Kat Millar

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5 Keys To Writing Compelling Content

Writing compelling content is so important for growing your business.

Too many business owners don’t nail their content wording, which ultimately impacts their sales.

Having engaging content that speaks directly to your ideal client is more important than having lavish design.

80% of the time when your content isn’t engaging and attracting new leads, it’s because of the wording.

Content is anywhere you post online – such as blog posts, Facebook live videos, social media posts and articles.

There are 3 things you need to make sure your content is effective.

* The Market

Before you dive into creating content, it’s important that you know your market, that you know exactly who you want to attract and that’s all about nailing your niche, which is a separate topic.

It’s really important to make sure that you know exactly who you’re creating content for.

I always survey people before I offer anything because I want to make sure that what I’m offering is matching and meeting their pain-point.

* The Method

If your method of delivery doesn’t hit the mark – for example if you’re writing a blog and people want to see you on video, or if you have an in-person workshop and people want something online, then you are not providing what your ideal client needs or wants.

Or if you are running a six-month program and people want an intense six-week program, it’s not going to work.

* The Message

If you have the wrong message, meaning you’re the things you’re saying aren’t landing with people, or you’re saying the right things to the wrong people, your message is not going to match the market.

Imagine these 3 things like the legs on a stool – you need all 3 for it to stand up and be solid.

Writing compelling content is so important, especially because we’ve got such low attention spans these days.

If we don’t grab people fast, people will scroll past. We need to be able to not only capture attention but engage, connect with and help inspire people to want to take action.

Here are 5 keys to writing compelling content…

1 – Be Emotive

Being emotive means that we evoke emotion in the person who’s reading our writing. And so that means we need to be evoking curiosity. We need our readers to be thinking they want more.

Another thing to do is to open loops inside your readers’ minds. You know when you’re watching a program and there are ads that come on and they announce what’s coming up next? These are teasers and we’ve got to be doing this with our writing.

Next time you write a piece of content whether it’s a blog post, social media posts or an article think about if you’re opening up curiosity and bringing sizzle. We want to make sure people feel moved. And the way that we move someone is enabling them to imagine something.

Making people use big picture descriptions and these are abstract and hard for people to grasp. Asking people if they want to reach their potential or have success in their lives can be hard for people to visualise.

We need to use what I call visual verbs. Visual verbs help you actually picture something in your mind. An example is, if you’re a coach who helps people to find their purpose, get on track and change their career, don’t say, ‘Do you want to fulfil your purpose?’ or ‘Do you want to find your passion?’

A visual way of wording this, is to say, ‘Do you want to wake up in the morning eager to set your feet on the floor, because you know there are people waiting for you to make a significant difference to their family and community?’

People want things to be simple. They want things to be fun and don’t always want things to be formal. Make sure the words you use are emotional and are also everyday language. Formality is not always helpful.

2 – Speak Your Ideal Client’s Language

Speaking your ideal client’s language means using their key words when you describe their problems. How do they describe their problem? How do they describe the result and benefit that they want?

Your ideal client may word things differently to you. What is their industry language? Learn your ideal client’s language. How do they describe their problems? Speak to them how they will hear and connect with it.

If you’re getting stuck for content ideas, something that can be really helpful is to write down five of the most common questions you get asked about your topic.

I always get asked how I run a webinar, how to set up Facebook ads, how to get more engagement on my social media.  I write the questions down and then start creating resources for them.

I’ve got hundreds of resources now, but they’re all based on having real-life conversations with my clients, and with potential clients. These conversations form my content.

I remember a client years ago saying to me they wanted a resource that was like a social media plan and map so they could see the types of posts they should be doing. I created one for them that I now use with other clients.

Think about the questions people ask you socially about what you do. Create a resource out of the answers to the questions. Then put that on your social media and blog and link to the resource on your website. This way you are also building your email list.

3 – Use the word ‘You’ 

This one is simple, but I look back on my early blogs from 2007 when I was a personal trainer and my content was terrible.  I didn’t know what I was doing. It’s taken me years to hone the skill of copywriting.

Copywriting is basically writing to influence in any kind of sales or marketing content. You don’t want to write content for content sake. You want your content to influence people to take action.

Make sure that in your content, you use the word ‘you’ as much as possible especially at the start. Write ‘Do you feel like this?’ Would you like this?’ ‘Would you like to feel…?’ Use ‘you’ instead of saying, ‘I’ve created this freebie’, or ‘I’ve discovered…’

A good thing to do is to go through all of your content with a fine-tooth comb before you post. It does not have to be perfect, but take out the word ‘I’ and flip it to ‘you’. Insert the word ‘you’ as much as you can. People will never get sick of hearing the word of you, I promise you!

4 – Use Benefit-Rich Language

Benefit-rich language is always talking about the outcome and not the features of your program. Far too many people talk about their coaching program, their method, their modality or intervention methods.

What’s most important to the person reading is what’s in it for them.

It’s good to start with some credibility initially.

You could say something like…

“Over the last six years over working as an NLP practitioner, I’ve discovered that the patterns formed in your brain in childhood can still affect you as an adult. I help people uncover these patterns, and clean them up so they can move forward. What this means for you is you’re not only improving your relationships, but you can become a master communicator.”

There’s three little one-syllable words that I use all the time in my content. And they are three words that work! Want to know what they are? ‘So you can’.

You want to use the words ‘so you can’ a lot in your copywriting.

An example is,

‘Are you ready to learn the best content creation strategies, so you can attract your ideal clients and get fully booked up as a coach?’

‘So you can’ is like a bridge where you talk about your method, your offer or your topic and you bridge it ‘so you can’ to show what it means for them.

5 –  Focus On One Outcome

You always have to have in the back of your mind the purpose, before you create any piece of content.

I see people get muddled in their posts. They’re giving lots of value, great tips and advice, but they’re talking about too many things.

We want to have one main idea per piece of content.

You might give 3 tips or 5 tips, but it’s all around ONE compelling outcome.

Don’t underestimate the importance of this.

Keep it simple and organised.

My one outcome for you reading this is for you to be able to write more compelling content. I give 5 keys, but there’s one outcome.

The purpose of your content is to get someone to take action, not to just give them more information or to inspire people.

Whenever you write a piece of content, you always want to be thinking about the action that you want someone to take at the end of reading it.

Some people wonder whether they should include more than one call to action in a piece of content.

My recommendation is to focus on one clear call to action per piece of content.

When you have too many outcomes people get confused, so keep your focus on one outcome per piece of content.

Again, keep it simple.

Now you may be wondering, surely it can’t be that simple?

With the amount of information coming at us on a daily basis, keeping it simple is actually one of the most important things to remember in your content.

No one likes feeling overwhelmed when they consume content. They want to be educated, informed and inspired.

If you’re wondering whether you will ever have what it takes to write compelling content, let me encourage you.

No one is born with this skill. It’s developed through consistent practice.

With the use of technology like grammarly and spell check, you can create super compelling and engaging content, no matter how inexperienced a write you feel you are.

So to recap these 5 keys to writing compelling content…

1 – Be Emotive

2 – Speak Your Ideal Client’s Language

3 – Use the word ‘You’

4 – Use Benefit-Rich Language

5 –  Focus On One Outcome

 

Want some help writing compelling content?

Click here to book a 15-minute call to help you make your content pop!

Kat

 

 

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Checklist of Daily, Weekly, Monthly and Quarterly Actions to Grow Your Business

Do you ever find that you can wake up in the morning, open your laptop, and not know where to start?

Do you get caught up in consuming things like emails and Facebook, rather than creating and taking more planned, productive actions?

If we don’t have a plan for taking intentional, purposeful action, then we can do a bunch of things and not achieve a lot!

I’m so excited to share with you some really handy action steps that you can take to grow your business.

This is a step-by-step guide of exactly what you need to do to get more clients if you’re a service-based business owner, a coach consultant, a practitioner or any kind of service professional.

I’m going to give you some suggestions of things that you can do daily, weekly, monthly and quarterly, no matter where you’re at in your business.

You can download the checklist with all the actions here

Daily Actions

These are important daily actions that I recommend you do every single day before you do anything else, including emails.

I recommend that you set your intention for the day and then plan your day.

Your intention might be to stay focused. Be proactive and clear about this intention and write it down on a card and stick it to your laptop or on your desk so you can see it!

1. Plan Your Day

I usually take about 10 minutes to plan my day because I do a weekly review and a plan on a Sunday or Monday. I grab my old-school exercise book, then I go to my master To-Do list on my spreadsheet, and choose the most crucial action points for that day.

Always start with being intentional and that way you are not reacting to life. You are in control of your business, your life and you are the one that’s driving your business.

There’s no excuses,  no blame,  just you in control, taking the lead and setting the tone for your day to be really productive. Being intentional helps prevent you from getting caught chasing rabbits down holes!

2. Respond to Social Media Comments, Messages and Analyse Advert Data

The next thing I do is respond to any comments or messages on social media so I’m not getting caught up on social media throughout the day. I set a timer so I don’t get stuck on my socials.

In this time you can check your Facebook ads and analyse the data.  If you are running Facebook ads, you want to be in there analysing the data. You don’t want to be just leaking out money on Facebook or on your other social adverts.

If you’re doing some split testing of ads A and B, you want to be on top of that daily, especially if you’ve got an event coming up.

3. Post on Your Socials Daily

Try to post on your social media business page daily if you have time. You can use the same exact post, image and content because you’re directing it to your social media plan.

I use Buffer for this, which is scheduling software.  Buffer helps you push your posts out looking cleaner.  It’s a lot more time-efficient and you can go in later and add hashtags.

You don’t want to change your posts for every single platform unless you’ve got all the time in the world.

Weekly Actions

Set your intentions for the week and plan your week. Some people do this on a Friday so that they can go into Monday knowing exactly what they’re doing. Some of you might want to do it on a Sunday night or Monday morning.

1. Update Your Online Calendar

Make sure that you have all of your priorities listed out however you’d like to do it. Then, what I recommend is you have an online calendar like Calendly and block out your dates and times for the week.

I do this at the beginning and end of the week to ensure it’s up to date and refreshed.

Every week you want to ensure you are inviting people to like your business page, so if you’re adding new friends, make sure you have a system for inviting them to like your page.

You also want to quickly invite people to like your business page and if you have a Facebook group, every week make sure you’re inviting new people to that weekly.

If you don’t schedule it and its not part of your system then it can get left behind.

2. Write a Blog Post 

I recommend that you write a blog post every week.  I do this by getting my assistant to transcribe my video into the blog you see on my website. She downloads the video from Facebook, transcribes it and uploads it to YouTube. She takes care of my waffle!

You might want to do that as a system: Do your FB live, write your blog, then send it out in an email to your community. Your people deserve to hear from you, every single week you’ve got so much knowledge.

Make sure that you’re showing up and serving them.  Send an email at least once a week.  Making a system helps you connect with new and potential clients.

3. Reconcile Your Accounts and Do a Weekly Review

I do this every Friday. I’ll go through and reconcile my accounts and look at my income and expenses, every single week.

The other thing I do every Friday is a weekly review. I’ll sit down and I’ll write out my wins and my learnings in my reflections.

If you don’t track information and mark your progress, you won’t feel that feeling of satisfaction when you achieve your goals, which is incredible. And you won’t really analyse and reflect on what you could have done better.

So I literally just do a massive brain dump on a Word document every Friday and it just keeps me on track. If you have a community, you can ask them to do it with you as well.

In my private Inner Circle Facebook Group community, I always get them to post their actions on a Monday, and then on a Friday I get them to post their wins, their reflections their learnings and we all celebrate.

We need to celebrate our successes and it’s really nice to do it together as businesses.

Monthly Actions

I recommend that you have a system that you revisit your website and refresh it monthly, updating any wording or images to keep it fresh.

You might need to update events that you’ve got coming up, depending on how many you do. I tend to do a meet-up every month when we’re not in isolation.

I do a webinar about once a month. If you do 12 webinars a year then you are consistently bringing in new leads to your business. All the people that register and don’t go end up on your email list.

Webinars are an amazing asset to have in your business, and they’re working so well at the moment. Once we get back out there into the marketplace and actually seeing each other in person, then I recommend a meetup event where you are showing up as the expert, the educator and the authority.

Quarterly Actions

If you don’t have quarterly goals, I recommend that you consider creating and aiming to hit quarterly goals so you know exactly what you’re working on for the following three months.

if you block out your year into the three-month blocks you can work out how many quotes you need, how many webinars, conversations and discovery session to fill your quota.

Each quarter I go away and do my quarterly review. I actually book a place at the end of March, June, September and then have the big one at the end of the year.

I do all my planning in this time for the following quarter. I set my goals and I’ve got my vision board. I set my habits, targets and reflect on the past quarter.

You might want to revisit your business vision and mission and values during this time.  It’s always good to sit back and work on your business, rather than in your business. This helps you to take a step back and take a strategic look at your business.

You also want to plan some events, launches and workshop days for the following quarter. Every quarter I do a free workshop. Free workshops are a lead magnet that I get to meet new people and bring them into my business.

I also recommend that you create a new freebie as a new lead magnet every quarter.

Want to know exactly HOW to do these actions, so you can get new paying clients fast?

I’m running a FREE workshop THIS Saturday, 23rd of May ‘Attract New Clients With Ease’.

This workshop is exclusively for service-based entrepreneurs, running their own small business.

During this workshop we’re going to cover step by step, exactly how to attract new paying clients who are willing to pay you what you’re worth.

You’ll learn how to create an effective online strategy, great content that connects with your ideal client and a streamlined automation system.

You will discover my proven 5-Step Client Attraction Formula – it’s a step-by-step process of everything you need to attract new clients. It’s been tried and tested and it works.

You’ll walk away with a clear, step-by-step marketing roadmap that takes away all the guesswork.

There’s no catch, no hype, just valuable content and action-taking. These online workshops are quite small, because I do limit the amount of people that I allow to register.

So, are you ready to start attracting your ideal paying clients?

Click here to learn more

I can’t wait to see you soon!

Kat

 

P.S You can download the checklist with all the actions here

 

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5 Ways to Future-Proof Your Business

We’re in interesting times and things are changing day-by-day. More than ever we need to be investing in our businesses by keeping up with trends, the current technology that’s available to us as business owners, and making sure that we’re not getting left behind.

If you’ve ever had thoughts about whether you want to go into business full time, part-time or have a side hustle for yourself, then you’ve probably thought about the fact that the world is changing a lot at the moment.

You may have questioned what this means for business owners? We’ve always got to be up-skilling and keeping current, so here are 5 ways that you can make sure that you future-proof your business.

Number 1 – Be Tech Savvy

Technology is evolving at a rapid rate, and if we want to future-proof our business, we’ve got to be able to keep up with it. As a business owner, here are 3 things I recommend you’re on top of regarding technology.

1. Video

Doing videos is important, especially at the moment as we can’t run live events. It’s so important that you get your skills up to speed with video software, Facebook Lives, plus online platforms like Zoom, where you can have group chats and conversations online.

There are so many amazing functionalities with Zoom. I was crewing and assisting in a coaching certification course over the last six days, where there were about 70 participants on the Zoom call. The International Coaching Federation changed their rules during the COVID-19 season, to be able to qualify coaches online.

We are now in a world where people can coach each other in an online platform, and I was able to jump into the different breakout rooms and assist and help people by observing their 1-1 coaching. It went from 10 am to 6:30 pm for six days.

At the end, they did a poll and 79% of people said that they enjoyed doing the event online, more than they did the live event, which I found fascinating.

It’s so important that you stay up to speed with technology and you don’t have to be a total tech whiz either. There are so many programs that are really user friendly, but you’ve got to learn it.

2. A C.R.M System  

I also recommend that you make sure that you have a C.R.M (a customer relationship management system). It’s so essential to being able to email your clients in a professional and effective way.

Using a platform like Mail Chimp, you can separate out your audiences, segment your email list and target different people for different needs.

You can automate your emails and link it all to your other platforms.

And you CAN have a really automated business that runs smoothly and streamlined without losing a quality client experience.

3. Funnels

You also want to make sure you have landing page software. I love using ClickFunnels, it’s by far is the one that I find most user friendly, and it has most functionality for what I want to do.

I host my webinars, online course, and landing pages for 1-1 sessions, freebies, and events on ClickFunnels and it’s all automated and synced to auto-responders.

Funnels are life-changing! They allow simple automation and save LOADS of time.

I never thought that I would be the kind of person that would sit down and learn how to create marketing funnels, but I’m so grateful that I have because now I’ll get an idea, create the landing page in the funnel and everything is all set up.

I can do it in about 45 minutes now from start to finish. From an idea that I have in my head, all the way through to having the funnel set up in less than an hour.

4. Online Calendar

Automation is key with business. You want to make sure that you’ve got an online calendar that people can easily book in with you and also change appointments. I use Calendly and really like the functionality of it.

It saves loads of time going back and forth with people, and means people are more likely to book in because they’re doing it on the spot, rather than waiting for you to get back to them. It’s a game-changer.

5. Online Payment Processing

Having an effective online payment system is something you need when looking at automation, so you can take payments from people – and not end up being a bank! You don’t want to chase people for money. You want that system to be seamless.

You want to be able to send invoices to people, and it’s all done in an automated way rather than manually, so you save loads of time.

I promise you the technology is there, you can do it, but you do need to up-skill in that area.

Automation is an important key for how we future-proof our business. There can be a lot to learn, but if we don’t we’re just going to be left behind.

Number 2 – Build Your Personal Brand

Building your personal brand is so important.

A brand isn’t a logo, it’s not your pretty colours. That’s part of your branding. The most important thing in branding is that you’re showing up that you are giving value, and that you are helping people.

You are providing value with your content, your videos and through your writing.  It takes intentionality.

You always need to be visible, out there and talking to your people. There’s a tribe of people that you are here to serve.

You need to grow and develop your community and be a community leader. Step up as a thought leader. You have skills, knowledge, experience, stories, hard work and personality that makes up who you are and your brand.

No one is like you, as no one can do it the way you do it. No one has got your unique D.N.A, your unique mission here on this planet.

People are struggling and you can help them. You help people by showing up to your Facebook group and to your communities online, jumping onto video so that people can connect with you, giving value to your community – it’s all part of building your personal brand.

Number 3 – Extend Your Network

At the moment, we’re not going to in-person business breakfasts, seminars, workshops or conferences, but we’ve got an incredible opportunity to network in the online space.

What I recommend that you do in order to position yourself as someone who is a thought leader, has influence and adds value, is to start running your own online events.

There are a whole lot of things you can do – like a webinar, summit, Facebook challenge or one-day online workshops.

This helps you raise your positioning which can open up opportunities for you to be a guest speaker in other people’s spaces.

I’ve done about seven of these during this pandemic season. People have asked me to come on their podcasts, and I’ve done a range of summits and talks.

Put yourself out there by showing up online with value, so that you’re more likely get invited to be a guest speaker about your expertise.

It really gives you exposure and expands your reach. It puts you in touch with other audiences and networks. If you don’t have a big email database, then you want to tap into other people’s communities.

The reason I get invited is that people have gotten to know me, because I’ve built a Facebook group and a YouTube channel and I’ve consistently put out content. That’s when you start to really extend your networks and people start inviting you to speak and introducing you to their networks.

Number 4 –  Develop Your Key Skills  

There are five main skills that I recommend that you develop if you want to future-proof your business.

1. Marketing Skills

Marketing skills are so important and investing in these skills will only help your business.

Be honest and rate yourself on a scale of 1-10 regarding how good you are at marketing, how good you are at attracting clients and running Facebook adverts. If your skills are on the lower end of the scale, then invest in some marketing training.

2. Sales Skills

How good are you at having sales conversations and being able to connect, engage and influence people? How good are you at getting money into your bank account by these conversations? If this is an area you are lacking in, then up-skill in sales.

3. Copywriting Skills

Having the ability to write in a way that draws people in is a key skill. How good are you at writing landing pages, sales letters, emails, captioning your social media posts? Rate yourself on a scale of 1-10. If you are on the lower end, then up-skill in copywriting.

4. Your Ability to Present

Your ability to speak on camera is key. Being engaging, building rapport and connection is important for future-proofing your business.

Being able to stand up in front of a group and present is a skill that if you can do it, you will easily be able to get clients  and you will also position yourself as an expert authority.

5. Technology Skills

Developing your tech skills is so important. Learning how to create funnels, put together landing pages, set up Zoom, synch your emails and calendars are important tech skills that are needed in business at this time.

I recommend that if things aren’t working for you, if you know that you’re not making as much money as you want to and don’t have as many client’s as you want, then commit to up-skilling to future-proof your business.

5 –  Build a Growth Mindset

A growth mindset embraces challenges. It loves a good challenge! That’s the entrepreneurial mindset. When problems come along, you don’t get dramatic, you don’t get emotional, you don’t get stuck in the problem, you don’t blame others and you don’t make excuses.

You are on! You’re switched and when the challenge comes, you know you’ve got this! This is a growth mindset. There are a lot of people that start in business and don’t make it, because they’ve got a nine-to-five mentality. They’ve got a fixed mindset.

It’s so important that we keep up-skilling and investing in our businesses, because businesses are an asset.

If we continue to invest time, energy and money, we will continue to future-proof our business.Want to know how to apply these strategies to your own business, so you can attract new paying clients?

I’m running a FREE half-day online workshop on Saturday 23rd May ‘Attract New Clients With Ease’.

I’m sharing my proven 5-step Client Attraction Formula. It’s been tried and tested and it works.

Click here to learn more

Hope to see you soon!

Take care,
Kat xo

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5 Of The Best Ways To Market Your Services At The Moment

I think you would agree that the way we do business has changed dramatically for many of us recently!

Things are shifting and changing in the online world and the way we do our marketing.

When it comes to business, we need to be able to roll with change, be flexible and be adaptable in order to keep growing and succeeding in our goals.

It’s important to make sure that we keep up-to-date with what’s happening in business and in own individual industries so we don’t get left behind.

Here are 5 of the best ways to market your services online during these changing times:

Number 1 – Consistent Content

 

The first way that I recommend that you market your services at the moment is by doing consistent content. There are three main things that you’ve got to make sure with your content.

The first one, you’ve got to make sure that it’s original. So you don’t want to just be reposting other people’s posts you don’t want to just be putting up quotes.

You need to be making unique content that is in your unique voice, using your tonality  and stories of your experiences.

That’s why people will follow you as opposed to just downloading information from the internet, they want to get to know you, they want to know your skills, your experience, your knowledge, your unique combination of personality and style.

Make sure that your content is original, relevant and targeted to your ideal client and niche.

This is always one of the first steps that I take with all of my clients, to help them to make sure that they have nailed their niche – that their niche is really tight, because if you don’t have a tight niche, you’ll be competing with everyone.

If you’re a coach for example and you just call yourself a life coach, it is way too broad in general and it will be very hard for you to be a master, being an expert in one thing.

You also want to make sure that your content is consistent, regular and targeted to your ideal client.

If you stick to your ideal client, to your brilliance and genius zone, you’ll be able to post so much content because you know it and don’t have to research it.

Ideally you need to be getting on a camera. I know it can be scary but it’s a must in your business, especially in the age that we’re in, we cannot afford to hide anymore.

If you want your business to grow, if you want to get more pay clients, you need to be able to present yourself on video.

Number 2 – Client Attraction Funnels

 

A funnel is a process that leads someone from not knowing you at all, to nurturing them and them getting to know, like, and trust you, and for some people, eventually becoming a paid client.

If you want to automate your marketing and have a consistent stream of leads coming in, you need to make sure you’ve got a funnel that leads them through the process and we can do this in an automated way, while also providing an exceptional client experience.

Even though a lot of the steps are automated, you’ve got to make sure your client has an excellent experience.

I teach how to automate all of these steps in my accelerator program, so that you can start to remove yourself a bit from all the manual tasks and have more freedom.

Initially, it takes work to set up funnels where for example, you might set up a landing page and you offer people a great downloadable free guide, cheatsheet or checklist.

It’s something of value that takes your client from A to B. Your paid program is taking them from A to Z, but your free offer that goes into your funnel might take them from A to B.

Your ideal client opts in, they put their name and email in, and then you continue to nurture them and provide value.

This nurture process builds trust and establishes connection with your ideal client and as they move through the funnel, they become a paid client.

You give value to them through the process, through your emails, Facebook lives and other educational content that you create.

Social media activity has increased by 70%, according to one statistic that I read. There are SO many eyeballs that have migrated online.

And if you don’t have a funnel to capture people, you’re getting left behind. You’re literally leaving money on the table, and people that you can help have been left behind as well.

So that’s the client attraction funnel.

Number 3 – Crafted Webinars

 

With crafted webinars, there’s a whole specific way of doing it to get paid clients.

You need to create really valuable content and present it for free, but also it’s important that that you’re not over-teaching.  You show people a section of what you can help them with, but that’s just one piece of the puzzle.

In the webinars you show people how to get from A – B,  but you lead people from your webinar into making them an offer of your signature system or program which takes them from A – Z.

Make  sure that you’re really clear that if they want the support and accountability and if they want the online community,  it’s your signature program that they will get that in.

Webinars are so popular at the moment, and the people doing them are absolutely smashing it.

I did my first webinar in 2016 and it was one of the most scary things I’ve ever done. I actually found it harder than running live events because of my fear of technology.

But I pushed through and now I’ve done hundreds of them. I really love them and they are super effective.

If you’re willing to step up and learn you will be ahead of your competitors, because it requires you to face rejection, fear and self-doubt.

It’s not an easy path, but most of your competitors are taking the easy path, because it’s the path of least resistance..

Doing crafted webinars well can separate you from your competition and is a fast way to attract new clients.

Number 4 –  Create Community Online

 

If you’re a leader or a business owner don’t just hang around in other people’s Facebook groups. Have your own Facebook or LinkedIn group and build your own community.

Having your own group means you are building your authority and expertise. You’re positioning yourself as a thought leader and as a subject matter expert. And it’s also a way for you to find out what people are struggling with, what problems people have and what common goals and visions  people have.

These communities  become a really supportive, beautiful space. It’s not the easy road and you have to be consistent with your content and that means you have to show up, whether you feel like it or not.

It’s about making a commitment. When you do that, everything changes in your business. That’s when things started to change for me, when I got committed to showing up consistently.

Most of my clients now didn’t sign up straight away. (I’ve got 29 clients at the moment). Most of those clients consumed my content they watched me over time.

Only 3% of people are active buyers at any one time. 7% are interested and know that they need to solve a problem.

Which means that around 90% of people that see your online posts are not ready to buy. So having an online community allows you to provide value, nurture people and build trust and rapport over time for when people are ready to buy.

Number 5 – Create Facebook Ads

 

The price of Facebook ads is declining. According to the new New York Times,  Facebook ad prices have declined by about 50%.

According to some other studies I’ve read recently, Facebook ads are the cheapest they’ve been in six years.

Predominately because so many industries have removed themselves from Facebook advertising, like travel, entertainment, hospitality etc.

I also heard recently of a guy who used to invest $1,000 and would get about 40,000 views on a video.

Now he’ll invest half of that, about $500 in Facebook ads and get about 80,000 video views.

So that’s about four times bigger.

You have a unique opportunity right now to maximise this at the moment.

You can build your email list, capture a whole lot of leads for a lot cheaper.

But soon the restrictions are going to be lifted and things are going to change, so there is quite a unique small window that we have right now, before prices start going back up.

The important thing is to make sure that you get your message clear, influential and that it lands to the right people.

So if you want to get more clients, I highly recommend that you pick at least one of these strategies and get going on it straight away.

Do you want to learn the best way to apply these strategies and attract new paying clients?

I’m running a FREE ½ day online workshop on Saturday 23rd May, ‘Attract New Clients With Ease’.

For more info about the workshop, go here

Stay safe and well,

Kat

 

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7 Reasons Why Coaches Struggle To Sign Up Clients

The restrictions might be starting to lift, however, the financial crisis could keep going for some time.

I believe that in this time in history, it is more crucial than ever to be able to sell our services.

Selling is the #1 way that we keep our businesses afloat.

Selling helps people to improve their lives. It enables people to get more of what they want.

It’s an incredible feeling if you are offering something to someone who is going to benefit and get a result that transforms their life.

Yet so many business owners avoid learning sales skills.

I believe that more than ever, it’s a time for us to serve people and make offers to people who need help.

Selling is not about convincing someone or changing someone’s mind. It’s about having good conversations and seeing if you’re the right match to work together.

Sales is the #1 way to increase the numbers in your bank account, which is going to give you more freedom and more choice in your life.

And the best part is that we get to do it while doing what we love and helping people!

Here are seven reasons most coaches struggle to sell their services…

Number 1 – Asking too few questions

Effective sales conversations come from asking effective questions. Unfortunately people have negative associations with sales. Effective selling is about asking effective questions. I call them power questions.

These questions open up your potential clients’ minds ways to overcome their limiting beliefs about themselves, about you and about what you’re offering.

Effective questions, help the person to come to the realisation themselves that they actually need, what it is that you’re offering.

We need to spend at least 70% of the conversation asking questions. This is not interrogating, but asking elegant questions.

Some examples of effective sale questions are:

  • Tell me what your life would be like if you solved this problem?
  • Tell me what it’s costing you to not have this problem solved?
  • How is it affecting you?
  • Why is it important to you to solve this?
  • How is this affecting your family, relationships and health?
  • If you could change, what would be your ultimate result?
  • What have you tried in the past, and what has worked for you?
  • What hasn’t worked for you?

By asking these questions, you’re really digging in and getting to know the person to find out if they’re a match for you and to see if that person really wants to buy what you have to offer.

Number 2 – Talking Too Much or Too Little

If people who are selling to me talk too much, it makes me want to get out of the conversation. Talking too much can kill a sale for you.

No matter how good your product and offer is, talking too much doesn’t give the person you are talking to time to evaluate their own needs.

I understand that we often talk too much because we are nervous and to fill the air. There is value in allowing breathing space for people to contemplate their needs.

Now talking too little can also kill a sale. If a salesperson is not talking much, it makes me question what they are not telling me and why!

Both talking too much and too little lead back to the base of using a sales call as an opportunity to build a relationship with a potential client.

Remember that relationships go two ways. Asking the right questions and listening to needs helps you both work out if you are a match to work together.

Number 3 – Coming Across Too Strong

There’s a concept that I teach called strength and warmth. Strength and warmth is the spectrum of how we need both sides to be compelling and influential.

There’s a great book called Compelling People. In this book, they studied influential people and found they had a really good balance between strength and warmth.

There’s a sweet spot in the middle of being both strong and warm. By strong I mean you are quite direct and confident. You’re telling the person that you can absolutely help them, you’re giving them lots of assurance. People respect it and feel safe.

You tip over too much to one end of the spectrum and it can come across very forceful and almost rude. Most of us are actually scared of coming across like that. And so, for most of you, I imagine that you’re not strong enough.

Number 4 – Coming Across Too Soft

The fourth reason that coaches don’t sign up clients is coming across too soft. If you go too much on the warm end of the spectrum you can come across quite fluffy and apologetic. As soon as there’s any sign that a person might throw an objection out at you, you accept it, because you’re scared of rejection.

So instead of having an open authentic conversation, you end up just being really fluffy and avoiding it. We need to be strong and we need to kind to help people through their limiting beliefs and rejections.

Building good rapport with the person is crucial. You can say something like, ‘I can feel that this really seems like a problem for you.’ ‘What other options do you have if you don’t go here?’ Help people solve their problem rather than just running as soon as there’s any sign of any doubt.

So don’t be too strong, and forceful and blunt and direct and don’t be too soft. Find that nice sweet spot in the middle where you’re having a genuine human conversation with another person to see if you’re a match.

Number 5 – You’re Too Expensive

Many people try and go quite high in their charging before actually testing the market. They put their price too high before they’ve actually got the experience.

Make sure that if you’re not signing up any paid clients, you might need to drop your price to get some results and some great runs on the board. If you’ve not got testimonials to back your service, then you’re going to struggle to sell yourself at a higher price.

Build up your client base and build your testimonials. Testimonials of your clients’ transformations are essential for your business. This may mean doing some free coaching sessions in return for a testimonial and to build up your experience.

Number 6 – You’re Too Cheap

You’ve got to be in the middle- not too expensive and not too cheap. If you haven’t had any paid clients yet, you might give a discount for the first three clients in return for a testimonial.

If you’ve been coaching for ages and you’ve got clients already, then this is different, but when you’re starting out, it’s really important that you get results and transformations.  Then you can do things like webinars because you can only to webinars if you’ve had results for people.

If you feel that you’re a bit resentful when you tell people your price and if you feel like you’ve dropped the price because you are desperate for sales, then you may well need to increase your price.

People won’t value you if you’ve priced your service too cheaply.  The biggest investment I’ve made into my business was a $17,000 business course.  Because I had invested, I turned up and did the work.

If you are too cheap, people will just think that you’re not good, so please don’t undersell yourself!

Number 7 – Having Too Little Confidence

When we gain confidence to charge what we’re worth, we can have great conversations with people and we can confidently communicate our value.

When we truly know that we’re providing great value to someone and getting them results, it helps build our confidence. I’m working with clients, every single day. Last week I had 18 clients and this week I’ve worked with 27 clients and I’m getting them results.

I’m giving people value and helping them and this gives me a lot of confidence. So you’ve got to be good at what you do and you’ve got to be able to communicate what you do well and with confidence.

To gain confidence you need to do lots of practice sessions. I’ve literally given hundreds of free coaching sessions to people and it built up my practice and it also built my confidence in selling and making offers.

The next thing with confidence is making sure that you’re speaking to the right person. It’s very hard to sell to someone who genuinely doesn’t need what you’ve got. I try and prequalify people beforehand through a questionnaire.

Only work with committed people because your reputation is valuable. Your reputation and brand is more important than money.

Make sure that you’re only having sales conversations with people who you know you can definitely get a transformation and results for. That is going to build your confidence.

If you want to know the best way to sell during these current times, I recently ran a FREE 90-minute masterclass called ‘Selling Equals Service’

It was a powerful session and I received lots of great feedback afterwards.

I talked through 5 keys to effective selling and shared a 6-step VALUES based selling framework that I personally use and share with my clients.

In case you missed it, I’ve created a replay which is now available for the next 48 hours. ?

? Grab Your Free Access Here

P.S. The content is a game-changer if you want to sign up your ideal paying clients, so don’t procrastinate – take action and watch it today before it comes down!

Enjoy!

Kat

 

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