Inbox Influence: How Jillian Murphy Turns Messages Into Revenue

Welcome back to Proof It's Possible! In this engaging conversation, Jillian Murphy shares her insights on mastering sales as an entrepreneur. She discusses the common fears surrounding sales, the importance of personal branding, and how to create engaging content that resonates with potential clients. Jillian emphasizes the significance of understanding buyer personalities and the value of high ticket offers. Throughout the discussion, she provides actionable advice for entrepreneurs looking to enhance their sales skills and build trust with their audience. Tune in to discover: 

• Which buyer personalities you want to avoid
• Why Jillian only sells high-ticket offers
• How Jillian sells without using sales pages or sales calls
• Why human connection is the best sales tool

What was your favorite sales advice in this episode? Share your thoughts with us — we’d love to hear! DM us on Instagram @dayle_sheehan_designs & @jamiedfrancis! See you next time!

This episode is sponsored by our Ultimate Girls Trip! Our waitlist is now open for the next Ultimate Girls Trip. Be sure to go to www.proofitspossible.com for more info.

Where to find Jillian:

Instagram: @thejillianmurphy

Scale Your Sales with Jillian Murphy

For More Information:
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Jamie:
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Transcript

Dayle (00:31)
Hi, welcome back. are so grateful that you're joining us again. Today we have like the queen bee of sales in, I would say the United States. Like, honestly, you're the person I'm like watching closely. You're the person I listen to your social media and you give such good tips away that I'm like, my God, this is so valuable.

Jillian (00:50)
Thank you.

Jamie (00:55)
Well, people tell

them who you're talking about, geez.

Dayle (00:58)
This is Jillian Murphy and we are so excited that you're joining us today. Hello.

Jillian (01:04)
gosh, thank you so much for having me. And fun fact, when I started as an entrepreneur, I had more Canadian clients than US clients. Yeah, yeah, yeah, it's kind of a fun fact.

Jamie (01:10)
wow. So maybe

Dayle (01:10)
really? Amazing.

Jamie (01:13)
you should have said North America.

Jillian (01:15)
Hahaha!

Dayle (01:15)
Yeah, exactly.

So Canadian girls, she's available to you as well. ⁓ All right. Okay. Let's jump right into it because we like a fast episode. So why do all entrepreneurs hate sales? Give us the story.

Jillian (01:19)
yeah, we love the Canadians.

most

Yeah, so most entrepreneurs and honestly most people in general hate sales because number one they don't know how to do it They've never been trained. They've never gone through any sort of sales training So think about anything that is hard or difficult that you're not good at it You're not going to enjoy it, but it is truly the number one skill and I say this on every podcast that I'm on It's surely the number one skill that every business owner doesn't need to just learn But they absolutely need to master it because times change economics change

So many things change with sales and I always say like I'm teaching you a skill for life, not just like a quick fix for your business.

Jamie (02:06)
Well, and if you're not selling anything, like a service or a product, you don't have a business.

Jillian (02:10)
You literally don't have a business and you have a, you literally have a hobby. People always say like, well, when's the best time to hire you? Like, is it when I'm growing? Is it when I'm scaling? It's like, it's literally the day that you decide to be an entrepreneur or the day you decide to open a brick and mortar. Like the day that you decide to have a business is the first day and I should be the first hire in your business. When you come to me two years later and you haven't sold anything, I got a lot more shit to clean up. Yeah. Yeah. Yeah.

Dayle (02:34)
for sure. Well, in bad behavior, but

Jamie (02:34)
Totally. Yeah. I mean,

Dayle (02:37)
you know.

Jamie (02:38)
I was going to say, like, do you have to undo some bad habits?

Jillian (02:42)
Yeah, yeah, I do a lot of bad habits. mean, probably the number one habit is people think that they have to sell and do things in a certain way. And it's like, no, that's just maybe what you've been taught or what you've heard on the internet or maybe what your mentor is doing or some influencer coach is doing. Like, you get to build your business in whatever way, or form that you want to do it. Maybe you don't want to be on social media. Maybe you don't want to have a website. Maybe you don't want to have a webinar. Great. Let's get really clear of what you want your business to look like. And then I'm going to reverse engineer that.

Dayle (03:10)
So would you say there's like different types of selling for different types of A entrepreneurs and then B clients? Like do you have to have like almost this Rolodex of like, okay, you're this and I'm that so, like, cause you see these people like they're, doing like Tik Toks where they dance and they sing and I'm not the kind of person that's dancing and singing online. That's just not going to ever be me. So how do I

Jillian (03:26)
Yeah.

No.

Dayle (03:37)
keep up in a world like that? Or like what kind of content am I supposed to

Jillian (03:40)
Yeah.

Yeah. So that's a really great question because something that people ask me all the time is like, it's so hard to stand out right now. It's so hard to stand out in the saturated market. And I'm like, I actually think it's never been easier to stand out in a saturated market because right now when everybody is doing TikTok reels, my daughter always says I'm cringe because I call them TikTok reels. She's like, mom, they're not TikTok reels. They're just TikToks. So either they're doing TikToks or they're doing reels.

Jamie (03:47)
and

Jillian (04:06)
or they're dancing or they're using the same trending audio, you look like everybody else. This is where you get to show your expertise, show your authority, turn your camera around, look at face to camera. I always say like, look at Alex Hormozi and Gary Vee. You're never gonna see them doing a TikTok dance or a trending audio because they're authorities and they're experts in their space. So if you wanna stand out right now more than ever, grab your phone, turn it around and just start being a human on the other side. Yeah.

Jamie (04:10)
Yeah.

Dayle (04:34)
Really? Okay.

Jamie (04:34)
Interesting. Okay.

I'm sure there's a lot of people like cheering for that because they think they have to be doing, you know, their whole dance performance on TikTok in order to be relevant. So I'm sure like, I mean, if I was listening to this episode, I'd be like, thank God. Thank God that I don't have to do that. Okay. So what would you, what is like kind of your best advice for someone who's like I

Jillian (04:35)
Yeah, face to camera content number one right now.

Yeah. Yeah.

Dayle (04:53)
less.

Jamie (05:01)
hate selling other than getting on their you know socials and just showing that they're real human being and showing what they know. What is your best advice for someone who's like I hate sales. I don't even know where to start. Yeah.

Dayle (05:13)
don't know what I'm doing.

Jillian (05:14)
Yeah,

yeah. So I think the first thing is you have to ask yourself, like, what are you putting into your brain? If you say, hate selling and sales is hard and I don't want to sell, that right there is one of the number one problems, right? I wake up every single day and I'm like, people get to buy from me. I get to receive transactions today. I love selling. It is so fun. I'm never going to say things like,

all the tariffs suck right now or the politics or an uncertain market or now it's Christmas time because you're just feeding all of that. So number one, it's like ask yourself what you're putting into your brain and your body and your ears and make sure that you are removing all of that. Number two, why are you actually selling? Like most of you guys listening to this podcast, I'm sure are heart centered entrepreneurs and you're solving a problem.

Jamie (05:41)
Yeah.

Jillian (05:57)
So go out there and solve the problem. It is literally your job to find people that have a problem and then you get to then solve it for them. So I think that's the second thing. And then the third thing is like, have to be so sold on what it is that you were talking about. You guys, I've been selling the same product for almost two years and I'm obsessed with it. I'll talk about it every single day, every day of the week, because I'm bought into it. But what I see so often is people are selling courses or programs or memberships and they don't even wanna be selling them.

Jamie (06:10)
Mm-hmm.

Jillian (06:25)
And then the fourth thing I would say is go to your own social media right now, and this might be triggering for some of you, go to your social media right now and ask yourself, if you landed on this page, would you buy from you? And if it's yes, then you're doing a great job. And if it's like, I probably wouldn't buy from me either. I show up, I have a picture of my cat, a Bible verse, my outfit of the day, but nobody really knows that I'm the expert in my space.

Dayle (06:38)
Mm-hmm.

for sure. What would you say the content that you make is that you get the most engagement on that you could recommend other people to make as well that in their own way, obviously, but

Jamie (06:50)
Okay.

Jillian (06:58)
Yeah. Yeah,

absolutely. So I actually have a pin post at the top of my Instagram. If you guys go over and follow it, it's called The Jillian Murphy. And I believe it's titled, Five DM Openers that have made me millions of dollars. You guys, I think I have like 50 likes on that post, which I really don't care about, but I have almost 500 people that have saved that. have hundreds of people that have shared that post. So I look at...

Jamie (07:20)
Wow!

Dayle (07:23)
Yep.

Jillian (07:25)
content that does really, really well and I just keep recreating it. Right? So I just did a post this week that said like, if you're getting this objection, say one of these five things, because I now know that my audience likes this type of content. So all content works, but you have to pay attention to what works for your audience. My audience loves carousels. They love something that they can save and that they can share and they can use, get a quick win. Then they're like, well, shit, I got this off of her content. That's totally for free.

Jamie (07:55)
Hmm.

⁓

Jillian (07:55)
I was able

to close a sale or start that DM conversation, so now I'm gonna use her even more. So I think carousels are phenomenal. We do a ton of them. I also do B-roll videos, which I'm not a huge fan of, but it does create more, like it puts the net out there to get more new people. And then also just like who I am as a human. Yeah.

Dayle (08:17)
I.

Jamie (08:17)
and which I

find so fascinating because a lot of experts will say like, you can't, you know, they don't want you to do a birthday post, even a story because that's not what they come to your page for. But I'm also like.

Dayle (08:20)
Hmm.

Jamie (08:31)
My whole back on hearing advice like that is that I like to buy from people. I like to know that there's a real person behind that. It's not just a bunch of workers that have been tasked with doing someone else's social media. I want to know that that person is real person. They're celebrating their friend's birthday, their birthday, whatever. ⁓

Jillian (08:47)
Yeah.

Can I give you guys a real life example? So since I've been the online space, which has been about three, three and a half years, every single day, Monday through Friday, sometimes on the weekend, I share my outfit of the day. Okay? Why do I share my outfit of the day? Because that is actually one of the biggest conversation starters that gets people into my DM. So let's use today for an example, right? I have this dress on, I have a little jean jacket on, I have boots on. Somebody might say, my gosh, I love your fit. What are you up to today?

Jamie (08:50)
Yes.

Dayle (08:51)
Mm-hmm.

Jillian (09:17)
And then I'm like, I'm getting on a couple of people's podcasts. What are you doing today? And they're like, I'm super frustrated because my launch isn't going well. I just transitioned that conversation. So people tell me all the time, I cannot believe how our conversation began with me asking you a link to your boots, where you got your Jordans from, or I never thought about putting those two pieces together. And then fast forward 30 days, three months, six months, nine months, and they are now a client. So don't underestimate something that you're doing every day.

Dayle (09:30)
Okay.

Jillian (09:45)
Also, this builds like no one trusts. My audience sees me every day, first thing, showing them my outfit. And I will tell you, Monday through Friday, when I don't show up, people are like, where are you? Where's your outfit of the day? Because I'm building repetition in their life. And how I show up on social is the same way I'm gonna show up when I'm mentoring them.

Jamie (09:59)
Yeah.

Dayle (10:03)
Absolutely.

Jamie (10:04)
Okay and

then I also have another question you said you've been selling the same program for a couple of years. What is, you know, the things that I have heard is that you have to have a low ticket offer and a mid ticket offer leading to a high ticket offer. What are your thoughts on that?

Jillian (10:09)
Yeah.

So my thoughts on that are they all work, right? But you only have so much space in the online space for real estate. So am I gonna get on Instagram stories and talk about a $49 product and sell one? Or am gonna get on social media stories and sell a $6,000 product and sell one? So it's all about where.

Jamie (10:38)
Mmm.

Jillian (10:39)
You want to drive people to we've actually never

sold low ticket in our business. We've never sold mid ticket in our business. We have been considered high ticket for as long as I've been around and we've been I mean, I've been on a wait list for years to work with me. So the thing is, I also don't want low ticket buyers in my world. That's not who I who I who I work with and who I kind of solve. So I truly believe that there is just I drive people to like the look the lowest thing in our world is $6000. It's the lowest thing that you can work with them with.

Jamie (10:56)
Yeah.

Jillian (11:08)
If you want to hang out and do something low ticket, listen to my podcast, come to my weekly webinar, but I'm not here to create a bunch of different things because I also think it's very confusing for your audience unless you have a very solid ascension model that people know this is where you go, this is where you go, this is where you go. I always say, if your ideal client wants to go to Disneyland, why are you making them get on seven different trolleys to get to the castle? Just put them on the one they want to get to and get them there.

Jamie (11:25)
and

Dayle (11:26)
Mm-hmm.

Jamie (11:33)
Mm-hmm.

Dayle (11:33)
Mm-hmm.

Jillian (11:36)
You have so many opportunities to lose that client when you're putting them at all these different things. And I know you said too about like below ticket, high ticket, mid ticket. I actually take a stand on a lot of things that are taught in the online space.

Jamie (11:41)
Okay.

Okay, so I have a question because I'm just thinking of the holdbacks of the listeners, right? Like the people that are gonna be like, yeah, but you know, easy for her to say because she's already got this, you know, community of high ticket buyers. So that's different for me. And yeah, but it's different for me because I'm just starting out and I don't have all these high ticket buyers. What would you say to somebody like that?

Jillian (11:53)
Yeah. Yeah.

Yeah, you do have high ticket buyers in your audience. You're not talking to them. You're talking to the low ticket buyers and you're talking to the people that are like you have to convince and are at that thing. So when you're creating your content, I want you to ask yourself, what is problem A that my ideal client has? And then what is problem B? So let me give you an example. A newer entrepreneur, their challenges are gonna be, I don't know what kind of content to put out. I don't know what to put on my Instagram stories. I don't know how to get people on sales calls. That's problem A.

That's actually not the type of content that I address. I address problem B. So it's, hey, you wanna learn how to sell without launching. You wanna know how I've sold millions of dollars without ever getting on a sales call. You don't wanna hire a setter and a closer. You don't have more time because you're already full. You already have a booked capacity of clients. So you guys, you, I guarantee have high ticket buyers in your audience, but you're selling to the low ticket buyers every day. And I will also say this, when I came into the online space, I didn't have a following.

I literally started from scratch. spent 25 years in corporate. So I just aligned my messaging from day one to attract people that are more high ticket. And when I say high ticket, that doesn't mean they're already making money. It just means they want to move, they want to take action, and they want to be in close proximity to me.

Dayle (13:24)
Amazing. So I have a question because you mentioned you sell in the DMs and you have you try to avoid a sales call. That is just not your. Yeah, that's your not your business model. So how do you know? I know I've heard you on podcasts talking about like different types of buyers and your the personality types attached that which I would love for you to explain to us. But also how do you do like

Jillian (13:31)
Yeah, I don't do sales calls at all.

Dayle (13:49)
Do a script that you have, are all buyers go with the same kind of general, if we've decided she's this type of buyer, we give her this script, or is it more fluid than that?

Jillian (14:01)
Yeah, it's definitely more fluid than that. And I don't have anybody in my DMs closing any business for me. I'm not using MannyChat. I'm not using Mannyflow. Like it's literally me in there. So I'm humanizing every single conversation of like, are you at in your business? What's going on? This is absolutely what I do. This is how I can solve it. This is how I can't solve it. Let's talk about next steps of how to do that. And also I think this is important for people to know listening to the podcast.

I do not do sales calls in my business, okay? And I also don't have low ticket offers. I also don't have a website and I don't have any sales pages. So everything that I do is strictly through human connection and then sending them a Stripe link. You are spending so much time trying to get a sales page to convert that is never gonna convert like an actual human human conversation. You're spending time trying to set up your Manage Chat funnel that is going to probably frustrate more people than get them in and you're...

Probably like getting on calls and you're not prepared to even how to handle objections So you have so much more power when you're in the DMS because you have time to think and you have time to ask yourself How do I want to respond right now? Yeah, 100 %

Jamie (15:04)
That's so true.

Dayle (15:05)
Right. It is so true.

Jamie (15:08)
Sales aside, have you ever left a conversation and been like, should have said this, I should have said that, but you're not ticking along fast enough and it's all just happening so quickly? I can imagine that a sales call is much the same, that you're off the call.

Jillian (15:12)
yeah.

Yeah, I mean, think about when you're on a sales call.

Yeah, think about when you're on a sales call and someone asks you like a super random question, right? Like, let's just say right now I was on a sales call with one of you and you were like, hey, the exchange rate in Canada is terrible right now. What do you do for Canadian clients? I might be like, well, I don't know. But if you ask me that in the DM, I could heart it and be like, hey, let me get right back to you. I'm just jumping on a call. And I could think to be like, how do I want to answer this question? How do I want to serve them? And you have so much more.

Jamie (15:33)
Mm-hmm.

Dayle (15:46)
Totally.

Jillian (15:48)
control of where the conversation goes and where it flows.

Jamie (15:49)
Yes.

Okay, that is like...

Dayle (15:51)
for sure. Yeah,

give us the types of buyers, because I think that that's like a super informative piece of information.

Jillian (16:01)
Yeah, absolutely. So really there's about seven or eight different types of buyers, but most people are categorized into four and essentially people are really categorized into two. So number one is going to be your analytical buyer. These are going to be people that come from the health space, maybe therapists, maybe engineers, maybe doctors, and they're going to have a lot of questions. I'm going to put a couple of caveats in here. They're the people that are going to have a lot of questions. They can't make decisions. They're over thinkers and they don't move quick. Do know why I don't have a sales page?

because I don't want to attract analytical buyers because analytical buyers also come into my program and can't make a decision without me. Think that I'm their life raft. Like they're blowing up the chat. So I personally don't really want to work with these types of people. So there's nothing in my world they can kind of like, well, just send me that or let me check it out. It's like, no, either you're ready or you're not. So that's, yeah. So that's, that's the analytical, that's the analytical buyer. Next you have the expressive buyer. This is going to be the person that

Jamie (16:38)
Mmm.

Dayle (16:43)
Hmm.

Jamie (16:49)
I love this. This is so fascinating to me. Carry on, carry on.

Jillian (16:58)
cannot make a decision because she has FOMO of everything else. So maybe you've sent her a link or you've sent her a proposal and she's like, yes, I'm absolutely in. And then she's like ghosted you. It has nothing to with the fact that she doesn't want your products. It's because she's most likely found something else somewhere else that's grabbed her attention. So this is also why low ticket things aren't good because I don't want a lot of people that are just kind of like price shopping me like, oh, I'll try her $47 product. I'll try your $50 product. It's like, no, I want people that are ready.

and are absolutely committed. So again, we don't really attract a lot of expressive buyers either. The third one is gonna be, call her like amicable Amber. She's the person that is going to take a very long time to buy because she wants to start Jamie at low ticket. She actually wants to start with your content. Then she wants to go to your low ticket. Then she wants to join your challenge. Then she wants to do a sales call. And again,

Dayle (17:48)
Yeah.

Jillian (17:50)
We don't want those people really in our world. We want people that are just like, hey, I have this problem, and how do I actually solve it? Also something that's really important with Amber is she's extremely unorganized. So for those of you guys that don't want to do follow up because you feel salesy, cringy, clingy, whatever it is, you are missing out on selling to Amber because she needs follow up. And then this is who we attract mostly into our business is your dominant buyers. These are people that are ready. They know what they want.

They've already invested in coaching or mentorships, whether it's in their health, business, relationships, whatever. They don't have a lot of questions. They're like, hey, I've been following Jillian Murphy. She's the expert on this. I'm ready to go. And now in the DMs, we're really just talking about logistics. What does it look like? How many calls is it? How much access do I get to you? So those are the types of buyers that are kind of out there. Yeah, I think I did that in like 60 seconds or less.

Jamie (18:22)
you

Dayle (18:41)
Right.

Jamie (18:42)
So it's really interesting because

I can easily like categorize myself The last one when I'm interested But I can be any one of those other ones if I'm not that interested in the thing like I'm like, yeah Well, what is it? I need to see this and I'll ask a million questions But like that's got to be my own into intuition me like, know, you're not that interested. Just walk away Don't waste their time. Don't waste your time, you know,

Jillian (18:46)
Yeah.

Dayle (18:47)
And who are you?

Jillian (18:49)
Yeah. When you're interested.

Dayle (18:56)
Mm-hmm.

Jillian (19:08)
Yeah.

Dayle (19:09)
Exactly.

Jamie (19:09)
So very

Jillian (19:09)
Yeah. Thank you. And I also think for a lot of you, you have to give your audience an identity. So if you guys follow my social media content, you will say that I'm calling you a CEO because CEOs make decisions. I'm calling you an expert and an authority because I'm not talking to baby entrepreneurs. And I'm calling you an action taker. Why? Because CEOs take action.

Jamie (19:09)
fascinating. Okay.

Jillian (19:30)
So I'm saying every single day, like if you are an action taker that wants to grow your sales, if you are an authority and a CEO in your space and you no longer want this problem or this challenge, so if you guys are saying things into your audience like you're overwhelmed, you're stressed out, you're burnt out, you have anxiety, who do you think you're attracting? You're literally attracting these people and they don't make decisions quick.

Dayle (19:49)
Mm-hmm, for sure. It's so true. ⁓

Jamie (19:50)
So true. ⁓ my gosh. Your

psychological game on the sales world is just so... Hang on, I can't even believe it.

Dayle (19:56)
I know, it's next level.

Jillian (19:57)
I mean, I've been doing it for

27 years, guys. So it's like, it's taken, you know, I have a lot of experience in it.

Dayle (19:59)
Yeah.

Jamie (20:03)
Wow, you, honestly, yeah. ⁓

Dayle (20:03)
Yeah, that's why you're the best in the business though, honestly, like it's so fascinating

Jillian (20:06)
Thank you. Thank you.

Dayle (20:08)
to me because the thing is, is I watch myself, like I'm like, what attracts me to something? That's often the question I like to ask. And sometimes I can put my finger on it and sometimes I can't. And then the other interesting thing for me is I can sell certain things easily. I, my website clients, I can sell to them without even thinking because I know exactly what I'm offering them.

Jillian (20:19)
Yeah.

Dayle (20:30)
generally the same thing every single time. But there's other things when it's kind of like new to me, I'm like, I wonder what people's real problem is here that I'm actually clearly solving. you just, you just kind of get like wrapped up in your, your verbiage and your, all of those types of things. So when people...

Jillian (20:47)
Yeah, and you can always

ask yourself, as I'm putting out this content or as I'm putting out this podcast or whatever, am I putting it through the lens of someone I'm trying to convince or am I putting it through the lens of somebody who wants this problem solved? Who wants the line?

Dayle (20:56)
Yes.

Jamie (21:00)
wants to buy. Yeah,

Dayle (21:00)
Yeah,

Jamie (21:02)
100%. Okay, so for everyone who's listening that's like, my god, I need her in my life, which is going to be everybody that's listening. how do they reach you?

Dayle (21:02)
totally.

Jillian (21:09)
Thank you.

Yeah, so number one, follow me on Instagram. It's the Jillian Murphy. Come over, say hello. You're literally gonna get a voice memo from me. There's no one in my DMs. I just love to like get to know people. Tell me how you guys found me. You know, let's have a conversation. It can be about a chicken recipe. It could be about a pair of Jordans that you're wearing. It could be about your kids. It doesn't matter. Like just come over and get to know me on social. And then let's see where you're at in your sales, right? Everyone needs help in sales. I always say like this is the reason why I have a business because it's truly the one skill that everybody needs. So come over on

follow me. I also have a podcast we drop three episodes a week. They're short, they're spicy. It's called Scale Your Sales Podcast. We've had over like I think 400 episodes at this point so go over and check it out. And I will tell you you will learn a shit ton just by following my content so go over my content, save it, it.

Dayle (21:57)
amazing. Well thank you for being here. We are so so grateful for sharing with us and our audience and we love you and we're lucky to have you. Take care.

Jillian (21:58)
Thank you.

Jamie (22:00)
Yes, thank you so much.

Jillian (22:06)
Absolutely, love you guys. Thank you.

Jamie (22:09)
Until

next time guys, bye.

Jillian (22:12)
Bye!