Kat Millar

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Is Creating Content Enough To Attract Clients?

Do you ever spend ages creating a social media post or email … but barely get any engagement?

Maybe you only get a few likes or comments, and hardly anyone opens your email that you spent hours crafting?

Do you ever wonder … is it worth all the effort?

It’s so discouraging when you have poured your heart and soul into something, making it as good as you can, and adding as much value as you can and getting very little response.

A lot of people ask me if creating content is still effective in attracting clients?

By content, I’m talking about things like emails, blogs and social media posts.

Think Of The Buyer’s Journey

If you think of the buyer’s journey, there are different stages that the buyer goes through. Buyers go from awareness to being problem aware, through to being solution aware. It’s very rare that someone will see a social media post and sign up with you right away.

Content is good for keeping you top of mind. It’s good for inspiring a small step of action or for educating people on what you do. It’s like a drip-feed. You give little pieces of education and inspiration so that you open people to a new way of thinking.

Typically content isn’t good for converting people. If you think of it as a pipeline, you’ve got all these stages that people go through before they actually sign up and pay money to you.

Content is just little bits to keep you on top of people’s minds and to slowly build trust. It’s almost like adding a little bit of money into a bank account a little at a time, and then when you’ve got enough money you spend it.

If you think about posting content in this metaphor, a piece of content is not usually enough to convert people into paying clients.

Social media is not designed to sell to people and this is where many business owners and coaches get it wrong. It’s too fast and a lot of people try and fast-track their sales process. This can end up putting people off because you’re selling too soon.

Build Trust First

Trust needs to be built first. Someone is not going to turn into a paid client from a social media post because not enough trust has been built up in their trust bank account. It’s almost like trying to make a withdrawal before you’ve put enough into that account to withdraw the money from.

Content keeps you freshly on top of people’s minds. It’s good for grabbing attention, but it’s not good for maintaining attention. In order to trust people, you need time for trust to develop.

Research shows you need about 7 hours’ worth of time with someone before you trust them. So if you’re creating social media posts that take one minute for someone to read, you have to do a heck of a lot of those posts in order to build up those 7-hours of trust.

If you’re creating 1-minute posts, this means you have to create 60 posts to get an hour of attention, so you need to do that for 7 hours, which means you’ve got to create 420 posts!

How many people have you found that actually transfer money into your bank account because they saw one of your social posts?

How often has someone signed up for a strategy session or discovery call in your calendar by reading one of your blogs? It doesn’t happen very often.

Live Video Is Powerful

Written content still has its place. But studies done by Livestream show that 79% of people believe that live stream videos provide a more authentic interaction with the audience.

Live presenting, like doing Facebook Lives are so popular now, and people are drawn to watch something real-time, rather than a polished piece of footage.

Audiences spend about 3 times as long watching live-streamed videos, as opposed to watching traditional pre-recorded videos. This is a pretty powerful statistic. Live interactions are more authentic and relatable. It’s not all scripted with multiple takes and lots of editing.

People who are willing to show up on camera and share their expertise build their businesses faster. It takes courage and it takes preparation because you have to organise your knowledge. The more you show up on video, the better you become.

Your positioning changes in people’s minds when you show up on video prepared and with your knowledge organised. It elevates you and your positioning in the minds of your community.

Facing Your Fears Propels You Ahead

The fear of public speaking takes a lot of people out of the game before they’ve even begun.  If you’re courageous to step out into the world of public speaking you immediately differentiate yourself from many of your competitors, who are not willing to do it.

Public speaking and learning to present live is a hugely valuable skill.  You can do live videos from anywhere, at any time and these days you don’t need a full-on studio. You can just do it on your phone or laptop.

When you do a live video, or run a live event, as opposed to a pre-recorded video series (like an evergreen webinar for example) people give you their time because you’re offering to educate them.

Building Trust Through Education

Educating people is a way that people will give you their time and it helps to build trust. The more time you spend with someone (like a friend or family member), the more you trust a person. It’s logical right?

It’s the same in business. The more time someone spends with you, the more they will trust you. You aren’t going to trust someone you’ve just met on the street. So you need to spend time with people to enable the trust to be built.

When you hold an online event, it’s a win-win situation. You are giving a whole lot of valuable content and educating people for free. People receive free education and in return, they give you their time, which leads to trust-building.

This is the underlying principle. It can’t just be content on its own. And you can’t do an event with no content either! Basically, you’re taking a whole bunch of strangers on social media and you’re asking for their time.

When you do a live event you can take someone from ‘cold to sold’ much quicker. If you do content in small amounts, it could take months or even years for people to trust you.

When you do a full-day event, it can convert people straight away because you get that 7-hours of trust-building in one day.

This supercharges your leverage from taking months or years to build trust, to being able to build trust within a day. Or you can do it through a few different shorter webinars over a couple of weeks.

1 – Compelling Content Is Not About What You Do, But How You Do It

When it comes to content, it’s not a case of just pumping out content. It’s HOW you’re creating your content. Is your content compelling, engaging and inspiring? Do you know how to influence people through your content?

Being able to influence people through your content is a skill and it’s a craft and it’s well-worth learning.

I’ve had people book into my calendar from one social post. Many times I’ve had people book into my calendar from watching one Facebook Live video.

More often though, people have watched a few videos or read a few posts or maybe gotten a series of emails before they book in for a session with me. Not everyone is ready straight away to purchase.

So it’s not just the words you put on the page, but it’s how you actually craft your content.

Are you speaking the language of your ideal client? Are you waking up their desires and speaking to them emotionally? This is one of the most important parts of great content. You need to be able to move people emotionally with your message.

2. Content alone is rarely enough to attract clients consistently

Content alone is rarely enough to consistently attract clients. Content plus presenting is the most potent combination to attract clients to you fast. Content is not there to convert. Content is there to attract, engage and remind people of you.

Conversion events are where you not only get someone’s attention, but you maintain their attention. You build trust and position yourself as an authority. You’re able to overcome people’s false beliefs, inspire people to action, and you’re able to get people emotional and feeling the energy that you just can’t get from a social media post.

There’s so much power to doing both content and presenting events. It’s multi-dimensional and it’s a series of steps.

If I was to condense it down to what has helped me the most over the past 5 years as a business coach, it’s the combination of creating compelling content and presenting and running conversion events.

You need the content to support the event. You need the event to contain your content. When you get it right, it’s a powerful combination.

You can’t do an event 5 days a week, but you can post content 5 days a week. You can’t do events all the time because they are exclusive.

So you’ve got content in between big events. This is a real winning strategy.  So few people are actually willing to do this because it takes work. It’s not a get-rich-quick scheme. It does take work.

But if you develop these skills, you never have to worry about money again, because you just keep getting better and better at these skills. You can go anywhere in the world and get clients and make money.

When you get the combination right, you’ve got an asset. You don’t have to keep creating endless posts over and over. You have a signature event that just gets better every time you craft it. It’s like a book. It becomes an asset.

People ask me how can I run a whole day online event? I never thought I could do a whole workshop online. But fortunately, with the pandemic have come some blessings also. One of these is doing online workshops and webinars.

We’ve realised how super accessible online events are.  I’ve been running online full-day workshops for over a year now and they are incredible. I’ve been able to have people from other states, cities and countries attend my events, which I never could have done with live face-to-face events.

I’ve undertaken 6-day and 4-day courses online, where you are online for 10 hours a day. You have to take stretch breaks, have a little dance party and also have people connect in breakout rooms.

You need to have people actually doing things and participating during the event. No one wants to just sit and learn and be spoken at for 8 hours. You have to include people to participate.

If you do these events well you can connect up-close and personal with people, which you can’t necessarily do with a room full of people in a live event. You can build intimacy and get really personal with people that you can’t do in a massive live event.

One-day events are one of my favourite ways to build my business. You can give people so much value and help people. And it helps you to build trust with people more quickly.

3 – Content + Presenting = The Most Potent Combination To Attract Clients

Learning to create online events gives you a rock-solid strategy that you can rely on for your business. You just have to commit to learning how to do it.

Years ago I attended a conference and I remember watching all the speakers on stage and I thought that I want to be one of those speakers, instead of just watching them. But it takes facing and overcoming your fears.

When you can commit to creating more live presentations, like live video and live, online events, it takes away needless hours of churning out endless content.

So if you would like to know how to create really compelling content, how to run a profitable conversion event, and also how to set up a client attraction machine that is automated and seamless, I am sharing it all for FREE in my upcoming 1-day event on Saturday 15th May…

How To Attract A Steady Stream Of New Clients.
Find out more or register here

If you want to take a day to actually get things done in your business, not just learn information, but actually work on your business, this event is for you.

You don’t need to be an extrovert, you don’t need to be a techy. I’m not any of these. I was simply willing to learn, show up and take a risk, and present.

And that’s the key here. All you need is a willingness to do it, a willingness to help people, and a willingness to get over yourself!

Let’s be honest, it’s not about you, it’s about a message that you have to share.

The world needs you.

See you there!

Kat

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4 Essential Keys To Attracting New Clients Consistently

Would you like to know the FASTEST ways to get more followers, more engagement, more trust, and ultimately more paying clients, consistently?

There are 4 powerful methods that I recommend and these are the exact strategies that I personally used to…⠀

* Sell out my programs with my quality clients that I love working with⠀

* Have a steady stream of consistent, ideal clients, without all the stress and confusion and overwhelm

* Grow a 6-figure business as a full-time coach working from home⠀

These are the things that enable you to really move the needle forward in your business, instead of all the little bits and pieces.

Four Things To Attract Clients Consistently:

If you want to have a business where you make 10k or more every single month, there are four main things that I recommend. Only four.

One of the biggest mistakes I see a lot of business owners making when it comes to attracting clients is a lack of focus. A lack of direction and trying to do ALL the things ALL the time, and nothing is really making any type of significant difference to the most important thing in order for us to STAY in business – which is cash flow.

To have a sustainable business, you’ve got to have solid structures set up, so you don’t need to have to rely on a job anymore.

Then you can really trust that your business is providing for you financially, not just covering your expenses, but to have some holidays and lifestyle too, where you can step away from business, and actually have some fun.

I don’t know about you but when I started my business, I would sit at my laptop every morning and before long, I’d have lots and lots of tabs open, and I would be researching, going down rabbit holes, and consuming other people’s content … rather than actually creating my own.

So if you want to stop wasting time on all those things that don’t make a significant difference, it’s time to strip it back to really what works. It gets a whole lot simpler when you focus solely on the things that really matter.

So here are the four things. Get your paper and pen out and get ready to take some notes.

1. Compelling Content

The first thing you need in order to attract clients consistently, you need to have compelling content. You need it. This is not a negotiable thing. Every business who wants to be successful needs to have compelling content.

Compelling content attracts the right people to you. You want people to read your writing and think “I want to work with her, she gets me, she is writing to me, she is speaking my language.”

And it’s really sad people posting content that doesn’t get read because when people post and it doesn’t get read, people think there is something wrong with them.

But nothing is wrong with you. You are amazing. But sometimes the crafting of the language doesn’t hit the mark and the words are raising resistance in people, or actually putting people off.

There are certain phrases we can use to invite people in – really hooky and compelling language, and then there is language that puts up a wall with people. This is what I teach my clients.

80% of your marketing success comes down to your words. How incredible is that! To give all the time we invest in other things in our business when 80% is actually the language we use … and so much of it doesn’t bring the paid in clients.

So much of it doesn’t work to bring in people. So much of your knowledge and expertise in your content is not being seen by people. It’s such a waste.

When you get your content right, when you get your content to be compelling, a whole new world opens up to you, more new opportunities open up for you, it’s like a dog whistle, where you call them in through using the right language.

If you don’t get this in place, your emails don’t get opened, your posts get lost in the newsfeed, and you’re not able to help the people that need it.

It’s pretty heart-breaking, because you have something that can really help people. You have unique brilliance that people need. People are struggling and you have the answers, and the bridge that joins you and your people is your wording.

Crafting compelling content is a skill, there’s a formula to it and you can learn it.

2. Conversion Events

The second key to attract clients consistently is having a conversion event.

The thing that has always gotten me the most clients is running events. There are so many reasons I love events.

Firstly, in order to sign up new clients you need to be able to attract a tribe of people and have them give your time. So, if you’re just sharing content, you’re not getting enough of their attention or time.

When you run events, you get attention on your business so that you can share your message in a way that’s really influential and inspiring.

To run events is the fastest way to attract your ideal clients.

Instead of speaking to one person at a time. If you spoke to 1 person for one hour and you need to do 100 hours, you can speak to 100 people in 100 hours.

But when you run an event, you speak to 100 people in 1 hour. It’s one of the major reasons I love it. I was doing one-on-one for 8 years before I went to 1:many. It means that when you create an event, it becomes an asset.

It’s like a book. Once you do the work, 1000’s of people can benefit from it and once.

The one-to-many model is incredibly leveraged meaning you don’t have to take decades to impact the number of people that you want to find anything that has incredible effects.

Another thing is so many of your competitors aren’t willing to do it, and they are not doing it well, because they don’t know how to do it well.

Most people are petrified of public speaking and when I learned that, I thought, well I am going to run at that.

I had a fear of public speaking as well, but I realised – if I can overcome that, it’s going to be a game-changer. It’s going to open up a whole new world.

And it did. As soon I started running my events, other people invited me to speak at their events, interview me on their podcasts and in their Facebook groups, inviting me to summits … all because you’re positioning changes. It’s a skill. If you can learn it, you can present it to your potential group.

It’s the coolest thing. It really equals freedom. You can go anywhere in the world and make money because you know how to present. Doing it online means you just need a Wi-Fi connection and a laptop and you can make money from anywhere in the world.

The ability to present to a group is not just reserved for people with natural talent. People have said to me “Oh you’re just a natural. I am not a natural at all. I have run over 250 events, it’s just practice. It took me a while to stop being bright read and to stop fumbling my words. It didn’t come naturally, I learned it.

I’m still not obviously not perfect, but you don’t need to be. That’s the best part. You just need to have a willingness to show up and organise your knowledge in a way that’s valuable for people.

I’m sharing my formula in a free event coming up. You can check it out here.

Running an online event allows you to get in front of your ideal clients, get their attention, have them trust you because you’re able to give valuable.

It’s not hard when you follow the formula, you just need a zoom account. It’s one of the cheapest ways to get clients.

The content that I’m sharing at this event took me years of hard work, I put it into a formula and I’m sharing it for free because I want to help as many people with this as possible.

At my event, I show you exactly how to do it, I take you by hand exactly how to do it with my formula and you get a blueprint, so you can launch your own profitable event.

Even if you’ve never done any type of presentation in your life, even if you’re scared of it, I show you how to do it. You just need to organise your knowledge, then show up, stare at a lens and present what you love talking about. It’s super fun! Anyone can do it.

3. Client Attraction Machines

The third key to attract clients consistently is to have a client attraction machine.

If you have lots to do and if you have lots of other things going on in your world, you have got a social life, a family and other things going on and you don’t really want to be glued to your laptop 12 hours a day, the best way to solve that problem is to get clients is to be automated.

You create an automatic system. You build a profitable, scalable asset like a funnel, I call it a client attraction funnel that becomes like a 24/7 sales machine.

So people can sign up with you any time of the day. You have got order forms online, where people can click and buy and you can transact when you’re sleeping or when you’re on your holiday. When you get this your whole business changes.

I used to think that if you set up automation, you don’t always have a beautiful client experience. But that was just a limiting belief.

You can still provide a really valuable client experience – AND be automated. In fact, people want to be buying things or booking on your calendar 24/7.

I have people booking early in the morning when I’m sleeping, or late at night or on a weekend. You don’t want them to call you or text you to go back and forth, you want a way people can be booking in with you.

You also want a way where people can pay you so you have got landing pages.

A funnel is basically a landing page, it’s a web page that you set up. I use click funnels, I love it. It’s one of the best landing page software you can get, it’s super simple to use, it’s elegant and professional and it converts really high.

People put in their name and email and they get an email straight away, they don’t have to wait for you for the next day or two to get back to them.

So it’s a beautiful streamlined process and you can do this while also providing a great experience. The funnel provides a path.

I know some people freak out when they hear the word ‘funnel’ and I did too. I didn’t want to learn all this technology but I have realised it’s actually easy once you learn it.

And when you learn it, you have got the skill for life.

I will be out running and get an idea, and I can get home and create a funnel in just a few hours. I can put up a lead magnet, thank you page, some kind of automation sequence that links to the automation through Email, done in an afternoon.

Eventually, when you have a big team or you have people assisting you, you can delegate things to people – but when you know how to do it yourself, you can do it fast and you can have full control over your business.

If anything goes wrong, you know how to tweak it, it’s crazy when you get this right. It’s one of the most leveraged activities you can do and if you don’t have time to do things manually, it’s perfect for you.

You just need to decide, you’re not going to have this old-school clunky manual business anymore and start taking an automated approach to your business.

It’s incredible because you can generate limitless amount clients from this. You can use that funnel forever, you can put a limitless amount of people through it.

You can run hundreds or thousands of people go through it.

You might be thinking “It sounds like work” and it does require work. But the cool thing about it is, once you’ve done it, you have skill. You can have holidays where you don’t come back to people annoyed at you or have people forgotten about you.

Once I set up the client attraction funnels, I could go to New Zealand regularly, and Port Stephens and Hunter Valley on holiday and people would still book in and I’d still make money consistently. It’s a beautiful thing!

4. Coach And Community

The fourth thing that you need in order to attract clients is a Coach and community.

There’s nothing more valuable in your business than having support. Having support holds us to a higher standard. It holds you actually getting things done.

It’s the one thing in my business that accelerated me faster than anything. Receiving consistent clarity, guidance, and feedback from an expert who has achieved what you want to achieve, who are farther along in the journey.

They can look in your pipeline and say, “this is where the leakages are.  We need to plug that, stop that, tweak that, stop doing that, start doing that”. We all need to have an expert in our business if we want to accelerate our results.

We can’t reach our potential without it.

Like Eric Schmidt, the CEO of Google said “Every famous athlete has a coach. One thing people are never good at is seeing things the way other people could see them”.

When you have got an expert looking at your business and saying this is what we need to tweak, it gives you a clear perspective, and ultimately it gives you acceleration.

On my journey as a Coach, I have realised the smartest thing I could do was have someone whose been there done that’ and actually understands my business and can show me how to make it together and get these pieces in place.

I call these fast lane activities.  If you imagine your business like being a road. You can be in the slow lane, middle lane, the fast lane or you can be on the footpath. And a lot of people on the footpath are walking really slow things in the business, doing things like tweaking their logo, or the shade of their colours, or things that don’t really matter.

When you get these fast lane activities in place and you build, what I call fully built bridges… instead of just lots of half-built bridges, where you start something and don’t finish…

When you build these full bridges, yes they take time, but once you have got them in place, you are setting yourself in solid sustainable business.

So, if you want to attract more people who want to invest in your services, if you want to get the answers to your business questions that you’re stuck on and you want to attract clients to you consistently with ease, I’d love to be that mentor for you.

If you know it’s time to start making the impact in the world that you’re here to make and the income you deserve, in my upcoming event I dive deeper into these four strategies, I’ll show you exactly how to do them all.

I dive into the HOW… how you can actually put this into place. I’ll show you:

  • How to create compelling content, all the elements that need to go into it
  • How to create profitable conversion events and the exact steps to do it
  • How to create a client attraction machine, even if you’re not tech-savvy. Anyone can learn it and I show you step-by-step what to do.

Plus you get support directly from me, and with a like-minded, inspiring community.

So if you like to join us, it’s happening on Saturday, May 15th. We’ll be diving deep into what I talked all about tonight so you can attract a steady stream of quality clients and fast-track your business growth. I’d love to see you there!

Claim your free ticket here

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The Biggest Red Flag In Business Progress… And How To Avoid It

Do you feel like there’s a handbrake on your business progress?

Do you wonder why your business isn’t growing no matter how hard you feel like you’re working?

Do you feel like you’re going, going, going going but you’re not achieving the success and the progress and the growth in your business that you know that you deserve?

In this video, I’m going to be sharing with you the biggest red flag in business progress and how to avoid it.

1. Identify Your Red Flags

This is what I believe is one of the most neglected and underrated things that’s responsible and driving your business forward. And it’s actually about you. It’s actually about your self-care and looking after you as the leader of your business.

This isn’t included in a lot of business programs, there’s not always a lot of strategy on self-care. But without self-care, if we don’t actually include it in our business strategy. And we don’t have it as a ticket item.

It just gets pushed off the list, it gets pushed down and pushed down. And it’s almost like becomes this fluffy thing that we don’t really want to talk about. Now I should sleep more, I know I should eat healthier, I know I should get to be more I know I should scroll my phone list.

If you’re stressed out and you’re not working properly, you’re not going to get the business growth sustainably. You’re not going to be able to show up with high energy with enthusiasm with passion with creativity and problem-solving all the things that we need in business, and your business isn’t going to be fun.

I’ve been talking to a lot of people lately who are feeling stressed, overwhelmed, with too much information coming in information overload, really feeling like they could burn out if nothing changes. They’re going to bed later and later, getting up earlier and earlier, having fewer breaks, doing less movement…

A lot of the habits that we put in place at the start of the year have slipped away. It’s easy at the start of the year to say “right, I’m gonna do this and this and this”… but it doesn’t always happen.

And by this stage, if we haven’t had a good holiday, like a really good risk for our brain, it’s about this time that we can really get into trouble.

And our business can start stagnating, plateauing, or actually get worse, we can lose clients, we can start making mistakes, we can stop showing up consistently or show up kind of poorly, you know, you’re there, but you’re kind of not there.

A lot of us are in front of screens all day, and sometimes into the night. And we can expect our body to keep producing great, feel-good chemicals and not have to be constantly pumping cortisol if we’re not building self-care into our business strategy.

It’s like if you don’t brush your teeth over time, brushing your teeth once or brushing your teeth once a week, it’s not going to do anything. It’s about that consistent building into your daily routine.

It’s the same with a car if you don’t look after your car. If you think about a formula one car – they’re pushing that car but they come into the pitstop regularly and they have a whole team looking after them taking the wheels off and putting petrol in etc.

It’s the same thing with business, you have to do it regularly. It’s a huge part of the business.

I was chatting with my friend Natasha about this today, if you’re not really taking care of yourself, you have to really question what is important to you.

And to face that question, if you’re putting other people’s needs before you, and you’re staying up late on your laptop, working, you’re not taking proper holidays, you’re not taking proper weekends, you’re not switching off, you are making other things more important than you.

And so it does come down to self-worth and self-value issue, which can have a bit of a deeper root cause which probably needs to be worked through with the coach. But you can have the best strategies in the world.

But unless you’re looking after yourself care, like we were talking about it in the group tonight, sadly, one of my clients said, I’m going to add self-care success as a task on my to-do lists every day, tick the box, and see it is something that is, is so important.

And what happened to me was because I tend to do doo doo doo doo, I’m a real action taker. And I feel like I can handle a lot. And because I’m so happy and very optimistic and grateful.

I don’t realise that I’m actually stressed, like, I don’t feel stressed, I don’t worry, I don’t have that kind of chatter about the negative, because I’m really, really worked on it.

However, when I got tested last year, my cortisol levels were really high, like, really after, after the chance. And so I had to go, Hey, my body is telling me something, even though I feel fine, it doesn’t mean I am fine.

And so I want to encourage you, just because you’re feeling fine, doesn’t mean that you shouldn’t be putting regular consistent things in your calendar to look after yourself.

And this is really hard to do if you’re a high achiever if you’re an action taker if you’re a go-getter and if you fill your life with a lot of things.

If I’m not alone, if you are the kind of person that likes to fill your life, you’re always talking about maybe I need to have more self-care. But the reality is you keep filling your life and you keep having a big long to-do list, it costs you.

It’s normal. Because our society talks about just going and going and hustling and grinding. And it’s almost cool sometimes to just be like “I’m  just going to chuck down another coffee and keep going”

But this can wreak havoc with our bodies.

My functional medicine practitioner had a good talk to me and said Kat, you need to take this seriously. You need to switch off more often   because you don’t realise the cost of it. And you’re just used to it.

If you’re anything like me, it just feels normal, this constant drive to do things to produce to create, and I get a buzz off the go, go, go.

And so for me I need to have a proper holiday where I literally get super bored. And don’t do any strategy or planning or reading a personal development book or business book, but it is really challenging.

I’ve worked with her with lifestyle and basically cut out a whole lot of things. And for six months, I didn’t eat gluten, dairy, sugar, grains – I cut out so many things and just basically ate meat, veggies, fruit and coconut for six months.

But my tests still after that came back still stressed. Stress overrides everything.

It’s funny kind of talking about this in a business context.

But if you don’t address it, everything’s going to be halted in your business. You won’t be able to think clearly your clients will feel it and your energy will actually repel clients. And that’s just the reality of it.

When you go in, or no one’s signing up with me, sometimes you’ve really got to look at yourself. Because if you’ve got this stress happening, even if you’re smiling and happy and all as well, people can feel that.

And we can’t perform well for ourselves, for our family, for our friends, for our loved ones for our community, if we’ve got that constant set of underlying stress.

If you’ve ever read Stephen Covey’s Seven Habits of Highly Effective People, he talks about the P-C balance.

He tells a story about a struggling farmer who finds this egg made of pure gold. The goose that produced it was producing a golden egg every day.

And he realises that these eggs should be enough for him to live a great life. And he decides he could becomes rich because of these eggs, but now that he’s rich, he’s like, well, maybe this goose is full of these golden eggs.

And so he thinks – I’m going to cut the goose open and get all the eggs out. He wants the eggs all at once, he doesn’t want that one a day. And so he’s convinced that there must be a goldmine inside the goose. And so he slices it up and gets to try and get to these golden eggs all at once.

But he finds out that there’s no golden eggs insidem that the goose needed to actually produce one a day. And so it’s killed the goose. And because of greed, he’s killed the thing that was going to keep producing money.

This equation, which is basically the more you produce, the more you do, the more effective you are. That is, a fallacy.

True effectiveness is actually due to what has produced the golden eggs like that’s the P for production and also PC – the production capability.

You can work till 1 am, you can get up early, you can get all this work done, you can pump it out. But at a certain point, after you increase your production, the production capability will fail, and you’ll actually get diminishing returns because you’re tired, your energy’s not there.

And everything starts to go down. And so similarly, like with a car, where you need that regular maintenance and service and, changing the oil, etc. you need to look after the goose, because the goose is the one that produces the eggs.

This is a great metaphor for taking care of ourselves.

So how do we avoid stress? How do we avoid stress halting our business growth?

Here are three things that you can do…

Examples of Red Flags:

There are really four types.

Physical red flags

Maybe your body shows up with a rash or and also, with insomnia. Maybe you get a racing heart, you might get migraines, headaches, stomach aches, tense muscles, physical symptoms your body will send out there.

Mental red flags

Like not being able to concentrate not being able to focus. mind chatter, that constant mind chatter, clumsiness, forgetfulness, being disorganised, having racing thoughts, negative thoughts. And then there’s the mental replay.

Emotional red flags

Things like fear, guilt, shame, worry, doubt, maybe being super sensitive, being easily irritated by noise or traffic, mood swings, irritability, feeling overwhelmed.

Behavioral red flags

Things like having a messy environment, avoiding people, avoiding responsibilities, anything we’re overdoing so overeating, over-drinking, over social media consumption, or over doing Netflix.

All of these things are red flags that our bodies actually under stress and we need to do something differently.

So that’s number one is we need to identify those red flags and think – okay, this is a sign that yes, even though I might not feel that stress, my body is actually under stress and eaters actually face that and acknowledge it.

2. Schedule Your Big Rocks.

Then what we need to do is, look at what are the big rocks. So you’ve probably heard the story of the jar, if you put big rocks, and then small rocks, thin sand, and water, you can fit the whole lot in.

But if you put the sand in first, and then you try and put the pebbles in, then the big rocks you can’t fit as much in. So if we don’t put the big rocks into our life first, which should be our self-care, then it just gets squeezed out.

And then our business is going to suffer. So we need to look at self-care as a strategy in our business that we took off. And it should be daily, weekly, monthly, quarterly, yearly. So maybe daily, what are the daily things you need to do?

What are those non-negotiable things that you know, if you do it, it’s like a domino, it’s gonna push overall make everything else easier? So maybe it’s generally what my sister Vicki, calls clearing the emotional pipes, where twice a day, she clears the emotional pipes.

And that’s where she can produce so much because every morning, she wakes up in journals doesn’t grab her phone. And every afternoon, she goes for a walk without referring just to clear the emotions, let them sit, or let them process.

Maybe it’s going to be an earlier having a bit of night routine, maybe it’s drinking more water every day, then the week clean might be catching up with friends every week, maybe twice a week, you put in something really social and fun. Maybe it’s getting a massage every week.

So what are those things you can do every single week as your non-negotiables just pop some in the chatbox, what are some of the things that you love putting into your life as a non-negotiable as a big rock?

And then think monthly. So monthly, I catch up with friends and do a vision day. Or I’ll do a full planning strategy day with one of my business colleagues or friends or my sister. And then quarterly, I always take less than three nights away.

Always getaway, go to a new place. So think about this, the non-negotiables that you can put in place that you know if you do this regularly like it should be scheduled into your phone, not just a nice idea.

And I know that there are things that you know, these are not new things for you, but how often are you actually doing them.

So you want to identify the red flags, you want to identify the big rocks, those non-negotiable rocks, and I’d love to know what they are for you.

3. Create A Reframe Statement

The third thing you can do is create a reframe statement.

It’s super simple. But you want to when you’re feeling stressed, you want to have been able to reframe really quickly, and you want to have, you need to talk to yourself, and tell yourself good things.

So when you’re under stress, you want to have some go-to statements that you can say to yourself.

It might be “I am capable.” or “No matter what happens, I’ll handle” or “All is well” Or “Everything is working out as it’s meant to.” or “Everything happens for a reason”…

You know, just simple things, especially if you wake up in the night.

If you’re suffering from stress, you’re probably waking in the night or you find it hard to go to sleep, you might find yourself fidgety, nervous, trouble relaxing, if you can have a statement that you speak over yourself to kind of calm yourself down. All as well.

repeat it, repeat it. A really simple template that I use that I really like to use is called a reframe statement.

And it basically says even though x y Z, I choose XYZ and so you’re acknowledging even though I have a migraine, I choose to relax. Even though I’ve got a lot to do today, I choose to be grateful to have the time flexibility, even though these horrible circumstances just happened to me. I choose love.

What are we telling ourselves that self-talk and reframing is one of the most powerful things I ever learned in-person development, the meaning we give something.

You know, a circumstance happens, we get to decide our reaction to it.

We can’t control things happening to us. People letting us down. Clients not signing up. Clients canceling. Technology not working.

Whatever it is, we can’t control.

Another great reframe statement is saying “even though … I choose…

Even though I have this headache, I choose to be grateful.

Even though that person treated me like that, I choose love.

Even though it’s not fair, I choose joy.

I choose gratitude, I choose to focus on the benefits, I choose to focus on the amazing future I have whatever it is.

So to recap 3 simple ways to reduce your stress:

1. Identify your red flags and face them

2. Schedule your big rocks –  put them in your diary, daily, weekly, monthly.

3. Create a reframe statement. If you’re feeling overwhelmed and stressed out in your business, it’s a big sign that you need support.

I love helping people put strategies in place where I’d show you what to do in your business, so that you’re not stressed and overwhelmed trying to figure it all out, that’s where you burn yourself out.

If you want to speed up that process of where you are to where you want to be, so that you don’t just try and do more, more, more more and more and more, and spend 12 hours a day on your laptop, but actually not really get a great outcome, not really make the money that you want…

…save yourself all that stress and effort and frustration working it out on your own. And book for a free 45-minute strategy session with me.

I want to help you move through this because it’s a horrible place to be when you’re stuck in stress.

I’d love to chat with you and just help you through because business is too hard to do alone.

Apply now for your free strategy session with Kat  

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Delete Your Overflowing To-Do List And Do This Instead

Do you have a to-do list that feels longer than the Amazon river?

Have you started a lot of things in your business, and not finished them?

Does your business feel like a constant construction site, like you’re always working on so many things?

When I first started my coaching business, I spent so much time GATHERING. ⠀

* I studied multiple online courses⠀

* Created numerous topic outlines⠀

* Wrote e-books, offers and blogs…⠀

It’s far easier to sit back and absorb and get addicted to ‘learning’. I was definitely stuck in a consumer mode, as opposed to creating mode.

I started & stopped SO MANY THINGS. I call these half-built bridges.

What Are Half-Built Bridges?

Half-built bridges are like when you start ‘building a bridge’ – such as a new business project. A webinar, a lead magnet, a website, a podcast, a Facebook group, an online course… and it gets hard.

We bump up against a problem or obstacle, it takes too much time, so we walk away and start building another bridge.

And the reason we do this is because we don’t have a clear plan.

Think about the things you’ve started – from all you’ve gathered from all the podcasts, webinars, YouTube clips, blog articles, and books.

The ideas and the projects you’ve started. The courses you’ve started.

For me, I have 2 unfinished diplomas that I don’t know if I’ll ever go back to…

Think about how much time you’ve wasted – starting things you’re never using and aren’t going back to.

And when you think about the ratio and how much time you spend consuming, comparing to creating, what’s it look like for you?

Right now, on a daily basis, on a weekly basis, let’s say eight hours or 16 hours, how many of those hours do you spend building a solid bridge all the way through?

Think about the compounding effect of a lack of focus. Think of all the times you wasted time starting things starting documents with all this research.

A friend of mine recently said she spent an hour researching how to create an Instagram filter and then realised she’s never going to do that and will never get that hour back.

Build a Fully Built Bridge

Half-built bridges can’t be walked over. No one pays for half-built bridges. They pay for fully-built bridges.

Finally, I got it. I realised what I had been missing. A formula. A proven plan. THAT is the way to make business success happen quickly.

Many business owners are NOT getting paid what they’re worth – because of this ONE thing. They haven’t finished something all the way to completion. Or they haven’t CONTINUED to build effective bridges for people to walk over.

It’s simply because they don’t have the strategy, the systems,  the skills, and the support to complete a bridge that people can actually get across to the other side.

All the things you want… The amazing clients, the money, the travel, the automation, the freedom – they’re all on the other side.

You can sign up amazing clients if you know the right way to do it. You’re never going to get there by taking lots of little disjointed actions. You need to complete a bridge.

When you finish your bridge – it enables you to stop stressing about where your next leads are coming from, and start consistently attracting quality clients.

There is SO much power in FINISHING something.

Examples of Fully Built Bridges:

A fully built bridge might be a lead magnet with a funnel where people can opt-in and join your email list.

They can download your freebie, they can go into your email, nurture sequence, and receive emails from you, that are providing great value, and you’re inviting them to take that next step with you.

Another fully built bridge would be an online event. You would create a conversion event where you are inviting people to come. You’re sharing the knowledge and expertise and people who resonate with you.

You get them an invitation to an opportunity that’s a fully built bridge. some of you probably started thinking about running events, or even started planning the content for an event that you haven’t fully committed to and take that bridge, all the way over.

Another fully built bridge is if you create a way for people to book on your calendar, and then they can automatically book in 24/7 regardless of where you are.

So that is a bridge that is worth building, rather than going back and forth and saying something like text me if you’re interested, email me if you’re interested, give me a call – and no one’s calling you, because you haven’t built a fully built bridge.

A fully built bridge is a super valuable asset in your business and it’s SO worth doing. Think about what is something that you can build, and finish it all the way to completion, rather than having little bits and pieces on your to-do list.

Plan For Business Success

Imagine you forget about all the different little things and focus on ONE bridge.

Think about it – if you look back, What have you done in the last 30 days that has attracted paying, quality clients to you?

How much further could you be if you stop doing all the halfway bridges and for 30 days focus on ONE bridge?

This is what you REALLY need in order to generate quality clients consistently.

That’s the TRUE power of completion. You finish the bridge and ACTUAL get a result.

Without a proven plan, you just have an endless massive construction site.

I KNOW that all the amazing clients you ever want are right there waiting for you IF you know the right way to attract them.

If things aren’t working for you in business, it’s because there are some crucial ingredients missing.

People who are achieving incredible growth in their businesses…people who have achieved rapid transformation & created the fulfillment, finances, and FREEDOM they want… ⠀

…have built a full bridge with the right strategy, systems, skills, and support.

Focusing On One Thing In 30 Days:

Imagine if for thirty days, you just focused on one bridge. What’s one outcome that I could achieve in 30 days?

You could launch and run an event in 30 days

You can create a lead magnet with a funnel and upsell to a consult in 30 days.

You could create a full 2 week or more email nurture sequence to provide value to your email list in 30 days.

There are so many things that we could do. And THIS is what you really need to do in order to generate those quality consistent clients.

Think about what you did over the last thirty days that attracted you paying quality clients?

When you have a strategy that works, you don’t need to build those half-filled bridges anymore. You don’t have that massive construction site in your business anymore.

I know that all the amazing clients that you could ever want are out there for you right now. You can attract them and sign them up if you know the right way to do it.

When you finish your bridge – it enables you to stop stressing about where your next leads are coming from, and start consistently and predictably attracting quality clients.

The formula I teach has been an absolute game-changer for me and so many other business owners all over the world.

It has rapidly taken us out of jobs we didn’t like… into the freedom of being our own boss full-time, earning a profit consistently, and helping people have incredible breakthroughs.

If you want to know how to do it, I created a FREE event where I share this proven formula and my best secrets on how to make it work in your business.

You’ll learn:

  • How to go from stressing over money, wondering where your next leads are coming from, to rock-solid confidence – because you know EXACTLY what works
  • My 7-Step Client Attraction Formula to take away the guesswork and give you a clear step-by-step roadmap to follow
  • The ONLY THREE things that enabled me to grow a business to 100K+ in less than 12 months, and how you can too
  • How to get a STEADY flow of people wanting to work with you, so you can feel the relief of NEVER having to work for anyone else again unless you want to
  • The ESSENTIAL ingredients to AUTOMATE your business so you can have a 24/7 marketing machine, where you do it once and it’s done!
  • How to get attention and engage the right people, with the most effective copywriting strategies
  • ​How to communicate your value by getting clarity on your unique message, so you can inspire the right people to work with you

Ultimately, how to get PAID WELL for helping people, so you can make a bigger difference and create more time flexibility and freedom

Learn more here

When you learn these skills, you don’t have to work for anyone else. You have not got only your expenses covered, but you got plenty left out for your marketing, your business growth, and for you to actually live the kind of lifestyle you want.

Your business can look completely different in the next 30 days.

You can absolutely build that fully built bridge, and be paid what you’re worth.

Claim your free ticket now

I look forward to seeing you there.

Take care friends, talk soon

Kat

 

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How To Turn Your Discovery Calls Into Paying Clients

Would you like a simple sales process to help you sign up more clients?

In this training, I share how you can turn your discovery calls into paying clients with my zero-pressure 6-step ‘Authentic Selling Formula’.

Selling is an awkward thing for many people. A lot of people tell me they don’t like having sales conversations. I get it. It used to be this way for me also.

No one likes having conversations with people who are trying to push their product or service on us.

But you don’t have to do that to make it in business.

I talk to a lot of people who have this idea that business is cut-throat and they’ve got to be brutal with sales and get the sale closed immediately.

But you don’t have to do it like that. You can have a relaxed sales process, which is a really beautiful conversation between two people who are trying to see if they’re the right match for each other.

A sales conversation can almost be like a coaching conversation where you’re helping someone work through what they want, where they are right now, and what blocks are in their way.

If you’re putting off doing sales calls because you don’t like sales, then what I’m sharing today is for you, because it will help reframe sales into something positive for you.

The reason I’m so passionate about sharing this process is because for years and years I was confused and overwhelmed with so many different sales methods.

Over the years, I’ve done so many sales courses with Les Mills, Matt Catling, Authentic Education, Jeffrey Slayter, Netty’D Lackovic and others, and I’ve read many sales books by people like Zig Ziglar and Brian Tracy.

I’ve spent so much money and time learning various sales methods from the best in the business.

And I’ve also done thousands of discovery calls, and I’ve been able to work out the questions that are the most powerful, potent, and effective.

Sales conversations are about asking the right questions and making sure that you’re super curious about the person you’re speaking with.

I’ve discovered there are 3 essential ways of being when you’re selling:

1 –Be Present

It’s so important to be really present in the call and not be distracted or thinking about the client that you had before you call, or the meeting you’ve got after your call.

You need to be fully present, so you can build rapport with that person and match and mirror what they’re saying. You also need to mirror and match what they are not saying.

Everyone has different personalities, characteristics, habits, learning styles, pain points, desires, and emotional triggers.

2  – Be Prepared

 Preparation is so important and the way you get prepared is by having a proven sales process that works.  You do not want to get in front of a potential prospect and completely stuff it up. You need a really great sales script and you need to practice.

Because sales conversations are dynamic, you need to be able to deviate from the script, but still keep control and lead the conversation. You don’t want to be so scripted, that you sound like a robot.

Conversations naturally deviate depending on the person’s needs. So you need to be flexible so you can meet the person’s needs, but also be able to bring it back within your sales structure.  This is such a fun game to me because it’s like a puzzle that I’ve got to figure out and I find it really enjoyable.

When you understand human behaviours and see what techniques and triggers are happening, and if you’re holding the person so they feel their consequences or feel the pain, you’ve got to know how long to hold them there.

There is a chemistry with sales and a tension sales calls operate within. You need to be fully prepared with really powerful questions to help the person on the call work through the blocks that are in the way of them getting positive results for their lives.

It’s not that they are just saying yes or no to you, they’re saying yes or no to themselves. And that’s a massive reframe for the person who is leading the call. Are you going to be the person that helps them overcome whatever is in their way, so they can invest in themselves?

Money is everywhere but there is only one you. So you need to show people why you’re different, and how you are going to help them make a positive change to their life.

There is an emotional place that people come into when they are ready to buy. You’ve got to be able to pick these psychological cues.

I teach all of these in my program, but in this training, I want to show you more about a really simple process that you can put in place, and this is part of being prepared.

3 – Be Passionate

The other thing that you need to be in a sales conversation is passionate. Not passionate about yourself, or your product or service, but passionate about the person you are serving and passionate about the breakthrough and result you will help them get.

If you’re passionate about the person and their breakthrough, then you will do what it takes to help them overcome their belief systems, so you won’t leave them stuck in their pain. Be enthusiastic and confident.

Imagine getting on a sales conversation with someone who’s not enthusiastic, not confident, not passionate who sounds flat and bored. It would put you off, right?

So be present, be prepared and be passionate.

Now I’m going to take you through my 6-step A to F process that I use in my discovery sales conversations, and the reason I love this process is because it’s so easy to remember. If you know your ABC’s then you can remember this formula.

The best thing is you can use this formula when you are out and about at a networking function when you’re on a phone call or on a Zoom call.

My 6-Step Authentic Selling Formula

To preface this, sales is about influencing people to make positive change to their lives. It’s not about manipulating someone or trying to sell to someone who has no need or desire for your product.

The presumption is that the person you will be talking to has a problem you can solve, they have a need you can help with and they want to be on a sales call with you because they booked into your calendar. So you are getting on the call with integrity to start with.

A – ARE

A is for ‘are’, so where are you at? If I’m having a chat with someone at a networking event, I want to know where they are at. This will help you to know if you both are a potential match. It’s like when you’re dating you want to know the other person’s likes and dislikes, and where they are currently at in their life.

There are a range of questions that you can use in this category. So, when the person gets on the call, I just outline how I would like the conversation to go. I then ask if the person is comfortable and if they have a glass of water.

I then ask, “Out of curiosity, could you tell me a little bit about your current situation? What’s going on for you at the moment?” Or I might ask why they chose to contact me specifically right now. I ask what their circumstances are right now and if they are having problems, then I ask how long a problem has been affecting them.

I have a whole toolkit of questions, and depending on what the person says, I can look at my toolkit of questions if I’m on a Zoom call I have the document open, and I just follow the structure. If I’m out and about and I haven’t got anything in front of me, then because I’ve done so many discovery calls, the questions just start to roll off my tongue.

When the person tells me where they are at, I then ask, “Out of curiosity, why is that important to you?” I then dig deeper and ask how it’s affecting them. I ask how are things affecting them, their family and relationships, and their health.

I ask how long the issue has been a problem for them. When you ask questions this way, you can really get to know their current situation, and it’s not until you really feel like you understand the current situation, that you then move on to the next question.

Before you move to the next question, you need to validate and repeat back to the person what you’ve heard them say. You could use, “I just want to make it clear that I’ve understood this correctly…”. Repeat back to them what they have said.

Once you’ve validated, you want to go into some more digging questions like, “Can you tell me a little bit more specifically about that?.. Could you describe that a little bit more to me?.. I’m curious, can you tell me a bit more about…?”

Keep going until you feel like you’ve got a really good feel of where they currently are at.

B –BE

In the ‘be’ section, you find out where the person is wanting to be in the future.

So I ask questions like, “What’s the specific outcome that you want? How many clients do you want? How much money do you want to make?

If you’re a weight loss coach you would ask, “How much weight do you want to lose?  What dress size do you want to be? What’s an outfit that you want to fit in?” You need to be really specific.

Then you start building questions higher and ask, “What would your life be like if you solve this problem? How would it affect your family, your house, your business, your work, your emotions?”

If you think about the whole wheel of life, everything affects everything else. Your business or your work affects your family. Your mental health and emotions affect your business and your family. Your physical health affects your mental and emotional health.

So you want to get them to paint a picture of where they want their life to be.

Ask them about their big vision and their ultimate vision for their life. I get them talking about their vision, feeling it, and seeing it inside of their mind. I help them paint a really clear and vivid description of the future they want for themselves.

I spend quite a lot of time there. And then I go into the benefits. So I ask them what some of the benefits would be if they achieved their vision. And if they don’t move towards their vision, then I ask them how that would impact them.

C – CHALLENGES

There are 3 parts to the ‘C’ part to the process.

The first is challenges. What challenges are in the way and what roadblocks are preventing the person from getting where they want to be? You need to ask, “What’s not working for you and What’s holding you back?” “Where are you most struggling?” And, “Where are you frustrated?”

I have a whole lot of questions that I ask around the challenges someone is facing. One of my favourite questions is, “Where do you need the most help? Is it strategy, execution, skill acquisition?” I ask where the gaps are that they need the most help. I ask, “What have you tried that hasn’t worked for you?”

Once they say their challenges, I then take them into the second part which is the consequences for not changing.

And this is where you don’t just want to rush to the solution. You want to stay in the consequences and to do this there is a tension to navigate.

Tension is the chemistry itself. So with the consequences, you actually want to take them to the pain and I know it sounds horrible, but this is so that they can see a real contrast between the benefits and the consequences of what will happen if they don’t change.

They need to see the contrast of their beautiful vision they’ve just described to you and the consequences of their life if they don’t implement changes. You have to put your own discomfort aside at this point because the person has to feel the pain of the trajectory that they are currently on.

I then ask questions like…

“What’s it costing you to not have this problem solved?  How is it an issue? Why is it important for you to solve it? What would it be like if you didn’t solve this problem? What would life be like for you in 12 months’ time if you do decide to deal with these problems?”

This might feel really weird but you just need to practice. You need to hold that space for them to actually explore. They might not sign up with you and that’s totally cool.

But if they have got a conviction that they need to change and they can see if they don’t change that the direction of their life will not be positive, then you’ve actually done your job.

So an example question would be, “If you don’t do this, what would be the consequences, and cost you be to you emotionally, financially, spiritually, physically, if you don’t change?”

And then the third stage is commitment.

“Okay, so you told me this…(do a bit of a recap and validate…) so why are you committed to making it happen right now? What’s your commitment level from 1 to 10?”

And then you might say, “Okay, why did you pick that number?” Or one of my favourite questions is, “Why don’t you put the lower number?” Then, the person will give you all the reasons why it’s important to them to change.

Most people pick Number 8. I’ll then say, “Okay, why didn’t you pick a low number?” Then the person will often say, “Because I really want to change and I want to do ….” They actually are now talking themselves into the change.

D – DIRECT

Now you move from the ‘question’ hat, and you put on the ‘director’ hat because it’s here that you need to be the director.

The ABC part of the process is very much the area for curiosity, where you’re getting the person to tell you all about their situation. D is where you take the lead and tell them how you can help them.

To take the charge here, you say to the person something like

“You’ve told me… so imagine this…”

Then you fill in what they’ve told you about their vision and what it would be like for them when they’ve had their problem solved and they’ve achieved their desired outcome.

Now you’re guiding them to see that instead of struggling in an area, they will have achieved. And then you direct them to see what having that achievement ultimately means for their life (health, business, family etc.)

Then you would say to them something like, “If I was able to show you a way to avoid the problems that you talked about and your challenges (mention here the long-term and short-term consequences) would you like to hear about it?”

When they have agreed, I will then walk them through what it would be like for us to work together to solve the problems they mentioned and get the results they mentioned they want.

I’ll say to them, “So I have an [xyz] program that I think will really help you…” and then I go into sharing about my offer.

Here is where I insert something I call CPR. Credibility. Process, and Results.

For credibility, I’ll say something like, “Well over the last 10 years I’ve been coaching thousands of people and I’ve been so grateful so many people get results. And in that time I’ve discovered that the 3 main problems people face are…

Now I share my processes to help people overcome their problems.

I tell them I’ve created a process called the Client Attraction Accelerator and I walk them through the processes of the signature system that I have created to help them solve their problem. Then I’ll share some typical results that people have.

I will share feedback and testimonies that people have given me that I’ve helped them get fully booked with clients. Or it may be that I’ve helped people to run events or webinars. So I will talk about the credibility of why they should listen to me.

I then explain that I offer one-on-one coaching and group coaching. I tell them about my online program and about the extra support they receive, including access to my workshops.

I give details about the payment options and my payment plans that are available, and I talk about all the benefits they will receive.

Once I’ve shared what I have to offer them, I ask them how it fits with what they have in mind. And then I just wait and see what they say. If they want to proceed, I will then go to the next step in the process, which is to engage the person in the sign-up process.

E – ENGAGE

Here is where I take the person through the enrolment process. I would say, ‘That’s fantastic, I’d like to welcome you officially to the program and the community.”

I would then ask for their details to start the process over the phone. Here is where you want to have a card processing system that you can do it on the phone.

Next, I explain the process that will happen next.

I tell them something like “I’m going to email you a partnership agreement so that you can read and sign it, and email it back to me. When I’ve received this, you can get started straight away. I’ll send you the logins for the online course and you can book in your first one-on-one coaching session.

F – FINALISE

To finalise the process if someone doesn’t sound like they want to sign up right away, I will recap briefly the A, B and C’s of our discussion and I will talk about where they are at, where they want to be and the challenges and consequences if they do not address their issues.

If you don’t think you will be a match and you don’t want to work with them, give them some other help to help them out so they gained legitimate help from the discovery call. You would also share your credibility, your process, and results. Stay positive during this part of the conversation and don’t be in a rush to get someone over the line.

The whole conversation can happen from A to E  in 30 to 45 minutes. You really don’t need longer than that. If the person wants to think about it, you can book them in for another 15-minute catch-up.

Anything longer than 30-45 minutes for the discussion and you will probably be getting stuck in sharing too much content or going too much into ‘coach mode’.

If you would like help and support with your sales calls, I’d love to help you go through the sales session and personalise it for you, so that you can feel really confident on your calls.

I offer a free 45-minute clarity session for people who have not had a session with me prior.

You can apply here.

Kat

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