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The Art of Selling with Kendrick Shope
Interview with Kendrick Shope
Welcome everybody.I am really, really excited because I have a very special guest today.Well, they're all special and unique in their own ways.But particularly excited to have Kendrick Shope today with us.She's the creator of Authentic Selling,
where she empowers women to make millions without sacrificing their integrity.She also hosts her own radio show, her own podcast show.Is in development with 2 marketing media for her own reality TV show, and she's finalizing a deal on her first book,
Sell Like a Woman.
Today Kendrick runs an online sales school where she teaches women how to create massive success using the Authentic Selling System.So welcome
Kendrick.Thank you so much for having me.Bonjour?
I'm so excited to have you here and I can't wait for you to share your experience as an entrepreneur and as you know,
the reason I contacted you is because I am looking to inspire people and show them that we can create a business around our lifestyle.It doesn't have to be overwhelming and we can fit family and business.Those can work very well together.
And I've been following you for a while now you know, we are in the same network, and it's gonna be interesting for me to learn as well.You know how you got to where you are and do you have tips for people to help them on their journey.Okay?
Ask me anything.I'm an open book.Oh, so let's go right with the first question which is, how did you become this entrepreneur that you are today? Has it always been in you
or has it been a work in progress? It's still a work in progress.If I'm honest there are still days when I say, "You know what? I think I'm just going to quit." As much as I love it,
there are times when I think this is just incredibly hard and there are other times when it's incredibly fulfilling and easy, but I wish I could tell you that it was just a straight line and I knew what I was doing the whole time, but I didn't.
I had no idea.I stumbled my way into this, um and really, I worked in corporate America for nearly two decades, almost two decades, before I even decided to start my own business.So I got lots of experience
at other places and just sort of stumbled my way into this.I had no idea what I was doing.OK.So did you actually transition from cooperate to business for that lifestyle or was it just an opportunity?
Like for some people they get laid off.
It was for the lifestyle.So after I had my daughter, she was about two years old and I was rocking her to sleep one night, and I tell her every night I still do.She's nine
and I tell her everyday you could be anything you want to be in this world, all you have to do is believe.And I'm rocking her and I'm thinking, Oh my God, she's going to grow up one day and she's going to see that mommy didn't follow her dreams.
Mommy's making a paycheck.And while that paycheck allows us to do a lot of fun things, what's all this stuff about you can be anything you want to.
So I remember I put her in the crib, we had double doors in our bedroom and I just went charging through our bedroom doors and said
to my husband, "I am living a lie.I am on a mission to figure out what I meant to do in this world." And my husband's pretty used to me being dramatic.He didn't even look up and I said,
"No, no, no, no, no.You pay attention to this moment because our lives are about to change." And so from there, I mean, I was a seeker.I hired a life coach.I went to Martha Beck
life coaching school.I thought I wanted to be a life coach, so, yeah.I mean, it was just one, saying yes to the next thing every time the opportunity presented itself.And it finally,
you know, I don't know.24 months later led me to create Authentic Selling and to make this business what it you know, the beginnings of what it is today.Yeah,
so I think that that's really an important thing is that the people I'm talking to that have managed to build you know, this life, even though I know it's a work in progress, it's still for us,
right? All the time, there are always new challenges.It's that it's never right now.The business we have, it's never what really motivated us at the very beginning.
Things change.So it's not like you have to wait until you get a great idea
and that's what's going to stick.Because no, you just have to experiment right?
And be open to opportunities like you said.Being open to opportunities and to try things.But really try.
Like give it a real try
right? Yeah, people say all the time, I hear people say all the time, you know, "I'm tired of just throwing spaghetti at the wall and seeing what sticks." And while I understand that frustration,
that's what running your own business is.It's a little bit of throwing spaghetti at the wall.You know, it's well cooked spaghetti, you know, it's well thought out, uh,
ideas that you've given your best go but you throw and you see what sticks.
And you can't know until you take action.My friend, a wise, wise woman, Jenny Shih, who's a friend and a colleagues says, "Clarity comes from taking action."
And I believe that to be true so much.I've seen it over and over and over in my life.But what I want to do when I'm confused, is I want to just sit and do nothing and that makes it worse.
So I mean, that's exactly what most people do like when they are not sure right?
It's this fear of what should I do? I think… I don't know if you notice that, but I'm noticing that more and more people start sharing their failures right?
Because people are understanding that people need to know that it's not all, you know, cupcakes and rainbows and unicorns.It's not.Sometimes it is.When it is,
it's great.But there are a lot of lows as well.You know? At every stage of business we have our doubts, we have our failure.Sometimes they cost a lot of money.
Sometimes, you know,
they cost like relationships, sometimes you know it's, we all do at different levels and I'm seeing this trend when people start sharing this.I just wish and I don't know if that's possible, that people will start sharing as it's happening.
Because they usually start when they've got over the bump and they say,
"Well, you know what? It was really tough." Blah blah, blah, blah, blah, blah.But I've seen a couple of people that start sharing say, "You know what? I'm having a low right now because I did this launch and I did this big launch and everybody expected I was going to do six figure again and guess what?
It flopped.So now I'm trying to go back and, you know, realized trying to figure out what happened." And I think people can learn sometimes so much more from these failures than from actual people saying, "Whoa,
you know, I managed to build my list and I managed to do this launch."
And we say, "Wow, it's so great and inspiring but that's not where I am at.
How do I identify with that? " Yeah,
I agree completely.And I've said for years, there needs to be more transparency in the industry.It's where Authentic Selling, that's where the authentic piece came from.But I remember about six years ago, I was at an event where Marie Forleo was the headliner.
And she did this thing where she mapped out her business trajectory.And at one point she even moved back in with her parents.
And I felt so validated in that moment.
Because you know,
you see Marie and she makes multi million dollars on B-school launch and she's sort of the you know, she paved the way for a lot of us.So no, it wasn't happy that things were so hard she had to move back in with her parents, but it validated all the struggle that I was going through.
You know, I wished I had known that earlier to know that this is still possible, but you've got to go through these failures and this lows to get there.And I wish that more people share that as well.
Yeah, and I think it's also out of the mind set, you know? That people don't necessarily have is that, we're comparing ourselves to others and like, Well, she did it in this amount of time.
Why can't I do it? Right? So first there is like taking action, taking the right action, being focused and consistent.But there is also you know, the network, the people you're surrounded with.
You know, a lot of people say, "Well, you know, I don't need a coach."
Blah blah blah.
It's not about you know putting labels on people but being surrounded by other people that are just like you and that are motivating you.You know,
like cheering you up but also lifting you up when things don't go well, that's critical.So I think that this, like, you know, the sales school that you have, you know,
which is you know, this community off people that really get each other because we sometimes don't have the support of our families and friends who don't understand what the heck were doing at home, right?
Yeah, It's critical.It's like you have to.This is… even if you feel you don't need to, this is going to be an accelerator for you.I agree 100% and I will tell you that you know,
people sometimes talk about it can get lonely, you know, doing this job, especially when your whole support system, friends and family don't get it.And I can tell you some of my biggest opportunities have come through the people that I met in classes.You know?
Have come through the people that I met in Masterminds.
As a matter of fact, Authentic Selling was born from a Mastermind that I was in.It was somebody else's idea and she said, "It's yours.
Go run with it.
This is what you're meant to do." I'm not sure I would have figured it out if it hadn't been for Jenny Shih.So it's all about, um, it's very important to have a sense of community.To
check in with people weekly.
Uh, maybe bi weekly and see what's going on.This is where I'm stuck.You know? There are times when I text my business friends and say, "Oh,
my gosh, I'm just having a really crappy day." You know? And I don't want to be coached and I don't want solutions.I just need to be honest and say I'm having a really crappy day.
And it's nice to have somebody who gets that because the online world is its own space.
And as much as my husband tries, he doesn't get it.And my daughter doesn't get it, so I agree.It's very important.Absolutely, and I think and it's totally you know,
in your brand being authentic.It's, I think, what is also going to get you there.
Because I remember this person posting and I think she was posting in B-school actually.And what she said,
"Well, people say I have to be authentic and have to be myself.But how do I do that? " And I replied to her and said."Well, that's the easiest thing in the world.Just don't overthink it.
Just be yourself and then just share the truth.Like if you don't want to wear makeup, you don't wear make up.You know, if you don't want to do videos, you don't videos.
Do you know, whatever, you know you feel like doing.Just be yourself and you're going to attract the people your meant to attract." Right? Yeah, We spend so much time worrying about pushing people away, and how do we attract
the people were meant to attract.And really, it's not worrying about it.It's showing up.It's speaking your truth.It's honoring your message and you will repel people.And that's exactly what you have to
You repel the wrong people.
Exactly.So let's talk a bit about the sale school that you have in your Authentic Selling Method.What would you advise somebody that is either I mean,
a lot of people that I, you know, interact with are sometimes coaches that have you know, one on one at work, and they are on this feast and famine cycle and looking to have a more steady stream of income without you know,
feeling like they have to get more clients or work more things like that.What's your advice for these people in how to go from having clients starting to make money to build a business with authenticity and around your lifestyle? Well,
I think the first thing you have to do is if you're in this feast or famine mode, it means you're doing some things right because you're having success.You're having some successful times, months,
I think the thing to do is really break down and say what's creating those times where the success is coming from? The other thing is, and this is something that people miss so often is you need to apply selling,
and it shouldn't feel gross.But you need to apply selling into every part of your business.
You need to consider selling for on your opt in.You need to consider does it sell?
Does it have a strong call to action? It's not just about, you know so often, I see a lot of new entrepreneurs put on the website like for updates click here or get our newsletter.No,
you have to sell me on it.Why do I want your newsletter? I get, you know, 125 emails a day.Why do I want to read yours? And so selling really incorporates into every part of your business.From your opt in, to your email subjects, to the way that you write your emails.
And most people just think of selling as you know, that call to action.But it's not in order when you see people go from feast or famine to really, you know, having a waiting list and having a really solid business with predictable income,
they have realized that selling incorporates into everything you do.It is about yes, showing up authentically but is about having a plan.And it is about constantly being out and engaging with your customers so that they know who to hire.If they don't know you,
they can't hire you.Absolutely.Yes.So I mean, like you mentioned, you know, consistently.Consistency is also I think the key.
Right? In you know, writing a stable business.
That's one of the thing with feast and famine we start getting some clients, so we're busy with clients, and we don't work on the business, right? Yeah.Then there is a dud.
I mean, I've done that when I was building websites.Uh, that's what I was doing, you know? You get like 3 4 clients and suddenly you feel like you're really busy.It's happening.
And then the next month, you're like, "I haven't talked to anybody.I haven't engagement with anybody.What do I do? "
Right? But the good news is, the fix for that is it's just a scheduling issue.So if you're you know,
you can sit down and figure out this is how much time in a week that I have available, right? Whether it's 20 hours or five hours.Okay? Well you know that you're going to have to work on your business part of that time.So you know,
you have to work on getting the next group of clients in.You have to work on marketing and selling.And so you factor that into your weekly plan.You factor that into your monthly plan.And then you only have room for X number of clients.
You know, maybe instead of maxing yourself with 10 clients, you take nine clients.And in that time that you would have spent with your ninth client, you are marketing and selling.So it's just a scheduling issue,
and it's super easy to fit.Absolutely.I mean, I love that.And I think that one of the problems that people are facing is when again, we're coming back to having a network and a group of people that understand where you are is to really stick with one idea.Because when you start asking for people like what should I do?
You're going to get 10 different things.Oh, you should do this.You should do that.You should do a challenge.You should do webinars.You should do this, you know?
And that's when it can get overwhelming.So I think it's having a plan, but it's also saying, "That's what I'm going to stick to." Do less things, but do them at the end.
I mean we are great starters, we are terrible
finishers.Right? We are terrible finishers.And you can see that the people that are succeeding are the people that follow through all the way, even in the hard times.You know,
when it's tough, when you don't feel like doing it, and then you just, you know, stick with it and that's you know where you basically will get the result.Absolutely.
Awesome.So can we talk a bit about the actual method? The Authentic Selling Method.Can you I mean, I guess you kind of talked a little bit about it, but can you share
you know how you came up with that method? Is that from like your own experience of what you've gone through?
Trial and errors?
Is that… I think you mentioned Jenny Shih which I know as well because
you know, she introduced us.Uh, how did that come out? Yeah.So my you know, I referenced my corporate career.So I was in pharmaceutical.I was a pharmaceutical sales…Well,
I sold for three Fortune 500 companies for about two decades, and I was a top performing sales rep there.So a lot of the sales strategies came from, I graduated from two sales school.So came from what I learned there in the corporate world.
But what happened was I knew that those strategies would not translate in the online world because they're far too aggressive and the online world isn't it…We're just not ready for those aggressive,
cut throat things that make you feel gross.And I didn't want to do that either.The way Authentic Selling was created basically was Jenny and I were in a Mastermind together, we weren't really….
We were acquaintances,
but we weren't…Now we're really close, but we weren't super close.
And she posted in a Facebook group that I was in, "I think I could use some help with selling.You know,
my consults are going okay, but I could use a little help.Can anybody help me? " And I said, "Look, I sold, you know, a product for two decades.I might be able to help you.I'm more than happy to hop on the phone."
And 90 minutes later,
Jenny said, "My dear, this is what you're meant to do." And I said, "I have no idea what I did.I don't know what you're talking about.Like I don't know what you mean." And she said,
"This is it, this process." And so from there I sat down and wrote out the process.I was like, "OK, well, if I was going to break this down…If I was going make it teachable, what would it be? "
Really there are few foundations that Authentic Selling was created on.You know, one of those is do the common things uncommonly well.So just like you said, you said,
you know, it's about consistency.And it's not about doing everything, it's about doing the right things that work for you.What works for you might not work for me and doing that consistently.
Doing the common things uncommonly well.That was foundation number one.
Foundation number two was consistency.Which we've talked about here, right? So the reason consistency is so important is because the number one reason people don't buy from you, me, Best Buy, Apple, Samsung, whoever is because we don't trust but that service of the product is going to do everything that it claims.
And you can say, "No, no, no, no.My people don't buy because they say they can't afford it." Baloney, Of course, that's what they say.It's not true.It's never about money.It's not.
It's not about prices, about love.So consistency is one of the ways to gain your buyers trust.If they know you're going to show up in their in box on Tuesdays at 10 o'clock, if they know you're going do Facebook live at this time,
if they know you're going to show up, you know during the bad times and be honest with them
This is hard.They're going to be more likely to trust you then the more likely to trust you, they're more likely to buy from you.
And then another big foundation of Authentic Selling was if you fill the ick, the gross, the sleaze, that if it just feels constricted to you, find a better way.You're not going to sell anybody
by engaging in an activity that makes you want to crawl in a hole or vomit, you know?
Too many of us have been told you've got to do this, this, this and this to succeed.But that makes us want to scream.
And so Authentic Selling gives you the permission to say no, that doesn't work for me.I'm going to find a better way.And so that's kind of how Authentic Selling was created.I helped Jenny Shih.
She said, "This is what you need to do."
Said, "I don't know what I did." She sort of help me pull it out.And then I sat down and I built the foundation of what Authentic Selling would become.Okay,
great.So, I mean, basically, what you're saying is like and I think that can be really useful for people is that you took some expertise that you had right from your past corporate job and thanks to Jenny and thanks to this Mastermind,
you got this idea of how can I turn this into an actual business? So using your expertise, you know, which is something that we, you know, when we build membership sites and online platforms for our clients, that's what you know they're trying to do is to take this expertise and then put it in a form where they can reach our many,
many more people, then want just one on one client.So that's another way.So I think that's
That's a great.
That's a great way to I mean generated this idea from
you know, somebody that is actually good at and that you could teach to people.Yeah.And I think you know, I had read all these books, Go ahead.I'm sorry.No go ahead, go ahead.
I had read all these books that when I was trying to figure it out, like what do people naturally ask you what are you good at? What do people thank you for? Like,
I don't know.They ask me what shoes to wear with those pants.Like, I don't know how to build a business around that.
I have no expertise in fashion as much as I love it.And so it was really about just saying yes and showing up for an opportunity that I was able to see
oh, this is your expertise that you have to share and it's gonna open up all the doors that you want for your life and your business.Yeah, well, you know, it's funny because the exact same thing happened to us.
I mean in terms of our business that we are doing today.So we were in the corporate world.We were in California, San Francisco.Ah, big pharmaceutical company as well.Biotech company as well.
We moved back to France in 2005 to start our own business, and we wanted to deal software, right? Because that's you know what we knew how to do.And we, we didn't interact with anybody.
Well, of course, being in France was you know, pretty hard I mean, pretty harder than being in the US.But it's only when we decided to get help and get surrounded by people that are in the online space, that they actually told us, "Well,
you want to work on the online space, why don't you build websites?
Have you built website before? " Yeah.Have you built membership before? Yeah.But then that's what you need to do or teach because that's your expertise
and that's how you going to match your expertise to a need to something that people are willing to pay for.And we were like, "Why didn't we think about that? "
And that's Yeah.
That's why you need that network, you need to share your story, your experience with people.You need to, you know, to talk to these people because we are blind to our own things.Like you said,
you would have never thought of because to you, it's in you, it's part of you.and it's not like something that you feel people absolutely don't know or feel that they need to know.
But for some people, I mean selling, it's what most of us except for people that are experts at it, most of us you know, we kind of suck it.I mean, that's not our thing right? We don't want to be
salesy, we don't…So
yeah, and there is a lot of mindset issue around that.So the need is huge for this.But it's interesting that for you, because that's your thing you didn't see it until
actually, somebody told you so.Yeah.Yeah, I agree.100%.You're exactly right.So, yeah, I mean, so the importance of having that network, and even if you feel you don't need a coach, it's not about getting a coach.
It's about getting with other people that are where you are because they're going to help you get to the next level and you're going to get to the next level together.So absolutely,
I agree 100% and nobody's going to do it on their own, not one person.There's never going to be an example of somebody who did this on their own.Yes, it's just not going to happen.Exactly.
We all have some blocks.
For some people it's right at the beginning from getting the idea.And for some people it's asking for the money.They got the idea.They got everything, they talk to people, asking for the money.
I had somebody like that in my mastermind.Like she just couldn't ask for money.It was the money thing.
She was willing to help.She was super helpful, but asking for the sale, the actual money for this transaction
was super hard for her.So Yeah, Yeah, I get it.It makes perfect sense.Yeah, Awesome.So, can you share Kendrick how people can find out more about you? I think you have also freebie that people can download at kendrickshope.com?
Is that where it is? Yeah.Yeah.So 10 ways to double your sales in six months or less.And they're super easy.Super actionable.Not gross.Really easy sales tips.But they work.
And so you can find that at kendrickshope.com.And there's also on the…
There's a resource selection called Sell Like a Woman and there's a podcast and a TV show and we give away great tips every week, like my goal and we put out content is one tangible tip through every communication that we do that moves the needle forward on people's business.
Because if we're not doing that was the point.We're just adding to the noise.Absolutely.Awesome, I love it.So I will be posting this links below the video so that people can get access to it.Thank you.
Thank you so much for being here today Kendrick.
It was really great to finally talking to you and hear about your story and the method because I knew about the name, just didn't know about the inside of it and I love it.
I think this is so needed so I'm glad you're doing this.Merci beaucoup.Thank you so very much for having me.
It's an honor.And uh, yeah, uh, I can't say enough, so thank you very much.
Thank you so much.Bye bye.Bye.
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