Capitalizing on Trends, Leveraging, and Upleveling w/ Hilary Jastram | #071

Entrepreneur says: “When life hands you lemons, open a lemonade
stand.” That’s what Hilary Jastram did after a rare neurological
disorder forced her out of a job. Today, you’ll find her running
two thriving businesses: one, a marketing agency and the other,
the global resource for chronically ill and disabled
entrepreneurs — both sprouting from her ability to recognize a
need and fulfill it.


 


Hilary is clearly an expert on capitalizing, leveraging, and
upleveling and in this episode, she explains how to spot and take
advantage of trends, use Facebook Messenger to close more deals,
and grow your business with the right connections.


 
Episode Discussions:

Overcoming self-doubt to make business connections

Tips on client interaction for creatives

Self-publishing and the demand for freelance book editing

Best practices: Sales and closing deals using Facebook
Messenger

The importance of testing your business idea

Handling frantic and/or disappearing prospects and clients

Respecting your time, setting boundaries, and being OK with
saying no

Responding with tact: what to say when prospects want free
help

Skyrocketing your business with likeability and
trustworthiness

Practicing authenticity in life and business

Clients with a scarcity mindset and what to do about it

How to speak your voice the right way

The flaws in free 45-minute strategy calls

Polarizing your audience to close sales



 


3:44
Hilary’s story

Forced out of a job due to a rare neurological
disorder. 

Now runs two growing businesses:

For-profit – J. Hill Marketing & Creative Services-
copywriting, book editing,

Non-profit - Sick Biz - The global resource for
chronically ill and disabled entrepreneurs.



Editor for Modern Marketing Podcast’s all-star guest Ryan
Stewman



 


7:22 
Overcoming self-doubt to make connections

"Take a minute, calm down, but always reach out. There's no way
in the world my business would be where it is today if I had not
done that."


 


8:35 


Skyrocketing your business with likeability and trustworthiness.


 


8:52 
Enabling opportunity and closing deals:

Put the value for your prospect first.


Be honored to be part of their journey.


Focus on helping your prospect with their message and mission.


 


11:00 


Practicing authenticity in your life carries over into your
business.


 


13:50 
Recognizing and capitalizing on trends

Hilary noticed the increase in self-published books and used the
topic of book editing to become an Entrepreneur contributor.


 


"Books have become the new business card."


17:44 
Systematize your trend

Look at what's trending in the marketplace


Throw your opinion in the ring


Back up any assertion you make to reinforce authority and
credibility


 


20:30 
Polarizing your audience

Identifies your brand ambassadors and makes it easier to close
sales.


 


21:10 
Sales and Closing on Facebook Messenger

Be prepared

Block out 3 hours to create your digital portfolio
(references, resources, recent samples) and have it on hand to
show clients.

Shortcut niceties and present the solution efficiently.

Have your figures ready - Close more deals quickly by
immediately quoting figures.

Demonstrate your authenticity and expertise to your clients.



 


"When [prospects disappear], that's a reflection of where your
client is on their journey and not you."


 


 


26:00 
“Facebook messenger is like business casual email.” 

 


28:35 
Being respectful of YOUR time


Free 45-minute strategy calls: potentially
unproductive and devaluing.


Be OK with saying no: answer questions out of
courtesy but establish personal boundaries. When they’re
crossed, explain your rates and send your scheduling link to
book a discussion.


Gage whether they're ready to move forward and
if they're operating from a scarcity mindset.



 


30:05 
Preach to the converted

Don't make it your mission to transform a scarcity mindset.
That’s internal work for your client to do.

Present your value. When or if they're ready, they'll come to
you.

If they don’t, keep on movin’.



 


 
Mentioned in this episode:

JHillmark.com


SickBiz.com


Interview with Ryan Stewman


 


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