How to Sell Authentically on Livestream: Build Trust (and Revenue) Without Feeling Salesy

Tanya Smith [00:00:32]:
Alrighty, folks. Tanya Smith here, and I'm super excited and thrilled to be here with you this evening. I'm double checking really quickly to make sure that we are live in all the right places. Let's make sure we got our chat up and running. Yes. We do. So we've got Substack here. We've got YouTube in the house.

Tanya Smith [00:00:50]:
We've got LinkedIn in the house. Wherever you're watching from, just know that I am thrilled and honored to be here in this space with you. So here's what we're talking about tonight. This is an important topic, y'all. This is an important topic because I know you probably have been putting this thing off, and trust me, I get it because I have too. But if you've been putting off selling via live streams because you feel like you have to be much more polished, more scripted, or somehow put more together, right, before you can sell, this episode is your reset button. So I want you to reset those limiting beliefs. Tonight, we're gonna talk about how showing up as your real self on livestream not only works, but it sells too.

Tanya Smith [00:01:40]:
So this is part of our series that we're doing. This is season seven. And season seven is all about the authenticity advantage. Say that five times really fast. Authenticity advantage. I want you to type in the word authentic in the chat if you're with me and you're hearing what I'm saying. And, also, let me know where you're from. I love it, Gabe.

Tanya Smith [00:02:05]:
I'm live on LinkedIn as well, and I can see your comments. So that is wonderful news. Thank you, sir. And it's so good to see you. We have to get so good to see you. We have to catch up. Okay. So the other thing I wanna do is welcome my folks that are on Substack as well.

Tanya Smith [00:02:20]:
I can see you there. So it I love it. Authentic down in Guatemala. Okay, Sean. Awesome. Awesome. We've got some folks that are from all over right now, so I am loving it. Authentic.

Tanya Smith [00:02:33]:
Authentic. People are typing it in. Wonderful. Okay. Look. Like I said, we're gonna talk about how you can show up as your real self and sell on livestream. You can actually do that. And so I wanna empower you with some tips and some strategies to be able to do so.

Tanya Smith [00:02:50]:
We won't get into the tactical nature. Right now, this authenticity advantage thing is really more about soft skills. It's about making sure that you're putting yourself in position from a branding standpoint and from a competency standpoint so that you can deliver on the tactics, right, brilliantly. So I wanna try to arm you with the soft skills tonight. Welcome to Stream Like a Boss. For those of you who don't know what this show is, I'm Tanya Smith, your host, and this is where we help service providers and content creators to go from crickets to cash and clients by using live streams and maybe a video podcast. So strategy that actually works. I have a couple of questions for you that I always ask at the beginning of every show.

Tanya Smith [00:03:38]:
And so for those of you who know what I'm gonna ask, go ahead and type it into the chat. You know, if you've been here for any length of time, if you've ever seen an episode, I want you to type in hashtag OG. And if this is your very first time, you get to type in hashtag newbie. And I wanna acknowledge you either way. We've got it right here for you. Newbie or hashtag OG. Which one are you? And let us know where you're from. Alright? Would love to know that.

Tanya Smith [00:04:08]:
I love to see my OGs at the house, and I see the word authentic being typed in. Yes. I love it. Charlotte, North Carolina. I'm seeing folks from yes. Okay. So we got some folks that are all over. Okay.

Tanya Smith [00:04:26]:
Here's what we do before we dive into the content. And, again, we're gonna talk about selling via livestream. And by the way, if you do have tactical or technical questions, ask away. Okay? I am actually an approved and authorized Amazon influencer, so I actually livestream sell over there with Amazon, and I can share some tips with you in terms of platforms and that type of thing. But again, we're gonna focus less on tactics tonight initially. And if you do have questions, go ahead and pop those into the chat so I can make sure that I cover those for you. Okay? So I do have some experience in doing the tactics and the technology stuff and can share that with you as well. So what we'll do before we dive deep is I wanna encourage you to go ahead and grab your favorite cup of hydration, whatever that might be.

Tanya Smith [00:05:13]:
Get your notepad. Get your pen ready. And what we'll do is on the other side of this short video, we're gonna come back and we're gonna do a deep dive in, and I'm gonna acknowledge folks that are here in the chat. I see Philadelphia in the house, Toronto in the house. It's wonderful to see all of you. Thank you for being here. Okay? Grab that cup of hydration. We'll be right back.

Tanya Smith [00:05:36]:
This is gonna be a super quick intro video. In fact, we're not even doing, like, our our lengthier one. This is super quick. So come right back. Okay? Alrighty, folks. So tonight's topic again is talking about how to sell on your live streams with authenticity and without coming off like you're, you know, the stereotype of the used car salesman. Nothing against used car salesmen, y'all. Okay? Nothing against that at all.

Tanya Smith [00:06:18]:
But there's a stereotype that a lot of us know about. And so we are oftentimes we're worried and concerned about, oh, well, I can't sell here because if I do, people are gonna think that I'm just icky and they won't wanna buy from me, and maybe I haven't given away enough free stuff yet. You could've just got all these different excuses and reasons why, right, we decide not to. But the majority of you, if you're much like me, we are in a situation where we are not doing this thing as a hobby. This is about, like, creating a sustainable business so that we can sustain and support our families, right, and our livelihood. If you don't have a full out family that you're supporting, you could be supporting yourself. And so in order to do that, that means you need to market yourself and you need to sell something. So if that's the case, the question of where and how was is probably something that may be ailing you a little bit.

Tanya Smith [00:07:19]:
And I just wanna give you some freedom and give you some permission structure to be able to do this even with your live streams. I'm gonna explain why this is important in a minute. Let me say hello to a few folks real fast here. I'm gonna pop into the comments section, and we're gonna pull up let's see. We got greetings from the doctor vibe show. I need to make this pop up appropriately, and for some reason, it is not. Why is that? We'll fix it in a minute, doctor vibe show, because that needs to show up a little bit brighter for us. So we will fix that right now.

Tanya Smith [00:07:56]:
I think I know why. So we actually did a live stream earlier this week, which was a lot of fun, y'all. It was a live where I did kind of a, let's see, authentic. I think I spelled that right. You did, Gabe. You got it. You got it. You got it.

Tanya Smith [00:08:14]:
You got it. We did a live stream show. What were we talking about? Oh, heartbeat chat. Heartbeat chat. So that was kinda fun. Alright. OG in the house. I see you.

Tanya Smith [00:08:27]:
I see you. Hey there, twenty four hour boss. Wonderful to see you here. Thank you for showing up. LaVonna from Philadelphia. Tracy JC in the house as well. Hello from LinkedIn. I love seeing all of you.

Tanya Smith [00:08:45]:
There's my mind shifter friend. Y'all, I'll fix these comments in a little bit. I know it's because of my other screen that I did not fix. I didn't correct it, but that's okay. We can see your comments. Let's see what we got going over here on yeah. Sean said love behind the scenes BTS. Selling is serving.

Tanya Smith [00:09:04]:
I love it. I love it. You are an OG now. Let me type this in or let me pop this up real quick here if I can. I'm gonna try to see if I can get to it and pull up my substack folks too. Because you are. You are considered an OG, Sean. So so, you know, you get to you get to wear the badge, if you will.

Tanya Smith [00:09:25]:
Let's see if we could pull it up. I'm gonna make sure I get your comments up live right there. There we go. Okay. So those should pull up. Alright. Here's what I'm gonna do. We're gonna talk a little bit about this whole idea of selling, and I do have three points, but I also have a bonus for you.

Tanya Smith [00:09:43]:
I have a bonus tip. Let's talk about the three points first, and then I'll get to the bonus tip. Okay? Now some of you have seen these things in action. So as I go through and I talk about this, if you've watched me, if you're a hashtag OG, then you know that we have probably demonstrated some of the very techniques that that I'm going to share. And some of the points that I'm gonna talk about will be familiar to you because you're gonna go, oh, yeah. I remember when she did that. Okay? The first point that I wanna pull up is point number one, and point number one is this. It's about trust.

Tanya Smith [00:10:24]:
So if you're thinking that the whole idea of selling is about performing, it's not. I mean, there's a level of performance simply by nature of you being on camera. I get it. Yes. Right? But it's less about that, and it's more about you creating an environment of trust with the people who are watching and who are joining into your chat. So as you see me, for instance, conducting chat message, you know, navigation and I'm looking through and trying to make sure that I'm showcasing people and I'm saying hello and those type of things. I'm building trust. I'm creating credibility.

Tanya Smith [00:11:01]:
I'm I'm enforcing or nurturing community. I'm doing all of those things. But one of the biggest misconceptions that I hear about is that you need to perform in order to get paid. Live streaming isn't really about the performance. It's a conversation. You've heard me say this. You've seen me demonstrate it. It's about conversing.

Tanya Smith [00:11:23]:
It's about holding a dialogue and holding space for people to have conversation with you through the chat. If you have guests, it's you and the guest and the chat. Right? Think of it like inviting someone into your kitchen for coffee, or I think maybe that's a good one, or into your living room or onto your back porch. Right? The weather's starting to get nice here in Dallas, so this would be a good time for us to have margaritas, chips, and salsa on the patio and have friends over. Right? This is the type of conversation I'm talking about. So when you relax a little bit and stop thinking of it as being on stage and having to perform, the conversation is what generates the trust, is what fosters trust. Selling a live stream or on your live stream is much like cooking a meal in front of your guest. Right? So, you know, the whole chips and salsa thing, maybe we have some tacos or some fajitas going.

Tanya Smith [00:12:23]:
Because we're in Texas and we love this kinda thing. A lot of our friends do too. You don't need to have a spotless house and a spotless kitchen or even a scripted recipe that you're following in order to serve something good. The people that are joining you, they're joining you for the camaraderie. They're joining you to see if you can deliver something meaningful. They're not looking at whether or not your apron matches your countertops. Hopefully not. At least, I'll say this, because some of you may be hosting those type of streams.

Tanya Smith [00:13:00]:
So so let me backtrack a little bit. I always have to give this disclaimer because there's nothing that's an absolute. I'm gonna say that this, for me, and it may be for you too, it can be for you too, you can give yourself this permission. For me, I realized that once I kinda let go of being so stuffy with my streams and really creating this environment of trust and conversation and community, it just felt easier. It just made it easier. I didn't have to worry about everything being perfect and being right all the time. Yeah. I mean, I have a nice setup now, and I've got some slides, and I do prepare.

Tanya Smith [00:13:45]:
So I'm not saying come in unprepared. I'm saying because I even if I had the friends over, right, on the back porch, I'm still gonna do some sweeping and dusting. I'm gonna make sure there's, you know, things aren't dirty. You know, we don't have dirty laundry hanging out on the, you know, sofa on the back porch. I'm gonna do those things, but at the same time, I'm still relaxed. And I'm in my own element. I'm in my skin. And so if you can give yourself permission to do that, that's gonna help you with this point number one.

Tanya Smith [00:14:17]:
It's gonna help you to really feel more comfortable and more confident when you get to the actual act of selling. And selling is sharing. You know how people say sharing is caring? Selling is sharing and sharing is caring. So selling is caring. You care that the people on the other side of that video, if you're doing a live stream or a video podcast, you care that the people on the other side of that are going to experience the transformation that you're promising through the thing that you're selling. I do care. I care about that. It's not just about lining your pockets.

Tanya Smith [00:14:56]:
It's about how can I help and serve? K? So when you're thinking about point number one, which again is that it's about trust building, it's not about performance, I want you to think about the last time you actually put yourself on camera. And I want you to think about how did I treat myself and how did I treat the people on the other side of the camera? Did I treat them like they were buyers? Did I treat myself as though I was someone that was performing for them? Or did I really try to just simply create a line of trust? Because there is a difference. And it's gonna feel different to you as you put yourself in this situation. I promise you. It's much easier when you can just relax and have have the chat. Right? Alright. And and you know what? I think you're making a great point. Let me pop this comment up because I think this is super important.

Tanya Smith [00:15:59]:
Twenty four hour boss says, chips and salsa in Texas is important too. Yes. It is, sir. I'm still gonna fix this. Let me let me do this. I gotta fix these comments so that they can show up a little bit better. So let's do this real fast here. I am not a perfectionist.

Tanya Smith [00:16:19]:
I'm a recovering perfectionist, but I do like for things to be nice. I do. It it's not you know, it's a thing. So I'll pull that up. Let me see if we can get you get your comment there again. Okay. It shows up a little bit better. I'll fix it for the next time.

Tanya Smith [00:16:36]:
But, yes, chips and salsa are important. Tech troublemaker in the house. Good to see you, sir. Love it. Love it. Love it. Okay. So are we ready for point number two? Now that we know that we don't have to be perfect, now that we know we can be authentic and we can have conversations and we can have, you know, the patio talk, Let's go to point number two.

Tanya Smith [00:16:58]:
Point number two is this, lead with value. And I'm gonna talk a little bit about offer based content. K? Now some of you, again, will know what the BOSS formula or system is, but I'm gonna talk a little bit about it. But here's the thing. When you're leading with value, what that means is that you're not coming straight out the gate like, hey, buy my stuff. Right? What this means is that the content that you are creating and I'm gonna give you a really perfect example because this right here, what we're doing in this entire season, is offer based content. I always create offer based content. So check this out for those of you who don't know what the boss system is.

Tanya Smith [00:17:50]:
Let me see if I can pull it up. I I think I have a napkin created with the BOSS system, and I'm just gonna quickly explain what this formula is, what the framework looks like. Okay? And I'll pull it up on screen. Let's see. Yeah. We do have a visual. Let me showcase this for you so that I can explain why offer based content is what's gonna help you with leading with value. Okay? So let's pull this up.

Tanya Smith [00:18:18]:
Okay. I will try to blow this up a little bit more because I hadn't planned on talking about it, but I feel like I probably need to give you a little bit of a a scope of things and help you to understand what we're talking about. So BOSS. The BOSS formula is b o s s. The b is for brand. Okay? So these are the thing this is my primary, my core framework that I teach. Everything that I do stems from the foundations of the BOSS formula. Okay? So BOSS is b for branding.

Tanya Smith [00:18:50]:
K? So as you're creating your video podcast and your other strategies around that for your content, you need to be clear on your brand. We can go all day into that, but I won't for today. But brand has to do with knowing your target audience is, knowing what your message is, knowing who and and when I say target audience, it's market. It's four things. I do need to explain this really fast. Okay? Brand, four things. Your market, so your target audience. Your mastery, so what it is you're an expert at.

Tanya Smith [00:19:29]:
Okay? What's the niche? Your message, so what's the core thing that people walk away from? Anything that you've done knowing. What's the core message? And the fourth one is your method. Like, how do you go about bringing the solution to the problems that they have? So branding yourself is the first. We're not focused on that tonight. We're gonna focus on the o, which is offer based content. This means that you're generating your leads and your clients through your livestream marketing, which I'm gonna explain in just a second. But you're focusing on the offer so that you're working backwards and reverse engineering and creating the content based on what it is you sell. I'm gonna explain the importance of that in just a second.

Tanya Smith [00:20:16]:
The s is for smart systems. So this is where we dive into automation, workflows, AI, those type of things. And the last one is social engagement, which is where we're attracting community and building community through our livestreams, enhancing our brand's impact. So that's the boss formula for those of you who don't know. So when we talk about offer based content, now you know where that comes from. It's the second letter in this framework that I teach. K? Now, here's what's really important when you're talking about offer based content. So I talked about the fact that you're reverse engineering.

Tanya Smith [00:20:53]:
What that means is you're not just, like, randomly creating content just for sake of content. I know. I know. A lot of people do this. Remember, if you have questions, pop those into the chat. A lot of people do this. They will simply just start creating content and they'll just pop it out there and hope and pray that it's gonna work. So the pray and post method is what many people do.

Tanya Smith [00:21:17]:
I don't do that because time is money. And in my world, as someone who runs a business, has a full time corporate position, has family and household, and right now I'm the primary bed breadwinner, thanks to some circumstances that have happened this year as a result of the administration in our wonderful United States. What I found is that to be intentional is to if you're not intentional, you could waste a lot of time. Let me just say it that way. And so here's the thing. When you're creating content, if you don't understand what it is you're about, so if you don't know your brand, and if you don't have any offers to sell, to me that's kind of a waste of time because I don't have anything to point people to. And and I'll tell you, I learned this not because I just do it. I learned it because I made a lot of mistakes in the twenty something years.

Tanya Smith [00:22:22]:
Well, almost twenty years that I've been coaching. And one of the mistakes was this. I used to create content just for sake of creating content because I was like, oh, this is fun and I just wanna create it and I wanna help people, which we do wanna do. But one day somebody approached me and he said, you know, I love what you're putting out there, but I'm just not really sure how I'm supposed to work with you. Like, what else what else you got? Right? How can I work with you? And I went, oh, that's a good point. And then I've told you the story about being asked to do a relationship seminar with this this, workshop that was going on. And I was like, why? You know, only because I've been married for twenty something years. At the time, it was twenty something.

Tanya Smith [00:23:11]:
Now it's thirty. Right? So I've been married for thirty years. Thirty one years in November of this year, y'all. And so she was like, I think you should be a relationship coach. You could you you should come stand on my stage and you should do this, you know, speech or whatever. And I thought, I can't tell other people about this. But I did it because at the time, I was in that mindset of, well, you know, she asked, so I guess I need to do it. And I got on the stage and I talked a little bit about my own relationship.

Tanya Smith [00:23:39]:
I didn't have real tips, really. I gave some tips, but when people were looking for what else I had afterwards, I didn't wanna sell relationship coaching guides or digital products or coaching around that. I didn't wanna talk to people about their relationships. That's not what I wanted to do. So you have to think about the alignment between what you're putting out there in terms of the content and what's the connection to what you're selling and offering people, because it's not just about the sale. Are y'all understanding when I say the underlying theme of this conversation is that I'm trying to help you to think differently? It's not just the sale itself. It's about how am I in the right position to help the right person to transform and change and go from point a to point e because it's solutions that I'm providing them that have value. They have a monetary value.

Tanya Smith [00:24:39]:
There is currency exchange involved because they can see the benefit and the power of what I'm able to help them to do and how I'm help able to help them to move faster from point a to point e. Right? So when you really think about that, what I wanna give you as homework right now is this thought. Because if you haven't thought about it, I want you to think about it now. I want you to think about how can I create offers that matter to the people that I serve? And as I'm creating those offers and I'm assigning them to price points and all of those things, how is my content that I'm putting out into the world, whether it be reels, TikToks, livestreams, video podcasts, whatever I'm putting out into the world, how does it point people back to those things that I offer so that they can expand their time with me and have a transformation? When you think about it that way, that's what I mean when I say lead with value. You hear that a lot. Right? But I'm really trying to break this thing down because I want you to understand leading with value means that you're giving people all I can give you in this this one hour that we're together is a taste of what I know. I can give you a little bitty, it's a smidgen of what I know and how I can help you. But when I share that with you, you get a little idea of, oh, so I can have a bigger transformation because I had this little miniature transformation from the one hour I was on Tanya's livestream.

Tanya Smith [00:26:25]:
So now if I spent time in her eight week program directly getting coaching from her, imagine all the things I can do. You want people to see that and you want them to feel that and to think that way. So when I talk about leading with value and offer based content, look, if you get what I'm saying, if this is connecting with you, put a hashtag no. Put a put a fire emoji into the chat. I just wanna know. I'm gonna kinda scan and see if, is this making sense right now? Because it's bigger than just the sale. It's about how am I creating, how am I positioning myself to be a helper and of service to others in a way where they are going to I'm making a ripple effect. It's not just me that's succeeding, but because I am sharing my knowledge and offering these solutions, it is creating positive energy that is making waves.

Tanya Smith [00:27:29]:
And so the person I'm talking to across the other side of this camera and the people that are in their household and in their community spaces are all being affected because they're doing better. Their life is improving. Right? If you're seeing that let me see a fire hash. Okay. I see a fire emoji. I see several. Yes. Yes.

Tanya Smith [00:27:51]:
Yes. Thank you, Tanya. Thank you, tech troublemaker. Thank you, Yvonne. Yeah. Okay. Alright. Yes.

Tanya Smith [00:28:01]:
Yes. And I love it. So, mister Sparrow, I see you in there. I gotta pop this comment up because this is this is fire right here, what you just said. To answer the why and provide reasons that affects. Yes. Yes. Mindshifter.

Tanya Smith [00:28:19]:
Yes. If we work to serve them, they will serve our wallets. Yes. And not only our our wallets, but our souls, y'all. Like, this is to me, it's it's such a spiritual thing to be able to sell. It really is. It's about it it's it comes from such a deeper place than just here, your mouth. It's coming from in here when you're really passionate about what you can do for others and how you can serve.

Tanya Smith [00:28:51]:
That passion translates into building the trust that we talked about in point number one and also creating the ripple effect. Okay. So offer based content. Now you know what that is. Now you know where it falls into the BOSS formula. Let's go to point number three. Let's see. Point number three.

Tanya Smith [00:29:14]:
Asking doesn't have to be awkward. It doesn't have to be awkward. So when we're thinking about this point, what I think sometimes we worry about is that remember I said the whole salesy thing? We worry about that. We worry that we're coming off too salesy. And I'm gonna say this because I remember the times when I felt really awkward. I remember when someone would tell me, ask for the sale. Ask for the sale. And I was like, oh, okay.

Tanya Smith [00:29:55]:
A little history. So remember how I told you it's been, you know, twenty years I've been coaching, etcetera. Right? So I'm also a corporate analyst and strategist. Right? So when I first moved to Dallas this is so funny. I first moved to Dallas, I was so green y'all. I was young. I had just had my baby, my first born. She wasn't even a good couple months old yet, and I had moved to Dallas.

Tanya Smith [00:30:24]:
And I was waiting on my husband to get here, and it was just it was a crazy time. And I was in the mall, and I was walking through the mall, and I'm pushing this baby carriage. And this woman comes up to me, because I'm in Dallas. Y'all are gonna get this. And she says, oh my god. Your skin is so beautiful. You know what? You should join me for a luncheon about women who are expressing themselves and freedom. And she used all these words, these buzzwords that sounded really good to me because I was like, wow.

Tanya Smith [00:30:55]:
Freedom? The ability to to make choices about my life? I don't have to be you know, have the golden handcuffs at a job in a cubicle? You know, I was all of that. Right? And so what she was introducing me to is to becoming an entrepreneur. Some of you know about Mary Kay. Mary Kay sales. Okay. So I was a Mary Kay salesperson. I became a Mary Kay cosmetics person. Y'all a consultant.

Tanya Smith [00:31:25]:
That is my first introduction to anything entrepreneur. I knew nothing. I was so green, had no clue. Couldn't sell at myself out of a paper bag. I mean, like, I couldn't do anything. I just knew that I was hearing those words about freedom and learning and and I've always been a learner and a trainer and all of that stuff. So it was you know, these things resonated with me. Now, eventually, that wasn't my jam.

Tanya Smith [00:31:52]:
But at the time, I learned so much. I actually became a sales director for those of you who don't know. I learned so much though from my time in that business that I took that with me. And but one of the things that I remember is the fear. Like, the fear, y'all. Like, the the fear of making the first sale. I remember my mentor saying, okay. So I want you to go and approach this woman, and I want you to say these words, and they will give you a script and all of that.

Tanya Smith [00:32:28]:
And I just couldn't it wouldn't come out of my mouth. I just wasn't comfortable with it. I felt like, oh, I'm just gonna she's gonna think I'm gross. Like, she's not gonna wanna talk to me. Right? And eventually, I learned, again, I had to move myself out of the way. It wasn't about me at all. And it that's not the product I sell anymore. Right? But at the time, what I learned is how to move myself out of the way and how to think about the person that I was talking to.

Tanya Smith [00:32:59]:
How to really focus in on them. That was the beginning of my knowledge and understanding and my freedom, my mental freedom that, okay, it's not about me at all. It's really about them. It's how can I help? And that planted the seeds for where I am now. And the more I got comfortable with it and the more I saw it as conversation, the easier it became. But I know. So if you're sitting there, like, saying this this is hard. I can't sell.

Tanya Smith [00:33:32]:
I get it. I do because I've been in your shoes. And it takes practice and it takes time. But when you start to see the things that I'm teaching you tonight, I hope are helping you to really see it differently and to reframe the idea of selling. So it doesn't have to be awkward. It's a natural extension, not a switch in your tone. It's a natural extension of the conversation that you already have been having. You don't have to have a hard pitch.

Tanya Smith [00:34:04]:
Okay? If you can say something like this, if what I'm sharing is hitting home and you're ready to apply this to your business, send me a quick message. I've got something that can help you get your results faster. It's an invitation. It's human, and it works. And so when I'm on live and you if you came onto the heartbeat chat stream earlier, and you can go watch the replay because I did that on Tuesday a couple of days ago, I was selling there. I was selling the heartbeat chat space. Now I sell things that I believe in, that I believe can transform and can have a purpose, an intentional purpose for the people that I'm talking to. That makes it easier too.

Tanya Smith [00:34:56]:
So knowing that heartbeat is an excellent community platform that can help people, when I spoke about it and I walked through the demo and I talked about the pros and the cons, I was honest with people and told them, here's the things I love, here's what I don't love, but here's why I think it has these use cases. And then I shared my link. Some people have a real problem with sharing affiliate links. I I just can't understand it. Maybe I could once upon a time, but now I don't because think about this y'all, even if you don't have a product or an offer of your own to sell yet, if you're sharing other people's products, services, or programs, and you have an affiliate link, that is a win for all three of you. It's a win all the way around. It's a win for you. It's a win for the person that you're talking to and sharing it with.

Tanya Smith [00:35:47]:
And it's a win for the person who actually created it. Who does not want a w? I'm just trying to I'm trying to understand why it's such a problem for people to share affiliate links. I love, love, love seeing the cha ching when I've shared with someone something that I know is going to work for them and for their situation. Because I've tried it myself, and I know I've given them all my honest thoughts about that thing. I'm just I'm trying to help you to think differently, y'all, to apply what I'm saying to what you're doing. This is your opportunity to really reframe the thing you've been thinking about in terms of sales. So I'm gonna give you a three point bonus framework. Before I do that, I'm gonna pull up a couple of comments because I love seeing the comments in the chat, y'all.

Tanya Smith [00:36:46]:
And I love seeing the fire emojis on Substack too. Yes. Doctor Stacy Moore, it was my COVID revenue model. Let me pop this up. Hold on. Yes. Let's see if it'll pop up. Is it gonna pop up for me? Oh, I know why it's not popping up.

Tanya Smith [00:37:05]:
Hold on. It's because I don't have it on. There we go. Yes. Exactly. Being able to show, affiliates. I know, Stacey Moore. Because one of the things you even did, with your GoBrunch platform is to create clickable affiliate links to different types of, products, if I remember correctly, if I'm getting that right.

Tanya Smith [00:37:27]:
Yes. Alright. Let me see what else we got. We've got some comments in here. Seeing lots of fire emojis. Thank you. Thank you. Thank you.

Tanya Smith [00:37:38]:
Thank you. Thank you. I was a Mary Kay rep for a month. True story. Were you? I wouldn't be surprised. There are a lot of men that do very well with that because they're helping women to feel beautiful. Thank you. Thank you for the kind words that this is very rich.

Tanya Smith [00:37:57]:
I appreciate it. This is fire. Thank you, y'all. Okay. Good. So that's telling me this is resonating with you. So let me give you your bonus. Here's a bonus tip.

Tanya Smith [00:38:07]:
K? Because, you know, this is a long way to say a couple of things I'm about to say in three parts. K? If you're selling. And again, I can share if you've got questions, pop them in the chat. If there's questions about anything that we're talking about tonight, anything related to selling, live streaming, etcetera, pop that into the chat. Okay? John Lacy said, are there tech troublemaker makeup tutorials out there? John, you know, I have missed seeing you and talking to you, sir. We have to connect. Okay. Let me, pull this up.

Tanya Smith [00:38:46]:
Here's my selling tips for you. Okay. So three tips. If you wanna connect with your audience and sell, here's three parts to the livestream selling process, hook, help, and hint. So the hook is where you're identifying a problem that your audience is facing. Right? The help is teaching one or more valuable steps or shifts, and then the hint is to introduce how your offer helps implement that shift fully. How was your offer helping to implement the shift? K? I guess I could give a slight example. Let me think about this.

Tanya Smith [00:39:33]:
Yeah. I mean, everything I'm talking to you about tonight, I know one of the problems is that people have trouble with selling, with voicing, talking about their product, program, service when it comes to their stream because they're not really sure how to do it. They're not sure where in the conversation to do it. Right? And so what I might do with that particular formula I just shared with you is I might say, I'm teaching you this step. Actually, let me give you one that's better. I'm gonna give you one that's different from tonight. K? The guest interviews. So I did a I did a podcast slash livestream several weeks back about guest interviews.

Tanya Smith [00:40:16]:
Here's one of the reasons why this one was so important. Because I have been getting a lot of questions from folks about how is it that you do your guest interviews, what's your workflow, just give me tips on how I can make this a little bit more smooth because it's really complicated. That's what I was hearing from folks in my communities. So I said, okay. I'm gonna create a live stream. We're gonna talk about that and then what I'm going to promote. So the hook was identifying the problem. The problem was guest interview flows were too complicated.

Tanya Smith [00:40:51]:
The help was that I taught one specific theme around how to actually set up the workflow. I talked about the way to set it up prior to going live with your guest. The hint or the offer was that I gave people an opportunity to be able to set up a discovery call with me. And if they set up that discovery call, then they can get access to my full out program, right, that's related to setting up your livestream interview process. So for instance, right now, I have an eight week long program that's building out in a full blown livestream slash video podcast, whichever one you wanna go, the route will be the same at the way I teach it. And for that eight weeks, we're gonna cover a number of different things. And so so I don't have it ready yet, so don't ask. It's coming.

Tanya Smith [00:41:46]:
But I'm putting together a wet wait list right now. So not next week, but the week after, you should be able to get access to that wait list. And so everything that we've been doing for this season, for season seven, is leading people to that wait list so that they'll be able to then take advantage of joining the program and learning more and going deeper into the stuff that we're talking about in these streams. Do you get what I'm saying? So it's offer based content that I've been reverse engineering. I'm preparing to put the actual sale out there, but what I'm gonna do differently this time is I'm actually putting a wait list, so I'm pre selling. Before I create all of the create, like, one or two weeks first, and I'm gonna presale this thing. But everything I'm sharing with you with these season seven episodes, the first three or four, is building foundation to help then deliver the hint. Another thing I'm doing tonight, and I just started this today.

Tanya Smith [00:42:56]:
I've decided as a result of some conversations I've been having in a particular group that I'm a part of with my own mentor, my Substack mentor is Anna. And Anna has taught me that there are more than there's more than just a singular way to actually sell and promote on Substack. And so I said, okay. Fine. I'm gonna open myself up to this idea and try this thing. And so what we've done is we've created a paid subscription that allows people to access the chat. So here's what I decided to do to put my toe in the water with this. If you're a paid subscriber on my Substack account so I'm I'm sharing this behind the scenes so that you can think of your own ideas that might work for you.

Tanya Smith [00:43:45]:
If you become a paid subscriber starting, like, effective a few hours ago, what I'm gonna do after my livestream every week is I'm going to upload a special template checklist worksheet, something that will help you to implement and take action on what I taught. And that will be available to people in the chat. Right? So just by nature of me creating these, I'm creating different pathways for people to be able to purchase. Purchase. What? Yes. So think of multiple ways. You it doesn't just have to be your big ticket sales process. It could also be little ways that you're helping people.

Tanya Smith [00:44:31]:
Right? And that you're also generating revenue for your business so that you can sustain your household and your family. And in these times, y'all, we have to think of ways to do that. I am dead center in the middle of that right now. So I get it. But not out of a sense of desperation. It's out of a sense of I'm being strategic and I'm building and I'm working on delivering what I know and what I've been sharing and making sure I assign it a value. This is the way you have to think about what you're delivering because what you're sharing is a value, y'all. You don't have to give everything away for free.

Tanya Smith [00:45:13]:
I give away a lot of stuff for free on these chats, these live streams. I do. And I enjoy it. But there are also things that are behind a paywall. So think about that. How are you charging? People say charge what you're worth. Right? How are you charging for the transformation that you're able to deliver to people? Okay. So we need to do a recap.

Tanya Smith [00:45:39]:
But before I do that, let me get I'm gonna go in here and check and see if there's questions. You have any questions at all. They can be of a technical nature. If you wanna ask me something about Amazon live streaming, if you wanna ask me about, selling with affiliate links, any of that kind of stuff, put it into the chat because I'm checking. Yes. Twenty four hour boss said, presale genius. Yes. Because I was like, oh, that's eight weeks.

Tanya Smith [00:46:07]:
That's a whole program that I'm recreating. I'm like redoing something that I previously had that was a different type of program. Initially, I had like three or four different ones that I had in mind and that I was selling and I thought, why can't I do an eight week transformation for people? Why can't I put these things, these frameworks into that eight weeks and be strategic about putting together implementation process and worksheets and on demand course, plus the live portion and creating the experience? Why can't I do that? And so I decided to do that. But before I put all the work that's gonna go into that, I got the outline, I know the structure, I know what I wanna put into it, but I also need to listen to what my audience is saying resonates with them. Because sometimes what we do is we put a whole lot of time and energy into something that we think is great, but our target audience is like, I don't need that. And so now you just wasted a bunch of time. So that's the purpose of the presale. Hey.

Tanya Smith [00:47:16]:
Okay. Let me see what we got. She said amen, Radiant by Retilia. Okay. Let me see. Let me pop this up because this is a good comment too from John Lacey. I don't really use it, but Restream Studio has all those epic shopping features. Yes, sir.

Tanya Smith [00:47:38]:
So when I do my Amazon selling, right, when I do a Saturday QR codes. And, by the way, there's two different things. So I use Ecamm. Like, right now, what I'm live streaming from is something called Ecamm Live, which is amazing. It's my favorite. And when I'm using Ecamm Live to sell, then what I do is I go and create a QR code using Canva, and I pull that in as an image. So I will have the sale, the QR code up. I might even have an example of one.

Tanya Smith [00:48:16]:
But with Restream, it can connect directly to your Amazon shopping cart or your store rather and start pulling in different devices, gear, books, whatever it is you have in your store, it can pull those in and share the image plus the QR code plus the title and even a little bit of a description. So you have all of those features available to you and Restream is excellent for you to be able to do that. Another tool that will allow you to share QR code directly is called BeLive. Although I haven't used BeLive in a long time, if anybody ever wants a demo of that, maybe we'll make that one of our livestream summer school classes. So let me say this because I didn't say this earlier, but one of the things that I had fun doing a couple years ago is something called livestream summer school. And so I am debating about the dates right now because this is the year where I have to get my child out into the world because she is getting ready for college searches and tours. So I have to figure out when the timing will be right, but I'd love to do at least a three day livestream summer school where where we teach about platforms, devices. So the sales stuff, we can go a little deeper into the tactical stuff in that livestream summer school.

Tanya Smith [00:49:37]:
So if that's of interest to you, let me know, and, I will find us some dates for that. The Jen Hardy show is in the house. What's up? I love it. Is cast a wait. Hold up. I gotta put this in here. Casta Ed Cristone, you are late, OG, but you're here. So I love it.

Tanya Smith [00:49:59]:
I love that you're here. Let's see. Yeah. At the end of the day, QR codes are simply just images so you can bring it into your software as an overlay. Exactly. Now John Lacy is a genius at OBS. So for those of you who are using the free OBS platform, definitely follow his channel to get more information and details about that. Let's see.

Tanya Smith [00:50:21]:
Question. Okay. Good. I'm getting questions. How do you get to sell on Amazon live? Maybe this is off topic, but there are there certain metrics? So you do need to apply twenty four hour boss. Now I haven't lately looked at the criteria or the specifics as to what they are requiring, but I will find I'll find a page and put that link into the description here to make sure that you have an answer on that. But yeah, because I've been approved for a while, and I haven't taken a look recently. If anybody in the chat knows recent or current criteria, can you let us know so that twenty four hour boss will know the answer to this question? It's not off topic because it's definitely about selling.

Tanya Smith [00:51:02]:
Right? And you do need to here's what I will say is you wanna have some presence because they are gonna ask you, for instance, about different links and things that you have available. They're gonna wanna take a look at what your current brand presence is. So you wanna have some things that you're ready to share inside of the application. You do have to be approved in order to go live. And there are some definite there's some technical things that you'll want to know about going live through Amazon. Again, lots of videos out on YouTube about that twenty four hour boss, but, yeah, it can it's workable. It's doable, but definitely be thinking about your brand presence. John Lacey, is it nearly summer in The US? Yeah.

Tanya Smith [00:51:45]:
But it's been crazy. The up and down weather has been nuts. It's been stormy, which I don't love. So that part is not fun. And yet you're exactly right, Chris Stone. Better late than never. I love having you here. I do.

Tanya Smith [00:52:07]:
And doctor Stacy Moore, I think you are actually responding to something I said, and I'm just late to getting to your comment. But I see you said, yes, ma'am. Yeah. I was right about what you were selling and promoting through your GoBunch using the affiliate links. Yeah. So there's a number of different ways y'all that you can actually sell, and it doesn't necessarily have to be some some formal way. You don't have to have and we need to do another video about this, but I do have one in my playlist y'all about the idea that you don't have to wait until you have 10,000 followers and have, you know, all of these different criteria met. You can sell before that because all you need to do is open your mouth and you have an open store.

Tanya Smith [00:52:50]:
That's something I learned a long time ago from my Mary Kay time. Open mouth, open store, closed mouth, closed store. That was the that was the phrase. Right? So, literally, if you have something that you wanna promote, get on your live stream and talk about it. Now do the things that I talked about tonight about leading with value and all of that stuff, yeah, you wanna think about that. Right? But open your mouth and talk about it. Share other if you don't have your own products, your own store, your own stuff yet, your own merchandise, like I have two merchandise stores. I have one for Stream Bosses Academy members and I have one that's just Stream Like a Boss.

Tanya Smith [00:53:31]:
Look, if I don't talk about it, people don't know that it's there. But it's there, and I could sell it, and I don't have to wait for someone to monetize me. You can monetize yourself right now by simply opening your mouth and talking about the things. Okay. And tying them back to the value and the transformation. Right? Yes. I love this comment. Let me pop this up.

Tanya Smith [00:53:59]:
Jen Hardy, who is a genius. I'm gonna tell you, she's a YouTube genius. She's a genius in anything she opens her mouth to talk about. Start selling early. That way your audience is used to it as you grow, and it makes everything so much more comfortable. Ask me how I know. I know how you know. Monetize yourself exactly.

Tanya Smith [00:54:23]:
Let's pop the gold up, y'all. It is gold. It is gold. Okay. Let me see. John has a question. Is your Amazon live stuff vertical or horizontal? I haven't really spent time. Mine is horizontal because of the way that it displays on screen on Amazon on the store.

Tanya Smith [00:54:43]:
Typically, I will do horizontal. I haven't seen many verticals except for people who are doing, like, short reviews of certain products and things. Right, John? So so typically, when I do a live stream, I will do it horizontal. Now I will tell you that the app, because you have to use a app that's on your mobile device on your phone, in order to broadcast live, you use the Amazon Live app once you've been approved. It will give you the option to do vertical or horizontal. I like the horizontal personally probably because I'm old school. I know that vertical gets a lot of views. I get it.

Tanya Smith [00:55:23]:
But I like the horizontal for more than just one reason. Not just because I'm old school, but also because it gives me a little bit more real estate to play with, especially because I'm usually showcasing some type of video gear or something that's gonna take up space where I can do, like, demos and things like that, which you can do on vertical. Sure. But I just find that it it's to me, I like the ability to have that extra space, that room. But, yeah, try it. Definitely try it. And I will see if I can find let me see real fast if I can find the link to apply for Amazon, Amazon influencer program. Okay.

Tanya Smith [00:56:07]:
Here's a link y'all. I'm gonna pop it up for you right now so that you can see it. Okay? We'll put it in the screen share. So for those of you who are interested, here's where you're gonna find information about it. It's affiliate-program.amazon.com. K? Let me see if I can type this in really quickly and, help you with that. Let's see. I'm gonna put it in here, and I'm gonna pop it up on screen so that you can see it.

Tanya Smith [00:56:41]:
Let's pop that up there, and we need to move this. Come on, Tanya. Make it work. Okay. I need to change screens. I'm gonna do it this way. There you go. Boom.

Tanya Smith [00:56:57]:
K? That's the link. So twenty four hour boss, take a peek over there and you'll find more information about how to apply if you're interested in applying. And my girl, Stephanie Garcia, has an amazing book that talks about micro influencers and micro influencer marketing that you will wanna check out because she really goes deep into, your ability to sell even if you're if you're a micro, meaning that you don't have hundreds of thousands and 10,000 and all of that stuff in terms of followers and subscribers, but you're a smaller influencer like I am, it's an excellent book that speaks to how to leverage yourself as a micro influencer and sell. So that would be one I would highly recommend. If I had to link a a QR code up, I would share it with you right now. But I don't have it ready. So okay, y'all. I don't see any more questions, so I think I'm gonna go ahead and get ready to wrap.

Tanya Smith [00:57:57]:
Let's do our our sixty second wrap up. Can we do that? Okay. Let me get my notes real quick here, and we're gonna do the wrap up. Alright. And if you haven't already liked, followed, subscribed, shared with a friend, you know all the things. Don't forget to do that before we go. Alright. Let's do this.

Tanya Smith [00:58:22]:
Okay. So here's our third our sixty second recap. Livestream sell when you lead with trust, not performance. So keep in mind that it's all about you creating this environment of trust and not worrying so much about whether or not you're performing well. It's about how are you being authentic and real and genuine in helping people to know, like, and trust you so that they feel confident about buying from you. Second point we talked about is offer based content. When you are delivering your content and you reverse engineering the content that you're sharing based on offers that you have and that are ready to promote, that's gonna reduce friction. It's gonna make the pitch a lot more natural.

Tanya Smith [00:59:13]:
It's a part of the it's an extension of your natural conversation. Right? In the content that you're delivering, the conversation that you're having on your live stream, on your video podcast. The offer and making the offer becomes a natural extension of that. The third thing we talked about is that your presence is the point. Polish is optional. You don't necessarily have to be worried about feeling awkward. Right? You don't have to worry about that because just showing up and being there and being in the moment and delivering people, you know, delivering to the people that you're talking to the value that you know you can only do yourself because you are uniquely you and gifted and experienced and talented in a way that no one else is. When you're uniquely yourself, it's not gonna be awkward because it's just you sharing as a natural extension of the conversation as we said previously.

Tanya Smith [01:00:10]:
Right? So I wanna thank you for hanging out with me. I'm gonna remind you again of the three h's that we talked about, what we did right here, hook, help, and hint. Identify the problem, teach about it, then introduce your offer. And I'm gonna remind you also to make sure that you follow, like, and subscribe to this video. I may or may not be here next week. We do have a funeral to attend for my grandmother, my my husband's grandmother. So my kid's great grandmother. Beautiful soul.

Tanya Smith [01:00:50]:
And so I will possibly be doing some things to prep for that. But if not, if I have the ability to be here on Thursday, I will. So more to come. If not next week, then it'll be the week after. But I'll keep you updated, of course. Make sure if you're not already subscribed on my email list, this is my my main email list is right here, but you can also find me over on Substack y'all. K? Absolutely. I am doing my best to look after myself.

Tanya Smith [01:01:23]:
Thank you for the kind words, John. I appreciate you so much as always. Don't forget that yourselves are just a conversation. It's just an extension of the conversation you're already having with people in the chat. That's all it is. And if I can help you in some way, reach out, set a time, book a call, and let's talk. Let's talk about your business. Alrighty, folks.

Tanya Smith [01:01:52]:
Take care of yourselves, and I will see you next time in the stream.