Conversations are behind the biggest business results.
Conversations help form the best business relationships.
Everything starts with conversations.
Sales trainer Wendy Harris is “Making Conversations Count” each week on her award-nominated podcast (2022 British Podcast Awards 'Bullseye' nominee!)
Wendy’s helping you benefit from honest, relatable conversations with business leaders and entrepreneurs - it's the ultimate 'how to' podcast. Sales, marketing, customer profiling and identifying your USP - you name it, it's all here.
Wendy has passion for everything to do with conversations and understands the value of sharing these podcast conversations, with a goal of encouraging YOU to build your own valuable relationships.
Listen now, and one of these conversations could just change your life.
Your host, Wendy Harris is founder of Making Conversations Count a sales training business, and is an expert in her field of opening conversations to lead to sales in business.
She is also the best selling author of "Making Conversations Count", available at Amazon!
Google “Making Conversations Count” to learn more about this podcast, and about what Wendy does to teach people the art of conversations with her business Making Conversations Count.
Feel free to reach out on all the social media platforms via makingconversationscount.com
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Elton John beats the Arctic Monkeys in a battle of the bands: Making Conversations about magic in marketing Count!
Episode 118
Friday, December 8, 2023 • Duration 26:38
The Magic of Authentic Marketing: with TV magician Ben Hanlin
In this episode, I, Wendy Harris, am talking to magician, comedian, TV presenter and now marketing agency owner, Ben Hanlin to discuss authenticity in marketing.
Ben discusses how he transitioned from performing arts to co-founding a digital marketing agency during the pandemic.
His unique selling point is his authenticity, which he brings into the agency's mission to create engaging content and be 'client obsessed'.
We discuss effective digital marketing strategy, focusing on providing value to the audience, ensuring authenticity, and giving more than selling.
We also touch on strategies for content idea generation and execution, particularly using our favourite channel, LinkedIn.
And just what do we mean when we say Elton John beats the Arctic Monkeys in a battle of the bands?...
01:13 Transition from Magic to Marketing
03:20 The Importance of Understanding Your Audience
08:15 Strategies for Successful Storytelling in Digital Marketing
14:21 The Role of Authenticity and Consistency in Content Creation
The art of standing out in business and discovering your USP: Making Conversations about unique offerings Count
Episode 117
Thursday, October 26, 2023 • Duration 23:04
Got your unique offering nailed?
How important is it for businesses to have a unique selling proposition (USP)?
In the world of business, standing out from the competition is crucial.
But what truly sets you apart?
In the latest episode of the Making Conversations Count podcast, business communication coach and sales trainer Wendy Harris delves into the concept of unique offerings and how they can make all the difference.
She's joined by guest David Christian from Clearsight Strategies, and they explore the intricacies of identifying and leveraging your unique selling proposition (USP) to create meaningful conversations.
Understanding Your USP (features and benefits)
Your USP is not just about being different from competitors; it's about finding your unique perceived benefit.
It's critical to understand what your customers truly care about and how they see your business.
In this episode we're discussing the importance of analysing features and benefits, as well as understanding how to align them with your customers' needs.
Discover how honing in on your USP can help you connect with your audience on a deeper level!
Putting the Customer First
Customers should be at the heart of your USP.
By shifting your mindset from merely selling a product or service to actively listening to your customers, you can discover what they truly need.
This section emphasizes the importance of prioritising the customer experience and continuously striving to make a positive difference in their lives.
Understand how a customer-centric approach can help you create a stronger, more authentic USP.
Timestamped summary of topics
Making Conversations about sales process Count! Secrets of a highly effective sales process.
Episode 116
Thursday, September 28, 2023 • Duration 35:34
Sales process mastery and approaching your outbound correctly
Welcome back to another episode of "Making Conversations Count" and in this episode, host Wendy Harris is going solo, bringing you a masterclass in sales process!
We're going to learn the importance of having a strategy and approach, and how it can significantly impact your sales.
Tools for managing your sales process
Wendy runs through the various different tools and platforms for the many tasks involved within the sales process.
She talks about content purposing for things like LinkedIn and your email list, and explains how an effective follow-up process requires a database or sales system.
CRM system - yes or no?
And what about CRM systems?
Wendy talks us through the many options available, including HubSpot, Zoho, and Salesforce and shares which one she feels could be beneficial to your own business.
So, if you're looking to make your conversations around the sales process count, join us for this enlightening episode.
We'll uncover valuable insights and strategies that will enhance your sales success.
"A simple sheet can be everything that you need it to be because you can add columns, you can data sort, you can even add First Contact, Last Contact, Next Contact columns and sort them to see how long it takes from First Contact to a sale and sort things by results. ..." - Wendy Harris, Making Conversations Count - September 2023
Timestamped summary of topics
00:02:30 Nimble as a CRM. 00:04:15 Segmenting data. 00:07:27 Use apps to schedule and track tasks. 00:10:38 Clever way to align communication, reach audience. 00:13:55 Long-term success takes time, client referrals matter. 00:17:39 Invest in what works for your goals. 00:27:27 Overcoming introversion and self-promotion awkwardness. 00:31:57 Marcus Sheridan's AI expertise and insights are food for thought.
What Is Making Conversations Count?
Making Conversations about features and benefits Count - for better sales success
Episode 115
Thursday, August 24, 2023 • Duration 35:10
Offering the right messaging to our would-be customers
Jane will be sharing her expertise and experiences in sales and marketing and will take us on a journey through her 23 years of business experience, from her early days in radio to her successful career as a sales consultant.
"Having that knowledge of the other person, the potential customer, means we can start matching our products and services with their needs. Because everything you do there's one of two things it either provides a gain or solves the pain. That's what we're selling, really..." - Jane Pallister, Making Conversations Count - August 2023
Building relationships and achieving success
With her expertise in curriculum development and her involvement with esteemed universities and business schools, Jane has crafted a blueprint for success.
She shares her experiences in creating a core growth action plan for the renowned Help to Grow management program, which earned the approval of Rishi Sunak.
We'll delve into the importance of making conversations about features and benefits count in business and how structures and frameworks can facilitate those crucial discussions about products and services.
Jane will discuss her own creation, the FABTECA theory, which provides a clear understanding of the differences between features, advantages, and benefits.
As we know, Wendy has her own framework - "the four R formula" for achieving results.
But it's not just about sales and marketing.
Jane's work extends beyond the business world.
During the ongoing pandemic, she has dedicated herself to helping businesses navigate these challenging times.
The power of structures Enjoying sales excellence Timestamped summary of topics
Making Conversations about targeting your ideal clients Count (using niche marketing)
Episode 114
Thursday, July 27, 2023 • Duration 28:55
Building successful business relationships: the importance of shared values and identifying your niche
They discuss the challenges of navigating jargon in the sales and marketing industry, emphasising the importance of leading with shared values and prioritising people in business interactions and the significance of targeting ideal clients and the value of in-person connections. Listen in to learn more about making conversations count and effectively targeting your ideal clients.
"But this comes back to, doesn't it, people valuing what we do, that they are not the best at it themselves, but appreciate that it needs to be done." - Wendy Harris, Making Conversations Count - July 2023
Attracting attention of ideal clients
Drawing the attention of ideal clients is essential for any business to succeed, and this can be done by finding a niche and connecting with them on shared values.
In this episode of Making Conversations Count podcast, Wendy Harris and Jenny Procter discuss the importance of researching a potential client's sector, creating an attractive profile and being brave when marketing oneself.
They provide valuable insight into how to make the most of unique skills and abilities to create successful marketing campaigns, and emphasise that finding a niche is a process that can take time and may change over the years.
This podcast episode is an invaluable resource for any business looking to effectively target and attract ideal customers!
Timestamped summary of topics
(00:00:00) Targeting ideal clients
(00:05:35) Finding a niche
What Is Making Conversations Count?
Making Conversations about your business numbers Count! Setting Targets for Profit...
Episode 113
Thursday, June 29, 2023 • Duration 13:28
How to Use Your Business Numbers to Achieve Success
"Do you know your numbers? Do you know what a customer costs? Do you know what it costs to get a customer? Do you know what you make from a customer? What's the end cost? How much new business do you want or need? How much capacity have you got? If you know how much money you need to make and how much it will cost you, you'll also need to know how much time you're going to need to dedicate to that." - Wendy Harris, Making Conversations Count - June 2023
If you're feeling overwhelmed and uncertain when it comes to understanding your business numbers, constantly second-guessing your financial decisions and lacking confidence in setting realistic targets, then you are not alone!
Many small business owners struggle with these challenges, often resulting in missed opportunities and poor financial performance.
Instead of achieving the desired result of informed financial decisions and setting realistic targets, they may be experiencing financial stress, making uninformed decisions, and missing out on growth potential.
But fear not, there are practical steps and strategies that can empower small business owners to conquer their financial management challenges and achieve success.
You'll learn...
Grasp the key to overwhelming success by truly understanding your business metrics.
Decode the hidden technique of calculating customer acquisition costs and profits for a thriving business.
Get acquainted with the art of setting financial and time-related targets which manifest into reality.
Learn innovative techniques to research and attract potential customers all whilst improving your bottom line.
Become proficient in testing and measuring a variety of customer conversion strategies to boost your outreach.
What IS Making Conversations Count?
"Making Conversations Count" is a podcast from telemarketing and communication trainer Wendy Harris.
In it, she shares how to use conversation to build relationships in business.
The 5 P's formula to master the art of entrepreneurship
Episode 112
Friday, May 26, 2023 • Duration 40:16
Are you tired of feeling overwhelmed and bogged down by the complexities of running your business?
"You shouldn't be there to have to prop up your business every minute of the day. The business should be designed and structured so that it's propping up you most of the time." - Pete Mohr, Making Conversations Count - May 2023
Are you an entrepreneur who wants to maximise profits and gain more freedom in your business?
Imagine streamlining your operations to achieve greater efficiency and success.
Discover the key to unlocking increased profits and freedom in your business, as Pete Mohr shares his proven solution for simplifying your operations and accelerating your growth.
Get ready to transform your business with streamlined processes, increased profitability, and newfound freedom.
You'll learn...
How to unify your personal and professional objectives for better entrepreneurial outcomes
How to master the 5 p's framework
Simplifying your entrepreneurial journey with cross-training and delegation
"Making Conversations Count" is a podcast from telemarketing and communication trainer Wendy Harris.
Sustainability secrets with Ian Williams: saving the planet one bite at a time
Episode 111
Thursday, April 20, 2023 • Duration 50:27
If you're feeling frustrated and overwhelmed by the lack of progress despite your organisation's persistent efforts to embrace sustainable transformations, then you're not alone!
"How do you eat the elephant? One bite at a time. You need to take steps in the right direction consistently over time." - Ian Williams, Making Conversations Count - April 2023
When Ian Williams first encountered the need for sustainability, little did he know that his journey would lead him to become a tireless advocate for change, inspiring people to join together in the fight for a brighter future.
But what will come of this unexpected twist in his story?
With the mainstream narrative starting to acknowledge, accept and adopt the fact that we have to do something about the environment, one individual is attempting to find solutions to have a positive impact.
But the challenge of drawing down greenhouse gases to reduce emissions presents a complex issue that may be far more difficult than we anticipate.
The significance of personal growth in shaping cultural transformation
The crucial role each person plays in mitigating environmental impacts
The benefits of businesses that focus on employee well-being and personal development
Ian’s conversation that counted
Depression and progression: why the conversation matters!
Episode 110
Thursday, March 23, 2023 • Duration 46:12
Are you being realistic in your expected results? Are you headed for depression or progression?
"I just want to let you know, most likely you will never accomplish what we have in the podcast industry, because we are the 1% of the 1% of the 1% of the 1% of the 1%. " - Kevin Palmieri, Making Conversations Count - March 2023
Let's talk about applying 'next level' thinking to figure out how we can escape depression and enjoy progression!
In this podcast episode, Wendy talks to Kevin Palmieri about his work with Next Level University, a self-improvement platform that he co-founded with his friend Alan.
Kevin shares his journey to becoming hyperconscious and how he and Alan reconnected after a falling out in high school.
He also talks about leaving his miserable job, partnering with Alan, and starting the Hyperconscious Podcast. After 450 episodes, they rebranded to Next Level University.
"Making Conversations Count" is a podcast from telemarketing and communication trainer Wendy Harris.
How's your LinkedIn page management? LinkedIn company pages guru shares secrets!
Episode 109
Thursday, February 16, 2023 • Duration 54:24
LinkedIn is a team sport. Do you have the right players on your team?
"You go further and faster, the more you work together. And so that's the thing that companies especially need to focus on is, the more people you can get involved - and I don't mean - just go and dump everyone in the deep end and say, you know, we did two hours of training, you're on your own now. Good luck!" - Michelle J Raymond, Making Conversations Count - February 2023
Let's talk about the benefits of maintaining LinkedIn page management of your company page
LinkedIn is an essential tool for businesses. We know this. Duh! I mean, it's the B2B social media platform.
It's been providing an invaluable platform to reach a vast network of potential customers and partners for coming up to 20 years now.
But most people only ever think about LinkedIn as that place you set up as an online CV.
It's been much more than that for quite some time now.
And by taking the time to create a LinkedIn company page and effectively manage it, businesses can gain an advantage in the competition for attention, leading to significant growth.
A LinkedIn company page can be used to showcase a business’s mission, values and successes, as well as providing real-time updates on products, services and offers.
But more than that, it can be used to leverage all the juicy organic reach that LinkedIn still offers via the external benefits of SEO.
Not to mention the relationships with customers and partners.
In this episode we're joined by LinkedIn company pages expert Michelle J Raymond who talks us through why we need to get on top of our LinkedIn page management!
"And it may be the perceived benefit that your product or service brings. It may be the attitude of you and your staff. . ..."
David Christian, Making Conversations Count - October 2023
00:00:27 Wendy and David explore discovering your USP. 00:04:06 Connecting people for peer learning, sharing experiences. 00:07:51 Better product perception through environmental consciousness. 00:11:51 Business owners doubt themselves compared to others. 00:13:41 Clarity is key in helping small businesses. 00:17:04 Busy life. Reflect. Work on happiness. 00:20:03 A listener email from Vanessa!
"Making Conversations Count" is a podcast from Growth Communication Coach & Trainer Wendy Harris who has been picking up the phone for 35+ years.
In old money she would be called a Telemarketing Consultant.
In these modern times people prefer Social Selling Trainer.
In the Making Conversations Count podcast, Wendy shares how to use conversation to build relationships in business.
Missed our previous episodes?
You can catch up with any of the other guests we've been making conversations count with, here:
We'll hear about her experiences, the impact she made on others, and how she managed to stay afloat when the funding for her programs disappeared.
So, whether you're a business owner looking to improve your sales techniques, an aspiring entrepreneur seeking guidance, or simply someone interested in the power of conversations, this is an episode you won't want to miss.
Get ready to learn, be inspired, and make your conversations count with Jane Pallister and the story of FABTECA on "Making Conversations Count"!
Explore the significance of structures in facilitating meaningful conversations about products and services.
Learn how these frameworks provide reassurance, build customer confidence, and ultimately lead to successful sales.
Jane has honed her skills over her 23 years in business and sales, and she presents compelling insights on the value and criticality of structures, particularly in her domain of FABTECA.
We're going to learn how Jane's rich experience in sales began even before her 23 years in business.
Explore her insights into the art of conversation, the significance of active listening, and the power of identifying customers' needs before presenting features and benefits.
Discover how she incorporates the FABTECA theory in her own business operations, which provides valuable clarity around the distinction between features and benefits.
Prepare to be inspired and motivated by Jane's journey towards sales excellence.
00:01:48 FABTECA explained 00:09:30 Suitcase example 00:14:06 Under promise, over...
(00:10:42) Finding shared values
(00:15:57) Finding clients
(00:21:18) More on niching down
(00:26:07) Marketing for introverts
"Making Conversations Count" is a podcast from telemarketing and communication trainer Wendy Harris.
In it, she shares how to use conversation to build relationships in business.
Missed our previous episodes?
You can catch up with any of the other guests we've been making conversations count with, here:
https://makingconversationscount.com/episodes/
Listen to Making Conversations Count
On your mobile device? Hear the conversations in your favourite platform (Apple or Spotify etc) here:
https://makingconversationscount.studio/listen
Missed our previous episodes?
You can catch up with any of the other guests we've been making conversations count with, here:
https://makingconversationscount.com/episodes/
Listen to Making Conversations Count
On your mobile device? Hear the conversations in your favourite platform (Apple or Spotify etc) here:
https://makingconversationscount.studio/listen
In it, she shares how to use conversation to build relationships in business.
Missed our previous episodes?
You can catch up with any of the other guests we've been making conversations count with, here:
https://makingconversationscount.com/episodes/
Listen to Making Conversations Count
On your mobile device? Hear the conversations in your favourite platform (Apple or Spotify etc) here:
"Making Conversations Count" is a podcast from WAG Associates founder and telemarketing trainer Wendy Harris.
Missed our previous episodes?
You can catch up with any of the other guests we've been making conversations count with, here:
https://makingconversationscount.com/episodes/
Listen to Making Conversations Count
On your mobile device? Hear the conversations in your favourite platform (Apple or Spotify etc) here:
https://makingconversationscount.studio/listen
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