it. Would love to do that. 

Mariah: Yeah. Amazing. Well, yeah, thank you so much. I really appreciate your time, and I've loved chatting with you. 

Amy: Yeah, thank you so much.

Mariah: And after recording that, I realized there was a guy pitching his tent in the background, so enjoy that, and if you're listening, no stress, no worries, you haven't seen it. But as I said, I utilize some of these tactics and, and strategies that Amy shared in this episode, and they've really helped me. I am not someone that loves selling and have had in my mindset that I'm not good at selling, but I actually don't think that's the case.

It's just unlocking a different way of communicating and connecting with our audience. [00:53:00] So I absolutely loved everything that Amy had to say, and I hope it's given you some tools and some things that you can try. If you try some, come and tell us over on Instagram, @contentqueenmoriah, or email me, information@contentqueenmoriah.

I'd love to know how you got on with this episode. I love hearing from you. Like, it actually makes my day, makes my week, actually makes my month. So love hearing from you. But be a content queen or king, and remember that developing your strategy and story develops your business. Thank you so much for joining me today, and please don't forget to share this with all your business and entrepreneurial friends.

You can do this by adding it to your Instagram stories. You can tag me, @contentqueenmoriah, or just send them the, the link. Send it over to them. I'm sure we all need to hear the message from Amy. And if you haven't, and you... before, and you love guests like Amy, please leave a rate and review. You can leave five stars on Spotify.

You can leave a comment under this episode. If you're on Apple, you can leave five stars and a general review of my podcast. It really does help me get into the charts. It helps people pitch, [00:54:00] and it means that we can get more amazing guests on. Of course, I can go out there and find guests, so if there's anyone you want me to have on the show, please message me on Insta, email me, LinkedIn, all the things, all the places that I am.

Follow me there. Tell me who you'd like me to get on or any topics you want me to talk about. But if you love the quality of guests we get, a five-star rating and review, please. And I will talk to you next week. Bye.

PodcastMariah MacInnesmarketing, marketing advice, how to be authentic online, business ownerComment