How a services guide will attract clients, with Kendall Cherry

Rachel Smith: Hello and welcome to The Content Byte, a podcast for freelancers who use their words to make money. I’m Rachel Smith, a freelance journalist, copywriter, and content producer. I’m also the founder of Rachel’s List, a jobs board and community for Australian writers and other creatives. 

Lynne Testoni: I’m Lynne Testoni! I’m a journalist and content writer as well. Rachel and I are your weekly co-hosts, and every week we bring you all kinds of tips, tricks, and some fabulous guests to help you make the most of your freelance business.

Rachel: Lynne, I’m interested to know; do you have any services guide or price list that you give your potential clients? 

Lynne: No, not really. Actually, I could see the appeal given freelancers often reinvent the wheel with each client. I do have a standard proposal that I send out, and I guess in my head I’ve got standard prices, but it’s a bit different.

Rachel: Well, I’ve just created a services and pricing guide for my freelance business. We were just talking about that off-air, but it was inspired by our guest today, Kendall Cherry, who crossed my radar when I was listening to her on the Beyond Margins podcast. We’ll put that in the show notes because it’s an amazing episode, but a little bit different to what we’re talking about today. But I think I read about her services guide later and thought, gosh, I should do something like that. So that’s what we’re talking about. 

Lynne: It’s a really interesting idea. So, why don’t you tell us a little bit more about Kendall and we’ll get her into the hot seat. 

Rachel: Okay, so Kendall Cherry is the founder and executive ghostwriter at The Candid Collective, a content ghostwriting studio that delivers world class storytelling, that sells your products and services. She’s on a mission to create a world that’s more candid and kind. 

Lynne: I like that!

Rachel: I love that! Isn’t that a great tagline? Kendall has written for a hundred million dollars startups, email empires with 750,000 subscribers – God, no pressure there – and thought leaders with 7 million followers. Kendall also writes about the art and craft of telling stories that sell in her weekly newsletter, Wallflower Fridays. 

Welcome Kendall! Sorry about flubbing those bits and pieces of your bio. It’s a little bit early in Australia. 

Kendall Cherry: It’s all good. When you have that many wins, it’s bound to happen, but I’m super excited to be here and to chat about my favourite topic, anything sales related. 

Rachel: As I was saying off-air, I’m a big fan of you and I think I learned about your services guide in your newsletter. I could be wrong, maybe you were on another podcast, but let’s start with a really simple question for those who don’t know, what is a services guide?

Kendall: A services guide is essentially just a PDF document and it’s a summary of everything that your business offers. So, it’s a collection of a few different types of sales messages and different types of copy. But the main objective is to let your lead get a really clear idea of who you are, your process, what offer or offers you have available, any frequently asked questions. It also has a place for past testimonials from other clients and is a really great way to not only qualify leads and people who are meant for you, but it also does a really great job of repelling people who aren’t necessarily your target audience. Usually, mostly due to price and the way that I use my services guide, it’s my lead magnet for my freelance or my ghostwriting services. So, instead of offering five tricks on how to write some kind of copy, or an educational or tips and tricks-based lead magnet, I use my services guide. I make my pricing visible, but you have to download the guide and give me your email to get it in your inbox. But that is actually what I use to get qualified leads onto my email list. And then we have an automated welcome sequence that loosely, subtly sells to them if and when they’re ready to work with me. 

Lynne: Oh, so interesting. I know a lot of freelancers and a lot of our listeners might rely on discovery calls as one thing. Does this really replace those calls?

Kendall: I am happy to say that I’ve had it in my business for about the last three years, and it is extremely rare for me to get on a sales call or a discovery call. So, when a client comes to work with me, it’s pretty much they either directly reply to one of my emails and they say, hey, I need this thing, and I’ll send over a proposal that way. Or we’ll get an inquiry form from someone, and I would say nine times out of ten, they’re perfectly qualified, they can afford me, they want to work together, they already know what exact offer or offers they’re looking for. They know what payment plan they want and they’re ready for me to send over the contract and to make the first payment. So happy to report it really does a lot of that manual selling that I think we get used to hearing that’s a good idea, getting on a bunch of calls or prospecting. But sometimes those efforts don’t necessarily always lead to sales, and this is a really smart way to bundle up those key things that people are looking for regardless of where they are in their buyer’s journey. 

Rachel: I suppose as well, your marketing would have to support it, wouldn’t it? Like it’s something you are very active on LinkedIn and does all your marketing support the services guide in a really strategic way?

Kendall: So pretty much on LinkedIn, that’s what the only place I show up on what I’ll call rented marketing channel. LinkedIn is really the only external channel that I use, and I would say maybe 50% of my CTA’s or my calls to action at the bottom of a post are to grab my services guide and then on my actual weekly email newsletter, we usually send two emails. One is strictly selling, so that’s just talking about and selling someone on the idea of ghostwriting and why you need those services. At the bottom, there’s always a, I call it a floating billboard, but it basically outlines how many spots we have available, and you can find the link to the services guide there. And then in my Wallflower Friday’s newsletter, I have the same billboard at the bottom which includes a link to my services guide, and it’ll say, for September we have x number of spots. October, we have x number of spots. So, I’m always trying to drop that link to the actual PDF document as often as I can, particularly in email.

But that has just been the way that I’ve created the ecosystem around it because I want people to get familiar with looking at it, knowing to search for it and I also love being able to look in my email service provider and see, oh, Kathy looked at that services guide again, or she looked at it for the last ten weeks. She’s going to probably convert soon. I like having visibility on my sales pipeline versus just blasting sales messages out to who knows where and having no idea if what I’m writing is resonating or if what I’m selling is actually getting people interested in what I have to offer. 

Rachel: I know pricing is a huge thing for freelancers and is a constant conversation that we’re having at Rachel’s List or on the podcast. 

Lynne: We have so many questions about pricing. 

Rachel: Absolutely. And it’s a really scary thing for freelancers. I think one big conundrum is, do I put my pricing on my website, or do I share my pricing? Or do I gate keep my prices? Everything I do is different, so I’ve got to reinvent the wheel, as we just talked about. But do you think having it in a guide that’s a lead magnet and being upfront about pricing really builds trust instead of scaring people away? 

Kendall: I’ll flip the table a little bit. I think there’s nothing scarier than getting on a sales call with someone who they know can’t afford you. There’s nothing scarier than using that time, that could be with someone who is a qualified lead. I am pro sharing my pricing mostly because I think in this market especially, people want to know how much to expect to invest in you. It’s maybe the case, maybe they need a couple of months to set that money aside. And I never want someone to sticker shock and be like, oh my gosh, I thought it was going to be three k and it’s actually fifteen? I want people to feel super empowered with the investments that they make, which is why we also offer payment plans. And I’ve had clients before, we’ll sometimes combine different offers and that thing. But it’s, I think, really important to be upfront about the pricing because I also don’t want to go down the rabbit hole or start having sales conversations with someone where the very first question you ask them on a sales call is, what’s your budget? They tell you, and it’s a clear, we don’t even need to be on this call anymore. 

Lynne: Disconnect. 

Kendall: It’s the ejector seat, right? We don’t want that to be happening either. And so, I’ve personally found the pricing visibility is really helpful for one of the biggest things that we’re qualifying for, which is budget, but if you are somebody that does do any custom work and maybe you don’t have set pricing or packages. If you do stuff a little bit more bespoke, the easiest way to put that in a pricing guide is just to say, starting at. So maybe you’ve got some things that are 5k and maybe some things the light version is 2k. I don’t think there’s any problem with putting you starting at 2k and letting people know that you’ll send a custom proposal. People at least get an idea, are we in the same neighbourhood? Are we in the same ballpark or are we just totally off. It makes it easier for you and it makes it easier for the prospect.

Lynne: It’s interesting because it is an issue for a lot of our listeners and for freelancers. We know that they’re always dealing with people who are price shopping. I mean, personally, I don’t actually get clients questioning my prices. Maybe that means I’m not charging enough or, maybe that means I’ve just found my ideal clients. 

What about those price shopping clients? 

Kendall: Well, we never want to be working with people I think, that are price shopping, because to me, if that is how your business is running, you’re likely not communicating the value of the services you’re providing. And so that to me is the bigger red flag of your service or services should be so differentiated that there is no competition. To where people know it’s, and this is what happens for me in my business – there’s people that, in their journal, they write, Kendall is my copywriter, and there is no tab-by-tab lineup, trying to figure out who’s the right person and most of the time if people are competing on price, it’s because you’re not, accurately depicting the value of what it is that you’ve got to offer. 

Lynne: Good point. 

Rachel: I’m interested about how it helps you attract a different type of client, because you mentioned earlier sometimes, you’re watching people opening the guide sometimes ten times or over a number of weeks or months, and then you think they’re probably ready to convert. Does it take time for you to not only get in your head, well, I’m trying to attract this more premium client, and this is going to reposition me to do that? And does it naturally just repel the old types of clients that you don’t want to work with anymore?

Kendall: I’ve found my business has evolved a lot over the last three years that we’ve had a services guide in place, and I’ve actually found it to be really helpful as I’m growing. There’s been a client I signed over the summer, she actually told me that she has wanted to work with me and probably downloaded it two and a half years ago, one of the first versions. She told me, and this is years later, and she didn’t sign it, my full scope thing. She’s on a very, very small retainer until she’s got the funds to be able to do more. But she knew she wanted to work with me. She told me that she downloaded a hard copy of every single version of my services guide for the last two and a half years onto her desktop because she knew that when she was ready, I was the person she wanted to work with.

I think there’s something here around people really getting clear on what it is that they’re looking for and what it is that you have to offer. But I also think there’s some benefit as well for you to be able to clearly talk about the services that you do have to offer and in a way that it doesn’t matter if someone is too small, or you technically quote unquote outgrow them. There’s still some offers that you could do for them and I would prefer to grow my lifetime customer value. So even if someone comes in, small businesses can change so quickly. We could see someone, I’ve had clients, one week they’re like, I’m totally broke, I can’t afford this and then two weeks later they’re signed a huge client, we’re doing everything, like leave nothing out. And it’s because it changes so quickly. I don’t ever want anyone to feel left out and so that’s why I think the services guide allows you to pivot and move. And also, for me, for example, I use this the last half where we’ve got these different offers. Instead of having to go and create a whole new website or whatever else, I can just add in a slide for a new offer and test it out that way instead of having to, all of the minutiae, hiring a web designer, creating a whole new long form sales page, it allows you to have a little bit more agility, which I prefer, especially as we test new things and we learn more about what our clients and customers are really looking for.

Rachel: And as you say, you’ve got to remember that people are lurking sometimes for years, right? 

Kendall: Totally. I think people really discount and don’t value the lurker because everyone wants to make money and wants to make sales right this second. But I play a much longer game and it sometimes it’s not comfortable. We all want the sales to happen right away, but I’m interested in keeping my business in business for many years to come. So, I’m also trying to prime a pipeline that sees beyond just the month ahead. But it’s actually going into next year or the next few years. And so that’s where I think something like a services guide can really help you build a pipeline for people who are ready to buy the second they see your services guide, can afford you, and they’re in the market for exactly what you do at this time. But then you’re also going to get those people who don’t need it right now, but in six months or a year, or they know someone who knows someone. Having a pipeline that pays out over time, not just exactly when someone downloads it.

Rachel: I know you talk about offers. I guess in Australia we don’t call them offers as much. We might call them packages, where you have a set price for a scope of work or whatever. Do you think that’s a good idea? I mean, I suppose it gets back to the whole not reinventing the wheel all the time type thing.

Kendall: I think it depends on what your offer is. So, for me, for example, I ghostwrite miscellaneous sales assets – website copy, LinkedIn content newsletter content. I’ve tried to do the packages in the past, but I found that my ideal clients are like, I need an email welcome sequence. So instead of giving it this fancy name, it’s pretty much, what’s on the tin? This is what we’re offering, and this is what the deliverable is. But I do have a couple of offers. One being Bio in a Box, which is your LinkedIn about section and then I have one where I, not to be meta, but I write services guides for people and we call it Lead Magnet Luxe and that’s its own offer, but we don’t necessarily have all of them productised like that. So, we have two that have a sexy name and then some of them are email welcome sequence, nothing that sexy. It is what it is, and I find it just depends on what your business is.

I would say coaches probably have, I would say are the most likely to have a package or a program of some sort in that name. But people who are doing more done for you services and especially B2B, it’s more likely that you’re going to have something that’s a little bit more deliverables based in what it is that you’re doing. So, it depends on the business. It depends on where you’re wanting to play and what you’re trying to create. But I would say I’m pretty much like neutral on that side. 

Lynne: What about the types of leads that like to hear your voice, do a Zoom call, something like that, and have that chat before they hire you? Do you have that happen?

Kendall: Not really, to be honest. 

Lynne: That’s interesting. 

Kendall: What I’ve found in my time, I would say coaching and one-on-one high-ticket coaching, you want to have a vibe check. That is a business where I would say you definitely want to have that happen. What I have found is my clients, when you start offering things at a higher ticket amount, most people know what they’re looking for and they want the T’s and C’s. They want to understand exactly what they’re getting, and so they want all of the information. They don’t necessarily need to get on a sales call for you to sell to them. And so, if you can actually put most of that, the content that you would’ve talked about in a sales call, especially a scripted one. If you can actually get that into a document, someone can read through it and see if they’re the right fit and it qualifies them to where they don’t necessarily need a call.

Now if someone asks for one, I’m not going to tell them no. But I find that when you’re able to capture your voice in all of my, Kendallisms, we’ll call it my personality and my charisma, it’s all over my services guide. It’s in every piece of content to where people will ask me or they’ll tell me when we get on a kick-off call for a project, they’re like, oh my God, you’re exactly like how you sound in writing. And I’m like, I wrote it that way, that’s what I do, that is my job. But it’s something that I think people don’t realise is possible, where you can actually sound exactly like you speak. You can go into some of the process of how you do things, what your values are, and it can actually get documented so that when instead of having to have a one-on-one sales call, when it’s documented and it’s in writing and it’s in an asset like that, you can actually scale your sales energy. So instead of talking to just one person on a phone call, now that I’ve posted it on LinkedIn, I’m now selling to hundreds of people with the same content or thousands of people with the same content, which for me, it’s just, something’s got to give. I can’t be everywhere at once. So that’s the path that I choose and that’s what’s most efficient and most effective for me. 

Rachel: Are there any cases though, where you can think of which, where a services guide wouldn’t suit a freelancer’s business?

Kendall: The only one I would say that would be maybe a little weird would be a coaching situation.  However, I do still think that there’s some value of hiding the pricing and or if you’ve got multiple offers, where it could still work. So, I don’t think there’s really any type of business that wouldn’t benefit from a services guide to some degree, especially for making the pricing visible in the actual document. Coaching would maybe be slightly weird, but even that, I think you could still very much use as a lead magnet. 

Lynne: Interesting. So, if you are creating a services guide, are there some non-negotiable elements that your guide should have? 

Kendall: Totally. I definitely want to make sure everyone has near the beginning, we want to have an intro slide that explains who you are, what you do, what you’re known for, results that you’ve had, this kind of thing. We want to have an introduction to you, the business owner or the freelancer. Another thing that I think is really important that most people would not think to put in here goes along with the question is basically what your non-negotiables are. For mine, this is essentially where you’re going to repel people who aren’t your people. And not even that, they’re not your people, they’re not going to like your process. For example, I have on my slide, I think it’s what my writing non-negotiables are, the second one is something around, we have a very, very lean revisions process, and I basically make it clear upfront, you get one round of revisions. We don’t go back and forth and back and forth. We don’t do Slack. My goal is to keep you and you’re running your business and me in my little writer’s cave, and we don’t do a bunch of back and forth. It’s my way of being clear, almost setting a boundary of this is how this is going to go, so if you’re looking for someone that’s going to be voxering back and forth with you on these revisions, I’m not your girl. But this slide in particular, all of those bad behaviours that red flag clients have, maybe you have a headache in the past, you can say this is fair warning. Big red font, this is how I run things and if you’re not into this, don’t move forward. I actually find that is the part of the process that makes me feel the most empowered. But my clients also respect the most because that allows them to see behind the curtain and see if that process is something they want to be a part of.

I would say that slide is really important. Obviously, we want to have one slide per offer of what’s included, high level, and then one that most people don’t think are as salesy as they could be is a frequently asked questions section or an FAQ section, where you can go into more specifics about your process, maybe specifics about a certain offer, what your turnaround time is like, what are your payment plans look like. You can really use the FAQs to sell people on those objections. But again, instead of having to talk to someone one-on-one, you can have your FAQs be a way to scale your sales energy. 

Rachel: Okay, let’s touch a bit on brand voice because I know there will be freelancers listening who think, oh my God, I still haven’t written my about page, I can’t write about myself, this is a nightmare. And obviously a services guide is all about you and you have to write it. 

Kendall: You are the brand.

Rachel: You’ve got to somehow nail it and make it really engaging and all of that. And you do that really beautifully. It’s very funny and it’s really easy to read. What are your tips on nailing your voice in the services guide? 

Kendall: I think the thing is everyone gets caught up in, what’s my brand voice? My brand voice is just my voice. It’s not supposed to be overly manufactured. A lot of the dad jokes and puns are like the same stuff I would say in real life if we got coffee and so I think making sure that you’re capturing, if you’re somebody that loves a dad joke or you’re quick witted, or maybe you’re a little bit more stoic – you want to make sure that how you sound in writing is how you sound when you get on a call with someone, because there’s nothing worse than expecting the internet version of someone and then you get in front of them and you’re like, you’re a bump on a log, you’re so boring, what is happening. We want to make sure that you sound like how you sound in writing. And then the other thing I would say is just making sure that you’re including maybe little bits of your personality when you can even if you record yourself speaking or saying an intro a couple of times and just hearing what that sounds like I find is really helpful. Or the reverse of that, actually reading it out loud and seeing if your brain is going to naturally try and add other words because, it doesn’t feel the same way in your mouth. It sounds weird, but it doesn’t sound like you. So, your body will either reject or accept what you’ve written, and you’ll get more ideas too. But I would say don’t be afraid to let your personality show and don’t be afraid to let that part of you come through because most of the time people are wanting to work with freelancers and business owners that are also easy to work with and that are fun to work with, and that are good team players and one of the best ways you can put that across is in the writing and how you’re putting yourself forward. So, it’s better to be as authentic as you can to how you are in real life, because people want to know if you’re a good, almost like a good culture fit too for the team. 

Lynne: I know you’re big on storytelling, and I can see how that can play into that authenticity or finding your brand voice, whatever you want to say. How do you weave stories into your services guide, and does that help them become a client magnet? 

Kendall: I would say for a services guide in particular, it’s not necessary to have a huge story inside of it. It’s definitely more of a sales asset first. However, I have a couple of clients that will have me write what I call moneymaking testimonials or basically client case studies that actually paint a picture of someone’s actual experience and they’ll actually put a link to that into their services guide.

So, they’ll say, for example, for one of mine, if I’m going to talk about an email welcome sequence. If I wanted to drop one of those in there, you could put a photo of Becky and I could say, read Becky’s story and then it links out to a case study about an email welcome sequence that I wrote for Becky. So, you can do that and incorporate them in there. But as far as it being in the deliverable itself, I would say not as important. Definitely still storytelling is for sure one of the most important mechanisms in your marketing and in your business. But as far as the services guide goes, it’s definitely more sales centric and maybe a light sprinkle of storytelling.

Lynne: Interesting.

Rachel: Have you seen other freelancers’ services, guides? Are there any big mistakes that you see when people are creating theirs? 

Kendall: I would say there’s a couple things. It’s freelancers who love Canva and they basically don’t have a brand and they’re not consistent and it just doesn’t look well designed. It looks, to be frank, it looks cheap and that visually can actually hurt your brand more if it doesn’t look and feel like the rest of your brand and what it is that you have to offer. But that would be my first one that’s more visually, I would say. The other thing would be services guides that don’t clearly communicate what’s included in an offer. So, people might put one to two bullet points, but they’re missing out on the other juiciness that comes with the offer and missing those things is going to cause people to think it’s not that valuable. Getting super clear on the value proposition of what it is that you’re offering is going to be huge for the services guide itself, I would say. So those two to me are the most important. 

Rachel: So, they go too light on in the package and don’t outline the process. 

Lynne: Or the value? 

Kendall: Essentially, they would say, what’s included and it’s two short bullet points. There’s no clear transformation. There’s no before, after of what do you get from this? What is the benefit of doing it? It’s just slap together a couple of things to where it’s hard to even tell. Especially if you have, if it’s package A and package B and they’re sort of similar, it’s really hard to tell them apart and so it’s not super clear what’s included. 

Lynne: So interesting. Your services guide is quite comprehensive, but I guess you don’t have to start that way. So, if somebody was looking to creating a guide today, where should they start?

Kendall: I would say that you definitely want to have at least one core offer. If that’s the one thing that your business is going to do consistently every time, no matter what, you definitely want to have at least one core offer in there. I would say you want to have at least one client case, not case study, but a testimonial and you also want to have an intro page about who you are and what you do. FAQs are really, really great ways to sell. If you’re really trying to be lean on the copy, I would say you don’t have to include them, but that’s really big, missed opportunity. But really, those are the bare bones of what must be there. Anything else is just smoothing and making the sales process even tighter and even faster. But that is, if you’re like bare bones just trying to create something, I would say those are the places to start.

Rachel: How important is it including the transformation type copy in your services guide, and what if there’s a really massive gap between a project you’ve worked on and actually seeing the transformation. Do you get what I mean by that? So, you can’t really document it as such? 

Kendall: I actually find that transformations do much better in content. So, we want all of your middle of the content or middle of the funnel content like that – client case studies, transformational stuff – we actually want that to be hitting externally on social media, but also internally on your email newsletter because that’s going to actually drive people further down into the funnel. If someone’s in your services guide, they’re middle to bottom of the funnel. They’re going to close. They may not close today or tomorrow, but they’re already sold on what it is that you’re doing, and we’re really just waiting on budget to be available or for it to be the right time for them. But when we’ve got someone still in the middle of the funnel, they think they might need this or they’re still not sure. It’s more important for those stories and that sales mechanism to take place both in email newsletters, but then externally on social media, I would say is more, more important there. 

Lynne: That’s so interesting. 

Rachel: I just wanted to ask you, because I know that you have talked about the DIY as never buyers’ people who. 

Lynne: Oh, I like that term.

Rachel: They absorb all your content and all the knowledge and everything, but then they run away and don’t ever hire you. I’m wondering if your services guide becomes this vehicle for you to change your content, so you’re constantly, you are subtly repositioning your content to draw in clients rather than trying to teach other freelancers. 

Kendall: It is the biggest boundary you’ll ever set in your business. I get a lot of clients who will come to me, and they’ll be like, I’ve got all these followers and I’m not making any money, and I look at their content and it’s all free tips and tricks, tons of people in the comments and haven’t made a dollar in who knows how long. It’s not great for attracting actual clients or customers, and so I find that having a services guide to point back to if you’re the person who almost finds it challenging to sell in general and you tend to not land the plane. You just keep circling and circling and then the post just ends because you ran out of characters. The services guide is a really great way to almost train you into how to sell something without being so in your face and it’s very, if you want the services guide, it’s right here. It’s less pushy, but it’s a really great way to take the training wheels off and teach you how to write sales content that actually has an objective in this case, download the services guide versus, people just telling you what they had for lunch today and what that has to do with B2B sales, like random stuff that we see on social media. I find that having a deliverable like that, especially if you’re new to selling in content, it’s a really great way to boost how you’re appearing first and foremost because you’re not just sharing free stuff. But it’s also a great way to get people more familiar with, you do have something to sell, and you do have this deliverable available that they can download. 

Rachel: Interesting. Well, we do love to ask all the people who come on the podcast about their favourite tech tools or apps and things like that. I know you love Canva for creating services guides, but is there anything else that you use all the time that you’d be lost without? 

Kendall: That would be voice memos. I am a hardcore voice memo person. I would say voice memo slash Loom, which is a form of voice memo. So, I have an executive coach, and I voice memo her every business day. She lives in the UK, but we go back and forth in voice memo every single morning. My operations and business strategist who works with me, she and I also voice memo all the time, and I even when I send proposals to people. I have a couple of slides where I’ll explain, this is the investment, here’s, in the ecosystem, here’s where you’re lacking, here’s what I would recommend. And I actually send a video walkthrough with some slides and a voice memo, essentially is walking people through what it is that their business needs. And I just find it creates connection and it’s not a sales call, but it still allows people to hear my voice and get my take on their business and what we need to do to get it to where you’re wanting it to go without forcing someone to meet in a call at a certain time and you can speed it up too, so you can listen to it at like 1.7 if you’re really in a rush. I love voice memos and, and Loom videos for that reason. 

Rachel: What’s your voice memo app? A Voxer or just your phone? 

Kendall: No, so my COO uses Voxer and then my coach uses Slack, but we pretty much only use Slack for voice memos. 

Rachel: Wow.

Kendall: We have our own little area, maybe you’ll send a document every once in a while, but we pretty much use Slack for voice memos. 

Lynne: So interesting, 

Rachel: So interesting. We don’t do that at all. It’s all typing out our messages on site. 

Kendall: I’m one of those people, I really need a sounding board, and I need to hear myself speak, so it’s helpful to listen back to it or have a coach in your ear when you’re feeling very overwhelmed. It just hits a little bit different. 

Rachel: Whatever works! 

Kendall: Exactly. 

Lynne: Oh, wow. It’s so interesting, Kendall. Such a great approach and I really like it. Thank you for joining us all the way from Austin, Texas. And you didn’t have any y’all’s! 

Kendall: There were no y’all’s. No. 

Rachel: You were censoring yourself. 

Kendall: I know. I’m trying.

Lynne: Thanks so much for sharing your wisdom. Tell us where people can find out about you and how they can connect.

Kendall: I am definitely active on LinkedIn, so if you want to find me over there, you could just type in Kendall Cherry. I’ll be the one with the sunflowers in the profile picture. So definitely send me a connection request. I’d love to connect, or if you want to subscribe to my newsletter, I write about storytelling and sales every Friday and my newsletter, Wallflower Fridays. You can sign up at wallflowerfridays.com. 

Lynne: Fantastic. 

Rachel: Amazing. Thank you, Kendall, for being our guest this week. That brings us to the end of the show, but, if you are listening and you love the show, leave us a rating or a review on the platform where you find your podcast and one of these days, we might read some out, maybe. 

Lynne: Yes, we should. 

Rachel: And don’t forget, you’ll find the show notes in your podcast, so head there. We’ll put a link to Wallflower Fridays, Kendall’s newsletter, which is amazing and her website where you can download her services guide and get some inspo. 

Thanks everybody!

Kendall: Thank you. 

Lynne: Thank you. Bye. 

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Credits:

Connect with Kendall through her website: https://candidcollective.co/ 

or on LinkedIn: https://www.linkedin.com/in/kendall-cherry/ 

Sign up for her newsletter via: https://wallflowerfridays.com/

Find Lynne www.lynnetestoni.com 

Find Rachel www.rachelsmith.com.au 

Rachel’s List www.rachelslist.com.au 

If you have questions you’d like us to answer in our next Q&A episode, just send them here.

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Episode edited by Marker Creative Co www.markercreative.co