Kat Millar

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5 Reasons Why Most Entrepreneurs Struggle To Get New Clients

Are you struggling to attract paying clients? Or clients who pay you what you are worth?

There are some deadly mistakes that entrepreneurs make when it comes to attracting their ideal clients.

Here are 5 of the most common ones I see.

If you don’t have the number of clients you want, I bet you’re making at least 1 of these mistakes now.

1. Not doing enough dollar-producing activities

Spending time on dollar-producing activities, or ‘DPA’ is crucial.

When I'm coaching my clients and they tell me they are struggling to get paid clients, I say “How was your week when it came to DPA?”

And sometimes I hear about a lot of things people are doing that aren’t producing money.

DPA is the only thing that's going to keep you in business.

It really is. If you are not focusing on things that are going to directly produce money, then you're leaving money on the table.

Here’s the thing.

I don't know if you have noticed but the things that are dollar producing are usually the hard things that your competitors aren’t willing to do.

They’re things like sales calls. They’re things like following people up and things like networking - getting out there in front of people, like getting out of the house and getting out from behind your laptop.

They are usually the things that are hard. But remember the hard road gets easy, that the easy road gets hard.

So if you're just taking the easy road and you're just consuming on social media and reposting and putting up quotes, it's not really going to lead to paying clients.

What I recommend you do is take a piece of paper and draw a line down the middle.

Write on the left all the things the dollar producing activities, and on the right what are all the things you’re doing that isn’t.

And literally, the list on the left needs to become your action plan today.

The dollar-producing activities are doing the hard things that your competitors aren’t willing to do.

Like running webinars.

Like running workshops.

Like creating a funnel.

They're not easy, but they're going to produce more dollars and help more people.

 

2. No clear or effective strategy

In almost all cases, entrepreneurs who struggle to attract clients don’t have a clear and effective strategy.

If you don't have one, you need to start a plan, and you need to execute on it and not be random. That’s not going to work for you.

The 3 strategies I recommend for client attraction are:

1. Switch from manual to automated

2. Create consistent content

3. Run Workshops and Webinars

You can read more about these 3 strategies in my recent blog post ‘The 3 Things That Can Make The BIGGEST Difference In Growing Your Business

 

3. Being unwilling to do what competitors aren't

The fastest way to grow your business is to do the hard things.

Do the things your competitors are unwilling to do.

For example, most of your competitors aren't running workshops.

Because what's the number one fear? For most people, it’s public speaking.

So, when I heard this I thought hmmm. I need to do this.

I'm an introvert, and it freaked me out. I thought - oh my gosh I need to speak in public. Because I'm scared of it, and the thought of getting up in front of the group makes me want to vomit right now.

So I need to learn it!

I’m quite competitive and I thought well, if my competitors aren't willing to do it, then I’m doing it!

I'm going to learn how to speak, and I just watch public training public speaking training and spent over 20 grand learning that skill, because most people aren't willing to do it.

So, if you do it and you do it well, you get good at it.

You can only get good at it by doing it regularly.

And this is what most entrepreneurs will not do, and you will separate yourself from your competitors.

There's a great quote that Ben Harvey. He says “People on mission, have no competition.”

If you have full belief in your mission, and you really, really believe in what you're offering and you want to share it with the world.

Just focus on that.

Don't too much waste time studying your competitors.

Just get on with your genius zone and staying in your lane and producing your best work. Just create, create, create. Stop consuming and start creating more.

 

4. A Broad Niche

I see this all the time. People say to me that they know that they need to niche more. Yet they're too scared of narrowing down.

Most of you are too broad.

When people say to me “Kat, is this too specific?” I rarely have anyone who is too specific. Actually, I can only think of one. Most people are way too broad. I literally hear people say their niche is between 20 and 40.

I don't know about you, but I was very different at 20 to how I am now at 40.

So, 20 year olds and 40 year olds - completely think different language, different brand emotions, different brand colours perhaps.

So make sure that your niche is specific.

 

5. Unwillingness To Invest

Most entrepreneurs struggle to create their dream business because they’re unwilling to invest.

The two biggest things they’re unwilling to invest in are their time and their money.

But how are you going to grow a business if you're not investing time and money into it?

The people that say to me “I've tried this and that and it hasn't worked”, I ask them - how much time and money are you investing in getting clients?

And most people tell me they post on social media, but they're not putting money into Facebook ads.

They make pretty posts but they're not putting money into business coaches.

They're not putting money into learning new skills business skills.

This is a very costly mistake.

So, which of these mistakes are you making? Which one is the biggest opportunity for you to improve on?

Anytime we realise we are struggling with something, we have an opportunity to change it.

 

Register For The 1-Day Business Event “How To Attract Your Ideal Clients” Today

If you want to know exactly how attract more of your ideal clients then you must check out this 1-day live event THIS Saturday.

Learn what’s working right now in online and offline marketing, social media and much more.

Don’t waste another dollar or minute trying to figure it all out yourself. Learn exactly what’s working for businesses just like yours below…

You can learn more and register here

 

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The Number 1 Thing You Need To Do To Attract Clients Online

I want to clear up some of the myths and confusion around how to attract clients online.

It can be tricky to navigate and overwhelming and not easy to get right!

And there are also loads of opportunities to find your ideal clients online - people who are willing to pay you what you are worth. You just need a good strategy to attract them!

Many people feel like they need to be doing a hundred different things, so they end up doing nothing, or just posting pretty pictures or motivational quotes.

So how do you get paying clients online – not just likes and followers?

If you get overwhelmed and confused when it comes to marketing, or you struggle to create content that actually leads to PAYING clients, then you’ll love what I have to share with you.

The number one thing you need to do to attract clients online is this:

Communicate your value.

The businesses that succeed know how to communicate their value.

Every time you share online, ask yourself - is this communicating my value?

If you’re investing a lot of time on social media looking at people’s stuff, for example, that’s good but it should be a small part of your overall marketing strategy.

A good question to ask yourself is “Is this the best use of my time?”

Are you getting paid clients from your time on social media?

If not, you need to adjust your strategy.

You have skills, knowledge and experience that people can benefit from, you just need to be able to clearly communicate that online.

Here are 3 things you can do to communicate your value.

1. Organise your knowledge

Successful businesses take people from disorganised to organised. And the better you do that, the more valuable you will be.

Ben Harvey from Authentic Education taught me this and it really resonated with me. Organised knowledge will always be valuable to people.

So you need to organise everything you know about your topic and create a methodology or a model.

If you’re a health coach, you need to make sure you’re super organised about stuff that you already know about health.

If you’re a relationship coach, you need to make sure you’re super organised about what that you already know about relationships.

Clients are drawn to getting their problems solved and improving their lives, and that comes through organised knowledge.

You need to package up your offers ready for people to pay you money for, then share 'tasters' of what you offer for free online.

When you post content, make sure it has steps and a process, not just your random thoughts.

Digest and dissect things for people - they appreciate it. Yes, it takes time, but it's challenging to communicate your value without it.

 

2. Join the conversation that your ideal client is having in their mind

Online marketing is not just about pushing out what we want to say, we need to get into their mind and use the language that they are using.

Instead of yelling down the ‘hole’ to where our clients are, we need to get down into that hole with them and we walk them out the journey.

On social media, this looks like using their language. Talking about the pain and the problem. A lot of people don’t want to do this, they want it to be all happy and positive all the time.

They will scroll past if you use ‘insiders’ language – instead speak in the language where people think “She gets me”.

We find this out by actually having conversations – two-way! Not just pushing out our stuff.

When you talk to people, take note of their language. How they are expressing their hopes, dreams, fears, desires and frustrations.

Survey people, use polls, use informal conversations with people to 'mine for gold' that you can use to help more people like them.

Start your content by asking the questions that your ideal clients are asking themselves.

 

3. Give consistent, specific, relevant and helpful content

A lot of people have said to me “I don’t want to give my good stuff away, because then people won't want to pay me.

This mindset will cost you.

You need to show people you can help them, by actually helping them!

Yes, it's important that we don't leave people with the false perception that they can solve all their problems with our free content.

But we do need to show people our value in advance or they won't pay us at all.

We’ve all got access to information on Google and YouTube.

But people want more than that. They want a faster way from A to B.
They need accountability and support.

People appreciate consistent content, not general – but talking specifically into their problem.

Is your ideal client benefiting from your content now?

Think about your content strategy. Are using your organised knowledge to communicate your value?

If you’re not putting out a consistent, helpful, chunky piece of content at least once a week, you’re probably losing money.

You’re not showcasing your genius zone and your knowledge if you’re just reposting other people’s stuff, or putting pretty pictures up.

Entertainment and inspiration are good – but you need to position yourself as an educator because people need help.

Also, people will value you more if you speak within your genius zone and ‘stay in your lane’.

So where to start with creating content?

If you haven't already, you need to create a content strategy.

I recommend you start by thinking “Am I better at writing or speaking?”

If you’re not currently doing consistent content, just choose one – either written or video.

If you're already doing one of them, perhaps it's time to add the other.

If you’re good at speaking, do videos consistently.

Make sure your live videos are longer than 3 minutes for Facebook. To do this, you need to be giving education. Education for your ideal clients that helps them solve their problem now.

If you're good at writing, write blogs on your website then send people there via social media.

 

So which one of these 3 things do you need to focus on the most at the moment?

1. Organising your knowledge

2. Joining the conversation that your ideal client is having in their mind

3. Giving consistent, specific, relevant and helpful content

Your next step is to write a plan on how to execute this.

Maybe you need to connect more with your ideal clients at networking events.

Maybe you need to spend more time in Facebook groups.

Maybe you need to create your own Facebook group so that people can receive regular, organised knowledge from you.

Maybe you need to design a content plan around the 5 questions you most get asked about your topic. Or the most common myths or mistakes people make when it comes to the area of life you’re helping people with.

It’s hard to get clients if they don’t know, like or trust you because you’re not communicating your value.

Be you, value your strengths, gifts, experience and skills and don’t be afraid to put that out into the world.

 

P.S. Did you enjoy today's content and would like to learn more about how to attract your ideal clients?

Then I invite you to join me TONIGHT (Thursday 9th May) at 7.30pm for the ‘How To Attract Your Ideal Clients Online’ webinar.

Grab your place here

 

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How To Attract Your Ideal Clients Using Social Media: Free Sydney MeetUp

Are you finding it hard to find clients online?

Do you feel it's almost impossible to stand out and keep up with everyone else?

You know the feeling... you spend ages creating a heart-felt post on Facebook, you do the 'post and hope', but the engagement you were hoping for doesn't come.

* You wonder how to get noticed in a sea of noise on social media

* You get confused with all the different methods out there and want a simpler way (what the heck is an algorithm anyway?!)

* You've downloaded guides and cheatsheets, and watched Webinars and YouTube videos, but your following is still the same, or going down (you wonder - maybe I didn't get the hashtags right?)

I totally get it.

I used to post on social media all the time, spending loads of time and effort creating my posts, because I knew that social media is so crucial...

But I still wasn't getting clients.

I didn't have an effective social media strategy.

After a lot of trial and error, I finally realised that there is a better way to do it, and it changed everything for my business.

✅ People started reaching out to me consistently. No chasing people!

✅ I started attracting dozens of my ideal clients, almost effortlessly

✅ I started selling-out my workshops and programs

And now you can use these exact steps to finally get more engagement, grow your following and sign-up new clients.

I created a powerful 5-step strategy that helps you to attract your ideal clients using social media, without the stress, confusion or overwhelm.

The good news is, I'm sharing this strategy in depth for FREE at this upcoming workshop.

So you can use these exact steps to finally sign-up new, paying clients.

People who are willing to pay you what you're worth!

 

Kat Millar Suncorp Workshop

This Is For You If:

* You're a Coach, Trainer, Educator or Service-based Business Owner

* You really want to help more people and make more money

* You want a clear strategy for using social media to find your ideal clients

What You Will Learn At This Powerful 2-Hour Workshop:

✅ 5 reasons why most entrepreneurs struggle to get new clients online (I bet you're making at least 2 of these right now!)

✅ The best way to reach your ideal clients on social media, without spending a single cent on Facebook ads

✅ Exactly how to get in front of your ideal clients, so you don't just get 'likes' but you get clients willing to pay what you're worth

✅ My signature 5-step 'Client Attraction Formula': exactly how to attract a consistent stream of ideal clients

Some Reviews From Previous Workshops:

"I have been to a number of Kat's workshops now and they are fantastic. Kat gives you practical, easy to implement strategies that you can implement immediately. No gimmicks or shortcuts, just real, heart-centered
advice!" - David Beer, Owner: Life Transformed Coaching

“It exceeded my expectations. Kat shared her wisdom in such an enjoyable, fun learning environment”
– Deborah Dissanayake, Director of Fundraising

“At Kat's event, I learned loads of strategies to help me save time and make my goals happen. It has made a huge difference already. I also learned how to manage my time better and eliminate time-wasters”
- Ronny Rios, Career Coach

"It's amazing how much information Kat packed in! The way she organised it meant we also got to meet other amazing people. I loved everything about it and look forward to working more with Kat!"
- Leanne Allen, Psychologist

"Kat's workshop was fantastic - I learned so much! She is a fab trainer, with so much passion and knowledge and she made it so much fun."
- Jessica Lee, Owner: The Spark Effect

Join us at 'How To Attract Your Ideal Clients Using Social Media'

Includes light refreshments and a worksheet.

I can't wait to share with you the 5-step formula to help you make the income that you want!

These events fill up fast so reserve your seat now.

Details here:

https://register.katmillar.com/free-meetup

 

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7 Reasons You May Be Struggling To Get New Clients

Would you like to build a profitable business doing what you love?

I believe it's currently the best time in history for you to create a lifestyle business. There are opportunities everywhere for you to connect with your ideal clients and help them solve their problems.

There are more entrepreneurs than ever out there absolutely smashing it and earning a huge income helping people, and of course there are a huge amount of entrepreneurs who are broke.

I know you're probably reading this because you want to share your message in a meaningful way. You want to make a difference doing what you love and help more people. And you want to work with your ideal clients and build a business that aligns with your ideal lifestyle.

If so, this is for you. I want to show you 7 potential roadblocks that are currently tripping you up or could trip you up in the future if you're not aware of them.

Here are 7 reasons you may be struggling to get new clients:

1. Not enough focus on D.P.A - Dollar-producing activities

This was by far my biggest problem when I first started my business.

In my recent blog 'How to Avoid the Perfectionism Trap' I shared a story about when I moved to London and started working at a new gym. I had no clients and no money and it was in the recession.

I'll always remember that lesson about how getting clients is about focusing on the dollar producing activities, like making offers, not the fun stuff like creating a logo, business cards, brochures or hanging out on social media.

The single defining factor in your success is how you spend or invest your time.

Sometimes we can feel that we're doing things that matter, but really we're just doing 'busy' work. Productivity means you actually produced something. Dollar producing activities directly lead to you making dollars.

2. No clear goals with deadlines

One of the main reasons I see people not producing the results they want is that they don't have clear, specific goals with deadlines attached.

We all know that when our brain is left to its own devices without clear commands and instruction, it takes the path of least resistance.

I had 'Write a blog' on my to-do list for years (still do) and barely managed to get it done consistently.

The single thing that got me to take action to produce regular content for my ideal clients was booking workshops. I'd book the venue, pay a deposit and then I HAD to run the workshop.

Or I'd decide on a date for a webinar, make it public, and that would give me the incentive to produce the content. I'll easily let myself down but I don't like to let others down.

Once you create contents for things like workshops and webinars you can leverage it everywhere.

If you struggle with inspiration for your organic content, create an event, book a date, set some deadlines and you’ll create more amazing content than you ever have before.

You need to fail fast, get things out the door as fast as possible and refine as fast as possible. A lot of people won't do this because they're scared of looking bad. But you can't be afraid of failure. It's the only way to truly learn and grow fast.

3. Lack of structure, systems, and support

Something I see a lot is incredibly well-educated people who have a lot of experience and knowledge in a range of modalities, but where they get stuck is joining all the dots together and making it work.

They don't have the structure or the systems in place behind the scenes.

If you lack structure, systems or support, you’ll struggle to be successful. Business is too hard to do without these things. They are crucial. All profitable business owners know this.

4. Being unwilling to invest enough time or money

I’ve had so many people over the years tell me that they’re not getting clients. I ask what their marketing strategies are and discover they haven’t spent a cent on Facebook ads, or they’ve put down $20 for one campaign, it didn’t work so they gave up.

A lot of people are brilliant at the modalities they teach, but not brilliant at business. Unless you want to work for someone else for the rest of your life, you must invest the time and money on learning business skills.

You need to know how to market yourself effectively, use social media profitably, write influential content, position yourself and your brand properly, know how to invest time and money and a range of other different skills.

The good thing is, everything is what I called overcomable. It's all workoutable!

Every skill you need to learn in business, you can learn. Business is a skill just like learning to cook or drive.

5. Not working with enough clients

There are two categories that most people fall into that are struggling to attract enough clients. Firstly, they haven't worked with enough people and they want to charge too much from the get-go without having enough experience or skills to charge that amount. So people don't end up signing up.

On the other end of the spectrum, there are people who are severely under-valuing themselves.

They wonder "Who am I to charge for this? I love it! It comes easily and naturally to me!"

The main reason they do this is because they have unconscious competence around their genius zone. They assume everyone can do or knows what they do and so they don't value it enough.

Another reason people don't work with enough clients is that they are scared of rejection. So they offer cheap prices or don't charge at all, then people don't value them. Or they can't make enough profit to sustain their business so they end up stuck in a job they're not passionate about.

6. Having too broad a niche

Having a vague or broad niche is definitely one of the biggest reasons why people struggle to get clients. They try to be all things to all people. They don't understand that marketing is about attracting some people and repelling the rest.

You know the old saying - if you try to chase 2 rabbits you'll catch none.

If you want to get great results for people, it's better to be a specialist rather a generalist.

Here are some examples of the difference between a broad niche and a micro niche.

Broad Niche:

“I help people improve their mindset and motivation”

“I help people improve their health and fitness and create a happier life”

“I help people create a thriving business”

Micro Niche:

“I help busy women declutter their homes in 6 weeks or less”

“I help busy Mum’s to improve their energy and reduce their stress with simple-to-follow exercise programs they can do at home”

“I help Coaches and Trainers to build a 6-figure lifestyle business”

One word of caution - don't let choosing your micro niche be another trap that stops you staying in action.

It takes time to develop your micro niche. It took me years. But don't let that stop you from moving forward.

If in doubt, choose 'you' a few years ago, before you learned what you learned to overcome a problem you'd love to help people solve.

Just decide and get out there and help people.

7. Giving up too easily

Business can be simple, but it's not always easy.

I bumped into a friend recently who had done her coaching course at the same time as me back in 2014. I ask her how her coaching is going and she says “Oh, I have a lot going on at the moment” which we all know is really code for “I’ve given up for now”

The truth is, it's never really the right time. I procrastinated for years on creating a lead magnet and a funnel and kept buying into the story that I didn't have time. But that's not true.

The reality was that I did have the time, it’s just that I didn't think I did.

I've been running my own business since 2003 and I estimate literally thousands of challenges that I've had to overcome and hundreds and hundreds of little things I've had to learn. You simply have to make one decision - to not give up!

When you delay your decisions, you delay your dreams. Life is always going to be busy.

If you think it's going to get easier the longer you wait, it's not. Things get harder not easier when you delay them.

If you know that having a business you love helping people is part of your destiny, and you feel you have it in you to do it, do it now!

The world is waiting for you

Would you like help to overcome these client-attraction challenges?

I am running a NEW 1-day course in Sydney on Saturday, 16th March.

This event is a MUST for service-based small business owners who want to know the best client attraction strategies for 2019.
 
You''ll learn how to build a profitable service-based business you love, without sacrificing your lifestyle.
Spaces are filling fast, so don't miss out.
 
Details Here:
Yes! Tell Me More

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How To Attract Your Ideal Clients

Building your business is not for the faint-hearted. You need to be great at what you do, have a great offer, and the resilience to push through when the going gets tough.

More than anything, you need the ability to attract clients. Which is where many people get stuck. This article will show you the 5 step formula to attracting your ideal clients.

Client Attractor #1: IDENTIFY

The first step is to choose ONE Avatar, your IDEAL client.

You don't want to spend time and money on marketing before you have decided your ideal client. It’s important to narrow your attention and focus on ONE target market (at a time).

Many people start creating offers or content before they are clear on the ONE type of person that they want to attract. This is a huge mistake that I see all the time. It is SO worth doing this work up front – it will save you a lot of time later!

Take your time really getting clear on this person and understanding them. It will help you in every aspect of your marketing, including your sales letters, lead magnets, and all of your content creation.

Client Attractor #2: LOCATE

Where does your ideal client spend most of their time online?

Where your ideal client spends most of their time online is where you need to be providing them free content and adding value for them. This is so they can get to know you and what you are all about.

Depending on your ideal client, for most service-based business owners, I recommend you start with Facebook, then add Instagram and either LinkedIn or Youtube, you can leverage the content across all platforms.

Where does your ideal client spend most of their time offline?

Networking events can be a great way to meet your ideal clients. Make sure you go with the intention to give, serve and build relationships. You can use MeetUp or Eventbrite to see what people are doing in your location.

Client Attractor #3: CAPTIVATE

In this stage, you need to captivate your ideal client consistently and systematically by educating and inspiring them, so they want to take the next step with you – and receive value in the meantime.

Strategy Examples:

Your own original, valuable content including quotes, helpful captions on Facebook and Instagram, writing articles and blogs and sharing on LinkedIn, doing live videos, writing helpful comments in Facebook groups etc.

Client Attractor #4: OFFER

Now that you know who you want to work with, it’s time to create an irresistible offer for them.

Offer Creation Template

To come up with the offer, use this simple 5-step process:

1. Do a brain dump of the most important things you can teach your ideal client

2. Rewrite the list in order to create a clear path for them

3. Decide your period of delivery time (e.g. 6 weeks, 3 months, 6 months etc.):

4. Decide your delivery method/s:

Delivery Method Options:

* One-to-one e.g. private coaching sessions

* One-to-many e.g. presentations, workshops, webinars

* None-to-many e.g. Evergreen webinar, online course, membership site

  1. Decide any other valuable resources you can offer them and create a package.

Client Attractor #5: INVITE 

Now that you have created a great package, it is time to create a way to invite them to take the next step with you. One of the best ways to do this is to create an awesome freebie that your ideal client will get value from.

A freebie – also known as a ‘lead magnet’ is one of the most important and effective ways to generate and capture leads. Lead magnets are an incentive you offer to potential buyers in exchange for their contact information.

This can be done in the online locations you have decided on, such as on your Facebook group and page, Instagram, LinkedIn and via email.

You need an opt-in that attracts quality leads and build trust by helping people solve a problem, implement a strategy, or by giving them a useful tool or resource.

There are different types of lead magnets, but I recommend you do an easy-to-consume downloadable piece of content. I recommend a cheat-sheet or checklist.

All five of these steps are crucial to get right to make your client attraction efforts a success.

Would you like to know exactly how to apply these 5 steps?

Click below to get access to my FREE Guide, a printable workbook with clear step-by-step action points and templates to fill in.
If you want to grow your coaching or expert business, free up more time, help more people and grow your income, you'll want to grab this guide now!
 Here's the link to grab your copy:
Yes! I want a copy of the Client Attraction Guide

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