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b'In This Episode:\\n\\n\\n\\n* How attorney Autumn Witt Boyd discovered that she\\u2019d over-automated the sales process for her law firm* The adjustments that she made to get her sales process back on track\\u2014and why she chose to put a human touch on it* What steps a potential new clients goes through in Autumn\\u2019s hybrid sales system* How her values are reflected in the way her business does sales now\\n\\n\\n\\n\\n\\nWe all have a story about a bad salesperson.\\n\\n\\n\\nAsk my husband about buying a car and he\\u2019ll tell you about the time he and his ex-wife got trapped in a user car lot when they refused to make an offer on a car that was well over their budget.\\n\\n\\n\\nIt\\u2019s cliche\\u2014but true.\\n\\n\\n\\nIf this is the kind of story you think about when you think about sales, it\\u2019s no wonder that selling your own products or services would be a challenge.\\n\\n\\n\\nBut this is not what your sales system needs to look like to be effective.\\n\\n\\n\\nYou can be a kind, generous, and human sales person and be incredibly effective.\\n\\n\\n\\nThis month, we\\u2019re talking sales.\\n\\n\\n\\nWe\\u2019re going to get into the human side of sales in a minute or two. But first, I think we need to make an important distinction here: marketing is not sales. Sales is not marketing.\\n\\n\\n\\nCan there be overlap? Sure. Does one often support the other? You bet.\\n\\n\\n\\nBut marketing and sales are not the same thing.\\n\\n\\n\\nIn fact, an intentional, proven sales system is often one of the missing pieces of a business that almost works\\u2014but isn\\u2019t quite there.\\n\\n\\n\\nYou can\\u2019t market your butt off and expect it to just materialize into purchases\\u2014you have to sell.\\n\\n\\n\\nSo then, what is sales?\\n\\n\\n\\nSales is the system that presents the offer, answers any questions or objections, and then makes the ask and closes the deal.\\n\\n\\n\\nSales tends to happen a little more behind the scenes\\u2014which is why it\\u2019s one of the more misunderstood parts of running a small business. It often happens in an email, on the phone, or even in person.\\n\\n\\n\\nOur goal for this series on sales is to demystify the process and give you a look at what really works when it comes to selling your service, your program, or your product. We\\u2019re even going to take a look at sales through a feminist or anti-capitalist lens.\\n\\n\\n\\nTo kick things off, I thought it was fitting to talk with a lawyer\\u2014another profession known for their sales techniques\\u2026 about how she moved away from impersonal, automated sales processes and into a more human way of selling\\u2014and why that generated better results for her firm.\\n\\n\\n\\nToday, I\\u2019m talking with my friend Autumn Witt Boyd, the founder of The AWB Firm, which specializes in helping online business owners protect what they\\u2019ve built.\\n\\n\\n\\nAutumn and I talk about why she started tinkering with her sales process in the first place, the speed bumps she experienced along the way, why her sales process ended up too automated, and how she\\u2019s taken a more human approach and actually gotten much better results.\\n\\n\\n\\nNow, let\\u2019s find out what works for Autumn Witt Boyd!\\n\\n\\n\\n\\n\\n\\n\\nWhat Works Is Brought To You By\\n\\n\\n\\n\\n\\n\\n\\nMighty Networks powers brands and businesses \\u2013 like yours! \\u2013 that bring people together.With a Mighty Network,'