Episode 80 - How to Sell with Heart Not Hustle®️ Understanding Your Sales Process, Getting Clear on Sales Strategy and Having a Positive Mindset around Sales with Natasha Hemmingway
Natasha Hemmingway is all about getting clear on your sales strategy and has a secret - you can do this with POSITIVITY!
LISTEN TO THE EPISODE HERE:
You are in for such a treat! Natasha Hemmingway is joining us as a guest and WOW! If you do not have a pen and paper with you right now, you are going to want to get one OR you will probably need to listen to this again because there is SO much value packed in this episode that you do not want to forget!
Natasha is a Sales Coach, Consultant and Speaker and she is bringing the fire today! Natasha shares her story of how she got into Sales Coaching - which is an incredibly inspiring journey full of challenges, setbacks and heartaches. We discuss having a positive mindset around sales, and sales strategy and Natasha also explains what a sales process is and gives examples for both product and service-based businesses!
No matter what type of business you have, you are going to have so many aha moments from this episode so buckle in! In this captivating podcast episode, we have the privilege of hosting Natasha Hemingway, an esteemed sales coach, consultant, and speaker. Natasha takes us on a remarkable journey of self-discovery, resilience, and surrender, sharing her transformation from a career in medical sales to finding her true purpose. Get ready to be inspired as Natasha's story unfolds, reminding us that our paths are filled with unexpected turns and valuable lessons.
Natasha has two exclusive offers for our podcast community:
*$200 OFF Hello Clients, Hello Cash© using code DANIELLE at http://natashahemmingway.com/hello-clients-hello-cash
*Free Gift: Head to http://natashahemmingway.com/freebie-mindset-module-hello-clients-hello-cash to receive FREE access to the first set of Module 1 "Mindset Reset on Sales" of Hello Clients, Hello Cash®️Sales Course
Connect with Natasha
Website: natashahemmingway.com
IG: https://www.instagram.com/natashahemmingway/
FB: https://www.facebook.com/natashahemmingwayspeaks
LinkedIn: https://www.linkedin.com/in/natasha-hemmingway
Schedule a Strategy Call: https://calendly.com/natashahemmingway
Natasha's Professional Journey
Natasha began her career in medical sales after realizing her passion for both people and science. She worked diligently in the field for 16 years, serving others and making a difference in their lives.
A profound loss:
In 2013, Natasha experienced a devastating loss when she unexpectedly lost her full-term son. This event deeply impacted her perspective on life and her purpose, propelling her towards a significant transformation.
A period of uncertainty:
Natasha's life took a sharp turn, and she found herself questioning her identity and purpose. Despite being on the cusp of a groundbreaking promotion, she faced another setback when she was unexpectedly let go from her job.
Embracing vulnerability and transparency:
Natasha emphasizes the importance of being humble, open, and transparent in her journey. By sharing her story, she hopes to empower women to embrace their own unique journeys and avoid comparing themselves to others.
Finding a new direction:
After her job loss, Natasha embarked on a path of self-discovery and faith. With her background in health and fitness, she initially pursued health coaching but encountered challenges in making it sustainable.
Surrendering to the unknown:
Despite initial disappointment and uncertainty, Natasha chose to surrender and trust the process. Through her faith and mindset, she learned valuable lessons about letting go of what no longer served her and embracing the possibilities that lie ahead.
The power of speaking:
During her surrender season, Natasha discovered her talent for speaking and pursued a speaker coaching program. This unexpected opportunity opened doors to a new chapter in her life.
Recognizing Thoughts as Thoughts AND Feelings as Indicators, Not Facts: :
Danielle emphasizes that thoughts are not absolute truths that define us. By understanding that thoughts are separate from our identity, we gain the power to challenge and discard self-limiting beliefs.
Natasha shares her perspective on feelings, highlighting that they serve as indicators of our emotional state but should not be mistaken as factual evidence. By acknowledging this distinction, we can separate ourselves from the grip of negative emotions and make empowered decisions.
The Power of the Subconscious Mind AND Shifting Negative Thoughts: :
Natasha delves into the concept of the subconscious mind and its influence on our actions and feelings. She encourages listeners to explore the depth of their subconscious and understand how it impacts decision-making and self-perception.
Both Danielle and Natasha discuss the importance of challenging negative thoughts and questioning their validity. They suggest asking a simple yet powerful question: "Is it true?" By answering honestly and reframing negative beliefs, individuals can take control of their mindset and move toward their desired goals.
Embracing Sales as Service:
Natasha shares her personal journey of rediscovering her passion for sales and coaching others in this domain. She encourages listeners, particularly women, to embrace sales as a means of serving others rather than approaching it with a hustle mindset. Natasha emphasizes that passion alone does not guarantee profit and highlights the need for strategy and a heart-centered approach to sales.
The Journey to Success:
Danielle appreciates Natasha's openness in sharing her backstory and challenges faced along the way.
Natasha emphasizes the need for authentic conversations about the journey to success, countering the misconception of quick and easy success portrayed on social media.
Understanding Sales:
Danielle asks Natasha about the struggle women face with sales and why it can feel uncomfortable.
Natasha dispels the myth that women are not good at sales, emphasizing that it stems from lack of knowledge and misconceptions.
Sales should be seen as a critical pillar of any business, and no one can sell the business better than the owner.
Hiring someone to handle sales without a well-established sales process and strategy often leads to frustration and lack of results.
The Foundation of Sales:
Natasha highlights the importance of laying out a sales process and strategy specific to one's business.
Building an authentic sales process involves understanding the audience, identifying the unique sales voice and messaging, and selling from the heart.
Businesses often face challenges when they overlook the importance of a sales process and start blaming other aspects, like marketing or pricing.
The Sales Process:
Danielle and Natasha discuss the components of a sales process, which include leads, sales conversations, follow-ups, pricing, and closing.
These components require specific strategies tailored to each business, ensuring a smooth conversion of leads into sales.
Applying Sales Strategies to Product-Based Businesses:
Natasha addresses the misconception that sales processes only apply to service-based businesses.
Regardless of the type of business, having a sales process and strategy is crucial.
Natasha encourages product-based businesses to focus on real human connections rather than relying solely on analytics and online platforms for conversions.
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One on One Business Coaching and Strategy Consulting with Danielle Wiebe
transcript
[00:00:00] Danielle: Welcome back to another amazing episode of the business babes collective podcast. You guys, today you are in for such a treat. Natasha Hemingway is joining us as a guest. And all I have to say is, wow. Like, it was such an amazing conversation.
[00:00:18] I feel like I say this every time, but honestly, if you do not have a pen and paper ready with you right now, you're gonna wanna go and get that. Or you're probably gonna need to listen to this on repeat, because there is just so much value packed into this episode that you are not gonna wanna forget.
[00:00:36] So let me share with you a little bit more about our guest today. Natasha Hemingway is a sales coach, a consultant, and a speaker. And on this episode, she shares her story of how she got into sales coaching, which it's an incredibly inspiring journey, full of challenges, setbacks, and heartaches. She also dives into why she believes that women are actually great at [00:01:00] sales. She explains what a sales process is and gives examples for both product and service based entrepreneurs. She also talks about sales mindset, which, I know you guys know how important this is, so I cannot wait for you to dive in no matter what type of business you have, you are gonna get so many aha moments from this episode.
[00:01:21] So buckle in. Before we dive in, though, I wanted to remind you that our mastermind is open for applications. We have had some incredible women already apply, and I've been hopping on calls this week with some of you. Oh, my goodness, like wow, such incredible women doing amazing things. And I'm just so inspired by all of you.
[00:01:44] And I'm so excited that you guys are ready to take that, that next step in scaling your business and surround yourself with other successful, inspiring entrepreneurs that you can strategize with it, with brainstorm, with, and have accountability. [00:02:00] Details are also coming together for our V I P mastermind day, this summer, which is going to be announced tomorrow, so make sure you apply before tomorrow, or you get on our email list for all of the details.
[00:02:13] So you can go to businessbabescollective.com/mastermind. Get your application in. We only have at this point, at the time of this recording, we only have two spots left in our mastermind. So don't wait, if you do not get accepted this round, we will put you on the wait list for next round. So regardless of when you're hearing this episode, make sure you get your application in and we will put you on a wait list for when we open the doors again.
[00:02:38] So if you are at the point where you are still scaling your business, you're not really at the point yet where you are actually making that consistent income, but you wanna grow your business and you want to start making full-time income, go ahead and get access to our free masterclass that will teach you how to scale a profitable business without working around the clock. You can go to [00:03:00] businessbabescollective.com/masterclass to get access to that, and yeah, that's pretty much it for me.
[00:03:06] I am so excited to, for you to tune in. And I also wanna hear from you. So I know there's a lot of people who have been listening to this podcast for a while now. And if you have been listening for a while and you have not yet left a review, if you could take a moment and do that today, it would mean so much to me and send me a message because I wanna personally thank you. That is a way that we can get this podcast out to more people.
[00:03:33] It's a way that we can rank in the algorithm in podcast land. And it's just really an, an incredible way for me to understand what is resonating with you on this podcast, what guests you are loving, what you wanna hear more of, because truly, I am doing this podcast for you guys, and I wanna serve you the best way that I possibly can. So thank you for being here. Thank you for tuning in at twice a week. I am so [00:04:00] grateful for you. All right, that's enough. Let's go ahead now and get started with the episode.
[00:04:06] Welcome to the business babes collective podcast. I'm your host, Danielle wiebe. In this podcast, you'll learn tangible business tips and strategies on how to grow successfully and sustainably. We'll also interview seasoned entrepreneurs so you can listen in on their stories and see behind the scenes of what it took to grow and scale their businesses. Let's dive in, as we discuss the wild, exciting, crazy, challenging, rollercoaster ride of entrepreneurship.
[00:04:37] Hey welcome Natasha. I'm so excited to have you on the podcast today. So can you just start off and share a little bit more about who you are and your business for people who don't know you yet?
[00:04:48] Natasha: Yes. Okay, first of all, I'm honored to be here, excited to have this conversation, serve and pour into your listenership. So I am Natasha Hemingway. I'm a sales coach, a [00:05:00] consultant and a speaker. And it's funny, this whole journey has absolutely been, just that, a journey. I started out honestly, um, straight outta college with a biology degree. I knew I did not wanna sit in anybody's lab. I made a decision, thought I wanted to go to med school. Nope. Then made a decision.
[00:05:19] I could not sit in anybody's lab with no windows, I would drive people crazy because I love people. Okay. And so I like to talk, so what I decided, I was like, I've gotta find a profession at that time, a job that like kind of, I guess the best way to say is meshes the two things that I love: people, science. And so I went into sales and it was medical sales.
[00:05:43] And I did that for 16 years, two companies, eight years, and one eight years in the other. I'm very much a loyalist. And I loved what I did because it really was about helping people and their points of their disease state and providing them with, at the time I started out with meds on the pharmaceutical side, and then I went [00:06:00] into medical device sales, which is way, way, way, higher paced, very fast turnover, lot more money.
[00:06:06] And I loved it. And it is a grind, though. And I was there and during that time, just, and I think it's really important to share this, and I take the time to share it because a lot of times, especially I'm sure the majority of our community is women. A lot of times we go to people's Instagram, we look at all the beautiful photos and all these things, and we get caught up and we're like, oh my gosh, that person, like Drake says in the song I woke up like this.
[00:06:29] No, I didn't. I did not wake up like this.
[00:06:31] Danielle: Oh, true. So true.
[00:06:33] Natasha: Right. So I'm gonna be very what I call hot. Humble, open and transparent. There's a capacity.
[00:06:39] Danielle: Thank you.
[00:06:39] Natasha: Listen, we should be more that way, right? Because it gives other women permission and the ability to accept their own journey and not compare themselves, right?
[00:06:49] Danielle: Yes.
[00:06:49] Natasha: So with that said, um, I follow this pastor that always talks about that. So I'm gonna be humble, open and transparent. So in that,
[00:06:55] Danielle: I, I love that by the way that is, that is something
[00:06:58] Natasha: he says
[00:06:58] Danielle: that everyone needs to [00:07:00] hear.
[00:07:00] Natasha: Right. He says it all the time and I love it because I'm like that allows us to have a deeper human connection. It allows us to see, um, the weaknesses in other people. It, it spurs on, I think, compassion, it spurs on support. It spurs on, um, Self-reflection self-awareness like, I am all about that. And so for me, any podcast, any stage I hit, I'm always about being that open and transparent, honest. And so with that said, yes, I had this amazing, beautiful, successful journey.
[00:07:31] Um, in corporate sales loved it. I've been on the rep side, the management side, but in honestly, in 2013, we lost our full term son. It was completely unexpected. It changed my entire life. It changed how I, um, saw life. Um, it changed how I saw my purpose. Like, you know, like I know God has put my identity and my purpose is already in me.
[00:07:57] And the vessel in what I choose to show up [00:08:00] in is how it gets to, I guess you would say filter through and reach other people. But I was at such a low point when that happened, I was like, I don't even know what I'm here for anymore. Like, I don't know what I'm good at. I don't know what I'm here for. And I quickly had to say, okay, wait, like pull it together.
[00:08:17] I do know who I am. I know whose I am. And I know my purpose, that has not changed. And so from that point, moving forward, To back up a little bit, Danielle, I was actually in the running for a title for senior territory sales manager, and I would've been the only African American female as a double minority territory, senior territory sales manager to get that position if I got it at that time.
[00:08:42] Danielle: Wow.
[00:08:42] Natasha: So you have to have, let me just break this down. So you can explain so I can help you understand like how I got here, right?
[00:08:49] Danielle: Yeah.
[00:08:49] Natasha: But it's been part of that pain of that journey, um, that has birthed this testimony and this place that I'm in right now. And so when [00:09:00] we lost our son, I was in the running and you have to have two years, so eight quarters where you have to be at a hundred percent of your sales goal or more.
[00:09:09] Every single quarter, if you drop below that, that quarter, that whole running of eight quarters and two years
[00:09:16] Danielle: starts that clock.
[00:09:17] Natasha: Clock starts over.
[00:09:18] Danielle: Wow.
[00:09:19] Natasha: So we had our son, we ended up losing him full term, and like I said, it changed everything. We ended up dropping down in that quarter because, FYI, you don't get maternity leave when that happens, even if you've had a full term child, you don't get maternity leave.
[00:09:35] So I had basically about a week and a half to gather myself together, emotionally, as best as I could. I absolutely put myself immediately in grievance counseling because I didn't even wanna be here on this earth anymore. Let's be real transparent. I was just like, I'm, I'm done. And I was like, that is not my voice. That is not me. So let me get on in here to some grievance counseling and therapy.
[00:09:57] Danielle: Mm-hmm
[00:09:57] Natasha: did that very swiftly went back to [00:10:00] work like jumped right in, and then we start the clock over. I eventually end up finally getting that promotion all then to a couple months later, being pushed out of my job. Now, my job.
[00:10:13] I have never been written up for an HR violation, no issues, no nothing. They were deciding to let people go laying off and that you guys was the second game changer. One losing my son. And I will never forget, there's an island that my husband and I go to every year and I'll never forget after losing our son, we went back that summer.
[00:10:34] I remember coming back, sitting in the airport and I said to my husband, in my spirit, it's like, I know I'm made for more, I know I'm called for greater, but like, I don't know what that is. And y'all know, you know, men, they try to, you know, reverse engineer you into all the things. Right? Like they gotta
[00:10:50] Danielle: let me try to fix it.
[00:10:53] Natasha: and my husband is a fix it, um, and a protector. Right. And so he was like, okay. So like, what do you think that thing is? [00:11:00] He was trying to reverse engineer me into it and I was like I don't know. And, and finally, once we backed into it, I was like, I just love people. And he was like, well, that ain't a business, boo.
[00:11:08] So you go on ahead and go back to that job. It pays you a lot of money. You can do it with your eyes closed. And I was like, okay. And so I went back and I just kinda, I knew my time was ending. I just didn't know when, but even when it ended, it felt like a death. Being a double minority, being committed, loyal, giving so much.
[00:11:29] To have that taken away, felt like a death truly, yet again, another one. Right. And so once I went through that process, I knew that what God had dropped in my spirit, in that airport, I know I made for more, I knew I'm called for greater. I don't know what it is. I knew that it was time to step into whatever that was and y'all, I had no clue. Okay.
[00:11:52] I had no clue. I just knew that I cannot go back there and I wanna explain something to y'all, you know, that feeling of like, when you know [00:12:00] that you know, that something is over ,or it's not meant to be, and you, out of fear, try to run towards it cuz it's familiar. And it's what, you know.
[00:12:07] But it literally, for me, it manifested where it was physically sick, crying. Like I didn't even have a resume Danielle. Updated resume, didn't have one, no LinkedIn profile, nothing. Because I'd been there for so long, so long.
[00:12:23] Danielle: Right.
[00:12:23] Natasha: And so that change, every time I try to go towards like getting another job, I physically would like cry. I couldn't do it. And I was like, okay. My husband was like, why are you trying to run back to something that is over? Let it go. So we talked to our financial advisor, we took a leap because then, I sat and just prayed cuz my faith is a huge part of who I am.
[00:12:45] Danielle: Yeah.
[00:12:45] Natasha: Um, and how I make it through day by day by day by day with the things that I faced and even the things that I faced even before losing my son. But as I go through my faith is huge and I sat. And I prayed and the answer was [00:13:00] moving into health coaching. I'm a former competitive gymnast, you know, I've ran track. I did co-ed cheerleading in college. Like I've done all the things, always loved health and fitness. And I took that leap, started health coaching.
[00:13:10] We said we would give it the year. Danielle, fast forward. We get eight months in towards the eight months. And I'm like, oh, this isn't working. This is not it. This is not going to be sustainable. I have done sales my entire life, this health coaching business, selling it, was not moving. And I was like, okay, sign it's over.
[00:13:26] However, I was kicking and screaming, cuz I'm like, God, you told me to come here. You gave me confirmation. And I took this lead trusting and, I do not wanna let my family down and I had to sit, and this is where I entered my surrender season, Danielle.
[00:13:40] This, which let me just pause and say that is very difficult for this recovering type a perfectionist. I'm an achiever on the Enneagram as well. I'm a lot. I'm a servant leader. I'm a Two and my wing's three and one, if you don't know, the Enneagream, two is a servant leader, no surprise that I'm a coach and a speaker and a consultant. And the three is the achiever. The one is [00:14:00] a perfectionist. So I'm kind of a lot.
[00:14:02] And when I set my mind on something, I'm like, I'm all in. Like, it is all in. We are doing the thing and I was like, oh, this isn't it. Oh, I am now really disappointed. And I'm like, now what. Now what, what next? Again? I don't even know what I'm good at. I tried this blah, blah, blah, blah, blah, all this right? All the mess that you tell yourself that you know is not true.
[00:14:21] And thank goodness for my faith in a strong mindset, because I'm like, okay, I know that that's not true. So sit still. And I went kicking and screaming into learning truly what surrender means. Like my clients hear me talk about it all the time to the point that one of my clients made me that sign right there, like this that is surrender because all too often, we're trying to hold onto things that is just not the place we're supposed to be anymore.
[00:14:45] And we're holding onto it because we're afraid. Right.
[00:14:48] Danielle: Yeah,
[00:14:48] Natasha: but we have no clue what is through that next door and how great that opening of that door is, or the lesson we're supposed to be learned. We're constantly and should be evolving and changing. You are not just [00:15:00] one thing. You're not just one thing.
[00:15:01] And so, as I sat in surrender and obedience to the Lord, I had to sit there. And as I did, it was like, here it is. Here's your next steps. And that took you guys sitting for four months and the next step was speaking, and I was just telling Danielle, I went into a speaker coaching program. Y'all I did not think that I'm like, oh, I'm gonna be a speaker.
[00:15:21] It was not my plan. It was literally like, this is your next step. And I was like, okay. I love people. I love to talk. I see speaking as serving. Easy, easy, and I went into that. You guys. I shouldn't have even even been accepted into that program. I did not qualify for it. I had to build a brand, website, all that stuff just started the whole snowball.
[00:15:40] So I started speaking. I spoke, like I told Danielle over in Kelowna, Canada twice. Started speaking internationally, speaking in the States and it just lit me up because I get to be in person with people. I get to serve them from the stage. And it was again, just part of my purpose, just in a different vessel, in a different way in a different delivery [00:16:00] system.
[00:16:00] Then from there, people would keep coming up to me and asking me, how can I get in touch with you afterwards? You know, gosh, this impacted me. How can I work with you more? And I'm like, I don't know, like catch me in the next city. I ain't got nothing more. like, God brought me here and this is it. That's all the answers I have. Waiting on next steps, just like you are.
[00:16:16] And so I just kept praying and, and then God was like, Coaching. And I first started out Danielle with coaching. What I call it's called meaningful success coaching. And it's helping women go from career to calling because honestly, all it is is like business development strategy, again, in a different delivery system. Cuz I'd done that for 16 years in corporate, you do it all the time in sales.
[00:16:38] And it was helping women, not only develop that plan to take steps forward, but actually really helping them shift their mindset from fear to faith. And that really understanding your subconscious and your conscious and how, a lot of times, we can get so spun down a spiral of just believing the lies and really instead of shifting and operating from that conscious thought of [00:17:00] like, no, that's actually not true. You know, we don't stop and ask ourself. Is that negative thought actually true. Right. That's the one
[00:17:07] Danielle: I love, I love that you're saying this because you are speaking my language. This is something I talk about a lot. It's like we have so many thoughts and thoughts or just thoughts, right? They, we don't have to, we don't have to own those thoughts. We don't have to take those thoughts on as, as truth, but often we do right?
[00:17:25] Natasha: It 1000%. It, that is it right there. I tell my clients all the time, whether they be sales clients or former meaningful sales clients, I'm like feelings are not facts.
[00:17:34] Danielle: Mm-hmm,
[00:17:35] Natasha: just indicators. They just tell you something's going on. They're telling you how you're feeling, but they're not facts. So we don't have to op we don't need to operate from that place. But a lot of times we don't understand what our subconscious and your subconscious, the power of it and what it is.
[00:17:47] And the subconscious means of, or concerning the part of the mind which one is not fully aware, but influences one's actions and feelings. Powerful. Slow down, rewind that back, break it down, break it down. Like [00:18:00] you're not really even aware, but you're making decisions from that place. No bueno, no good, not good.
[00:18:05] You know, like not safe. So we have to slow down and challenge and take captive that subconscious negative thought. And shift it by asking yourself that one question, is it true and talk to yourself? Is it true, Natasha, that I'm not capable of da, da, da, or I'm not worthy of da, da, da, whatever you wanna add to that.
[00:18:23] Right. And then when you answer that with, okay. No, that's not true. I haven't even done anything. I haven't tried, blah, blah, blah. Then I tell people, take one small, medium, large step. To get you closer to where you actually desire to be versus where you're trying to run from. Right?
[00:18:38] Danielle: Mm.
[00:18:38] Natasha: And so in that process, working with people, they kept asking me, okay, I know you have 22 years in sales, like or 16 years in sales, how do I sell it? Now how do I sell this thing? I'm like, been there, done that, don't do it anymore. And then what it took was, and thank God for women who believe in us and who can see things in us when we can't see it in ourself. And there was a really good friend who was a marketing owned, a marketing firm. She was like, why are you [00:19:00] not showing up for women and the way that you've been gifted and the way that you are actually talented in doing, you've done it for 16 years now at this point, 18, why are you not showing up for them in that way? And they're asking you.
[00:19:12] And that is when I had to have a heart and a gut check, Danielle, to sit back and say, wow, I'm still really hurt from that being taken away from me. Why am I not doing that? And then when I thought about it, Danielle, I thought about everybody who had said, you really should do something in sales. Women hate sales. They really need help. They run from it. They're fearful of it. We all have these businesses, but we can't sell anything.
[00:19:35] Like it had been spoken over me or asked of me so many times, but sometimes Danielle, when we are not ready for something, or it's not our time, it's just kind of like a no, but then at that moment when she said it, it was like, it unlocks something. And the floodgates open and I had to sit and make a decision and I talked to my husband and he was like, I was, we've all just been waiting for you to arrive back to this point. And I was like...
[00:19:59] Danielle: That's [00:20:00] awesome.
[00:20:00] Natasha: Okay. Alrighty.
[00:20:02] Danielle: Like I'm ready now.
[00:20:03] Natasha: Yeah. Well I'm ready. Right? Ready? But moving towards it fearful, don't get it like totally like running towards it. Cuz I knew it was right, but also like, OMG, like this is starting over because Danielle, that meant starting over with website ,copy deliverables.
[00:20:21] Danielle: Right?
[00:20:21] Natasha: Coaching programs, speaking, keynotes, everything had to shift. So that meant I had to invest more money. Redo all of that. Relaunch. And I did, but let me tell you, when you say yes to where, you know, you're supposed to be, and you go, even though you're scared, scared, it will blow your mind, the blessings that will flow from that, the yeses and the abundance that will just open up simply because you decided to say yes.
[00:20:50] Danielle: Mm.
[00:20:51] Natasha: And I'll never forget when I first started as an entrepreneur, I read this book by Shonda Rhimes called the year of yes. And it was so [00:21:00] powerful for my journey just to start me off. And I've, of course written, like read 15 million other books that have changed my life.
[00:21:06] Present over perfect by Shauna Niequist, (Dare to) Bloom by Zim Flores. Like you name it, I'm a walking booklet of like,
[00:21:14] Danielle: oh my goodness. You're gonna have to give us some, uh, recommendations at the end so we can get a book list going.
[00:21:18] Natasha: Yes but I take the time to share that story because I want people to truly know when you go to my Instagram and you see all this stuff where you see me speaking and you hear me on this podcast, understand that I am no different than you.
[00:21:31] I am no greater than you. I just said yes. To my true, true, true calling. I said yes to this true, true vessel delivery system of where I'm really supposed to be. Even when I was scared and you, my friend, are capable of doing the exact same thing and that is what got me into sales. And then once I said, yes, the floodgate's just like flung open and the sales coaching, and then now consulting [00:22:00] and speaking, and it's just been a, such a blessing.
[00:22:03] And so I'm grateful and I love, love being able to shift people's mindset and teach them really about sales process and sales strategy and the business development side, because I think we are very, very passionate as women. We don't build businesses we're not passionate about. Right. But I always say passion does not equal profit.
[00:22:24] Danielle: right.
[00:22:24] Natasha: Period. And neither does perfectionism or procrastination. None of those are gonna yield a profit, right?
[00:22:31] Danielle: Yes.
[00:22:31] Natasha: So you're gonna have to shift, you're gonna have to step into owning sales and understand that it's simply serving sales is service and yes, there is a strategy to it. And I do all that by helping people do it from a place of heart, not hustle. And so that's me, Danielle.
[00:22:46] Danielle: Oh, good. So good. Oh, thank you so much for sharing that. And I think it's just so important and that's why I love having these deeper conversations with people on the podcast, because I want people to understand the journey of how people got from where they [00:23:00] were to where they are now.
[00:23:01] And that it wasn't just this, like, Easy overnight. Oh, I think I'm gonna leave my job and okay now I'm making six figures. Now I'm doing this now I'm doing that, because I think on social media, sometimes it feels that way or it looks that way. And so I love that you shared the backstory. I love that you shared like the challenges that you've gone through and personally, and professionally and all of that.
[00:23:23] Um, and so, if there's someone and I hope that if there's someone in that position right now, that you're feeling really, really encouraged by Natasha's story right now, because thank you for just sharing all of that and being transparent, cuz this is, this is what we need more of. So thank you. So let's go ahead and dive in more to sales.
[00:23:42] Natasha: Yeah.
[00:23:42] Danielle: I guess, my first question for you is why do you think, specifically women, why do we struggle so much when it comes to sales? Why do we feel icky about it? Or why, why do people feel that, i, I hear this a lot actually, um, sometimes within my [00:24:00] community of, oh, maybe I'll just hire someone to help me with sales, cause I don't really like that side of things. Dig into this for us.
[00:24:06] Natasha: Yeah. Okay. Let me first say this. I don't think it has anything to do with the myth that oh, women aren't just good at sales or women are fearful. No, we're actually very, very good at sales. I think it comes from a place of people don't know what they don't know.
[00:24:22] And the things that we don't know about, and there's all these myths that have been placed on us that like women aren't good at sales and sales is icky and it's manipulative and da, da, da, da, and it's pushing it's aggressive and all these things, people insulate sales with that. They make that association to it very often.
[00:24:39] So they don't even go there, but I'm like, no. Once you start to understand that sales is a critical foundational pillar of your business. And until you make a ton of money where you can hire someone to be selling in your business, there's no one that will ever sell your business better than you can.
[00:24:58] So don't go hiring [00:25:00] somebody because the problem with that, Danielle is, is that we try to pitch that off to other people. And then you get frustrated with the person that you hired because they're not selling. And you feel like it's still falling on you and you're stressed. And my thing is, is that they're not the problem.
[00:25:17] You're the problem. And the problem is is that you have not identified or laid out the foundation of what a sales process and a sales strategy is in your business, because you can have two people that sell the same product or service and their sales process is a sales strategies that are authentic to their business.
[00:25:37] Mind, just said, authentic, not something you got off YouTube where you Googled or templates and, you know, print offs of scripts, not that. But where you've built an authentic sales process and strategy. They have nothing to follow. You're just basically saying, here's my audience, here's my ideal client, here's a product or service and we sell it for this much. That's not enough.
[00:25:56] Danielle: Mm-hmm.
[00:25:56] Natasha: It's not enough. And so there has to be a sales process and a strategy [00:26:00] in place for that person to come into because your sales process is your rent and repeat system that that person can come in and follow, pick up the ball and actually start having a path to be successful at.
[00:26:11] And guess what? Major companies and corporations, I E sales, especially, they understand that. And that's why they're able to be successful. And other businesses that you see that are making multiple, whatever the number, figure you want, especially I would say when you look at even small businesses to medium size business, where they've like flipped to that range, whether it's the number of employees or the amount of revenue and profit and all that, they have a sales process and a strategy in place. And they understood the value of slowing down to speed up to get that in place.
[00:26:45] But you answered it, you know, you asked me two questions, so I wanted to address both. And then I wanna come back and like put a bow on the fact that it's not that women are not good at sales. Number one, you haven't been taught because it's not [00:27:00] just, oh, I'm gonna post on Instagram and do all these reels.
[00:27:02] Guess what? That's not sales. We consider that like social selling and marketing, but that's not truly sales.
[00:27:08] Danielle: Yeah.
[00:27:08] Natasha: Right? Like that's just an awareness. That's getting your message out there.
[00:27:12] Danielle: That's just a bonus.
[00:27:14] Natasha: that's a bonus. It's a bonus. It's a reminder. But when it really comes down to sales, you need to know what it is. You need to know what a sales process is, a strategy, how it's unique to your audience. You need to identify your authentic sales voice in messaging, and then figuring out how to do it from a place of heart, not hustle in your unique style. And once we do that, We understand, and we stop going backwards and picking apart our business.
[00:27:40] So let me give you the scenario. Said woman builds business. She's super excited and she's like, we're open for business. You've invested into the marketing, the email, you have a platform, you know how you're gonna charge for it. You've got your website, you've paid for copy. You've somebody managing your social media.
[00:27:57] You're doing all these reels. You do all this stuff and you open [00:28:00] up the doors and you're like, we're open and nobody's buying. And you're like, oh gosh, what's wrong. What's wrong? And so then you start, maybe we're too expensive. Maybe it's the wrong marketing, maybe our ideal, client's wrong. Da da da, you start tearing apart all the work that you did, thinking that the issue is there. And the real problem is you never put a sales process and a strategy in place to figure out how you're going to sell said business service or product.
[00:28:26] Danielle: Mm.
[00:28:26] Natasha: That is the root of the issue. So go back. If that's you, you're not consistently making money or you're not consistently scaling to wherever you wanna be, cuz everybody doesn't wanna be a millionaire and that's okay. But wherever your goals are, you should be scaling and growing. Right. And if that's not happening, you got to go back to the basics, back to the foundation and realize that that pillar is not developed and that pillar is sales.
[00:28:49] Danielle: So good. So good. I love that we're talking about this because, I think, so often, we can get so distracted with all of the different things that we should be doing or the platforms we should [00:29:00] be on, or whatever's going viral in this moment. And I actually just talked about this on the podcast that released recently, but I think that I love what you said is having that process and having it as like a rinse and repeat, like you're gonna have it forever.
[00:29:16] So it's, it's worth it to take the time to develop it and make sure that it's really solidified because if it works, right, then, all of the other stuff that you're doing, you know, the, all the marketing things, that's gonna actually work better because you have that sales process in place. So can we get, either share like an example of a sales process, just so people can kind of start to get their mind on it? Cause if they're like, oh yeah, that sounds great, but like what's the sales process?
[00:29:47] Natasha: Yes. And I'm so glad you asked. Cause whether you bring it up or not, I was gonna explain because most people...
[00:29:52] Danielle: I love it.
[00:29:52] Natasha: Don't even know they're like, what is that?
[00:29:54] Danielle: Yeah.
[00:29:54] Natasha: Right. It's a common term, but a lot of times, especially, more the solo entrepreneurs. If you're [00:30:00] not coming from a sales background, let me say this too. Sales is not a personality trait. Okay. It's a skillset. I was not born being good at sales.
[00:30:07] Danielle: Yep.
[00:30:07] Natasha: I have the skillset and I constantly work at it. It's why last year I spent three months on campus and virtual, getting a sales certificate, sales growth, and expertise certification through Cornell university. Not because I had to, but because I want to, because it's a skill set and I always wanna be growing and learning and being at my best. So please understand you, there's not something wrong with you. You're not, cuz people say this all the time, I'm just not good at sales. Yes, you are, you just haven't learned how to do it yet, right?
[00:30:36] Danielle: Yep.
[00:30:36] Natasha: And so a sales process consists of these things. The front end is the leads, right? So how are you gonna get people into your system because you can't sell who's not there.
[00:30:46] Danielle: Yeah.
[00:30:46] Natasha: And so we look at that as part of the sales process kind of, but it kind of sit in its own lane. Okay. But I wanna mention it because it's important and that's where your marketing will help that. How do I get leads in? So just consider that as sits right here in the [00:31:00] front, then we go into the sales process. That is the sales conversation. So people call it this, let me break down and give you example. So entrepreneurs, a lot of times business owners, we call it a breakthrough call discovery call, strategy call. It's that consultation call, fitting call, whatever it is.
[00:31:16] That is a sales conversation period. There is a potential lead who is interested in buying something from you, and you're in that conversation to find out two big things, what they need, why they need it. And then you can talk about how you're the best solution that solves their problem. Okay. So you're trying to take that potential lead customer or client all the way through your sales process to get them to make a buying decision.
[00:31:43] Okay. Or a transaction, a sale, a conversion, okay. I'm gonna give you all the language so you, no matter what language you speak, it will make sense. So you've got the sales call. Then you have the follow up, you have pricing and you have [00:32:00] closing. And so those four things make up the sales process. And those four pieces are going to have different strategies that you create and implement that are specific to your business, right? That allow that whole process to pull together and work where it actually converts leads to sales. Makes sense?
[00:32:22] Danielle: Yes, absolutely. And so when it comes to, so that makes total sense when it comes to like, if you're providing a service or providing maybe a, a program or something like that. Can we speak to the people right now who are, who are thinking in their head, oh, this actually doesn't apply to me because I have a product or I have this, or I'm selling this, so that doesn't apply to me. So can you explain?
[00:32:47] Natasha: Danielle,
[00:32:48] Danielle: I'm like, I love your face right now. I wish people could see it.
[00:32:52] Natasha: listen. This is why I love speaking in person and being in person with people, cuz I love to have a good time and like, [00:33:00] oh my face is saying y'all like, Danielle, you cannot get through that question quick enough before I can answer it, because
[00:33:06] Danielle: I, I love it.
[00:33:08] Natasha: All the time because you guys, I have clients that are product based, service base that are knowledge base, that are e-commerce ,storefronts. I mean, you name it. I've got it from architects to lawyers to construction on. Like I have had it all and every single one of them falls in the different category, but at the end of the day, every single one of them still has to have a sales process and a strategy. So let's take eCommerce product based businesses for a second.
[00:33:37] Okay. Let me just point it out first. Y'all know I'm about being hot, humble, open, and transparent. I'm all about also giving people love shoves. Okay. I always come from a place of heart, not hustle. So you're gonna get a couple of shoves, you ready?
[00:33:49] Number one, stop getting so caught up in your analytics and your Shopify carts and all the things and thinking that is the only way you can convert people.
[00:33:57] It's not, you are still [00:34:00] dealing with a real human. So
[00:34:02] Danielle: mm-hmm,
[00:34:02] Natasha: the companies that I have had the opportunity to work with. And I count it always as a blessing, right? The people that I've had, the opportunity to say that I get to say, they're my they're my clients. You guys, we do some real cool out of the box sales processing strategy stuff that makes them unique because, guess what? Your product is no more unique than the next. I hate to say it.
[00:34:25] Danielle: Mm-hmm
[00:34:25] Natasha: there are 50 million necklaces or this or that, whatever your product is, there are competitors out there and that is healthy. It's great to have healthy competition on the market, but you've got to. We do a lot of cookie cutter stuff when it comes to product, everybody does this. Everybody uses this platform. Everybody does that, but when's the last time that you thought about that, your person on the other end of that screen, clicking that add to cart. When you're looking at your bounce rates, when you're looking at your conversion rates, when you're looking at how long they're spending on your site, when you're looking at how much or how long they left [00:35:00] the things in the cart, are you getting creative to reach out and connect? Even digitally, or even sometimes with your face in very unique ways to understand you are dealing with a human that is on the other side of that, making that decision.
[00:35:14] Danielle: So true.
[00:35:15] Natasha: Humans are connected when they feel seen, heard, cared for. So just because you have a product does not mean you should not be thinking, Hey, what does a sales conversation, in quotes, look like for my eCommerce or product based client?
[00:35:33] What does that look like for them? How can I tap in and have a conversation with them? What does follow up look like through my business? What does pricing look like? What do flash sales look like, what, whatever it is and what does closing them look like? You absolutely are not absent from this conversation.
[00:35:51] You must have a sales process and guess what? At some point in your business, you should be having face to face conversations, sales [00:36:00] conversations with said wholesaler, whoever, whoever you're trying to put your product in their market or their storefront at their speaking, I know you host events.
[00:36:08] Danielle: Yeah.
[00:36:08] Natasha: Who are you pitching to? And if you aren't, why aren't you, wh where are you showing up? Because just having a site and a shop is not enough just having a text platform is not enough. You should be going beyond that. We are in the day and age where you've got to get unique. Yes, you need to get unique and you need to be paying attention cuz otherwise you just get muddled down in the weeds of being like everybody else and trying to run and copy and catch the next trend.
[00:36:37] Danielle: Yeah. Oh, I love this so much because it's true. And I think people can get so caught up in, oh, well, that's how she became successful or that's how she grew her business or that's it's like, but you're unique. You have your own unique skill set. You have your own unique abilities to maybe sell in a different way or have a different sales processor.
[00:36:58] Like, I love that you shared [00:37:00] some kind of like creative things and how you work with your clients because it is, it's like, okay, what is your skillset? Kind of like you were talking about the beginning of your story, you know, you have specific skills that you have been given or, you know, you've had experience in different areas of, of, um, business or even if you've been in a corporate career, or even if you've been a stay at home mom, like you have skills,
[00:37:23] Natasha: right.
[00:37:23] Danielle: That you can actually bring into the sales process.
[00:37:27] Natasha: Yeah.
[00:37:27] Danielle: To make that unique, that's different and, and things that are different and unique. That's what people talk about too. Right. Um, you know, I know so many yeah, product based businesses or service based businesses, whatever. And just the fact that the process of purchasing that product or service was so amazing and it made them feel so good. They wanna tell all of their friends about it, right?
[00:37:52] Natasha: Yeah. Yes. Yes. Yes to all of that, Danielle. And I think that also, if I can say this, you, you mentioned [00:38:00] it and I've said it before too, is that we get caught up trying to trace the next chase, the next trend, TikTok, reels, putting your product out, paying influencers for influencer photos for your shop to sell more, getting and paying influencers, to actually help you sell said items, whatever it is.
[00:38:19] And I think a lot of times when we're chasing stuff or, or even more specific of what you just said of trying to compare our business to what another woman has done to become a successful, listen, you actually smother your creativity and your uniqueness and your authenticity. When you do that, you don't even allow yourself, your brain, your beautiful uniqueness and authenticity and creativity to actually thrive and breathe and come forth because you're so busy turning it off because you're focused over here.
[00:38:53] And so when I was talking about when god brought me to that next stage of coaching from speaking to coaching and meaningful success. Coaching, [00:39:00] the definition behind that is creating and cultivating what matters to you most and brings you purpose and joy. And it was intentionally put to the title of meaningful success, not just success. Because success, that word can be very empty, superficial, very hustle like, very chasing, very comparison. But meaningful success is really about what matters to you and brings you purpose and joy, not the next woman, not what your parents think you should be doing, not what your spouse says you should be doing.
[00:39:30] Not that degree that you feel like, oh my gosh, I have to do it, but I hate it. But what is the thing that lights you up? And so often, as women, we don't even know what our goals are, Danielle, because we have not given ourselves the opportunity to think breathe, be, and just say what, deep down, we truly want, because we are so busy trying to be someone that we truly aren't.
[00:39:53] Danielle: Okay. I feel like everyone needs to rewind and listen to everything you just said like three times [00:40:00] over, because I feel like I need to hear, I need to hear that too, because I, it actually so interesting. It brought me back to a time, it was in 2020, and we were pivoting our business. Um, as you know, we host events and yes, we went from, you know, hosting these big events to obviously when 2020 happened, everything got flipped upside down and we lost our main source of revenue overnight. So we were scrambling to figure out well, what's next for us? And I remember being in that moment of like, just realizing that all of the things that we had been doing were because I had seen other people do it.
[00:40:34] Natasha: Wow.
[00:40:35] Danielle: And it was like this moment of like, I don't even know who I am anymore. I don't know. Like I am the events person I am like in person, person.
[00:40:45] Natasha: Wow.
[00:40:45] Danielle: I love getting people together. And so, and then this podcast was really birthed out of that place of realizing like, I can do this, I can do what I love to do. I can do this connection piece, but virtually, and so thank you for [00:41:00] sharing that. Cuz I think so many people listening needed to hear that. And I love that you said, you know, looking at what other people are doing is actually, I don't remember what word you used, but you said like smother,
[00:41:11] Natasha: smothering.
[00:41:12] Danielle: Thank you. Smothering your own creativity. So, so good. Mic drop, mic drop. So good.
[00:41:18] Natasha: Thank you for sharing and creating this space because when you reached out, I've been like watching you, I've been like, listened to your podcast. And I'm like, I love not only what you do in the space that you provide, but how you do it. And women need leaders like yourself because you just explain exactly what we talked about and it's why we click so well, because you just explain of your talent and your uniqueness, right?
[00:41:46] It used to be through the vessel and the delivery system of events in person events. But what you realize is that you have the power of connection and leadership and authenticity. And so you took that and you just [00:42:00] harnessed it and put it through another delivery system of coaching, masterminds, podcast.
[00:42:05] That's it. And so if we could actually honor the gifts that we have, the delivery system is very easy, right. It's just figuring out what your people want. And a lot of times, I'm gonna connect this back to sales. A lot of times we're selling something to people that we think they want, and we have not even taken the time to go ask them.
[00:42:25] That is why I make my clients do market research, because it makes them get out of, I think I should be doing this cuz so and so is doing it. And the market does that. And everybody in coaching, that's a solo entrepreneur does it this way. Well, actually, what way do you want to do it? And what way does your audience want it?
[00:42:42] Maybe they're sick of everything that everybody else is doing. Right? So the more that we honor that the more we build deeper relationships, deeper connections, and guess what? Selling becomes easier because what did I say at the beginning? Selling is serving and you end up serving the [00:43:00] people that you're selling to and they buy it.
[00:43:02] Now, of course, that comes with messaging, process, strategy, please. I'm not trying to say it's like a piece of cake. I don't wanna sound rude and be like, it's just easy, figure it out. I mean, it's not, that's why I have a job. That's why corporations have sales, training and levels, and we have to train and role play all the time.
[00:43:19] And I mean, it's, they put you through the ringer over there and there's for that's for a reason. So, but I love, love, love that, Danielle. So thank you for what you do and not, most importantly how you do it.
[00:43:29] Danielle: Thank you. That is so sweet. I am just so grateful for this conversation, Natasha. Um, thank you so much for the value that you're sharing with all of us and just the truth that you are speaking to all of us. And before we wrap up today, I wanted to ask you one last question, which is what are you most proud of, of your entrepreneurial journey so far?
[00:43:55] Natasha: I, I feel like I am most proud of the [00:44:00] deep relationships that I've been able to form by serving business owners through entrepreneurship via sales, coaching, consulting. Like I care about my people and they know that,, they're very clear about that. And so we have a relationship and through that deep relationship, man, the authenticity and the growth, I tell people all the time, if you hire me, And you think that you're just gonna get scripts, a sales process, sales strategy, and be on your way, like, I'm not your girl.
[00:44:29] My clients, we have a relationship and I care about them and I give them great access to me. Right. For that reason, my one-on-one clients or my VIP day clients, like, because I truly care and I wanna be there for them. And that's why I limit those spaces so that I can do that and show up. But even through the content and the space that we hold, even in our sales course, like, it's just,, those relationships allow me to be able to see the true human behind the business.
[00:44:56] Right. And it just literally always [00:45:00] confirms why I literally have built sell with heart, not hustle, why I've trademarked it, why it's so important because it truly, really, really runs deep. And so the growth that I get to see, but more importantly, the relationships that I get to develop by leading the amazing humans that I get to be impacted by, it's, that is the gift to me and my greatest. I feel like joy and achievement in coaching and consulting.
[00:45:27] Danielle: So good. And if you're listening, um, and you hear a little, a little, uh, peep out of here, Rosie's on my lap right now, so she's gonna join us for the rest of the interview. um, so thank you for sharing that. That is so amazing. I think it's really. Sets people apart is like how they care about their clients, right? Like how do you care about the people that you're working with and your customers? Can you share with us how people can get in touch with you? How people can find you? Can you also share with us, I know you have like some, some treats for us, so share all the things with [00:46:00] us Natasha.
[00:46:01] Natasha: I do again, like I said, we try to make sure that when we come into any space, we, I say my team, cuz I don't do anything alone. Like I'm not that fabulous, y'all. I'm very, very aware of what I'm good at and what I'm not. And then the people that I have helping me, they're good in areas that I'm not. And I'm very aware of that.
[00:46:22] You can find me natashahemmingway.com. Two M's, you guys, is that simple. It doesn't matter if it's YouTube, LinkedIn, Instagram. I'm there. Please don't message me on Facebook though. Cause I probably won't see. Instagram, LinkedIn, I'm there. Website, you got me. But it's Natashahemmingway.com. That is the easiest way to find me.
[00:46:39] You can go to LinkedIn bio to find anything. You can schedule a strategy call. And if it's an interest of working with me, it's, it's all there. And then we'll have a free gift for you. Everything is gonna be in the show notes and link down there. So please go. So the first, the free gift that we're gonna give you is the first set of modules that is part of hello clients, hello [00:47:00] cash. It is a registered trademark course.
[00:47:02] It is my signature sales course. I'm so proud of it. I love it. And you get the first set of modules for free, which is all about mindset, reset on sales, which everybody needs. So that is available to you via the link in the show notes. And then the next thing specifically for Danielle's community, there is a $200 off discount code of the word Danielle.
[00:47:22] Just her name, where you get $200 off hello clients, hello cash, the sales course. You guys, I promise you. We have put blood, sweat tears in this. It's got tons of testimonials. It's been around for years and years and years. And the content in there is amazing. We deliver on what we say we're gonna deliver on and y'all, I'm gonna put it just simple.
[00:47:40] It's dirt cheap. Okay, because that is a big thing for me is to make sure that this course, and this content of building out the foundation pieces of sales processes, messaging, strategy, is available to any person that wants it. And so you can start out there as low as $199 a month. Like there's not a reason or [00:48:00] excuse for no one to not have access to it because 1-on-1 coaching and VIP coaching is more of what I do, VIP days. But we still want to serve people at every level. And so that's it, it's all there all in the show notes for your community, danielle.
[00:48:12] Danielle: That's so good. Thank you so much for that wonderful gift. And thank you so much just for how you show up. Like just how you show up to how you showed up to this call and this conversation and just your transparency and sharing with my community.
[00:48:26] I just, I wanna say, thank you. And if this resonated with you and you're like, want to connect with her, or if you just wanna share something that resonated with you from this conversation, send her a message on Instagram or yeah through your website. Because I think it's so powerful when you sometimes, you know, you, when I feel like this for podcasting and you might feel like it's for a lot of your speaking, you know, you might have one thing that completely changes the trajectory of someone's life just because of some, one thing that you said, but sometimes you don't get to hear about that, right?
[00:48:59] Natasha: Yeah.[00:49:00]
[00:49:00] Danielle: You don't get to hear about it. And so let her hear about it.
[00:49:04] Natasha: please. I love that you said that, cuz I always say this, when you message me, yes, I have team, I have people, but when you message me, you're gonna get me back and it's probably gonna be my voice cuz I don't have time to be texted, but I love to communicate back and forth with people. Like I said, I love people and I like to talk, so I love to communicate back and forth. So just let me know. You know, you're from Danielle's community and I will definitely will voice message you back. So I'd love to hear her.
[00:49:29] Danielle: Sounds so good. Thank you so much. I appreciate you so much. And yes, all the links will be in the show notes for you guys and yeah, definitely, if you enjoyed this episode, share it in your, stories tag us both again, the link for, um, Natasha's Instagram's gonna be in the show notes as well. So thank you for being here. Thank you for your time. And hopefully we'll get to chat with you very soon again.
[00:49:50] Natasha: Yes. Thank you. I'd love to come back anytime or I'd love to come to Vancouver. Let's go.
[00:49:55] Danielle: Yes. Come to Vancouver. One of our events, maybe we'll have you as a speaker for a future event. [00:50:00]
[00:50:00] Natasha: give me a reason to get on a plane and be with some people I'm there.
[00:50:03] Danielle: I love it. So good.
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