The Fierce Business Babe Podcast Ep 331: Mindset Shifts My Clients Make for Bigger Launches

Today, I am talking about a huge part of business– mindset. More specifically, I’m going to be diving into shaping your mindset during launches. I’ll be talking about your sales mindset, reframing your mindset when things don’t go as planned, and so much more.

MINDSET SHIFTS MY CLIENTS MAKE FOR BIGGER LAUNCHES 

By: Melissa Lin

Welcome back to another episode of The Fierce Business Babe Podcast! I am so excited for today's episode. We are going to be diving into mindsets during launches, and I know I say this about every episode, but this is such an important one because your mindset, before you go into your launch and during your launch is such a key factor in how your launch is going to perform. You get to feel good about your offer, you get to feel good about your sales. If not, you're going to see it and your launch.

Today's podcast episode is all about mindset during launches, sales mindset, how to reframe and how to shift when your launch isn't going as planned, things that come up during launches and so much more. I can almost guarantee that all entrepreneurs and business owners have had this feeling at some point in their business while they're launching something and I know that I definitely have. I felt this exact way during my very first launch back in 2014. When we launch a brand new offer, we expect all of the sales to come in within the first 30 seconds that we open doors, right? And this really isn't realistic in most launches, so what do we do when we feel this way? How do we get out of that feeling? We know deep down we shouldn't give in, right? We know we shouldn’t give up for our launch after 30 seconds, but we feel like it's already a failure and most tend to give up. How can we reframe? How can we shift so that we don't give up? The answer to this question is exactly why I wanted to create this podcast episode because it is so, so important and key to how your launches will go and perform. Your mindset as you prep for your launch, your mindset as you are in that launch, your mindset every single day in your launch and while running your business. 

YOUR SALES MINDSET

Today’s first point is sales mindset. Now, mindset is not a one-and-done deal, never ever. Mindset is something that we get to continue working on. Something that I want to share is that you cannot become better at sales until you change your beliefs or shift or reframe your beliefs, your stories, your mindset around sales because they directly affect how good you are at selling and that directly affects how your launches will go. So if you believe right now that promoting is bad, even if it's just a little piece of you that believes promoting is bad, you will subconsciously avoid doing it and procrastinate and you won't be selling very much or at all. What that means and what that looks like during your launches is you will most likely avoid showing up on Instagram stories during your launch. You may avoid sending out emails to your list during your launch because maybe you feel that sending sales emails to your list is icky and that nobody's going to want to buy, or going to unsubscribe from your list and never want to talk to you again. Maybe you'll talk about your programs less and you won't follow up with leads who have shown their interest in your programs because subconsciously you are avoiding it because you haven't worked on your sales mindset, or maybe you just believe that promoting is bad, and that's something that we get to start to shift right now. 

So these are all stories, these are all beliefs that are given to us by other people, right? Maybe it's something that you learn from your parents or from, you know, your grandparents or somebody else in your life that sales is icky, that salespeople are sleazy, and these stories are not universal rules like the laws of physics. So if these beliefs about selling are not law or fact, then that means that there are other beliefs about selling that can be true., right? So some new stories that you can shift into, and feel free to slow this episode down for this portion to write some of these down, selling is serving, selling is helping. These are new stories that you can start to tell yourself and believe because they truly do serve you and your business. Selling is serving, selling is helping. Another is promoting is a good thing. When you promote, you change lives. And I want to say that again because it's so true and I believe it so much, and this is why I feel so good when I sell. I sell every single day in my business. Promoting is a good thing. When you promote, you can change lives. And then another story, if you want to chat about money, is money is an infinite resource. Anyone that spends money can get it back. You are not taking money without giving something. You are giving a life-changing service, right? You are not stealing from somebody, you're not robbing them. You are exchanging a service. Start to think about some of the stories that you tell yourself right now and create some new ones so that you can start feeling good about selling. What you'll start to see is when you shift your mindset around sales, you will start showing up more in your launch. You will start showing up more in Instagram stories. You'll be following up with those leads because fortune is in the follow-up. Your audience will feel your excitement and you will see more sales come to the door for your business. Once you start to feel better and feel good as you sell. Selling is truly, truly, truly serving, so start to feel good about sales. What can we do today to start to shift your mindset? That is what I want you to start to think about. 

NOT EVERYTHING WILL GO AS PLANNED

The next point is, you know, as you're going through your launch, things may not go as planned. That’s such a big question that I get. If I'm in my launch or you know, I started my launch, and it's not going as planned, what do I do? How do I reframe? How do I make new stories that are actually serving me? Or is it more of a strategy think that I need to shift? And these are all great questions and that's what I want to chat about next. I want you to know that it is normal to have sales come in the first few days of your launch and it's also normal to not have any sales the first day of your launch. Whatever happens the first day, the second day, the third day, whatever day, it doesn't mean anything about your launch or how your launch is going to end up. I want to share with you that we have had some launches where only one person, and this is an amazing person that we were able to serve and we're so excited to, one amazing, exciting person on the waitlist purchased, and everybody else purchased when doors were open to the public, not during the pre-sale, and we still ended up with a six-figure launch. So we usually have our waitlist presale open for at least a few days, so that's saying that we only had one person during the waitlist period enroll and then everybody else enrolled during the full price. So again, still a six figure launch. You can't predict what's going to happen in your launch based off of how only your waitlist performs, right? It's not a straight across correlation like you think it may be. And then we've also had the opposite where we had the majority of our folks hop in during the waitlist and then not as many during normal time where it's investing, however, both were six figure launches. 

So, what I want to share is just continue on with your launch, keep going. Keep showing up for your audience. And even if it doesn't feel like you're “on track,'' keep going, don't let it mean anything. Decide right now in this moment and every day during your launch that it is all going to work out and keep going. Keep leaning in. Keep doing your activities. Keep feeling good and taking care of you during your launch as well. And those that do let it mean something typically will throw in the towel and stop leaning into their launch as much. They won't be following up and they create stories that aren't serving them and they completely give up on their launch, right? If I see somebody not lean into their launch anymore it's usually because something else is going on and there needs to be a shift. So let's say that something came up right as you were launching, or maybe you needed to give your personal life more attention than anticipated during a portion of your launch. It does not mean your launch is going to flop. We can reframe all stories into new ones that are actually serving. And I want to do this with you right now because I see this with so many entrepreneurs. They feel like, “Oh I got sick for 3 days, I have to give up completely on my launch. It's going to be a total failure,” or, “I had to travel unexpectedly during my launch and I can't keep going as I thought it was going to be.” I want you to reframe this into one that's actually going to serve you, right? If your launch was slower in the beginning or maybe you weren’t as active on social media your first few days because you were spending time with family or just attending other items in your life, a good reframe for you is the launch starting slow gave you space that you needed to enjoy family time, or take care of yourself if you're feeling ill, and now it's time to really lean in into your launch, right? It says nothing about how your launch will end, keep going. 

So I want to share more examples with you because I have this feeling that you're going to be able to relate some of these, or at least at some point in the future you may be able to if you ever start to have any of these feelings and you can always come back to this podcast episode because I mean it'll be out forever and ever and ever just for you. And so another example, and this is another one that I've had many clients go through and I've supported a lot of clients through this as well, so let's say that you've experienced this before. Let's say that you opened a presale or early bird pricing at the beginning of your launch and you didn't get any bites right away. So instead of throwing in the towel and instead of giving up, we can reframe, we can shift your story, right? I was actually supporting one of my clients with something very similar recently. She was wrapping up her presale to her waitlist and had one sign up. Her goal was five signups for her new group program during the waitlist, and it didn't happen, it was one, amazing client, of course, and then she opened doors publicly without the pre-sale price. She journaled what was coming up for her, shared her stories that weren't serving, and we shifted into a new story, and I'll share the new story with you in just a second, and she ended up selling her launch completely, her group program was completely full by the end of it. She didn't extend the launch and didn't make any other changes, she just reframed the story. And if you've ever felt this way, or maybe you had fewer sign ups during that early bird, instead of telling yourself the story of, “Well, Melissa, if they didn't want to buy when it was cheaper during my early bird, there's no way they're going to buy full price,” I want you to shift that story right now into one that serves you and lean into it. And so one that serves you is, your audience is so excited to pay you in full, to pay you that compensation, that even exchange. So shift into that story, lean into that story as you close your waitlist and open until your public launch to full price. And as you do that, you will start to see more of those clients coming in. That is what you're going to start to attract. You will attract those who are so excited to pay you. It's all about your mindset during your launch. 

YOU DECIDE HOW YOUR LAUNCH PERFORMS

Now, I want to chat about a few things that come up during launches because so many different things can come up during launches and I wanted to share these examples in today's episode with you so that whether it's now or in the future, you can have these as evidence that your launch is not going to burn down if it doesn't go as planned. You are the person that can shift how your launch feels and how it performs. I mean this so much, from the bottom of my heart, you are the one that can shift how it feels, how it performs. So one example, I would like to share with you is that I personally have decided to scrap launches before. I have decided to move timelines. I have decided to extend. I've decided to close early. And quick side note here, one of the amazing things about being a business owner is you are the one calling the shot. You get to decide on what that timeline is, and it can also add some pressure for some of us, right? Because some of us are attached to the outcomes of our launches, and I know I'm getting into so much right now, and I can talk hours and hours with you about this, but if you feel attached to the outcomes of your launch, I do recommend finding other things that serve you and make you happy outside of your business, so that no matter the outcome of your launch you know that you're going to be fine. It can be extremely dangerous when you attach yourself to the outcome and then your feelings inside your business become an upside-down roller coaster that keeps on going and going. So decide right now that it’s all going to work out. Decide that no matter the outcome, you've already won. So let's get back into timelines, scrapping launches, shifting launches, that sort of thing. So any time that I've scrapped a launch, or any time that I have shifted a launch timeline, it's usually because it's coming from a lined action. And if you are about to launch something or you're in the middle of a launch and you're thinking about closing it or scrapping it completely, or shutting the program down, before you make a decision I want you to ask yourself, is the desire you have for scrapping your launch, or shifting a timeline, whatever it is, is that coming from truth, or is it coming from fear? Those two are very different things and there's a big difference between giving up on a launch because of fear and scrapping a launch because it no longer feels aligned to you, to your values. And so I want to make sure you know which one it is before you make that decision. 

TAKING CARE OF YOURSELF DURING YOUR LAUNCH

Now, one of the biggest things that I personally focus on and have my clients focus on during their launches is taking care of themselves. Making sure that they are always feeling good. It is so easy for us to stay high energy and feel good about our businesses when things are green, when we see clients and rolling in and sales are coming in, and same goes for the opposite. I see entrepreneurs want to completely give up and throw in the towel if all their spots aren't filled by the second day of a launch. And the first thing I want to say is what I see happen is they'll stop taking care of themselves or how they're feeling. They're going to lean away from their launch. They’ll stop showing up on social media and basically self-sabotage their launch when things get tough, so, how do we shift this? Something I usually recommend is to go and interrupt whatever is happening in that moment that you're feeling bad during your launch and do something fun. Fill your cup, do something that you enjoy, something inspiring, maybe a cooking class, a kickboxing class, a yoga class. Sometimes we need a shift of physical statement to get out of that red. And as you fill your cup, you'll start to take aligned action instead of coming from a place of lack, or a place of scarcity. And what happens when we're putting out low vibes is we attract low vibes. So in order to attract those higher ones, you get to shift into a higher place. One of my favorite shifts that I've ever made in my sales or my mind's energy around sales is shifting from being in lack or scarcity to energetically excited. So for example, when it comes to your launch and sales, you know, the difference between being pushy or coming from a place of lack and being just so, so excited, energetically excited, is join if you want to, this is going to be amazing with or without you. You don't want to be coming from a place of scarcity or lack where that sounds like, “join me or I'm going to freak out. I'm desperate. I'm worried about my sales number. Join me now.” When you are truly excited and feeling good this is where the magic happens, so always ask yourself, where are you coming from right now? Are you selling? Are you coming from a place of service when you sell or are you selling out of fear of not hitting your numbers? What is happening? Are you being pushy or are you energetically excited? Really ask yourself what is happening in that moment and if you need to shift. How can you shift into a way that you're actually serving yourself and your business even better?

 And so, as your last reminder, in today's episode, and this is a big one, a big, big, big one and I want you to write it down and read it aloud, read everything, listen to this podcast again when you're in launch mode, right before you launch, listen to it all the time! Really though, I do want you to write this down and read it aloud during your next launch. Whenever you start to feel yourself going into a lack mindset or low energy or upset if you haven't sold a spot the first day or second day. So, if you didn't fill your launch or sell it out in the first 30 seconds of your launch, it's okay. You didn't create a 30-second launch, right? You planned a two-week or three-week or a four-week launch. It's the same thing as a client coming to you, for example, and wondering why they haven't gotten their full results of the program in the first week. Well, you designed a 6-month program, of course, the results aren’t going to come in the first week, it's a 6-month program. Same thing with your launch, right? If you have a three-week launch or a four-week launch, you cannot beat yourself up or expect that all of your sales are going to be there in the first 30 seconds of your first day. So as a reminder, if you don't fill your launch in the first 30 seconds, it's okay. You're still going to win. You've already won. It wasn't a 30-second launch. You created a two-week or three-week launch. Today, we've touched on so many things, mindset during launches, sales mindset, how to reframe and how to shift when your launch isn't going as planned, things that come up during launches, and so, so much more. You know, we're already getting ready and excited for next week's episode and cannot wait to share it with you. We will see you next week in another brand new episode of The Fierce Business Babe Podcast bright and early next Monday morning!

Topics we cover include: 

• Sales mindset

• What to do when things don’t go as planned

• Shaping your mindset

• Taking care of yourself during your launch

   And so much more!