Charlie Day: How to sell more products

undefined: 00:00:01

Welcome to the Bring Your Product Idea to Life podcast. This is the podcast for you if you're getting started selling products, or if you'd like to create your own product to sell. I'm Vicki Weinberg, product creation coach and Amazon expert. Every week I share friendly, practical advice as well as inspirational stories from small businesses. Let's get started.

Vicki Weinberg: 00:00:24

Today I'm speaking with Charlie Day. Charlie Day is a multi-award winning entrepreneur who has built free multi six figure businesses from the grounds up. Charlie is passionate about helping business owners create more sales in their business and proclaims that sales is easy if you just know how. She runs a free Facebook community for business owners, entrepreneurs Growth Club. I had a really fascinating and useful conversation with Charlie today. I thought I was actually in a pretty good place when it came for sales. I thought I knew what was required, but actually she did really challenge me on some of my thinking, and I hope she does the same for you too. Um. Obviously if you have a products business, the most important thing is that you are, you know, selling those products. And I really, really hope this conversation with Charlie will inspire you. Inspire you to take some action and help you see a difference in the sales and your business. So I'd love now to introduce you to Charlie. So, hi Charlie. Thank you so much for being here.

Charlie Day: 00:01:18

Thank you for having me. I'm excited.

Vicki Weinberg: 00:01:20

Me too. Can we start with you? Please give an introduction to yourself, your business, what you do, and who you help.

Charlie Day: 00:01:27

Sure, I am charlie Day and my business is called Charlie Day Sales, and basically in a nutshell, I help small business owners create more sales in their business, but doing sales the right way. So I'm all about selling with integrity and not being pushy or sleazy, or cold messages or any of those horrible things that have got sales a really bad name. I myself have always been a business owner. It's a running joke in my family that I've never had a real job, but I set up my first business when I was 21 and I have built three multi six figure businesses from the ground up. Charlie Day Sales been my fourth business, and I have learnt so much along the way, and the truth is that I wasn't always good at selling. I really, really struggled with it. But really early on I recognized that selling was the lifeblood of any business and it's what moves the ship forward. So it's super important that we all focus, well I say that all business owners should focus 80% of their efforts on the sales in their business.

Vicki Weinberg: 00:02:38

Amazing. In fact, I'm so excited for this conversation. As I said to you earlier, I can't believe I've been running the podcast for almost three years and we haven't exclusively talked about sales. Definitely missing a trick, and I think this is probably one of the reasons I haven't had many conversations about sales, is that selling can be really hard. It can feel a bit yucky. Not everyone feels comfortable with selling. You've probably heard all of this before. Why do you think that is, Charlie? Because my listeners have amazing products, but I know that a lot of them feel a bit funny about selling them.

Charlie Day: 00:03:05

Think sales has got a really bad rap. I really do. You know, when I think about like the stereotypical salesperson, I think about Mr. Wormwood from Matilda. Yeah. You know, wheeling and dealing and doing dodgy stuff. And I think that is the perception that people have on sales. And actually, if you break it down, it's exactly the opposite of what you should be doing in. Selling is about listening more than talking. Selling is about uncovering people's biggest problems and delivering them a service or product that feeds into those problems and solves something for them, you know, makes their life better. Transforms something, has a tiny shift for them, whatever it might be. That's what you are doing for your customers. And if we have that mindset, of actually, I'm not wheeling and dealing and doing any dodgy stuff. What I'm actually doing is something amazing. I've got a product or service that I know is phenomenal and will help this type of person, and this type of person has got a problem that they need a solution for, and you marry the two together in perfect harmony. It makes for the best sales situation and that sales situation, you are not going to feel icky or dodgy or anything like that, you know? And I urge everyone to think about, like, in fact, I'll throw this out there for you, Vicki, where do you love spending your money? Where do you love buying things from? Why do you feel great about it?

Vicki Weinberg: 00:04:29

Honestly, small businesses.

Charlie Day: 00:04:31

Yeah. And why is that?

Vicki Weinberg: 00:04:34

It's nice to think. For me, I just like the fact that I know how much goes into setting up and running a small business, and I'd just love to choose to support that over a massive brand who in my mind has already got tons of money and doesn't really care about me either.

Charlie Day: 00:04:48

And they care about you. Exactly. And so there's not any part of you when you're buying from these small businesses that you love that think, oh, pushy, sleazy, horrible. No, you don't think that. You think, oh my gosh, yes. I know that they're grateful for that sale. I know how much hard work's gone into this. I know that they really care about the product and service and about me. And so I think we all need to just do this mindset shift. I know that I can help you transform the sales in your business. And that is going to be life-changing for you. You know, some of my clients have gone from having a business that has no sales strategy whatsoever to scaling to six figures, like it's life-changing stuff. If I didn't sit here and shout about it and put myself out there and go on podcasts and all of these things, and I hid this light under a bush line, I didn't tell people what I could do for them, I would be doing them a disservice. So it's just like a small mindset shift to think, actually, no, I'm not doing something dodgy. I'm doing something that's going to help people.

Vicki Weinberg: 00:05:45

That's so true. And I was also thinking when you were asking about small businesses, like there are businesses who when their emails drop into my inbox of these are our new products or this is what we're promoting this month, I'm genuinely excited to get that email and I don't think they're being sleazy. And when I think someone's been sleazy and selling is when I get a DM from someone I've never heard of asking me to buy. You know, that to me is sleazy, but actually if it's someone that I already am aware of and I like them, yeah. It doesn't even feel like I'm being insulted if I'm really honest.

Charlie Day: 00:06:13

No, exactly, and that's the time when we buy, is when we don't feel like we've been sold to, you know? Tell me about something that you've bought recently.

Vicki Weinberg: 00:06:21

Oh, I brought a small rucksack actually at the weekend.

Charlie Day: 00:06:24

Oh, nicely. So if that person who you bought the small rucksack from followed up with you and said, Hey Vicki, how are you finding the rucksack? Is it, you know, working out for you? Do you love it? And you're like, yes. Oh my gosh, I love it. It's got all the pockets. The zips work great, and I'm just really pleased with it. And then they said, oh, we actually do you know, a suitcase as well? I don't know if you're going on holiday this year, but it might be something to think of. You are not going to turn around and be like, bit pushy. You might say, oh, I'm, I'm not actually going on holiday. Or it might be something that I look at further down the line when I'm going on holiday. Or, no thank you. I don't need a suitcase. But you are not going to have a bad experience of that connection because they have actually made the connection with you. And that's what we all crave as humans, you know, we love that connection. So I talk about follow up a lot. People really shy away from follow up, but actually I think follow up is kind and caring and shows that you've had the thought about that person.

Vicki Weinberg: 00:07:18

You're right actually, and that's something that I feel like I need to do more of in my own business is a bit more follow up because I always feel like, oh, that person spent some money with me. You know, I don't want to be pushing us more. But actually, I do know that, I can't remember what the statistics are, but I did read somewhere that they're much, I think someone who's already spent money with you is much more likely to spend money with you again. And also probably because they're your ideal customer and I'm sure this is something you'll touch on, but what I'm hearing a lot from what you are saying is that if you know who your customer is and you know how your product helps them, that obviously helps massively because I guess if you were approaching someone completely irrelevant, who wouldn't be interested in your product, that is a little bit spammy. But if you know who you're talking to and you know that your product helps solve the problem that they've got, and that's quite the opposite, isn't it?

Charlie Day: 00:08:02

Yeah, absolutely. And you know, I do think you should start with warm leads. Like if we look around us, there's people sending us buying signals all of the time. So people who are consuming our social media, reading our emails, talking to us, buying our products, they are hot leads. And I think we should always have a hot leads list. Of people that we could go and sell to today, you need to make a sale today? Go and tap into that hot leads list. And then you've got warm leads who maybe they know about you, but they haven't bought from you yet, or they're not showing up in your audience in the way that you want them to. And they're a great circle of people to tap into as well. And then you've got all these people over here who don't even know about you yet. Now I do not think that cold messaging is okay. You have got something amazing to offer them and by something amazing to offer them I don't mean a product or service, I don't mean anything to sell. I mean, something else. So for example, we do this thing on our Instagram on a Wednesday called Working Wednesday, where we share all small business owners and it's a game. Everyone gets a number and then there's a winner at the end of the day. And so I do sometimes call message business owners and say, Hey Vicki, I've just been looking at your stuff. It looks amazing. I see that you're a small business owner too. I don't know if you've seen, but I do this game show on a Wednesday called Working Wednesday, and I'd absolutely love for you to get involved. I'm going to share your account and your business so that the whole of my audience sees it. And you can take part in my game show. And usually what happens, don't get me wrong, sometimes I get ghosted, but often what happens is people message me back, be like, wow, Charlie, thanks so much. That'd be amazing. Like, yeah, I'll, I'll look out for that on Wednesday. And then the relationship starts, and then they're in my audience. So, you know, before you do anything, before you put your post out, your email, whatever, I would just stop and think what is in it for them.

Vicki Weinberg: 00:09:49

Thank you. There's so much I want to cover with you, Charlie. Something you mentioned really early on is you mentioned selling of integrity. Can you talk a little bit about what that means to you and why it's so important?

Charlie Day: 00:10:00

Yeah, I think for me, dealing with integrity means that you are uncovering your customer's biggest problems and then making sure that what you have got to offer is right for them. So sometimes it looks like turning people down and saying, actually, I don't think you're ready for this. I think you need to do this part of your business first, or you know, I don't think this is the right service for you. I think you should look at this service, or even referring people on. So I know at the end of the day that what that person is buying from me, they're going to a hundred percent receive the value from it because I know they're the right type of person, and I would never sell something to somebody that didn't feel right.

Vicki Weinberg: 00:10:36

That's brilliant. Thank you. And something else I wanted to touch on, which is related, is you mentioned this earlier about you growing your business on your own terms. What does that mean to you? Because I think it can be so easy, can't it? To get caught up into so-and-so's doing this and they're doing that.

Charlie Day: 00:10:50

Sure, yeah, yeah. Comparison. It is such a big thing and I deal with it all of the time. So I think, you know, going back to the reason, why are you doing this? Why do you want to do this? Because the reason that I'm running my business and the reason that you are running your business are two different things. We've got two different goals. I mean, I don't know what your goals are and you don't know what my goals are, and so it's really irrelevant what you are doing or what I'm doing. All that matters to me is that I am inching forward all of the time to what I want. And you know, if I want to work three hours a day and have Fridays off, but you want financial freedom in two years, so you're happy to work, you know, 6:00 AM till 9:00 PM every single day, then it may look like you are moving faster than me. But actually I've got the dream life that I've desired. So why are we comparing ourselves to anybody? And I actually think, you know, when you get to this place where you know that your product or service is so amazing and you know that you provide people with a hundred percent value for what they get, you get to a point where, whenever I say this, I never want it to sound arrogant. Obviously, I never want to sound arrogant, and I realize that what I'm about to say might sound a bit arrogant, but if I'm on a discovery call with someone, or I'm having a conversation with someone, they decide not to work with me. I just think that's a shame for them because I know that I could get huge, huge results for them. And so rather than beating myself up and thinking, oh my God, am I not good enough? Is my product not good enough? Is it me? Would anybody buy from me? Why? Oh my God, and getting yourself into this spiral. I think, oh my gosh, that's a shame for them. And they'll probably be back in six months when they realize that they made a mistake. There's plenty of more people out there, but there's no one like me out there, so they won't be able to find somebody who offers the same thing that I do.

Vicki Weinberg: 00:12:26

That makes sense. Thank you. And I think having that confidence and it because it, I think it is about confidence in yourself and your product or your service is really important. I think if you're going to be selling something, you've got to stand behind that product or service with unwavering faith, and you've got to know that this is amazing and it's going to give people enjoyment or whatever it is. I've seen people try and sell stuff that they don't fully believe in and it's so much harder. And what I think also, when someone really is confident in their products or service, it really comes across, I interviewed someone for the podcast last week, and I'm not going to say who it is, but maybe when, um, everyone listens, they can try and guess and they were so confident about their products and the way they spoke about it. As soon as we got off the call, I was on their website like, oh, I think I actually need one of these. Because honestly, and it wasn't a sales thing as you know, but by the end of it I was like, this must be really good because you know, the way they spoke about it. I think I probably need this. And it was just.

Charlie Day: 00:13:18

I love that.

Vicki Weinberg: 00:13:19

And I think it was because they were so confident and they were really, they weren't on here to sell. Brcause this isn't about selling, although of course there is an aspect of I want people who come on here to get, you know, showcase their amazing business. Yeah. But I just found that really funny when I was reflecting on it. And I think it was the confidence that really sold it to me.

Charlie Day: 00:13:37

Yeah, exactly. Well, if you believe like this is the best thing ever and like these are the results that my clients have had, and this is why you should buy it. You're like, wow, okay. That happens to me all the time, like on one-to-ones. When I'm giving the one-to-one, I'm like, I think I'm going to buy this. This is awesome. I'm so easy to be sold to as well. Very susceptible.

Vicki Weinberg: 00:13:58

Okay, so let's talk a little bit about strategy. So first of all, Charlie, what is a sales strategy? Do we need one? Why do we need one?

Charlie Day: 00:14:07

We a hundred percent all need one. You know what is a sales strategy? And I hate this analogy because everyone gives it, it's like turning on the car and not putting the satnav in. But essentially that's what it's, you know, it's your roadmap to success. But I think people overcomplicate the sales strategy. You know, my sales strategy is inquiries come in. I build and nurture those relationships, usually in the dms because I don't have a ton of time to get on calls with people and then I sell to them. And then, and this is the most important part of my sales strategy, is that those people who I sell to. I am obsessed with them becoming raving fans who buy from me time and time again. I don't want any people who come through who don't become raving fans who either buy from me again or rave about me.

Vicki Weinberg: 00:14:50

That makes sense.

Charlie Day: 00:14:51

Because if everybody who becomes a customer then brings another customer in, you're just growing and scaling anyway, so why would we not focus on that? But I think, yeah, having a sales strategy is absolutely key. How does the customer go from A to B? That's your sales strategy. It's as simple as. Okay, so it's about from how they become aware from you to when they choose to buy from you. Yeah, and it's reverse engineering that, so you are in control of that. So my last business that I did was called Phonics with Robot Reg, an international franchise. We got 54 franchises across the world. And when I first started selling franchises, I was like a fish out of water, didn't know what I was doing. And so it would get to the end of the franchise call and people would be like, okay, so what's the next? Step and I'm like, well, it's up to you. You could either come and see a class or we could do another call and my sister, who is also my business partner can come on it. Or you know, you could just buy now if you want. And I had no sales strategy. I didn't know what I was doing. I was just like winging it and hoping for the best. And what I did over the time was like, okay, here's how it's gonna work. I'm gonna send an email out with all the info, then I'm gonna ask a few questions to understand more about them. And then, And a second email, which is more detailed, that's gonna drive them towards a call. I'm gonna do first call, second call, and then we're going into payment. And so that is what happened. And it was just rinse and repeat. Email. Email call. Call sale. Email. Email Call. Call. Sales. Sales is very boring. It's just repeating the same process over and over again to get the results that you want. And actually then along the way, obviously some people drop off. So it's like, well, why did they drop off there? What is it that's making them drop off? And like you can tighten up all of those conversion rates and make them better once you are in control of it. Like do you know exactly what that process is for your customers? And do you know how you can amplify the numbers to make that better? So I knew, for example, phonics. Such an easy example because it was just one product that I was selling. It took a hundred inquiries, would equal four discovery calls, would equal one sale, which sounds like low numbers, but it was super high ticket what we were selling. So it was like, okay, well I need to get 400 inquiries per month. How do I do that? And then I had all of these strategies as to how I would get 400 inquiries. And if we got to the middle of the month and I was behind target, I'm just gonna turn up the heat on all of the things. Because I've got sales targets to meet, and I've got a whole team in HQ who I'm feeding into, and I have to make these sort of a bit more comfortable. Now I'm just by myself kicking back in my home office. But yeah, it was a super amazing time for me to learn a strategy that works and then rinse and repeat it over and over again. That makes sense. So I guess if you have a sales strategy, then you can, as you say, if you need to bring more sales in, you can tweak that strategy or go hard on one part of it.

Vicki Weinberg: 00:17:31

Absolutely. Wherever you need to. That really makes sense. So, and I'm maybe putting you on spot a bit here, but for a product business, let's just really just a generic, what could a sales strategy look like? Just so people have a real idea, and as I say, this won't work for everyone cause it depends so much on the product, on the business. But what could a sales strategy for a product business look like?

Charlie Day: 00:17:48

Yeah, so let's imagine you were selling a subscription box, for example, I would be looking at, you know, how many website clicks do you need to get? You know, is it 10 website clicks equals one purchase? Where did those website clicks come from? Who's abandoning cart? And how are we following up with those and what's the conversion rate on that? And then I would just literally reverse engineer that if it's all through your website. Super easy. Okay, I want a hundred sales this month. How many people need to go on my website to get those a hundred sales? Okay, well how did I get. On my website last time while I put stuff out on Instagram, TikTok, Facebook, word of mouth, Google Ads, whatever it was, have all the things, what's working best, turn them up and turn them down according to how many inquiries you need to get in the top.

Vicki Weinberg: 00:18:31

Thank you. That was really helpful. And it sounds like a lot of this is just knowing your numbers and knowing, just being super on top of where people are coming from, how many people are coming from, and I mentioned to you, I think that's before we started recording that this was something, until recently I never looked like it was just like, oh, how much money have I made this month? That's great. How much made this month? Great. Actually, what do they say? There's a saying, isn't there? Like if you monitor it matters or something like that. But I think it's true that if you become aware and you start looking at. It makes it clearer to know where you should be spending your time and effort.

Charlie Day: 00:19:01

Yeah, and I'd love to invite the listeners to sort of question that to themselves. Right now, how often do you look at the numbers? Because I'm in my numbers every single day, and the thing is, you are in charge of the sales in your business. That is great news. You are in charge. You get to decide how many sales you make this year. So I start with that figure, how much money do you wanna make this year? And then break it down. How much is that in months? How much is that in weeks? How much would that be per day? And then write a plan based on that per day. You know, I run a bath bomb shop, this is how much money I wanna make. For the year, for the month, for the week, for the day, right? I need to sell 50 bath bonds a day. Is that possible? Is that doable? How do I do that? And if I only sold 10 a week last year, the day last year, then you know I'm gonna have to do things differently. I'm gonna have to find new ways to get people in. But it's not impossible. It's the title of my book. Sales Is Easy If You Just Know How It's easy. Nothing that I teach is hard, but it's just about doing it. And I talk a lot about sales targets. So once you've got that number that you wanna make for the year and then the month, and then the week, and then the day, that becomes sales targets for me. You know, I'm on top of that on a daily basis. How many inquiries have you had today? How many sales have you made today? Is that in line with where you wanna be for the year? You don't wanna get to the end of the first month and then go, oh my gosh, I've only got half the amount that I. It's too late, you know? We need to be on top of it on a daily basis.

Vicki Weinberg: 00:20:25

It's really interesting what you say about the things you need to do being easy. I think a lot of it may be then, and the reason why people don't do it is the mindset.

Charlie Day: 00:20:35

Maybe the mindset, maybe the fact that, you know, a lot of business comes down to hard work and consistency. And sometimes when I'm working with clients or you know, I look at businesses and I think you just don't have that level of hard work, the desire for your business to grow that much, that you're gonna put this amount of effort in. I talk a lot like I want everybody who works with me to be in the top 10% of salespeople. And I think there's a couple of things that you can do to differentiate. And to become in the top 10% of salespeople. And if you do these things, it will mean that you're in the top 2% of salespeople in your industry. And what will happen if you are in the top 2% of salespeople in your industry is that you'll be leading your industry. And when you get to that point, there really is no competition because you are the competition. And so when I think about that, it blows my mind. I can't get my head around why people aren't spending 80% of the time in their on their sales because I think it's a massive game changer. So the three things that if you're just starting out and you're like, yes, Charlie, I wanna be at the top 10% of salespeople, the three things that I would recommend, firstly, follow up with every single prospect or inquiry that comes anywhere near you. Follow up and keep following up with them. That's so important. Make sure your messaging feeds into what your customer wants and needs. So many people, even when they're pitching, it's like, hi, I'm Charlie Day and I no one. No one cares. I can help you make more sales in your business. I can literally transform the sales in your business and it'll be easy. People are like, well, tell me more about that. And the third thing is this idea of customer service. Just weaving through everything you do in your business. So from that first point of inquiry, the customer service that they receive from like all the way through until they're raving fans and they keep shouting about you is the same. It's consistent and you treat your customers with value. And you really think about what is best for them. If you do those three things, you're gonna separate yourself from the crowd and you're gonna become one of the top salespeople. There's other things that you can do as well, but start with those three and then message me and I'll tell you more

Vicki Weinberg: 00:22:41

That's so interesting. Thank you, Charlie. What you said about customer service, that actually, that's such a good point because it can be really easy to get the sale and then move on to the next person. But actually the businesses that I choose to buy from again, and remember often the ones where the follow ups really good, or if you have an issue, you know, the customer service is amazing and you feel like they care about you. Whether it's, yeah, I brought something from a Custom fit business recently and I had an issue like the day it arrived and email took a week to reply, and then actually they still haven't sorted. You and it's been like a month now and it's just, I'm never going back. So Sure, yeah, they, I did buy from them, but I'm never buying from them again.

Charlie Day: 00:23:20

Exactly. And that's just no good, is it? It's not what we want.

Vicki Weinberg: 00:23:24

Buys something really useful to think about as well, because I think it's gonna be so easy, can't it? To focus on like the first bit and they're like getting someone to buy from you. Yeah.

Charlie Day: 00:23:32

So many people do, and then once they're bought, they just drop them from a height and you're like, oh, cheers.

Vicki Weinberg: 00:23:37

But it makes perfect sense. I'm thinking this all, I'm like you tell, I'm processing as you're talking. It makes perfect sense that someone who buys from you is likely to buy from you again, but only if you know they get great service.

Charlie Day: 00:23:48

Yeah, and if you think about your sales funnel, so I'm holding my hands up to the camera now to create a funnel with my arm, but this top bit here, that's your leads coming in and to get leads into the top of our sales funnel costs us one of two things, either time or money. And so if there are people who are already in the funnel, we are stupid to let them go and not follow up with them and not, you know, keep that relationship going because actually we'll have to go outside and spend more time and money getting people in the. So many people say to me, Charlie, I need more leads. I'm like, well, you've got the thousand followers or 500 people on your Facebook page or whatever. Like what about them? Oh, yeah, none of them want to buy. Well, surely some of them must because they wouldn't have followed you if they don't. I imagine that your messaging isn't strong enough. You're not positioning yourself as to why they need to buy this thing. You're not making yourself an importance.

Vicki Weinberg: 00:24:38

That makes sense. Thank you. Keeping an eye on time, but one thing I would love to talk a little bit is about money and specifically how to bring more money into your business. What are your thoughts on that, Charlie?

Charlie Day: 00:24:50

Well make more sales. Make sure you're charging your worth. And a lot of female entrepreneurs I work with just aren't charging their worth. And uh, you know, you break it down and you think, God, you may as well get a job in Tesco. You know, it's not worth it. And people are. Scared of putting their prices up, but I actually think, you know, people don't wanna buy from the cheapest person. They want to buy good, they want to buy, you know, something that's, yeah. Gonna give them the value. But is amazing, you know, and I think about my own buying journey and the way that I buy and how I like to buy and, and I certainly don't just wanna buy the cheapest. Things. I wanna make sure that I'm getting value for my money, but I want to make sure that I'm buying really great things as well. So yeah, if you wanna make more money, put your offer out there more. Talk about what you're selling more and look at your prices and make sure you're charging your worth. thank you.

Vicki Weinberg: 00:25:40

And on that, is there anything you think, so let's say someone's listening, they're thinking, oh gosh, I need to be making more sales. I'm gonna go ahead and do all of this. Is there anything, cause some of this might sound be really obvious, but sometimes it's, it's not obvious until, you know, is there anything that you really have to do or have in place before you can start just going out there and really pushing your sales? So for example, I'm thinking of products. One example would be for me is that obviously you need to be able to ensure that if you suddenly get loads of orders, you actually have the stock and can fulfill them and, and that kind of thing. But is there anything else that you think before you go out there, try and make lots of sales? Think about this?

Charlie Day: 00:26:12

I mean, no. No, absolutely not. You know, let's take that example that you've just given, and let's imagine that you'd go and put something, you know, new out there and maybe you're not even, you don't even have this product yet. You haven't even made it, you haven't even sourced it. Whatever. You've just got an idea. I. All the time. All of the time. Tell you my secrets. Now Vicky, you're gonna see me do this. And you'll be like, I know what she's doing, but you're like, Hey guys, I'm gonna create a bath bomb with crystals inside, because it'll be like really relaxing. But then you've got something to keep forever. Put them under, under your pillow and all your dreams will come true. That's quite good actually. And you're like, I've had this idea, I'm gonna put it out there and see what people think. And people are like, yes, yes, yes, yes, yes, yes. Like you never had so many responses in your whole entire life. And you're like, oh my gosh, okay. Brilliant sales page up. Let. Out there. Let's imagine you've got a thousand orders and at this point you've obviously figured out how to make the buff bombs and you've sourced the crystals and you get a thousand orders and you think, oh my gosh, I'm gonna work for the, like the next three months solid and I still won't have all these done. I think as small business owners, honesty is the best policy. You could just turn around and say, look, this has been way more successful than I ever imagined, and I've realized now that I need to get a team in, I need to get a warehouse. I'm gonna deliver all of these bath bombs, but it's gonna take me three months. So there's two options. I can either give you your money back or you can wait three months for this bath bomb and it's gonna be awesome. And I just want to thank everybody for buying from me and watching my journey because I really feel like, you know, the next year is gonna be phenomenal for me because of how all these bath bombs with crystals inside have gone. I don't think there's anything wrong with that. Like people will be thrilled for you. People love a success story. I do it all the time, like I'm doing a retreat in Spain and I'm going to Spain next week to sort it all out, and I've created a like wait list cuz when I'm out there people are gonna be like, oh my gosh, I'm interested in that. And I wanna capture them when they're interested. I mean, there's nothing booked. I dunno what I'm doing or the dates, I don't know any of those things, but I'm absolutely gonna be putting it out there and getting people's interests.

Vicki Weinberg: 00:28:08

That's really useful. Thank you. And you know what, as you were saying, so I was thinking that's, I think I do still think part of this is a mindset thing, cuz in my mind I was thinking, oh, you've gotta have all your, you know, what they call ducks in a row? I, I'm not very good at remembrance, sayings, whatever. It's Everything's sort of ready before you can start selling something. But what you've just said is, Is so interesting and you're right. And then also I'm thinking if I was in that position where I got the email saying, oh, your things gonna take months, I probably would actually think, gosh, I'm really lucky I got one because it sounds like I'm gonna be one of thousand people to get them cuz they might not make more whatever. So I can totally see that. I really, yeah. So that's really useful way of looking at it, I think.

Charlie Day: 00:28:44

Can I also just say, I am fairly sure that nobody has their ducks in. I don't think ducks in a row is a thing. Like I've got a hundred ducks and they're like flying around like, you know, there might even be like a menagerie of birds at this point. Like no ducks of Charlie days are in a row. And the other thing I think is start before you're ready. Start before you are ready. If you are waiting and waiting and waiting, you'll never start. I think you're right. There is a mindset thing, but I also think that some people just aren't willing to put the hard work in. You've gotta get the two right.

Vicki Weinberg: 00:29:14

That makes sense. Thank you. So one final question for you, Charlie, cause I could talk to you all morning, but if I have things to do, what is your number one piece of advice for anyone listening who thinks, yep, I'm in. I want to sell more? What's your top thing? It's probably something you've said already. I'm aware of that.

Charlie Day: 00:29:29

Yeah. I'm gonna say make sure you are focusing 80% of your time on the sales in your business. If you wanna grow and scale a business, that's what you need to.

Vicki Weinberg: 00:29:39

Thank you, and thank you so much for everything that you've shared today. It has been enlightening. I mean, yeah, even just, I am sitting here thinking, you know, I've got lots of mull over, so I think everyone else will as well. So thank you so much.

Charlie Day: 00:29:50

Thank you so much for having me. I've really enjoyed it.

Vicki Weinberg: 00:29:54

Thank you so much for listening right to the end of this episode. Do you remember that you can get the full back catalog and lots of free resources on my website, vicki weinberg.com. Please do remember to rate and of view this episode if you've enjoyed it and also share it with a friend who you think might find it useful. Thank you again and see you next week.