business strategy

May 27, 2021 by katmillar Leave a Comment

How I Stay In LOVE With My Business…And How You Can Too

Do you feel like business is draining at times?

There’s sooo much to learn and do … and it can be exhausting.

After being in business for 18 years, I’ve discovered something important that’s stopped me from giving up when it got tough.

I’ve realised that if you want to stay in the game, it’s essential to stay in love with your business.

Would you like to get your joy and inspiration for business back?

I’ve been chatting to people recently who are struggling and finding their business draining. This has inspired me to talk about staying in love with your business.

Business is definitely not easy and it’s not for the faint-hearted. Business is one of those things that can be hugely exhilarating and also massively challenging.

It is so important if you want to stay in the game … that you stay in love with your business.

Think about your business like a relationship. All relationships have ebbs and flows, ups and downs.

What is your relationship with your business like?

When your relationship with your business is good, then often the results of that produce great outcomes for your business.

Like any human relationship, negativity impacts your business and can throw things off.

I like thinking of a business as a pipeline and when things aren’t working, rather than getting super emotional and thinking something is wrong with me, I just look at what’s wrong in the pipeline. I look at where the leakages and holes are that need to be filled.

In my last blog, I spoke quite in-depth about the 3 things that I look for when I’m looking for quality clients, and it’s also the 3 things that I look at whenever I’m struggling in business. You can read it here.

There are 3 areas I recommend you look at if your business is struggling:

1. Attitude

2. Skills

3. Effort

If your attitude towards your business is negative and skeptical, and you’re struggling with your mindset, then that’s going to overflow into your results.

When you’re feeling discouraged and negative … it has a negative flow onto your outcomes.

If you don’t keep up-leveling your skills like – copywriting, sales, presenting, and marketing skills, that will also affect the growth of your business.

If you’re not putting in effort – showing up consistently, that affects your outcomes.

It’s important to take a VERY honest look at these three things and face whatever you’re avoiding in order to spark your joy and passion again.

There are 3 ways I’ve found to stay in love with your business:

1 – Align Your Business With Your Personal Values

The first way to stay in love with your business is to align your business with your personal values.

Are you taking action in your business regularly that is aligned to what is important to you in life?

The way you work out what your values are is to look at your life.

What books are on your bookshelf or in your Audible account? What podcasts do you subscribe to? Look at what’s booked in your diary, what’s pinned up on your walls, and look at how you spend your time. Look at the people in your life you spend time with.

My highest personal value is freedom. That’s why I’m an entrepreneur, because I don’t like working for someone else.

Another personal value for me is growth. So I spend some time every week on growth activities, like reading, researching, or crewing at business events that I’m passionate about. I love educating people also, so this is a high value for me.

I love connecting, supporting, and helping people – one of my top values is connection. I love connecting with people face-to-face, which is why I love doing live events.

I notice the shift in my energy and my joy levels when I’m connecting in person with humans. There’s nothing quite like face-to-face with real-life people and events.

Because of this, I decided to put on an in-person event that is coming up soon. I was inspired to run a live event again because I recently went to an event in Sydney and it was so powerful. And it fired me up and got me passionate again.

Ask yourself what your personal and business values are.

And then align your tasks, actions, and your habits with these values.

If contribution is a high value of yours, and contributing to others is going to keep you fired up, passionate, and feeling alive, then start reaching out and supporting more people.

When I’m finding things challenging and nothing seems to be working, I know if I can get on and help someone, It makes me feel so amazing and uplifted. When I help others, I end up feeling inspired.

Business always has highs and lows, hills and valleys.

If you’re in a valley right now, I encourage you to keep walking. You will get through it. However, you don’t want to keep doing the same thing and expecting a different result. Einstein calls this insanity.

When things aren’t working you’ve got to look at the pipeline or you’ve got to look at where the gap is because there’s always a way to fix it. There’s always a way to tweak it, as long as your passion is there.

If you’ve fallen out of love with your business because you’re just doing it just for the money, and not for service and contribution, your business becomes soulless and transactional.

Imagine being in a relationship, that the person just wants you on the side to fulfill their needs, then there really isn’t much of a relationship is there? It simply doesn’t work. So if you’re doing business just to make a bit of money, rather than being in love with your business, it’s going to cause you problems and you will feel unfulfilled.

2 – Fall In Love With The Process

There are so many facets to business and you have to fall in love with the process of all areas of the business. If you just love coaching people and don’t want to focus on marketing, sales, or other areas that your business needs focused effort in, then it won’t work.

You need to fall in love with learning how to do Facebook ads or learning how to run events. You don’t have to learn all things at once. Learn one new thing, master that, and then learn another.

These things are a series of micro-changes that you make in your business that can bring you exponential growth. Business is a series of tweaks as you go. If things aren’t working then tweak what you are doing.

If you’re not in love with the process and if you don’t learn to love the process and reframe some of these things that we have to do, like marketing or sales, then you’re probably better off in a day job.

I’m not here to try and convince you to start a new business, but if you want to stay in your business and not give up, then you need to learn marketing, sales, writing, and other skills.

I highly recommend learning these skills before you outsource them. Because you need to know what you are paying for.

I was talking to a lady recently who had paid someone $5000 to do some marketing work for her. She’s finding there’s a lot of communication breakdown and it’s super frustrating for her because she doesn’t know how to do any of it herself and hadn’t learned it.

I always encourage people to take control of their business and learn all the areas themselves. That way you’re not relying on someone else.

When your business is at a great stage, then you can outsource your business. But you can’t just outsource everything just because you want to be a coach.

I didn’t always love marketing. The way I fell in love with marketing is by reframing it. I reframed it by thinking; I love coaching. I love presenting. I love them because I’m helping people. I’m making a big difference to people’s lives and they get their a-ha moments and get valuable education.

I can also get that great feeling through marketing. And so I linked the process of marketing, sales, presenting, copywriting, etc to my highest values.

With marketing I asked myself these questions:

How will marketing give me more freedom?
How will marketing give me more growth?
How will marketing give me more connection?

Ultimately marketing is about helping people. It’s helping people shift their perspectives and have a breakthrough.

It becomes less about the outcome of how many clients are you getting, and it becomes more about who you are helping. This is how you learn to love the process.

3 – Keep Levelling Up

My third way to stay in love with your business is to keep levelling up. It’s important as humans that we grow and progress. If you keep getting stuck in your business and things are staying the same, it’s easy to fall out of love with your business.

If you’re not growing and consistently investing in skill acquisition, it’s really hard to stay in love and stay passionate about your business. Passion and excitement for your business come when you are investing in your growth.

This is how to keep that fire of passion burning for your business because you’re learning and investing in your growth. This passion and fire keep your relationship with your business strong.

You can’t just passively learn if you want to level up. You need to jump in apply what you learn to your business.

It’s not about perfection. Leveling up is about excellence. It’s about aiming to being excellent and outstanding as a standard.

When you choose to keep levelling up, you choose not to avoid hard things.

You may have been avoiding doing videos, or avoiding looking at your finances, or avoiding learning to do Facebook ads. Levelling up in every area of business means you’re constantly making those little tweaks.

What I love about levelling up, is that it makes your success inevitable.

If you want to level up in your business, particularly if you want to get more clients or sign up the leads that you do have coming in, I have something exciting to share with you!

I’m super excited about a new in-person event that I’m holding with a business strategist and a marketing strategist called Level Up.

It’s a Sydney-based, in-person event where you’ll get to spend the day with us and other like-minded entrepreneurs to renew your passion and love for your business!

I’ve teamed up with Mark Flores who is a brilliant video content strategist and marketer, and Gez Perez who is a productivity, systems, and mindset wiz.

We are sharing how to build a pipeline of ideal clients so you can scale up to $10K months consistently.

So if you are sick of playing small and tired of the overwhelm of marketing, and you want clarity and a step-by-step formula to sign up clients consistently, you can register for just $1! And then, if you enjoy it and get value, it’s just $49.

This is for you if you have a coaching, consulting, or service-based business, and you want to take it to the next level.

This is for you if you want to know how to build a system and have the formula to hit the 10k months and guarantee your success. This event is designed to take you out of a plateau, and into being a trusted sought-after leader in your industry.

We are not selling anything at this event, it’s pure valuable content!

Check out the Level Up event here

Hope to see you there!

Kat

May 22, 2021 by katmillar Leave a Comment

How To Attract Quality Clients Vs. Energy-Zapping Clients

I’ve been having a few conversations with people lately about energy-draining clients.

Some people have told me they don’t want to turn people away who weren’t the right match because they’re afraid they won’t get other clients.

The danger of that is it can come from a scarcity mindset and can cause waaaaay more headaches in the long-run.

When you’re just starting out, getting this right from the beginning is important, because it’s so essential for you to get results with your clients as soon as possible.

Getting testimonials quickly is a priority. This gives you social proof, which is a huge part of growing your business.

If you’re not getting results for your clients, it can be hard to attract more clients. Attracting clients can become a snowball effect. When you get clients that have transformations, it brings more clients to you.

Every time you say no to a difficult client, you are opening up space in your calendar, in your mind, your emotions and in your energy and your life… to bring in an amazing client to work with.

And amazing clients give you so much joy and fulfillment!

They are rewarding to work with, they get results and see a transformation.

When you say no to people who aren’t a good match, you’re saying yes to amazing opportunities to work with people who are committed to getting results.

Become Known For Your Niche

Being tighter niched builds more trust, because you’re known for only looking for certain people, and you’re not trying to convince everybody.

When you become known for working with someone in a particular niche, you attract more of those types of people. It shows you don’t take on just everyone. It’s called the tribe effect.

Robert Cialdini talks about this when he speaks about influence. The tribe effect is a phenomenon where people feel they are a part of something bigger, it taps into camaraderie and a ‘family’ feeling.

For example with CrossFit, they create a feeling for people to feel they are part of the CrossFit tribe.

It’s the same with the marines or with VIP exclusive events. People want to feel part of something exclusive, unique and they want to feel special that not everyone is doing it. People have had massive growth in their business because of this tribe effect.

This is really important because your reputation is worth so much more than money.

There is so much power in reviews like Google reviews or Facebook reviews when you first start out. Just one bad review can tarnish your reputation.

When I first started out in business, I decided I’d always put my reputation above money, because money you can get back. A tainted reputation is really hard to get back. If you’re working with a client who is not a right fit, you’re not going to get results and you’re both going to be resentful.

So, how do you decide how to take on a client?

There are a few things I recommend you look for…

Attitude, Skills And Effort

This is a concept created by a billionaire Japanese man, Dr. Inamori Kazuo., who uses this philosophy in engaging the company’s employees. Staff are assessed by their attitude, their skills, and their effort.

Attitude

When I’m thinking about whether someone will be a right fit to work with, I make mental notes about their attitude. Are they keen, positive, and committed? Do they keep showing up with a good attitude and bring energy and optimism?

That’s why whenever I hire people, like my three assistants at the moment, I hire based on attitude, not solely skill. Because skill can be trained. Yes, some skill is important, but attitude is even more important to me.

I do this with clients. If you think about it, you might only need 10 or 15 clients to have a functioning, great business, it’s not like you need 100 people. So you can be quite particular about who you choose to work with.

You don’t want to open up spaces in your calendar and then when it comes to looking at who you have booked in for the day, your heart sinks.

I remember once I worked with a guy who was rude and disrespectful. I’d say happily, “Good morning.” and he’d reply sternly with, “Let’s just get on with it.”

I’d be nervous and flustered and it didn’t bring out the best in me. His attitude impacted me and I made a decision after that not to take on people like that again.

Skills

Skills are also important. I don’t want to take on someone who has absolutely no skills. I want someone who is good at what they do but has some gaps.

I’ve been working with a client Jen for a while. She’s an amazing speaker and author. We worked on putting together a heap of systems to run her very first webinar. She had to quickly learn Click Funnels, Zappier, Vimeo, PowerPoint, Mail Chimp, automation sequences – the works. It was such a steep learning curve for her.

Her attitude was, “Let’s do this, let’s learn it and get it sorted out.”

Her skill level wasn’t in these things, so the tech was challenging for her, but this is where I could help her.

What’s more important than that is that her skill in her craft was excellent.

In her first webinar, she had over 55 people attend live, and 23 registrations for her program, which made her $12,476 AUD!

Effort

You don’t want to be working with someone who doesn’t put in the effort. Then you have to handhold them so much, it’s like you’re dragging them into change, instead of partnering as a team and working together to get results.

Are you really willing to work with someone who doesn’t want to put in the effort?

Who never does what they say they’re going to do, and doesn’t take consistent action?

The Energy You Feel During And After Your Sessions

Another way to tell if it’s a quality client vs. an energy-zapping client is to ask – What’s the energy that I feel during and after a session with someone?

Do you feel happy and uplifted or do you feel drained?

If it’s a quality client, you don’t feel drained afterward. If you’re feeling drained, then there’s some kind of leakage happening and some kind of misalignment.

I’m working with a dream client at the moment, who signed up for my Accelerator program, plus one-on-ones with me. She paid upfront and said she doesn’t want to see me fortnightly, she wanted to see me weekly. She upgraded her upgrade.

She comes to me so keen and full of energy. She never complains, just keeps taking on the challenges. After speaking with her I feel so much energy and confidence that I can help her get results and that what I’m doing with her is really helping. You don’t want to have clients that are taking up space and that you can’t really help.

5 Traits of Quality Clients I look For

There are 5 traits that I look for when taking on a client.

1 – Coachable

The first trait I look for is – is the person easy to coach and open to feedback? Do they get offended easily or are they willing to receive feedback?

I just did a copywriting makeover tonight with my Inner Circle group and there were 5 women in there. There are all coachable and eager to learn, which made it SO rewarding for everyone.

2 – Committed

Find clients who are committed to their results. You don’t want flaky clients. You want clients who are not mucking you around – saying one thing but doing another.

3 – Willing To Grow

You want clients who are willing to grow and change, and they respect you because you are such a good match. They don’t think that just because they pay you money, you’re expected to just fix them. They want to work as a team with you to learn and grow.

4 – Have An ‘Until’ Mindset

Clients who have an ‘until’ mindset are clients that keep going until they get their breakthrough. They will keep going until they figure it out. They don’t quit just because something gets hard or uncomfortable.

I worked with a lady once who wanted to set up automation systems. Just two weeks in she said it was way too hard for her. Instead of working through it step-by-step, she just gave up!

I’ve struggled in the past to say no to people, but I had to find the courage to say no to her because I knew we were not a match. If someone gives up that easy, they’re probably not built for business.

Now, what helps me say no to people is to think that someone else is missing out, who is ready to make changes in their lives. If I continued to give this slot to her, I would end up frustrated.

5 – They Value You

Choose quality clients who value your time, your knowledge, skills, and wisdom.

You have to shift your mindset from a scarcity mindset in which you want to take on everyone, to a mindset of valuing yourself. This can come back to a self-worth issue.

Mindset Shift From Scarcity To Value – 3 Mindset Distinctions

There are 3 mindset distinctions I recommend:

Mindset Of Trust – Trust people will come and fill those spaces that are quality clients.
Abundance Mindset – There is an abundance of clients out there if you are good.
Mindset Of Courage – You need this to actually say not to people. You need to be bold and brave in your business.

5 Ways To Spot Energy Zapping Clients

1 – Do You Sense They Won’t Get Great Results?

You can pick up a sense with energy-zapping clients. You will sense they won’t get great results. You won’t get the satisfaction of really helping them. You won’t get testimonials from them and your investment of time won’t bring a great return. This feels like such a waste for you and for them also.

2 – Do They Affect Your Mood?

Energy-zapping clients affect your mood, not just for this energy-zapping client, but for other clients also and for your community. You get stuck in negative thinking after the session, instead of other more important things. If you have an energy-zapping client, you will take that energy into the next client meeting, and this is not worth it.

3 – Do They Make You Doubt Yourself?

Energy-zapping clients can really make you doubt yourself. There are 3 important mindsets you need to show up with: 1) Conviction 2) Certainty 3) Confidence. Energy-zapping clients can drain you of these things.

4 – Are They Demanding Or Disrespectful?

This is subjective, because sometimes people aren’t outright demanding or rude, but they push the boundaries that go beyond what you’ve promised. I’ve had this a lot of times, where I’ve had to put strong boundaries up.

I’ve had people contact me and want me to help them with building a landing page. When people contact you and say, “Hey, can I pick your brain…” and they want free advice, it shows the boundaries are not clear enough.

This really is a subjective area, because people can be disrespectful by not paying, by not showing up, by turning up late.

5 – What’s Your Gut Instinct Saying?

What does your gut instinct tell you? This instinct rarely lets me down. Taking note of that check or red flag feeling in your gut is really important. Otherwise, you end up resentful.

This is why I’ve made a decision to work with people that I am going to know that I am going to enjoy working with. I choose clients that are going to enjoy it and where I can absolutely help them because in every case, it’s just not worth it for the money.

If your intention is to attract quality clients, then quality clients will show up for you. And they really do start coming in like a magnet, if you do quality work.

You don’t get quality clients if you don’t do quality work.

Do you need help attracting the right clients?

If you’ve been struggling to say no, or struggling to find your right clients, I’ve opened up some space in my calendar to help people like you in my community.

I’ll create a personalised marketing roadmap for you based on my proven formula, to help you attract quality clients!

Click this link to apply for a free 45-minute strategy session

The right people are waiting for you.

Kat

May 13, 2021 by katmillar Leave a Comment

3 Ways To Convert Quality Clients, Without Feeling Like You’re Selling

If you’re in business. I’m sure that you understand the importance of converting leads into clients.

A lot of business owners really don’t like this idea of being salesy, pushy, or coming across awkward. I get it, because I hate being perceived that way also.

We’ve all been in a sales conversation where we’ve felt that the person doesn’t really care about us and they’re just trying to push the product or the service on us. When I started out in business I really hated selling, but the truth was, I just didn’t understand it.

I remember being at an event once and the guy said to raise your hand if you’re in sales. I was a personal trainer at the time, and there were hundreds of us at the event. No one raised their hand. And he said, “Well, you’ve already lost the game if you don’t view yourself as being in sales.”

I remember getting this really icky feeling that I did not want to be known as a salesperson in business. But here’s the thing; when you attract the right people who are a great match for what you’re offering, it doesn’t feel like selling.

It actually feels like an enjoyable conversation and experience. It feels so natural and it just flows. You don’t have to think about what tactic you will use and how you will overcome an objection.

So how do we actually do this effortlessly?

When I talk about converting quality clients, I’m not just talking about just anyone. I’m talking about your ideal clients who are your dream clients.

Your dream clients are those who have all the traits and elements you put into your ideal client avatar, when when you planned out who your ideal clients are. So for example, your ideal client knows a lot less than you about the topic you are speaking about.

A lot of people show up with imposter syndrome, feeling like they are not wanting to sell because they feel like they don’t know enough. So you want to design your ideal client avatar for people who are way further back in the journey than where you are.

When you get the right people into that conversation, then you’re able to influence them for good. You’re able to help them to overcome the block that’s in their way. You’re able to help with the problem they are experiencing by offering the solution.

True influence is helping people find a solution. It’s helping people go from what I call, pain to paradise. It’s helping people so they can overcome the problem and overcome the block that is stopping them from taking action.

If you don’t do that, then you’re leaving them suffering and stuck in their pain. So if you want to be able to elegantly convert people and not feel like you’re a salesperson, then learning true influence is what will help you convert people into paying clients.

Since 2003 I’ve been working with thousands of people to make positive changes and get breakthroughs in their lives and business. I started out working as a personal trainer, helping coach people with weight loss, fitness, and bodybuilding.

Throughout my whole journey of 18 years in business, the main thing I’ve been doing is helping people get breakthroughs in their lives. When you think about a breakthrough, it’s like a penny drops and people get that aha moment and have a revelation and an epiphany.

I heard someone say once that it’s best to be deliberate, not desperate. I love that! You don’t want to come across as desperate because desperate energy puts people off. One of my mentors Ben Harvey says that buying begins the breakthrough.

Think about when you’ve had a breakthrough. Often it’s because you’ve invested somehow in your breakthrough. You’ve paid to go to a seminar, course or event workshop and you’ve had a breakthrough.

Having a breakthrough feels incredible and breakthroughs start because we make a decision to take action. Usually, that decision to take action is because someone has influenced you. When you have the right heart and the right mode of influence, you will help someone improve the quality of their life.

I really want you to view sales as helping someone discover what they are missing. It’s not about changing someone’s mind. It’s about helping someone to deal with the problem they are struggling with.

This takes the pressure off you and you become excited to tell people what you do. If you’re in business, you have to constantly be telling people about what you do. It’s so important that you know how to sell especially if you’re a coach, consultant, healer, author, speaker or practitioner, and you want to help people improve their lives.

You won’t be in business if you don’t sell, so you have to learn to confidently and boldly tell people what you do. If you want to help more people and make a bigger difference in the world, sales is one of the most important skills that you can develop.

I remember sitting in an event once with Jeffrey Slater and he said that sales is the skill you do not want to learn, but it’s the skill you most have to learn. Most people don’t want to learn sales, but without learning sales, you will have to go back to working a normal job.

In discussing the best ways to find a quality client, I’m assuming that you have a heart to really make a difference in the lives of people and I’m also assuming you’re not trying to sell someone something they do not need. I also assume that you have a good offer, because without a good offer, then you’ve got nothing to offer anyone.

To craft a good offer, you need to have lots of quality, real-life conversations with people, that you ask specific questions that address their needs. These conversations help you to craft an offer that is needed and that you are proud of and want to share.

When you have a fantastic offer, then you can start having quality conversations that will bring you ideal clients that are a match. So how do we make that match with quality clients?

1 – Awaken Their Future Identity

Everybody has what I call a BFS, a best future self. Everyone has something that they want to improve in their lives. It could be being a healthier, fitter version of themselves. It could be having a stronger relationship or marriage, or it could be improving the way they parent.

The first way to influence some positive change is to awaken that vision and identity of who the person wants to be. This goes so much deeper than just what they want to have, it’s actually about who they want to be.

People don’t want to buy your product or service, and they don’t want a coaching session. They don’t want an 8-week course or to watch your 27 videos. They want to be the best version of themselves in the future.

In order to awaken that vision, you don’t just want to focus on the method of how you help people or the features of your program. You want to focus on awakening in them the best version of themselves, that may have been lying dormant in their minds for many years.

You’ve got to craft your questions in an elegant way, to remind them of who they want to be. People get buried under all the yuck of life and they forget who they want to become. It’s your job to remind them.

I think of selling as a coaching session. So much of coaching is about asking the right questions and helping people change their perception. At the end of a coaching session if we’re a match, then the person will become a client.

Asking the right questions takes planning and it’s a skill you develop. It’s important for people to get a vision to see, hear and feel what it would be like living in the best version of themselves.

You want to ask people to remember that vision of being their best self and also you need to ask why it’s important to them. This takes time. You’ve got to really listen intently, you’ve got to notice shifts in their body language, and notice what lights them up.

Notice their keywords, their body language, and the shift in the tonality of their voice. You’ve got to be able to sense how people are and you’ve got to be able to see them physically to see their visual cues. This is why having a video call is so important. Sometimes you have to go digging for the BFS goal because it’s not always top of mind with people.

So many people when they’re having sales conversations, don’t understand this. They like to rush the conversations. I used to do this myself. Understanding people’s future vision is so important.

I remember when I was a personal trainer, I just wanted to get people out into the gym, instead of really taking that time to understand what they want and why it’s important to them. This helps so you can motivate them when things get hard.

Back in my PT days, I just ask client’s how long they’ve been in the state and what they wanted to fix. And then I’d try and get them into a 12-week challenge so they could start losing the weight without understanding their motivating factors or what would drive them to change.

When you’re talking to people, really take notes of the words that they’re connected to. Take note of when people are passionate and note when you see a shift in their body.

2 – Educate Them

The market has really changed from a buying perspective and we’ve changed how we interact. People are more educated now than ever before. You can pull out your phone and educate yourself very easily, no matter where you are.

The idea of selling is not really selling anymore. You can sell without feeling like you’re selling, by doing education-based selling. Education-based selling is completely different.

The cool thing about this new marketplace is that if you enjoy teaching, training, and educating people, you’re in a good position to understand how to influence somebody.

When I have a conversation with someone who potentially wants to get some coaching or wants a mentoring program, rather than going through outdated sales techniques from years ago, I educate people in my conversations.

Back in 2003 when I did my apprenticeship at the gym, conversations were very scripted instead of being dynamic conversation. It wasn’t about education. Now what I do instead of talking about the features of my program, I educate people.

When I talk to someone who is struggling in their business and they want more clients, or they are wanting to improve their presenting or copywriting skills, I’ll educate them on what’s working right now for my business to help get clients.

People don’t really care about your product or program or if you give tech support. They just want to know that you’re able to give them what they desire in life, and this is where you can show them that you’re the expert and you do this through educating people.

When you take the time to educate your clients, it can really dramatically shift things, especially with quality clients. Quality clients need to be educated, they need to understand why you are different in terms of the result you can offer.

I use a 3- step method for this, and I call it the CPR method. It’s like resuscitating someone who is sick, but you’re resuscitating their vision of their best future self in the midst of educating them.

C – Credibility

If you want to influence someone, share your credibility, your experience, knowledge, and skills. Share why someone would want to work with you.

I remember when I worked as a gym instructor in New Zealand. There was a trainer there who would see someone doing an exercise wrong. Instead of walking up to them and saying to the person, “Hey, I’m Bob and I’ve been training people for the last 5 years. Do you mind if I give you a quick tip on how to protect your back?”

He would shout out across the gym and tell people what they were doing wrong. It would cause people to get really embarrassed and I would cringe when I heard it, because he would embarrass people publicly. He wouldn’t tell people about his years of training people, which would give him credibility. He would just yell at people.

So anytime you want to educate someone, you need to frame it around your credibility.

P – Process

Sharing your process with people is really important. Tell people what your process is, share that your process is step-by-step and explain how you’ve organised your knowledge. People love organised knowledge.

In a conversation, this might look like, “Hey Tommy, so I heard you say you want to work full time in your business so that you can have the flexibility of working from home. Is this right? So, over the last 18 years of working in business I’ve discovered there are 3 main problems people face when it comes to business…”

In my strategy sessions after I ask the key question, I then create a roadmap for the person and explain how the coaching would get them results. I explain step-by-step how things will progress and I show how my knowledge is organised. People love a step-by-step strategy.

R- Results

You want to share the results you are seeing when people follow your process. You might say, “Sally followed this process and she was able to make 10k a month and was able to increase her conversion rate from 50% to 70%.”

Share your client stories and describe the results client’s got when they followed your process.

3 – You Are The Prize

You are the prize. Say it out loud with me, “I am the prize!”

There are thousands of people that you could potentially be coaching or mentoring and there’s only ONE of you.

Your time is limited, so you only want to work with quality people. If you’re working one-on-one with people, you want quality people to book into your calendar. You don’t need people wasting your time.

You want people who are ready and are seriously committed. You only want to deal with people who want to work with you, who trust you, and who want to take action.

Money is a commodity. You can get money from anywhere, but you only have one you. If you’re coming in with an energy of chasing a person in a strategy session, and if they feel like prey being targeted, people are going to run away.

However, if you come in totally neutral and you’re not chasing, you become the magnet. You know you’re the prize because you’re good at what you do. You want to attract the right clients and repel the wrong ones like a magnet attracts and also repels.

It all comes down to presenting to people the opportunity to improve the quality of their life.

You don’t need to try and convince your ideal clients, you want to find people who are already convinced because you’ve educated them and you’ve provided valuable content.

So the goal with sales is matchmaking, not trying to sign everyone up. It’s about matchmaking with your truly ideal, right-fit client.

So if you want to be known as the one that people chase, rather than being chased by them…

I’d like to invite you to a free client attraction strategy session.

I work together with my clients to:

1) Make your offer irresistible. I help you get clear on the best packaging and pricing for your stage in business and the stage that your ideal clients are at.

2) Clarify your language. I help you understand the beliefs your ideal clients have and what you want them to believe.

3) Creating organic, compelling content that converts. I use my proven process to craft the right language that calls in truly ideal, quality clients. This will ensure you get enquiries from your content.

In order to be the best candidate to get results, it’s best if you have experience serving clients in your area of expertise and getting results, and already have an idea of what problem you solve and who you enjoy helping.

If you’re interested, message me on Facebook or email me at info@katmillar.com and we’ll have a chat and see if you are a good fit.

I look forward to chatting with you!

Kat

May 6, 2021 by katmillar Leave a Comment

Is Creating Content Enough To Attract Clients?

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

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

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

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

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

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

Think Of The Buyer’s Journey

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

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

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

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

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

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

Build Trust First

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

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

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

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

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

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

Live Video Is Powerful

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

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

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

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

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

Facing Your Fears Propels You Ahead

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

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

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

Building Trust Through Education

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

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

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

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

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

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

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

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

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

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

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

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

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

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

2. Content alone is rarely enough to attract clients consistently

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

How To Attract A Steady Stream Of New Clients.

Find out more or register here

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

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

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

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

The world needs you.

See you there!

Kat

April 29, 2021 by katmillar Leave a Comment

4 Essential Keys To Attracting New Clients Consistently

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

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

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

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

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

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

Four Things To Attract Clients Consistently:

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

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

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

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

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

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

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

1. Compelling Content

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

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

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

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

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

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

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

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

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

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

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

2. Conversion Events

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

3. Client Attraction Machines

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

4. Coach And Community

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

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

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

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

We can’t reach our potential without it.

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

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

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

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

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

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

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

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

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

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

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

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

Claim your free ticket here