Kat Millar

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5 Systems You Need To Attract And Sign Up Clients Consistently

 

I know the word ‘system’ isn’t sexy… But in this video and blog post, I share why systems can be truly sexy, and life-changing in your business. I share 5 systems you need to attract and sign up clients consistently.

 

Systems help you free up more time to attract more clients and be able to sign them up, so you can do more of things that you really love to do.

Systems allow you to have more time for the things that are in your genius zone – the things that only YOU can do.

Wealthy people create systems, and then they let the systems do the heavy lifting for them.

One of my favourite ways to view systems is this:

S – Save

Y – You

T – Time

E – Energy

M – Money

S – Stress

A system is a procedure, a method, a process, a set of steps that you repeatedly do.

And if you get them on automation, which so much you can do now because of technology, it allows you to have more time to do high-level tasks, like create quality content.

Systems allow you to plan and have a clear vision of where you’re going and really grow your business to the scale that you want it to be…

… as opposed to staying small and being stuck in admin and stuck in all those menial tasks that can just drag on and leave you frustrated and stressed.

You know those tasks that get you stuck and still not having the kind of impact that you want, or making the kind of income that you want to have.

The right systems can allow you to know that you’ve got a steady stream of clients coming in.

If you put these five things in place, if you have the systems taking care of all of the many tasks you need to do in business, through technology and through setting things up properly with a good foundation, you’re going to feel much less stress and much more relaxed.

Also, systems allow you to connect all the different parts in your business.

There are a lot of different steps that need to work together to achieve the outcome that you want for your business.

The right systems mean you know that everything is cohesive and taken care of.

You don’t forget to follow up on that person, you don’t forget to ask for referrals or testimonials. You don’t forget that you need to do a proper marketing campaign in the right timeframe.

There are a lot of systems that you need in your business.

Here are five of the most important systems that you need to focus on in order to attract and sign up clients.

 

1. A Content Creation System

You need a system for how to create regular consistent and valuable content to put out into the world.

I don’t just mean chucking up random Facebook posts, I’m talking content that is strategic and purposeful.

Your consistent content should be about educating your ideal clients on exactly what they need to know about you.

It should show people why you’re different and exactly how you can take them from A to B or A to Z, that you know what you’re talking about, that you can be trusted, that you know how to help people transform and get a great result.

That is what your content is about. It’s not just about quickly putting something out there just to be seen and posting anything that’s not valuable, you want to make sure that you have a system for your content creation that is regular.

I recommend that you post on social media and daily. Posts should highlight things like:

* Why you’re different

* What you believe

* What you stand for

* Your unique point of difference

* Your opinion on things

* What kind of person you are

* What kind of things that you help people with

* Maybe you spotlight one of your clients that you’ve helped achieve a transformation

* Maybe it is showing behind the scenes

* Maybe it’s showing you at an event and putting the highlights of what you’ve learned during the event

So when you put the system in place, you’ve got a plan for it. You’ve got a schedule, you’ve got a map.

With my private clients, I help them with this with a social media planner.

And I teach them how to rotate their posts, being strategic in how many times they are purely giving value and how many times they asking for the next step.

We also look at rotating between educating and entertaining and inspiring – doing a good combination of these.

You don’t want to have it all ad hoc and just randomly post last minute, because you quickly need to think of something – you want it planned in advance.

I recommend you use a scheduler. You can also add posts when you’re out and about, but at least you don’t have to manually do it every day.

I have looked at a few different schedulers. I personally like Buffer, because you can create everything on automation to go out.

I also recommend with your content creation that you send me an email to your list, once or twice a week.

And it’s valuable content – you’re giving, you’re sharing, you’re helping people to solve little problems in their lives that is in your area of expertise.

Don’t send something on mindset one day, and then on health, and then on relationships and then on finances – make sure your content is your ideal client with your content.

We also need to have a system for our copywriting.

We need to have templates that we’re using with our copywriting. This is what I do with my clients, I give them templates to follow because it’s a whole skill in itself.

It’s something that a lot of us haven’t been taught.

It’s something that we need to study and practice and get good at.

Copywriting is a big part of our marketing.

Copywriting is basically any kind of words that you write in order to market or in order to influence, it’s about copy that you write for a commercial purpose.

You also need a system for the copywriting on your landing pages, so you can capture people’s email addresses.

So that’s number one – we need a system for our organic, our free marketing.

 

2. An Advertising System

You need a system for paid advertising. And for most of you watching, it’s probably Facebook ads.

You need to be running Facebook ads. Gone are the days where we can post about our business all the time and show it to loads of people.

Those days were good when they lasted, but those days are over.

Now, we’ve got to pay to play.

So you want to always have ads up and running, you’re keeping an eye on them to make sure they’re converting, even if it’s $3 a day, and you’re posting your content and putting money behind it on Facebook.

I don’t recommend that you just boost posts.

I recommend that you actually create a whole ad, and that you’re always testing and measuring, you’re always comparing an A and a B – such as headlines or images against each other.

I’ve always got ads running, there’s never a time where I’m not running ads. They are running either running to a freebie/lead magnet, or for an event that I have coming up, or for people to watch a video of mine, and I’m always keeping an eye on it.

So instead of consuming social media, when I’m on Facebook, the majority of the time I spend on social media is creating and posting original stuff that I write, and not just copying or reposting other stuff, and also checking my ads insights and making sure that they are working well.

 

3. A System For Presenting Your Offer

Presenting is about sharing an offer to your ideal client.

Usually, you will present one offer at a time, and I recommend that it is whatever it is that you believe that your ideal client needs most.

You need to present, whether that’s on a video, whether it’s a sales call, whether it’s a webinar, it could be a sales letter – such as a full landing page with the sale, it could be a live workshop – it’s some kind of presentation where you’re presenting the next step to your client.

So you need a system around it.

You need to know when you’re going to do it, you need to know the schedule, you need to have it clearly planned out – the structure of your presentation, what you do before the presentation, during the presentation, after the presentation – these are all things that you need a solid system for.

Ideally have templates for all of these things, so that there is a system, structure and strategy – so that you’re not starting from scratch, and just kind of making it up as you go along. That’s a big waste of time.

 

4. A Sales System

You need a sales system – a process.

This is where you’ve attracted the potential ideal client, also known as a lead or prospect, and you’re going to convert them to a paying client.

This is where the rubber hits the road, this is the thing that will keep us in business. Sales are the lifeblood of our business. The only reason a business fails is not enough sales.

And the main reason a business succeeds, there are lots of reasons but fundamentally it comes down to having enough sales.

If you don’t have enough sales, you don’t last in business. You’re stuck in a job, you’re going and doing something else, you’re distracted and you can’t put the time and effort into growing your business properly.

So for a sales system is about setting up a process where you know what to do before the sale, during the sale and after a sale.

You need a template or script with the appropriate questions, you need to have a structure for how you do that offer.

You don’t want to get on the phone with nothing planned, that’s not going to work. That’s going to convert really low.

You want to make sure that you know what you’re doing, you’ve planned it out properly.

And then you also have a post-sales process.

I like to document everything that I do in my business, all the system. I record videos on them so that I can train up my intern or contractors.

You need clear systems to get people to get money into your bank account.

There are lots of steps you need in this system.

You need a way to take payments for example Stripe, or PayPal, or Ezidebit.

You need a way to book people into your calendar, and that should be automated, there shouldn’t be texting back and forth. There should be none of that manual stuff happening – that is not a good use of your time.

Your time is spent doing what you do best, and not trying to collect money. You’re not a bank.

It’s not trying to book appointments, you’re not a PA, you’re the business owner.

You’re the visionary – you’re the one that needs to set the direction, the culture, the values, the vision, the mission, the goals – THAT part of the business, not getting stuck in low-level tasks like admin.

So once you set up a sales system, you’ll know that you have a certain amount of leads coming into your funnel consistently and you’ll be able to convert them into paying clients.

 

5. A Nurture and Follow-up System

Do not leave this to chance, and do not leave it to memory. Don’t even leave it to your to-do list.

Unless you’re constantly prioritising and ordering around your to-do list -which is kind of a waste of time… It’s better to just have a system.

When I first started out in business as a Personal Trainer, before I used the internet much, I’m not naturally organised, but what helped me was having a system. I had to work on getting organised and planning and having a system so that I didn’t have scraps of paper lying around.

My system was – I pulled out their folder with the notes from their previous session, I planned the session that we’re about to have. I had everything documented and color-coded.

Creating these systems really helped me with clients, because I had the system of knowing how many leads I needed to get on the phone, how many appointments I needed to book, how many of those would convert into paying clients, and then how to nurture and follow them up.

I had a system of checking in if they didn’t by and a system of following up and setting myself appointment reminders, otherwise people fall through the gaps.

There’s a saying in the marketplace ‘The fortune is in the follow-up.”

How many people have you missed because you haven’t followed them up?

Maybe you’ve met them at a networking event, and you’ve got on really well, and the business card is somewhere in a drawer somewhere or in your handbag still and you haven’t done that follow up. I’ve been guilty of this over the years.

Follow up has to be fast.

You also need a system for looking after people – maybe they’ve bought from you in the past, or they might be a client that you only see occasionally – you want to have a system to follow them up.

Also, you need to have a system for making sure that you’re asking for referrals and testimonials.

Once this is all systemised, it’s going to take away so much stress.

So many people are running around chasing all different things because they don’t have good systems in place.

Doing these things and getting a result from these things, and two different things.

The better the systems are, the more likely you’re going to get consistent results.

And you just keep tweaking the system until it works.

You don’t want to get caught up in the emotion and the drama. You just want to focus on the numbers and the facts in business.

Of course, there’s emotion involved, but we need to do our best to keep it very factual, and just focus on the tasks that are going to get us the outcome that we want.

This stops the handbrake being on the business, where there’s no flow of clients because we’re getting stuck in low-value activities, or we’re running in the wrong direction really fast and we’re exhausting all this energy when actually we need to be focusing on getting the systems in place.

It can feel like a lot of work to put systems in place, but I promise you – it’s worth it.

It’s a ‘do it once and it’s done’ approach.

As one of my favourite quotes by Les Brown states:

“Do what is easy and your life will be hard. Do what is hard and your life will become easy.”

So, if you’re wondering, where do I start with all of this? I don’t even know where to start, I’m overwhelmed…

…I totally get it, because it was me when I started off as well.

It’s taken me time to build systems and I’m still tweaking them. But I can help you save a lot of time and energy in putting them in place because I’ve found some great hacks and technology tools that can help you.

There are a few different options for how I can work with you.

If you haven’t had a one-on-one session with me before, then I’m offering you a free one-on-one session. I will help you strategise and put the right systems in place for your business and show you the next steps you need to be doing right now, and how to actually do them.

Or maybe you’ve got these systems in your business already, but they need a few tweaks because they’re not all working as well as they could.

If you don’t have a flow of consistent clients coming through your pipeline and you’re signing them up regularly and then nurturing them so they are raving fans, systems can help you.

You can book in your free session here

 

Also, I have a full-day workshop coming up on Saturday the 17th of August, in Sydney.

This is for you if you want help putting together your client attraction system to help you attract and sign up clients and keep them coming and paying you consistently, so that you can have a profitable business that you love.

You’ll learn the systems you can use to free up your time and stop stressing and struggling over money and getting stuck in procrastination or overwhelm or any of those things that hold us back in our business.

You’ll get loads of useful tips and a step-by-step plan that you can apply straight away, plus a lot of support and a great community.

Learn more about the workshop here

 

 

 

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3 Important Sales Psychology Secrets

If you’re a business owner or you’re wanting to be in business, it’s so important that you learn how to sell properly.

In this video and blog post, I share 3 important sales psychology secrets.

 

There are two main things that people get wrong when it comes to selling.

The first thing is that they don’t do enough of it, they don’t get in front of enough people and they don’t sell themselves. They avoid it.

The second thing that people get wrong is that they sell too much – they come across too strong.

Now there is only one reason that businesses fail and that is not enough sales.

And there’s one reason that businesses succeed. And that is because they have enough sales.

If you don’t have enough sales, if you don’t have the skill of selling genuinely, then your business isn’t going to last…

…and you’re going to be back working for someone else, potentially doing something that you don’t like and not living your dreams.

So if you want to help more people, if you want to make a bigger difference in the world, sales is one of the most important skills that you can develop.

Learning sales has helped me improve my confidence and help me improve and grow as a person.

It’s helped me to help more people because I’m able to build a genuine connection with people.

I’m assuming a few things here when I’m sharing these psychology tips is that you genuinely want to help people and you want to make a difference.

You’re only selling something that people need and want, you’re not selling trying to convince people or sell them something that they don’t want.

We’re not trying to persuade and convince people they should buy what we’re offering, we’re helping them to come to the right decision for them.

When you redefine the way the sales from sleazy cheesy, pushy, car salesman-ish, to:

* Sales is healing

* Sales is service

* Sales is match-making

* Sales is helping someone go from where they are to where they want to be

* Sales is improving the quality of people’s lives

 

…you have great conversations with people and help them get more of what they want, in a way that is compelling, appealing, and it’s not pushing people away.

There is so much I can teach when it comes to sales – how we can overcome objections, how to frame, how to set up the sale, how to sell on video, email through Facebook and all of that is selling – but in this video I want to talk about 3 mindsets you need to go into a sale with.

A lot of people aren’t applying these, they’re not doing a great job of that, so if you get this right, you’re going to really position yourself in the marketplace as valuable, as the authority and as the expert in your niche.

I’m sharing from the point of view of having a one-on-one conversation.

1. Questions are the answer

I was trained in sales in the Les Mills system where I worked in NZ as a Personal Trainer. They shared a script with us that converted really high and the majority of the script was powerful questions.

80% of your conversation should be questions.

When you’re selling your service, you really need to ask the person a lot of questions because you don’t want to start talking about what you’re talking about what you offer before you really understand the person.

And the biggest mistake that most people make is that they don’t get to know the person they don’t understand the person thoroughly.

They start talking about the product and what they offer rather than getting to know the person.

I want to give you some examples of really powerful questions that you can use in your sale.

1. What is most important to you? Or What is your priority?

You’re going to find that they will really open up to you.

I don’t recommend you start by asking “What’s the goal”, which is a mistake that I used to make, but not everyone has a goal.

But if you talk to them about the biggest challenge, they will know their challenge pretty intimately. They will be able to talk about it. So ask questions that are easy to answer.

The thing that most people think about is their biggest problem.

And they will easily be able to talk to you about it.

2. Describe your current situation

3. Tell me more

I keep going deeper and deeper and getting more and more information.

You don’t want to talk about all of their problems. Talk about the most important problem.

4. What are you looking for in a … (e.g. a Coach/Psychologist/Trainer/What are you looking for in a solution …)

5. Why is that important to you?

6. How would that improve the quality of your life?

7. What are the consequences if you don’t change?

e.g. what’s it going to look like in the next six or twelve months, what’s going to look like if you don’t change…

Because, if you can remind people of why it is important for them right now you put that top of mind. Then they sell themselves into it, I don’t talk them into anything because they are reminding themselves why it’s so important to get from where they are to where they want to be. And it will help them with that challenge.

There is a really simple formula that I use which is ABC.

A – Where are you now?

Tell me about it, tell me what is it costing you. How’s it affecting you in your mind? How is it affecting your family, how’s it affecting your work?

And get a really good picture of their situation from loads of questions, like “Describe it to me, paint a picture for me… Tell me, once you solve this problem, what will it be like for you when you achieve it…”

B – Where do you want to be?

C – What’s the challenge, what is in the way?

What is that mountain that they have to climb?

Think – how can I support them to climb that mountain?

 

2. You are the prize

Write it down and say it – I’m the prize.

Remember there are thousands of people that you could potentially help. But there’s only one of you. Your time is limited.

If you’re working with people one on one, you’ve only got a certain amount of appointments in your calendar.

You don’t want to get in there people who muck you around, people aren’t going to take you seriously, people who aren’t committed.

You don’t want your calendar filled with what I call ‘no’ clients.

You only want to fill your calendar with the people who really love to work with you, who respect you and trust you.

Money is a commodity, money you can get from any ATM in the world.

But no one can get you anywhere – except from you.

So, I want you to remember that you are the prize. You’re the prize.

If you’re coming in with the energy of chasing them, then as the prey they’re going to run away.

But if you come in totally neutral, and you’re not chasing, you’re the magnet.

And they are attracted to you, because you’re not pushing.

The biggest thing people say to me about sales is that they don’t want to come across as pushy. So don’t be pushy. Please don’t be pushy.

But you want to think “I’m the prize”.

Be a cat, not a dog.

Cats know they’re the prize.

They don’t bound up over-enthusiastically as dogs do.

(unless they’re slightly crazy!)

So stay grounded and remember that the goal is not to try and convince people, but meet them where they’re at.

You want to find people who are already convinced, and that you’re just helping them move through any kind of fears or limiting beliefs that are stopping them from improving their life.

3. Sales is match-making

The goal is matchmaking, the goal isn’t to try and sign everyone, your ideal client is not everyone you know, or take on people just for the money.

You want to take people who you know you can really help, people you can actually get a transformation with.

So this is why it is SO important that you know who your ideal client is.

I don’t mean women in Sydney from 30 to 40. That’s not an ideal client.

Your ideal client you know intimately – you know their fears and frustrations that dreams and desires. You know their problems well – better than they do, you can describe it to them better than they can.

The person who understands their ideal clients the best, wins.

If you can understand your ideal client, better than your competitors, you will win – hands down.

If you can show them and communicate that you understand them, you win.

So the goal is matchmaking.

Your goal is to see if you are a match made in heaven.

Remember, if they are your ideal client, they need you. There is only one of you.

 

So to recap the 3 Important Sales Psychology Secrets…

  1. Questions are the answer
  2. You are the prize
  3. Sales is match-making

Sales is about you getting to present to people the opportunity to improve the quality of their life.

If you’re not improving the quality of their life, you should be selling to them.

So, selling can be fun. It doesn’t need to be stressful.

I used to really stress about sales. Now I love sales.

I love any opportunity that I get to help change people’s lives.

And some people that I talk to, I don’t make them offers, because I can sense that they’re not my ideal client.

I know that there’s a certain amount of one-on-one clients that fit the criteria I have in order to be offered space in my calendar.

They have to be committed. They have to be willing to learn and change. They have to be open-minded.

And I’m going to give everything I can to people if it’s a match.

Coming into a sales conversation with this mindset will help you be more relaxed, more comfortable, more yourself, more genuine and you’ll find that sales can actually be really fun.

 

Would you like to know how to attract and sign up new clients?

Join us at my upcoming 1-Day Workshop in Sydney, Saturday 17th August

‘How To Attract Your Ideal Clients’

 

 

This event is for people who are ready to roll up their sleeves and grow their business.

ALL the enthusiastic, positive, grateful clients imaginable are out there right now, ready and waiting for you.

All you need is the right system to attract them into your business.

You’ll learn the best marketing tools and a proven system to attract them.

If you’re unhappy with the money you’re earning, you HAVEN’T applied the right system yet. At this workshop, I’m sharing a rarely-utilised strategy that will be your new secret client-getting advantage.

Earlybird offer available until Sunday, 11th August

So if you are building a business or wanting to build a business – check it out.

Learn More

 

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5 Things You Need To Create An Effective Business Strategy

 In this video and blog post, I share with you how to create an effective business strategy.

 

 

There are 3 main problems that I see entrepreneurs face when they’re wanting to create a living, doing what they love, and making a big impact in the world.

1. Lack of strategy

Firstly, many people lack an effective strategy in business. Their tasks and content are random and ‘ad hoc’.

They end up doing all sorts of different tactics that they learn from all different sources (often free), without an over-arching, cohesive strategy…

…applying a little bit from here, a little bit from there, and trying to piece it all together. This rarely works.

2. Lack of systems

Many people don’t have their business systems set up properly. Things aren’t automated. And they’re running this really clunky, manual business.

They’re running a business where they’re trying to just remember things. They are trying to quickly come up with a post or just randomly write a blog post.

This is costing them time, energy and money.

3. Lack of support

Many people are trying to do business alone. Again, this doesn’t work.

When they don’t have people helping them, they’re wasting time struggling alone.

Many people think they can figure it out by themselves. But successful people know they need to invest in help and support.

In this article, I share about the first problem – a lack of strategy.

Without a strategy, you don’t have clarity on where you’re headed.

If you don’t have clarity, you don’t have peace of mind.

You start doubting yourself, you get stuck in overwhelm, procrastination, you get stuck doing things that aren’t helping you find your ideal clients.

Without a strategy, you can end up really frustrated.

When I ask people what the outcomes are in their business in the next 1,2, 3, 5 years and what are their targets for the next quarter, I find that a lot of people don’t have clear goals and targets.

They don’t know their numbers, they don’t know how much money they want to make, they don’t know how many clients they want to attract.

It’s really important that you have an effective business strategy.

In most cases, you need to go back to basics and lay a proper foundation for your business before you start posting content and trying to apply random tactics.

The other thing that happens without a strategy, is people get really resentful because they’re stuck in uninspired action instead of inspired action.

They get stuck doing things like creating the perfect logo or tweaking their website until it’s perfect. Or making sure that their business card’s perfect, and they still don’t have clients.

So it’s really important that you have an effective business strategy, and that you almost go back to basics and lay a proper foundation for your business before you start posting content and trying to apply random tactics.

My motto – strategy before tactics.

So, what is a business strategy?

A business strategy is a high-level working plan, not a plan that you write, and you just put on the shelf and never see it again. It’s a high-level working plan for reaching your business outcomes.I want to talk to you about having an effective strategy.

This includes knowing the What – What your business stands for, what exactly is helps people with.

Also, the Why  – why are you actually doing what you’re doing, why you want to make the difference that you want to make in the world, why you want to help people with what you want to help them with.

And also the How – how you’re letting people know that what and the why throughout your online marketing.

To create an effective business strategy, there are five things I recommend that you identify.

1.  Your business values

We need to know what our business values are. Sometimes, these are slightly different from our personal values.

Your personal values might be things like love and connection, adventure, music, family, things like that. You can actually have personal values and business values on a separate list, and I recommend that you do.

Some examples of business values might be integrity, congruency, authenticity, passion, creativity, structure, systems, excellent customer service, and empathy. So for clients achievement, winning awards could be a positive social contribution, it might be innovation.

These are all great things, but what are the few that you really want to be known for?

You need a strategy for your business values. You need to know what your values are, and what actions you’re taking in your business to make sure that you’re reaching these values.

It all starts with the business values, I recommend that you do that first.

2. Your business’ vision and mission

If you don’t have a clear vision and mission, like if someone came up to you on the street and said, “Hey, what’s your business vision or mission?”

(I don’t think that happens very often…) But let’s say it did, would you be able to give them a clear answer?

Would it be concise and snappy? Would you be able to just kind of fall it off your tongue?

Or you need to consult some documents that you wrote a few years ago to the workshop?

How clear is it? And how clearly are you putting it out there for the world to see what your vision and your mission is?

Is it in your Facebook profile is that on your website, people know what you’re all about?

The difference between a mission and a vision, the mission is how you’re going to actually how you’re going to make your vision happen. So your vision is what the world looks like in your imagination, and the future as part of you having your business and your mission is how you going to make that vision happen.

My vision is to inspire over a million people to make a living doing what they love, creating, contributing from a place of abundance and freedom to see living fulfilled, authentic, inspired, and the fullest expression of their potential.

Those words are really powerful and meaningful to me, I love helping people to become fulfilled living out of the authentic expression, living a life where they’re living up to their full potential where they feel inspired, feel fulfilled with what they’re creating and contributing.

That’s a vision of what I want to create.

The mission to actually get there is to equip and support business owners to create a profitable business doing what they love. It’s very simple. That’s my mission.

My values lead into the vision and mission. The vision and mission come from the values, and then the values, the vision, and the mission drive the goals.

3. Your business goals

You need a strategy for your business goals. You need a strategy for what outcomes you want, how many clients you want, how much money you want to earn, when, do you want to do workshops, when do you want to do webinars, what’s your marketing campaigns. You need a strategy for how you going to spend your time in your business.

Your actions are determined from the goals that you set.

So you need your big vision, your mission and then you need strategies underneath that. Basically, what are your initiatives? What are you doing to make that vision happen?

So these are things like having a podcast, running regular workshops, running regular webinars, running retreats, writing a book. These are the big kind of strategies, and then under those, you need goals to make these things happen.

Let’s say the goal is to write a book. The actual actions that you’re going to take, you might say, I’m going to write 10 pages a day, or I’m going to write 100 pages by in quarter three by the end of quarter three.

You want clear numbers, and you want to make sure that you have dates for those numbers as well.

You need to have the strategy for what to do before the sale,  during the sale, after the sale. The strategy for before launch, during launch, after your launch.   A strategy for all your campaigns, your advertising – everything needs a strategy.

Make sure that the goals are specific, they have numbers and dates attached. And you’re making them from your big-picture goals all the way through to your 1-year goals, your quarter goals. And then you break that right down to your weekly goals and then your daily goals. So every day you open your laptop, and you know exactly what to work on.

There are so many people that are scattered and overwhelmed and stuck in procrastination because they haven’t got goals.  They know how to set goals, but knowing and doing are two different things, and to know and not do is kind of not to know.

You need to realise the importance of the power of it.

This is the main thing that I recommend people look at when they’re first starting a business because otherwise, they’re just running off with all these different directions without their overarching strategy.

So we’ve got to lay that foundation.

4. Your Core Message

Next, you need to identify your core message,  your one thing.

Gary Keller has a great book called “The one thing” it’s excellent.

He talks about – what is that one thing that you want to be known for?

Why are you different?

What’s that one thing that you going out to, that one problem that you want to solve, that one outcome that you want to help people achieve, you should know what that is and clearly communicate that to the world.

You need a strategy for your core message and why you’re different and how to express that value.

5. Your Ideal Client

Number five, you need a strategy for how to identify your ideal client and how to communicate with your ideal client.

A lot of people are posting online, but they don’t attract ideal clients. They try to kind of reach, everyone.

One minute they’re talking about health, next minute they’re talking about manifesting, next thing they’re talking about mindset. Next, they’re talking about how to attract your soul-mate – they’re all over the place. They don’t have a strategy.

It’s really important that you’re really clear on who your ideal client is, where are they hanging out? How old are they? What are their interests? What are their biggest problems? What are their fears, their frustrations, their dreams, their desires?

Do you know how to help them solve their biggest problem, the thing that’s keeping them awake?

Where are they hanging out? What do they need from you? What’s your unique genius zone that you can help them with? What is that one thing that you know that you’re a master at, because you’re gifted in it and other people don’t have the unique combination of skills that you do?

Usually, your ideal client is you a few years ago before you solve the major problem that you wanted to help people solve. So that’s a really good clue about, you know where to start with your ideal client. But I’ve got a whole strategy around it. And it actually takes a bit of time and thought and effort.

A lot of people say, “Oh, yeah, yeah, I know how to do that. I’ve got my avatar”. But when I look at other people’s answer when I look at my client’s answer about that ideal client, most aren’t clear, most of them are really vague, they have a really wide age range. They’ll say something like”its women from 30 to 40, living in Sydney”. That’s not an ideal client, that is a massive target market.

You want to pinpoint right down to the dreams or desires and fears or frustrations, and most of all the problems that you’re going to help them solve.

Remember, marketing is not about what they need, but it’s about giving them what they want. In your marketing, you’ve got to give them what they want. A lot of people trying to sell things to people that they think they need, and people don’t actually want it. You need a strategy for that.

So to recap, the five ways you set up your business strategy is to get clear on:

1. Your business values
2. Your business vision and mission
3. Your business goals
4. Your core message
5. Your ideal client

You might be wondering, what if I don’t know where to start with all this, like, it sounds good, that makes sense.

But I don’t really know how to apply it to me. And this is really common that people know that they need a strategy, but they don’t really know how to actually put into place,  how to create one.

And that’s exactly what I love helping people with.

Would you like to know how to apply this to you?

How to make sure that you have a great strategy in your business, an effective strategy, so you don’t wake up in the morning, and spend time on low-value tasks,  actions that aren’t actually getting you any results…

Because that’s going to lead to burnout, overwhelm, and frustration.

When you wake up and you feel like your to-do list is never-ending. And then you get to the end of the day. And it’s like you haven’t even done anything. You haven’t even done anything meaningful or fulfilling or worthwhile, and you’re not seeing a good return on your investment for time.

I know this because this is exactly what I’ve been through. I’ve been through, really running around with all these different tactics and trying to fight things trialing and erroring, and making a lot of errors.

And now I really love helping people to avoid all that pain, all that wasted time, that wasted energy. Those years that you’ll never get back.

 

 

Would you like to know how to attract and sign up new clients?

Join us at my upcoming 1-Day Workshop in Sydney, Saturday 17th August

‘How To Attract Your Ideal Clients’

 

 

This event is for people who are ready to roll up their sleeves and grow their business.

ALL the enthusiastic, positive, grateful clients imaginable are out there right now, ready and waiting for you.

All you need is the right system to attract them into your business.

You’ll learn the best marketing tools and a proven system to attract them.

If you’re unhappy with the money you’re earning, you HAVEN’T applied the right system yet. At this workshop, I’m sharing a rarely-utilised strategy that will be your new secret client-getting advantage.

Earlybird offer available until Sunday, 11th August

So if you are building a business or wanting to build a business – check it out.

Learn More

 

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How To Overcome Your Fear Of Being Visible Online

Do you find yourself procrastinating on putting up that blog post, recording a Facebook Live video or sharing your expertise on social media?

Maybe you post occasionally, but you don’t post boldly and position yourself as an expert.

In this video and blog post, I share with you how to overcome your fear of being visible online.

What do I mean by being visible online?

I mean posting boldly and authentically – on social media, on your website, on all the different platforms that you can be out there in the online world.

Stepping up and owning your space.

Taking authority in your area, in your niche.

Positioning yourself as an expert.

I know that a lot of people have fear around this. I definitely did.

I knew I needed to post more … but I had so much fear coming up.

Thoughts like…

“Who do I think I am?”

“Why would people listen to me?”

“I don’t know enough yet”

“What if people don’t like what I share?”

‘People are gonna find out that I don’t know everything about this topic and therefore what’s the point?

“I can’t put myself out there until I know more”

Impostor syndrome. It’s a killer of dreams!

So, why is it so important to be visible online?

Well, if you’re a small business owner, if you’re wanting to increase your clients, if you wanted to grow your business, if you’re wanting to have a real impact in the world and help more people, you really need to master the ability to put yourself out there to be visible.

That genius zone that you have the gifts that you have. You really need to step up and be out there regularly, consistently and not hiding behind your laptop.

I was talking to a friend today and we were discussing how we used to hide behind our laptop. We used to stay in our comfort zone and we just thought there was something wrong with people not signing up with us.

We thought we were doing all we could.

We were creating content but actually, we weren’t really putting ourselves out there in a way that our full potential called for.

You can kind of dabble a little bit, post a little here and there, put up a motivation quote now and then… but when I’m saying being visible – I mean stepping up, owning a space.

I mean having an opinion, having a voice, sharing your message and not hiding behind things that aren’t really your full essence of what you’re here to do on the planet.

What you’re here to actually achieve and the purpose of why you’ve been born.

I struggled with fearing being visible for years and I learned some really cool strategies that have helped me to be able to just consistently get out there despite the fear.

So, I’m going to go through 3 strategies that you can use to be more visible to show up in a big way. To do what you know you’re here on this planet to do and make the impact that you’re here to make.

1. Identify the belief that’s causing the fear

The first thing that you want to do is identify the belief that’s actually causing the fear. Identify the belief that’s causing the fear.

There’s some kind of belief that you have that’s driving this fear of not wanting to play full out. Not wanting to say everything that you wanted to say. Not wanting to fully own the whole message. You might just be bringing parts of yourself to the world. You’re just showing a little bit.

I’m not saying show everything about your whole life, but about your message. You’ve got to know what’s effective – what’s going to be the best outcome to the people that are following you.

There’s a belief that’s driving to fear us so, whenever we have a belief, A belief is basically every thought that we accept as truth. Every thought that we accept as truth is a belief.

You don’t have to believe every thought that you think. Just because a thought pops into your mind, we don’t have to believe it. We don’t have to play to it.

We can choose whether we want actually believe that thought.

So, if you have fear, it’s coming from a thought and you want to identify what is actually the belief.

So once you’ve identified the, you might think “I know what’s causing the fear. I’m actually scared that someone is gonna see me online who knows that in my past I’ve done things incongruent to actually what I’m sharing, the message that I’m sharing now.”

I’m saying this as an example because I was talking to a client today and it’s exactly what she said.

And the truth is that is true for all of us because where this life there is mess, when there’s humanity, there’s imperfection.

All of us live out of alignment with what we’re teaching at some point in time, because we’re human.

So if you put this bar on yourself that you have to be perfect all the time, it waters down your message. That’s gonna keep you really small. That’s gonna stop you from being visible.

So you’ve got to find the belief.

Maybe it’s that you feel like you don’t know enough, that you’re not smart enough. Maybe you feel like you aren’t pretty enough to get on camera. Or that you don’t know enough about technology.

Maybe the belief is that you need to go into another course.

Maybe you think you need to have 5 successful clients and have testimonials before you can actually say that you are an expert in this space.

The truth is, you can start helping people right away. You don’t need to have a certain amount of people in your email list or a certain amount of facebook followers.

You can literally start helping people now.

I used to have a belief that I had to have a certain amount of followers, and a certain size of email list before I could start teaching other people. That’s not true. I can help my clients right now, because I know how to teach them what I’ve learned and applied myself.

Sometimes we wait until we’ve got things all perfectly together. And the cost of that is, people miss out on your genius. They miss out on what you can bring out to the world to help them because you’re letting this fear hold you back.

Maybe you’re believing that you’re believing something that’s keeping you small. It’s keeping you invisible. It’s stopping you from stepping up. You need to identify what I need to believe in order to take action.

I’ve talked to many people who feel like they have to have all these steps in place before they go out on social media and share their message or own their niche.

It’s stopping them putting that first authentic message out, or that first Facebook Live, that first post actually teaching on your area of expertise or your topic.

That belief doesn’t serve you or your tribe.

Also, sometimes, it’s about getting out there – even though you still feel the fear.

When you can actually really learn how to control your mindset around it, that actually reduces the fear.

I’m not gonna try and pretend that the fear completely goes away, because it actually doesn’t.

The fear is there every time we push it out of comfort zone, every time we go and up that level.

That fear is gonna try and keep us safe. And that’s a good thing, you know, it’s just part of our brain that wants to keep us safe. So actually, it’s good to accept that the fear’s never gonna go away.

You just have to learn to take action despite the fear.

Remember the fear is driven by a belief. Identify the belief, write it down.

 

2. Identify the belief needed to take action

What belief do you need to believe in order to take action?

Maybe you need to believe that perfection doesn’t exist.

That it’s all about progress, not perfection.

That there are people out there benefit from what I’m sharing even if I don’t have 10 clients. Even if I’m not perfect.

Let’s say you’re a Health Coach and you think “I need to lose weight and I need to be at my perfect size before I can be a health coach because people are going to judge me otherwise”.

You need to know that your approach to someone has nothing to do with your own personal results. That is making it about you.

 

Yes, some people might judge the material, of course, there are gonna be some people out there who judge.

But if you think about all the examples of coaches who are helping people and they are not as good as the player.

So, for example, Tiger Woods, his coach is not as good a golfer as Tiger Woods, but he’s an excellent coach.

There are multiple examples in Sport where the actual coach is not better than the player but they’re just excellent at coaching.

So just because you haven’t reached a certain level doesn’t mean you can’t coach people in it, cause you absolutely can!

If you make it all about your results and you haven’t to achieve perfection before you can help others, you’ll be waiting a long time and people will be missing out.

It’s just something that you gotta decide “What belief do I need to have to get myself out there and be visible?”

For example “I need to believe that what I say is valuable and worthy of people listening to it and responding to it”.

If you don’t believe that, people pick up that energy because you’re not owning the worth. Build your self-worth.

You may need to write out a list of reasons why you deserve it to do that. Write then reasons why what you have to offer is valuable.

I recommend 80 minimum reasons (100 is better) WHY – you really need to live out of the belief you need to take action.

For example, I need to believe that it’s not about perfection, it’s about being visible. That someone is going to get helped with what I have to share in the world.

That simple belief I need to operate from and that fuel that drives you, that’s gonna be such a more powerful fuel than operating out of fear.

Think – “What do I actually need to believe in order to get visible?”

Well, first of all, I need to believe that if people judge me or not, that’s none of my business.

I need to believe that if people think I’m not good enough, it’s none of my business. I’m not gonna let that person who might judge me, stop me from all these people getting benefit from.

For me, I was really worried about what my ex-boss might think. So all these people that could benefit from what I offered missed out because of this one person who wasn’t even my ideal client that I don’t even see anymore – that’s actually quite ridiculous.

When you figure out who’s the SPECIFIC person that you’re most afraid of, you can do practical things like not share it to them.

You can customise your Facebook, so you’re actually not showing it to these certain people that make you feel like that.

Or you can say, this is me. It’s too hard to pretend to be someone else and all these people are missing out if I don’t do it.

 

3. Strengthen your why

If you’ve done any kind of reading about leadership, about business, so many of them come back to this “why” and what is your ‘why’? Simon Sinek talks a lot about it. Many great successful people talk about it.

Sometimes we lose track of our why. If we are thinking about ourselves and thinking about what we are gonna get out of it, we probably won’t be motivated at all or inspired to take action and actually be out there and be visible.

But if we are thinking about our why, about the stronger, bigger reason, the reason that is beyond us or bigger than us, that is gonna motivate us.

That is gonna fuel us and drive us to actually take action and do hard things, do uncomfortable things.

I used to hate, doing Facebook Lives. I felt so awkward. I was judging myself so much. So fearful of other people judging me. You know if I said um’s and uh’s. And if I didn’t get it all perfect.

I’ve never done a perfect Facebook Live, ever! Always had some kind of stumble, always had some kind of, I haven’t expressed myself so eloquently as I wanted to.

But people still get help from my Facebook Live and I get messages all the time saying that “It was really helpful” or “I’ve applied that” or “This was exactly what I needed to hear”.

If I had let that desire for perfection hold me back and make me fearful of being visible and showing up online even when I didn’t feel like it. If I succumb to that fear, I would never have got better at it.

Competence builds confidence.

When you feel more comfortable with something, you feel more confident, right?

We have to show up and be visible and not get it perfect and let go of that fiction. And a really good way to do it is to make sure we understand why it’s so important.

You might know your why, logically know your why, but we need to strengthen the why.

With strength in it, through repetition, through reminding ourselves all the reasons why it’s so important.

What you can do with this strategy is literally write down as many reasons as you can think of why it’s important for you to show up and be visible.

That is gonna be the fuel, the emotional fuel that going to drive you to do it – even if you don’t feel like it.

Or it’s going to make you feel like doing it.

Sometimes it’s the case of showing up because you’ve committed.

I show up to do a Facebook Live video every week because I’ve committed to that. Even though I don’t always feel like it. But I have such a big reason for doing it. I’m so connected to my ‘why’ because I’m so passionate about helping entrepreneurs.

I want to help more people to help more people to help more people – because the ripple effect of leaders getting on purpose, the ripple effect of leaders stepping up and being brave and bold and being visible and out there is gonna impact families, impact communities.

So my WHY is so much bigger than me, right?

It’s not about me thinking “What I’m gonna get out of it”. It’s actually when I focus on the message that I’m sharing – when I focus on what’s coming through me as a message, I can get the download and I pour it out.

It’s like a songwriter that’s releasing the song into the world. And then that song becomes everyone’s song.

If the songwriter had held that in, and not been visible, not taken it to their band in its infant stage before it was developed and crafted, then the rest of the world would have missed out on those songs.

I know this because I used to write songs for a band. There was that level of vulnerability when you take your song idea to a band and say “Hey, this is my idea, it’s not fully formed, it’s not fully crafted.”

You’re presenting an idea and you’re throwing it out there for judgment.

Or that art piece, or whatever it is that people who have created it. There’s always an element of vulnerability when we get visible when we put ourselves out there.

There are 2 different things that we can focus on, we can focus on the limiting belief, the mindset, the root cause of what is driving us to feel not good enough, not smart enough, not whatever enough, it’s always about not being enough.

Work on that mindset and we need to chip away that mindset or we can just take action despite that mindset and let the belief catch up themselves.

And beliefs do start to change when we take action and give our brain evidence to prove it wrong.

We’ve got to give our brain evidence that would say it’s actually quite enjoyable to share our message.

If you think about it, you get a captive audience – probably not your friends and family (because they are bored of you talking about business!)

So you can put it into a group or into a business page when you know that people are gonna get helped by it. How much joy is it in that? You get to share your message!

This is probably a big part of why you’re in business – because you want to share your message and have a bigger impact. You want to help people to get inspired. Get on purpose and change their life.

Being visible allows you to do this.

So to strengthen that why you might think “How is my being visible going to get all of my highest values?”

And then you realise – being visible is going to help me help more people. Being visible is going to give me more income. To help me make more impact. It’s going to help me get better as a speaker. It’s going to help me craft my messages.

There are so many benefits. So I recommend that to strengthen that why that you write them out.

That is no match for fear. Love is stronger than fear.

Connect them with your why, with your heart, your passion, your reasons, and NOTHING will stop you from being out there.

So I’m going recap that three ways to overcome your fear of being visible:

1 – Identify the belief driving that fear

2 – Identify the belief that you need to get visible

3 – Strengthen your why

These are the exact steps I took to get myself (a self-confessed recovering people-pleaser, perfectionist, and introvert) out there and successfully running a profitable business.

They work!

Want to know how to attract your ideal clients?

Do you want to know the BEST way to get clients, EVEN IF you’re just starting out?

Do you want to know, with CERTAINTY, how to create a profitable business?

So you can make a deeper impact with your message…

Create the income you deserve…

And position yourself as the go-to expert in your niche?

If you know that deep inside you there’s a burning for more. ??

To help more people…

To make a bigger difference…

And you’re frustrated that time is ticking and it’s not happening at the rate you want it to… ⏳

Join me at my upcoming 1-Day Workshop on Saturday 24th October

‘How To Get New Clients With Online Events’

This event is for the people who are ready to roll up their sleeves and get stuck in to action…

You’ll learn the best tools to help you sign up paying clients with online events.

So if you are building a business or wanting to build a business – pop this date in your diary and join us at this event!

Learn More or grab your free ticket

See you soon!

Kat

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2 Compelling Traits You Need In Order To Influence People

In this video and blog post, I share with you 2 compelling traits you need in order to influence people.

 

What are the compelling traits that you need in order to influence people?

We’re not born with the skill of being able to influence people, it’s something that we need to practice and master. And we can keep getting better for the rest of our lives.

Authentic influence is about helping people to get what they want, to understand what are the limiting beliefs, some of the mindsets that are stopping them from getting what they want, and becoming the most awesome version of themselves.

If you want to grow your business, attract more clients, make more money and help more people, then you need to learn how to be a compelling person and how to magnetise people towards you.

You need to know how to be charismatic, how to be confident, how to be attractive to the people that you’re serving, that you’re helping.

So think about right now, think about the people in your life that you are influencing, that you’re having an influence over, and the people that you want to have more fun with.

Whether that is your tribe, your community.

It might be your followers on Instagram or Facebook.

The people that are watching your life – maybe people that your clients are coming to see your workshop.

It could be people that you want to attract into your business.

Maybe it’s your peers or colleagues or joint venture partners with – there are so many different people that we influence.

We also influence our friends and our family.

You’re already an influencer, you’re already influencing people as it is.

So if you want to get better at it, there are two traits that you really need to have in balance.

There’s always an equal and opposite reaction.

Whenever there is light there is dark, whenever there is good, there is bad.

That opposite, that polarisation happens all throughout the laws of the universe if you think male: female, masculine: feminine.

And these are the two traits that we need.

Number one, we need strength.

And number two, we need warmth.

Strength and warmth are key attributes that define the quality of our relationships with others.

If you think about it, if we have the strength and we don’t have any warmth, we’re not particularly compelling and attractive and influential.

Imagine someone really strong, direct, blunt, really kind of forceful, with no warmth – that can be a real turnoff.

And then imagine someone really warm, really loving, very feminine energy. But it’s not strong at all, it’s just too much on the warmth end of the spectrum. It can be too fluffy and overly ‘nice’.

They also are not compelling, because we don’t always feel safe with them or that they are going to give us a result.

To be compelling, we need both.

Strength

Strong people exude a sense of inner ability, strength and confidence. We can be influenced by them and follow them (so they are often in leadership positions). But strength alone is not the key to leadership. Without the warmth we may respect them, but we may not like nor trust them.

Strength is about competency. You all know those people that are super competent, and super confident. And you just feel safe, when you’ve got that strength, you can help people feel safe around you.

When you’re competent, when you can help them to get what they want, when you can show them that you are the person that can get them from A to B, you’re the person that can make them feel secure and safe and supported in your strength, you know, because you’re strong.

Strength is about competency. It’s about respect.

So often we command respect by being competent, by being confident, by being strong.

Strength is usually more testosterone-driven.

So more men tend to have this, but there are definitely women that have this down this end of the spectrum, but it’s more of a feminine rather than a male-female thing.

If you’ve got a lot of testosterone in that energy, then you’ll have that strength. We need to have that strength when we are influencing people.

Think about when you’re in a sale, you cannot just be warm, you cannot just be lovely and nice. And what do you think and what do you want, and we’ve got to actually have that strength, we’ve got to be strong, we’ve got to show people we can help you, I can help you.

We are reliable we, you know, you’ve got to draw their respect from people because and I know as an adult teacher, I had to always walk into the classroom and get respect from them rather than love and friendship from them.

I learned that from my teacher friends, I asked them, “How do I be a good teacher?” and they said, “Don’t try and be friends with the students”. Get their respect first. That’s the strength.

They need to respect you and know you have that strength first.

And then you add that flavor of warmth once you’ve got that.

So, you probably sit somewhere along that end of the spectrum.

If you’re more on the strength side, you’re probably quite direct, quite blunt, you probably use quite a big movement.

Someone who is very strong, they use big movements, they have very open space, they command attention, they command respect, they have a big presence. They are usually quite big in their gestures, and quite open.

So if you’re too much in your strength energy, and you’re wanting to be a little bit warmer, (because we need both), bring it in a little bit with your body language.

So maybe touch that person on the shoulder, maybe sit closer to them, actually pull them in closer to your proximity.

If you are really strong energy already, just to bring a little bit more warmth. And you might just match and mirror that person a little bit more. So that you’re getting more warmth because they’re feeling kind of getting that emotional feeling going.

If you are very direct already, and you want to be more of a warm person because you maybe feel that being too strong and too direct and blunt, and too in your masculine energy.  Like let’s just get the job done, the fastest way from A to B, let’s not worry about, you know, all the feel-good stuff.

If you don’t have any feel-good stuff, you’ve got zero, then people can feel like it’s all about the task. We want to check more into our warmth if we’re in that in that kind of mode.

Warmth

Warmth is the perception someone cares for us. They listen, understand us, even empathise with us.

We distrust people’s motives who lack warmth. They put us on our guard and we try to avoid them.

Warmth is empathy. Empathising with that person. And we do that by nodding, by agreeing with someone, by validating their emotions, by helping them feel really safe. It’s a really different kind of safety.

With strength, with that energy, you feel safe because it’s results-driven. You’re safe because I’m going to get the job done for you, you’re very confident.

The warmth is more about showing – you’re safe with me because you can open up, you can be vulnerable.

The warmth is very vulnerable. It’s our feminine, it’s our nurturer. It’s about making people feel really accepted and loved.

Warm people tend to be smaller with their gestures, their body language is usually softer and there’s more smiling.  It can be a little bit more tilted, so we go asymmetrical to be warmth, where strong energy is very symmetrical.

If you think about it when you say something and you’re certain, and you’re strong, you say it in symmetry, feet together, not one foot forward. Hands-on the hips, very strong.

The warmth is with open palms.

So if you’re wanting to bring out more warmth, then we do more open palms, plus a tilt of the head which is very vulnerable.

In terms of body language, with the strength, it’s usually big actions, very open, they’re not matching or mirroring, they’re being strong, and they command respect.

We respect those people, if there is enough warmth.

The warmth is the love. The strength is the respect.

We need both, we need both types of energy. If we’re too much on this end of the spectrum, people aren’t going to feel a connection to us, They’re not going to necessarily feel drawn to us and be compelled, they might not even like us.

They might respect us, but they probably really don’t like us.

And on this side, on the warmth side, we can really feel like someone’s really loving and warm, where you just feel the love and feel looked after.

But we probably wouldn’t trust them to help us buy a house or to help us manage our money or to help us solve our problems. Right?

In addition, when you’re in a sales conversation, for example, we need to go back and forth, kind of like the infinity symbol, we go into our strength, then we go into our warmth. And we need to adjust where we fit in on the spectrum.

It’s basically Yin and Yang.

Competency, empathy.

Respect, connection.

We need to balance and go back and forth.

We need to actually show the person that we’re influencing or that we’re working with, that we’re connecting with, that we are both –  that we can be both.

So when I’m in a sales conversation, the majority is warmth – questioning, building rapport, matching body language. The matching of body language is very much the warmth, it’s making the person feel very comfortable and very connected, very validated in their feelings.

And then when it gets to the results part of the sale, when I’m actually going to share with them how I can help them, I turn on my strength.

I say things like “Look, I know you’re sick and tired of xyz, let’s just get rid of that, let’s just move on, like, why don’t we get started?

I’ll go into that strong energy because if you stay in the warmth in that sales conversation and say things like “How do you feel. what would you like to do, you know, have a think about it” etc. and you go all passive it doesn’t work, it kills the sale.

Whereas if you start the sales conversation too strong and you’re really dictator-like and very direct and blunt, you’re also going kill the sale before it’s really even begun.

So, in a sales conversation where you want to influence someone. I recommend that you come in with your warmth, and then you, you dip and out of your strength – you say to someone “Look, I can absolutely help you with that” and you say it with certainty and conviction.

You go into this strong energy, you feel it – you’re tonality is strong it’s not questioning.

Whenever we’re communicating with people we’ve got to be thinking, what is needed more right now? Strength or warmth? Respect or connection? Competence, or compassion?

We’ve all got access those two compelling traits that you need to really effectively influence people. When you have both of these and a beautiful balance, which takes time and practice and skill, you can influence anyway.

You can use this on videos, you can use in your writing, you can use it in your workshops, you can use it in all of your communication and you will be incredibly influential and you’ll be perceived as an incredibly compelling and influential person.

And then I leave you with a quote that I love, which is, ” If you want to be liked, you need to like people”. And when you like people genuinely like people, you want to serve them, you want to help them you want to give them the best of you.

And the best of you is when you can get a really good balance between being really strong and being really warm.

If we get those two things right and balance, you will be absolutely unstoppable my friend.

So my question to you is, where do you sit on the spectrum? Are you naturally more in your strength or in your warmth?

And what can you do to move a little bit closer to the other side, or to just be in a little bit of more of a balance and a flow?

I hope it’s really helped knowing the two compelling traits that you need for influence.

Go and practice them this week, and let me know how you go.

 

 

Would you like to know how to attract and sign up new clients?

Join us at my upcoming 1-Day Workshop in Sydney, Saturday 17th August

‘How To Attract Your Ideal Clients’

 

 

This event is for people who are ready to roll up their sleeves and grow their business.

ALL the enthusiastic, positive, grateful clients imaginable are out there right now, ready and waiting for you.

All you need is the right system to attract them into your business.

You’ll learn the best marketing tools and a proven system to attract them.

If you’re unhappy with the money you’re earning, you HAVEN’T applied the right system yet. At this workshop, I’m sharing a rarely-utilised strategy that will be your new secret client-getting advantage.

Earlybird offer available until Sunday, 11th August

So if you are building a business or wanting to build a business – check it out.

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