100 episodes

Hey there! Welcome to the Breakthrough Babe Podcast! I am your host, Jen Gitomer, creator of Breakthrough Babe and author of the best-selling book, Sales in a New York Minute.

And it is time to make massive breakthroughs in YOUR business. With each episode, you are going to move past your fears of asking for the sale, learn to build a deep connections that lead to meaningful business results, and master sales strategies that will help you grow and scale your business. Each week, I will be providing you with tips to avoid common mistakes in your business, tech hacks to help you grow and scale faster, and teach you to ALWAYS ask for the sale with confidence.

It is time for you, the Breakthrough Babe, to create more sales, income and connections in your business. Let’s get started!

For more information about the podcast, the membership and other tools for making sales and growing your business, check out www.jengitomer.com.

Connect with me on Social Media:
IG: @jengitomer
Facebook: Jennifer Gitomer

Breakthrough Babe Podcast Jennifer Gitomer

    • Business
    • 5.0 • 15 Ratings

Hey there! Welcome to the Breakthrough Babe Podcast! I am your host, Jen Gitomer, creator of Breakthrough Babe and author of the best-selling book, Sales in a New York Minute.

And it is time to make massive breakthroughs in YOUR business. With each episode, you are going to move past your fears of asking for the sale, learn to build a deep connections that lead to meaningful business results, and master sales strategies that will help you grow and scale your business. Each week, I will be providing you with tips to avoid common mistakes in your business, tech hacks to help you grow and scale faster, and teach you to ALWAYS ask for the sale with confidence.

It is time for you, the Breakthrough Babe, to create more sales, income and connections in your business. Let’s get started!

For more information about the podcast, the membership and other tools for making sales and growing your business, check out www.jengitomer.com.

Connect with me on Social Media:
IG: @jengitomer
Facebook: Jennifer Gitomer

    Your Ability to Effectively Communicate this One Thing Can Make or Break your Sales

    Your Ability to Effectively Communicate this One Thing Can Make or Break your Sales

    Do you know what is the number one thing that makes a difference in whether or not your potential customers choose to buy from you or not? 
     
    It’s not what you’re selling, or how it works, or the features that are better than your competitor’s. It all comes down to value.
     
    The reality is, if you can’t articulate the value you will deliver to your prospective customer, then they won’t be able to see why they should buy from you. 
     
    In today’s new post, I’m giving you the roadmap to more consistent sales (spoiler alert: it’s a process that gets you thinking backwards from how most people approach their selling strategy - and it really works!). 
     
    Read on to learn how believing in your own value and clearly communicating that value will get your prospects wholeheartedly buying into what you’re selling - without even thinking about lowering your prices.



    How most people start off on the wrong foot when selling
     
    I've seen this so many times, over and over again: People who are trying to sell something immediately launch into their pitch with the what, why, how. They start with what they’re selling, how it works, and list off the reasons their prospective customer should buy it. And that, I hate to say, is completely wrong. And it definitely doesn’t get people to buy.
     
    This is because starting your pitch this way is all about you.  
     
    You see, it's not about showing up and throwing up a laundry list of features and benefits, which is what most people tend to do. When you do that, you've already lost your potential customer. 



    You’ve got to begin with their why, not yours
     
    My husband Jeffrey says, “Learning why they buy is 100 times more powerful than learning how to sell. Because if you know why they buy, then selling becomes easy.” 
     
    Most people don't buy from reason or logic; most people buy emotionally. And so you need to start with where your customer is at. And where they're at is they have a problem that needs solving - it's really that simple. Once they then perceive your value to be worthy of solving their problem, then they begin to consider your solution. And the sale is easier from there. 
     
    Start by assessing if you’ve uncovered your prospective customer’s why. 
     
    Why does the customer need your offer? What problem are you solving for them? How does your solution get them from where they are now to where they want to go?
     
    They're starting with emotion. They have a problem, and they need a solution. Problems become emotional. So if you want to stop being like everyone else who starts with the factual and logical (ie. the what and how), then your job is to think backwards, which is really forwards, in my book. 
     
    Think about this: What happens after your customer purchases. And what happens if they don't buy? Get them to envision both of these paths. Get them to envision what all the good things are that are going to happen after they purchase, so they can begin to understand that their outcome will be amazing. By working backwards and showing them what life will be like with their problem solved, you’re showing them that what you have to offer is of value to them. You’re showing that the value in your offer far exceeds the outcome that they're going to have long term. 



    Believing in your own value
     
    So really, what it boils down to is being able to communicate your value. But when it comes to value, I've seen so many people have a hard time promoting, communicating, articulating their value because it's often easier to sell someone else's product or service than it is to talk about yourself. 
     
    Growing up, we're taught to be humble and not speak too much about ourselves. And so when it comes to articulating value, I see a lot of business owners and entrepreneurs have a problem really speaking up about themselves. But that's because you’re believing or choosing to believe that this is speaking about yourse

    • 11 min
    The Crucial Distinction Between Following Up vs. Following Through

    The Crucial Distinction Between Following Up vs. Following Through

    Picture this: You’ve just had a great discovery call with your prospective customer. They weren’t quite ready to buy in yet, and you know you’ll need to check-in with them soon to find out their ultimate decision. You write yourself a note to follow-up, cringing at the thought, because following up just always feels so… icky. 
     
    If you never feel certain about how to follow-up, when to follow-up, and the ways to follow-up that don’t seem so damn salesy, then this post is for you. 
     
    In today’s new post, I’m teaching you how you can make the subtle, yet powerful swap to begin following through with your customers, rather than following up, so you can gain momentum in your sales process and close more deals - all without coming across as sleazy, salesy, or annoying. 
     
    Read on to discover how to follow through in ways that actually deepen your connection with your customers rather than pushing them away. 



    Finally closing a deal over 1 year in the making
     
    Would you like to celebrate with me? I’m so freaking excited because I just closed a deal that I’ve been working on since April 1st of 2021. Yes, you read that right - 2021. 
     
    While the deal closed for a smaller amount than I had originally anticipated, it is still a five figure monthly sum for numerous months on a trial basis. And believe me - we are going to crush this trial by showing off the impact we can create, and I’m certain we will get hired on a long term basis. So that's pretty damn awesome. 
     
    But here’s the thing - had I not stuck around in the follow up, I never would have gotten this deal. It would likely have gone to someone else, or it would have fallen by the wayside. This deal closed because of how I followed through for over a year. 






    How does follow-up transpire in your business deals?
     
    How often do you typically follow up with a prospective customer? How do you feel when you’re doing it?
     
    If you’re like the grand majority of my clients, you probably tend to follow up a couple of times and if you don’t hear back from the prospective customer, you give up and move on to your next lead. 
     
    Maybe following up makes you feel sleazy and you avoid it as much as you can. In the traditional sense, following up is basically calling someone and asking, “Can I have your money yet?” And that just seems gross, like you’re nagging. No one wants to talk to that person, and no one wants to BE that person. 
     
    Here's an important lesson that I learned in tennis. If I just hit the ball, then stop my swing after I hit the ball, it doesn't always go where I want it to go. It doesn't always set you up for success on the next shot if you just hit the ball and then watch it. But when you hit the ball and follow through with your racket and swing all the way (which, by the way, is a lot harder), your odds of landing the ball exactly where you had intended to increase. Why? It’s all because of that one thing: the follow through. Following through helps ensure that the ball is going to maintain its momentum through the point of contact. How interesting is that? 



    The difference between following up vs. following through
     
    When your customer doesn't buy on the phone during your discovery call (because many customers aren't ready to pull the trigger while they're on the phone), it's important that you are able to nurture them and follow through after the fact. 
     
    But I don’t want you to merely follow up anymore. You’re not going to make calls or emails where you say, “Hi! I’m just following up…” or “I’m just checking in!” The sole purpose of that is asking for money, for a signed deal. And that turns people off and doesn’t lead to consistently closed deals. 
     
    Instead, you’re going to start following through. What’s the difference? Well, when you’re following through, you’re doing so strategically to gain momentum and speed up the process toward

    • 12 min
    3 Fun Ways to Make More Sales this Summer

    3 Fun Ways to Make More Sales this Summer

    How’s your summer going? Have you been embracing the season and having fun? Would you like to infuse more fun into your summer starting right now?
     
    The summer is still young and there is still plenty of time to make the most of it - yes, even as adults who aren’t “out of school” and still have a business to run. 
     
    In today’s new post, I’m sharing 3 simple things I’m doing this summer to not only inject more fun and playful vibes into my life + business but to also bring in more sales all summer long. 
     
    Read on to find out how you can squeeze out some sweet new deals and ensure your summer bears fruit through the season and beyond. 



    Summer is the time to have fun
     
    What does summer mean to you? Growing up, as kids, we associated summer with time off to play and have fun. School was out, and we were free to do whatever we wanted to do. However, now that we’re adults and entrepreneurs, those months off are no longer the same; most of us still need to work throughout the summer. But - and this is a big BUT - that doesn’t mean that summer can’t still be a season of fun for us. 
     
    The summer is still young, and there's still enough of the season left for you to embrace. I’d like to challenge you to think of how you can infuse more fun into your life and business throughout the rest of the summer. 
     
    First, assess where you’re at in your business
     
    When I think of summer, I often think of gardens and how they share their bounty this time of year. The fruit I’ve been finding at farmer’s markets has been incredible!
     
    This gets me thinking about everything the farmers have to go through in order to produce their summer harvests. Before the fruit, they had to tackle the weeds. Weeds are inevitable, but they must be removed so they don’t get bigger and bigger and prevent the growth of the fruit to come. 
     
    The same is true in your business when it comes to sales. In order to grow sweet new deals, you’ve got to first remove the weeds. So this is the time to assess what you need to get rid of in your business. Take an index or inventory of what you’re growing and the path that you’re on, then determine if there’s anything that may get in your way that needs plucking. You want to catch it now before it gets any bigger so that you can produce your sales fruit. 
     
    Here are 3 things you can do make more sales this summer
     
    Relax and rejuvenate.   
    How much time have you taken for yourself this year to relax and rejuvenate? This summer is the perfect time to do so. Wondering how resting translates into more sales? Here’s the thing: If you're constantly stressed, worried about making sales, and never take time to rejuvenate, you’re going to burn yourself out - and that does not lead to more sales. Some of my best work comes after I rest. Have you noticed the same for you?
     
    It doesn’t have to be weeks or months at a time, but a couple of days (a day, even) to step away from screens and pamper yourself will create a solid foundation to help you bring your best for the rest of the year. Focusing on your own health and wellbeing is an investment in your business that leads to more sales. 



    Incorporate more play + fun into your business.   
    How can you begin to cultivate a habit where you create fun in your business every day? In order to love what you do, you need to have fun at what you're doing. It's really that simple. 
     
    This is about creating fun within your business. What tasks are you doing that you may need to delegate because they aren’t any fun for you, and perhaps as a result,  you're not doing a good job at them? Or maybe you're always avoiding them? Then, think about what tasks you love that you can create even more fun around. Maybe it's playing a game, if you're competitive, competing on timing or efficiency. Maybe it's making it fun by going to a coffee shop and working with a friend. Fun looks different for ever

    • 10 min
    Finding the Sweet Spot in your Pricing: Greater Profitability for You + Higher Value for your Clients

    Finding the Sweet Spot in your Pricing: Greater Profitability for You + Higher Value for your Clients

    Can you guess what is the one prevailing topic that every single client of mine brings up in our coaching sessions at one point or another? 
     
    You got it - it’s pricing. 
     
    And it’s no wonder. Pricing plays a pivotal role in determining not just the profitability of your business, but your clients’ as well.  
     
    In today’s new post, I’m digging deep into all things pricing - everything from raising your rates, to communicating value, differentiating yourself from the competition, selling high ticket offers, and more.
     
    Read on to learn how to price your offers so you can supercharge your sales and overall profitability. 



    Pricing Affects Everything in your Business
     
    Pricing is a big component of getting business and closing the sale. It’s also a massive determining factor in regards to your overall profitability, which, besides impact, is the main thing you’re in business to create. 
     
    Pricing does two things: it creates profitability for your business (which plays into your earnings), and it creates value for your customer.
     
    When considering pricing, it’s good to start by asking yourself,  What do I want my business to earn? 
     
    Pricing plays a pivotal role in those earnings, which is going to determine your profitability in business. It's also going to determine your clients’ profitability, because regardless of your industry, you’re helping your clients profit in some way whether it be a profit of time, of weight loss, of attaining more leads, etc. Their wins come as a result of your offer. 



    Pricing your offer by working backwards
     
    When I was a salesperson, I learned how to work backwards really well. You can use this same strategy for your business, particularly when it comes to pricing. You set an income/revenue goal for your year, then work backwards from there. 
     
    How much money are you hoping to make this year? And what price do you need to charge in order to make that amount of money based on the offers that you have, or the offers that you're planning to put out, and the amount of leads you typically generate each month? 
     
    If you can work backwards, then you can easily see the structure you need to create in order to reach the revenue goals you’ve set for yourself. That structure involves your offer and your price. 
     
    So if you're thinking to yourself that you need to make more money, the cool thing is, as an entrepreneur, you can always make more money. All you need to do is either sell more, or increase your rates. And if you're already maxed out, and you can't even fathom adding on another client, then you need to either create a more scalable offer, or increase your rates. 



    Overcoming fears about raising your prices 
     
    When I talk to my clients about increasing their rates, they often get this icky feeling inside because their fears are telling them that if they do so, all of their clients will leave. 
     
    But I’d like you to stop and truly ask yourself, Is that true? Would literally everyone leave?
     
    Regular rate increases are a normal part of nearly every type of business. Have you ever been loyal to a hairstylist for a long time? The good ones are constantly raising their prices. Much like a coach, they have a book of business and a book of time. And as their book of business fills up, and their time becomes less and less, and they become more experienced, they get better at what they do, their value goes up, and so does their price. Every couple of months, maybe every six months, when I go to my stylist, there's a little note on her mirror that says my rates are changing, effective whatever date. And just like that - boom - her rate goes up. 
     
    If you're feeling like you need to raise your rates, but you're scared to double them or go way higher, consider raising them into more of a middle range. Look for that sweet spot where you feel comfortable.  
     
    If you’re still worried about losing clients

    • 15 min
    How Entrepreneurs Respond to a Potential Recession

    How Entrepreneurs Respond to a Potential Recession

    Have you been feeling worried about a potential recession? I’ve had a lot of clients coming to me lately to share their concerns and seek out my advice. 
     
    And while I have no idea as to whether or not a recession will happen (or even when), what I do know is that we entrepreneurs will get through it. Because that’s what entrepreneurs do - we solve problems. 
     
    In today’s post, I’m answering the frequently asked questions I’ve been receiving to help you navigate your recession-related concerns. If you’ve been wondering…
     
    Should I keep selling my products/services in this current economy?
     
    Should I lower my prices?
     
    How do I maintain my client base in the event of a recession?
     
    How do I keep working when I’m overcome with worries?
     
    … and more, then this post is for you. 
     
    Read on for your recession-proof game plan, along with some powerful insights into maximizing the energy of this week’s supermoon. 



    What does a recession mean when it comes to sales for my business?
     
    I keep receiving questions related to a possible recession. Everyone wants to know if one is going to happen, and how to prepare their businesses in the event of a recession. 
     
    While I have no crystal ball to determine if/when one will happen, what I do know is that you CAN still make money and continue selling, no matter what, even in a recession. 
     
    Not only should you continue to sell, but you also should not leap to lower your prices, as many people seem to think. Panicking serves no one. 
     
    Let’s say, you panic and reduce the price of your coaching by 50%. This does not make your customers see the value but instead leads them to believe that they were overpaying to begin with. Why should your services suddenly be worth less simply because you think people will be spending less?



    What to do instead of lowering your prices
     
    Rather than lowering prices, look for ways you can deliver extra value. What else can you offer that will make it a no brainer to buy into (or stay committed to)? What could make your offer irresistible?
     
    I also recommend that you reinvest in your current customer base. Call and connect with them. Take them out for some in-person time, if you live close enough. Ask them what they're working on, and find out how you can help them. Getting to know your current customers on a deeper level allows you insights into all the ways you can better serve their needs. From there, you can not only uncover opportunities to gain even more market share from them, but you can also find areas where you can refer them to other great people in your network for them to work with. 
     
    And you know what I always say about maintaining a strong referral network - what you give around comes around!



    How to respond to recession-related negativity
     
    What do you do if someone meets your current sales strategy with negativity? 
     
    I’ve heard of some people saying they’re being told it’s not right to be selling their own products/services because food and gas prices have gone up. But here’s the thing - everyone is dealing with the same issues. We all have to keep on, keepin’ on. It’s how our economy continues to function. 
     
    We keep selling and in doing so, we continue serving those who need our products/services. You deliver the value to your clients that they need in order to keep their own lives & businesses rolling. It’s a ripple effect. 
     
    The bottom line? If someone is fussing over you selling because of rising food prices, they’re not your ideal client. You are free to move on to people who you can better serve.



    How to maintain an optimistic mindset when worries threaten to take over
     
    I get it. The negative stuff is real. There's fear. There's uncertainty. There's doubt.
     
    But the reality is that we can’t predict what’s ahead. All we can do is have confidence in our ability to meet it with the problem-solving mindset

    • 18 min
    Are You Creating Freedom in Your Business… or Blocking It?

    Are You Creating Freedom in Your Business… or Blocking It?

    As an entrepreneur, you have the freedom to design the type of business that you want. And yet, I see so many entrepreneurs who end up becoming their own worst boss. They feel trapped, burnt out, and decidedly un-free. 
     
    If your business isn’t giving you the freedom you desired when you started it, it’s time to reassess. 
     
    In today’s post, I’m sharing some #RealTalk about the ways you may be unintentionally blocking your own freedom in your business and what you can do about it. 
     
    Read on for a perspective shift that will translate into major freedom-building moves for your future. 



    Have you ever felt trapped by your work?
     
    I distinctly remember how I felt back when I was working at a nine to five job. It was my last year of working there and I absolutely hated what I was doing, each and every day. I felt trapped and so unfree. But because it was creating money for me, it made me feel like I couldn’t leave. 
     
    Oftentimes, jobs provide us with a sense of security that can be hard to turn away from. It takes strength to restart and regroup to choose a better, happier path. When I finally decided to leave my job in 2013, I was walking away from a lot. But the main thing I was walking towards was freedom. 
     
    I was determined to create a life of freedom for myself, one where I got to call the shots. This is a common desire amongst us entrepreneurs - we seek a business that provides for us financially yet also allows us to feel truly free to do as we please.  









    Though in seeking freedom, many entrepreneurs end up blocking their freedom. 
     
    As an entrepreneur, you have the freedom to design the type of a business that you want. You have the freedom to decide which tasks in your business you're going to do (or not do), who you're going to hire (or not hire), and which clients you're going to take on (or not take on). You have so much freaking freedom. 
     
    So why do so many entrepreneurs end up feeling so unfree? Here are a couple of common reasons why:
     
    They make choices based on needing money to pay the bills. If you start your business and immediately need it to cover all of your income and expenses, you’re not setting your business up on a foundation of freedom. That’s too much pressure on your business. Can you hold onto a side gig as you get rolling? Taking the intensity out of needing all of your money to come from your business allows you to make more strategic decisions that lead to greater freedom in the future. 
     
    They say yes to things they should be saying no to. Some entrepreneurs sell their services just because they can, without truly determining first if it’s a good fit. When you create sales just for the money, you have no freedom. Even if you know you can impact and help the other person, if it's just for the money, you're on the wrong path. I have a personal policy that I only work with people I like. I don’t lock myself into working with people who I can tell are going to drain me. I’ve learned it’s never worth the money in the end - they end up taking more of my time + energy that could better be served elsewhere.
     
    They get stuck in a cycle of overworking themselves. Many entrepreneurs leave a nine to five only to suck themselves into working a seven to eleven (or worse). This is absolutely a cycle. The more you take on without first assessing whether it serves your larger goals of freedom, the more you end up digging your hole deeper. 









    Freedom is a choice. 
     
    Whenever we feel stuck, the hard truth is - we’re not. There are so many other alternatives available to us, especially as entrepreneurs. The problems arise when we forget to choose. 
     
    I understand - when you’re in the thick of it, it’s hard to see beyond your current situation. I felt that way back in my old job. This is where coaches can be an amazing help to assist you in seeing the situation from a wider perspective. I’ve a

    • 12 min

Customer Reviews

5.0 out of 5
15 Ratings

15 Ratings

Trevor Oldham ,

Awesome!

One of my new fav podcasts!

tarbabyrudd ,

I made time to review even after years of reading and listening to the Gitomer’s!

I have listen to Jenn for over a year and just recently re-listening to all of the last 10 shows again. She really helps me get into my head more and how to improve myself. And get pumped up to sell more. I am in radio sales and made more this year than ever and continue to believe that it takes reading, training listening to things that will help you grow. Thanks Jenn and her husband Jeffery. I have read all his books about read his little red book twice. Keep pushing guys.

JLG16 ,

Ladies, listen up!

And of course, men can, too! But I enjoy Jen’s enthusiastic podcast about growing your business, breaking through anything that might be holding you back and fun stories she shares about her sweet dogs! She’s real, honest, asks the tough questions and gives solid solutions to help you breakthrough in life and in business! Thanks Jen!

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