Kat Millar

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3 Things To Master To Hit Your First 100K

Is this your year to hit your first $100,000 in income?

Want to know the fastest way to do it?

Are you over watching everyone else succeed and you’re wondering when it’s your turn?

There are 2 numbers that you must know in your business and keep an eye on all the time. If you’re trying to build out your business, and get more clients, the first figure is what I call your freedom figure.

Your freedom figure is the figure that you need to make every single month to know that you’re free and you don’t have to work for anyone else ever again unless you want to.

Your freedom figure is the amount where you’re going to have enough to cover all your bills, expenses, your lifestyle and your savings goals and not have to stress about money. It could be $10,000 or $20,000 a month for example.

It’s the figure that will give you a lifestyle so you’re not burning yourself out, so you can take regular holidays and rest times, so you don’t have to be a slave to your laptop.

Your first 100K is usually the hardest, especially if you don’t have expert support and guidance, because it feels like there’s a million things to do.

In business, there is always so much we could be doing. Maybe you’ve got a lot of ideas, but you’re not really sure which one to focus on, and you need laser focus and clarity, so you’re not wasting time.

The second number that you need to know is how many clients you need in order to hit your freedom figure.

Let’s say your freedom figure is $100,000 per year.

You can decide your hourly rate based on your desired working hours, or you can decide your working hours based on your desired hourly rate.

If your goal is 100K, you need to make $2,000 every week for 50 weeks. You then have to divide that figure by how many hours you want to work and that’s your hourly rate.

Here’s an example calculation to work from based on desired working hours per week:

Yearly goal – $100,000

Monthly income goal – $8,333

Weekly income goal (50 weeks) – $2,000

Hours working per week goal – 10

Divide weekly amount by hours working per week – $2,000 divided by 10

= Your hourly rate – $200

Or, you might choose your hourly rate then decide that you will work as many hours as you need to hit your freedom figure.

Here’s an example calculation to work from based on desired hourly rate:

Yearly goal – $100,000

Monthly income goal – $8,333

Weekly income goal (50 weeks) – $2,000

Hourly rate goal – $150

Hours you need to work – 14

These figures give you clear goals to work from.

A lot of people don’t know their figures. They’re not clear and focused on achieving set targets. They just have an idea that they want to be happy and make something.

But successful people know where they’re heading and what they’re aiming towards, as it gives us motivation, drive and clear targets to aim for.

Once you’ve set your 2 numbers goals, it’s time to look at how we get there.

So here are 3 things you need to do well to earn your first $100,000 per year:

1 – Craft Your Signature Offer

The first thing you need to do is craft your irresistible signature offer.

This is something that a  lot of people get wrong.  You need to take the time to build an amazing and irresistible offer that’s a no-brainer for people.

People often price their offer incorrectly by charging too little or making it too expensive. They don’t have great bonuses, they don’t have great structure or a mapped out delivery method. In order to do this, you have to be really clear on your ideal client and on your message.

The way that you craft a beautiful offer that people want to buy, is by really understanding your ideal clients and what they want. You don’t want to craft a beautiful offer, full of value that no-one wants.

In order to create an amazing offer, you really need to research and get to know your ideal client so you know what they need. I didn’t know this in my first 100K in business. So I figured it out as I went along.

I had lots and lots of conversations with people and I hung out in groups at networking events. I coached a lot of people for free. I spent a lot of time with business owners and started to hear all the different problems that they had struggled with, things like copywriting, technology and sales.

These were the things that formed my offer. You don’t want your offer to only be coaching. No one wants just coaching. They want a signature system, a roadmap, a blueprint that they can follow that’s going to get them from their problem to their solution.

It’s your job to map that out and get your offer really clear, and then you need to get your messaging clear. Your messaging is the language that you’re going to use to basically show people the transformation journey. It’s the beliefs that you have that you need to communicate to your ideal clients.

You do this by educating them on the gaps so that they will also be able to get the kind of results that you’ve got. So I recommend that you spend some time creating your offer.

The way you get to know what your ideal clients want is by doing one-on-one coaching as much as you can. You will see the most transformation with people when they do one-on-one coaching.

When I first started out, I would create something for them and send it to them each time. If they said they didn’t know what to post on social media, then I would create a guide to teach them and then email it to them.

This is what started me creating my online course. I had created so many tools and resources for people, so I included them in my course.

Along with your coaching, you want to have videos and resources. There are tangible things like checklists and guides that can help people. You could create step-by-step videos for people to watch in-between coaching.

You want to have bonuses that relate to all the things that your ideal client is struggling with. One of the recent bonuses I’ve offered is my Client Attraction Accelerator program. Another was a copywriting makeover.

I’ve offered a technology session, where I get behind the scenes and share my screen with people and actually help them build out a funnel or an email nurture sequence or a Facebook advert.

The bonuses that I’ve put into my offer directly relate to the biggest problems that my ideal clients have.  The added bonuses I offer is what gets them over the line with a sale.

In your signature offer, you might throw in a VIP ticket to one of your workshops or a mastermind session. This is why it’s so important that you understand your ideal clients and what they are struggling with. This helps you understand the types of things that you can create for them.

In your offer, I recommend you have 3C’s:

  • Coaching
  • Content
  • Community

To fast-track their results, many people now recognise how crucial it is to have a coach. Whether you coach people 1:1 or in a group, people need coaching for perspective, expertise, feedback and support.

People also need content – a step-by-step roadmap to follow. This is where you need to map out your system and then teach it to people, ideally in a portal as an online course with videos and downloadable resources.

And finally, people want a community.

A lot of people freak out because they think they don’t have a big enough following or a community yet. Don’t let that stop you.

When I first started as a business coach,  one of the first workshops that I ran was in The Little Space at Bondi Junction. I ran a workshop there called ‘The Business Of Speaking’ where I talked about how to make money as a speaker.

The offer I was selling at that course was a 6-month course called Speak To Influence. It was $897 and only 2 people bought it. It was a very small workshop and I didn’t have many people attending.

It was such a valuable offer, but I just didn’t have enough people in the room. Every single week I showed up for 6 months – so 24 x 1-hour sessions of creating all new content for only 2 people.

Every week I would show up and often only one person would show, so they got one-on-one specialised sessions.  It was a great offer and I learned so much through the process, even though there were only 2 people.

Obviously, it’s good to have a bigger community, but you just start with what you’ve got. You’ve just got to start small and you run it and don’t pull back. You can gift it to friends or discount it to build the community when you’re just starting out.

Over time I grew the community and now consistently have great people in my inner circle who all support each other.

People want peers in their community, as they like going on a journey together and supporting each other.

Make sure you are clear in your offer of the benefits, the value and make sure you get the price point right for your offer.

2 – Create A Sales Mechanism

The second thing you have to master to hit your first 100K is to create a sales mechanism to go along with your irresistible offer.  Once you’ve created your offer, you have to figure out how you’re actually going to sell that offer and the sales process to get people to buy it.

Will you sell your offer on a discovery call or in some type of consult or strategy session? What are you going to sell it on? Will it be an order form, on a landing page in Click Funnels, or on your website?

If you are going to sell one-on-one coaching, (which is what I recommend), then you’ve got to have a way to get people to register for a free strategy call with you. This means you need a booking page that links into your calendar.

I use Calendly for example and I embed it into a landing page on Click Funnels so that people can book in easily online. Then they get sent reminders automatically. I have everything automated because you don’t want to be doing everything manually.

Doing business manually the old way is such a waste of time.  You just want people to book in online, and for it to all be automated. Your client gets an email with instructions on what to do, like a zoom link or maybe instructions of how you will give them a call.

Maybe you will write a written sales letter before they jump on a call, or maybe they need to watch a video or fill in one of your surveys. These are all the things you need to think about with your sales process.

If you’re going to do a webinar, then you need to plan to invite attendees into a call at the end of your webinar. Or you may need to create a downloadable freebie, to get people on a sales call with you.

Working out your whole sales process does take longer. But coming up to the Christmas holidays, you know you’ve got a bit of time spare and that’s when I personally do the things I need to do to catch up with my business.

Usually, over the summer holidays, there are fewer clients, so I sit at home and build out my processes.

If you want to hit your freedom figure, you’ve got to put in the work. You can’t just post on social media organically and expect clients to come to you. It doesn’t work that way. You’ve got to build a mechanism and a structure behind the scenes.

3 – Create Compelling Content

The third thing you need to master to hit your first 100K is to create compelling content. Your content needs to be compelling, so it draws people in, attracts their attention and engages them.

The best way to have compelling content is to really understand your ideal client, because then you’re going to use their language and you’re going to speak directly to their specific problems and needs.

Your content cannot be vague or big picture. You’ve got to be very specific with it.

Your content is the way that you get people to see your offer or see your invitation into a sales call. So really, your content is a marketing piece. You need to have a great offer and a way to sell it. You need a traffic source and lead generation strategies.

A couple of weeks ago I received an email with a freebie gift that contained 400 lead generation strategies. I think the guy was trying to be really valuable, but it was just overwhelming and potentially quite confusing for me.

You really need to pick one strategy and focus on it for a week or 30 days, instead of doing a few social media posts here and there. Using the less is more principle is powerful.

You want to get the most leads as quickly as possible. Don’t do all the lead generation strategies at once, just focus on what you will do for the next 7, 30 days or even 90 days, whether that’s paid traffic or free traffic you are aiming for.

Typically your business page on Facebook is only getting about 1% reach, so almost no one sees it. So you want to build up free traffic or a combination of free and paid traffic.

When you’re first starting out, you want to be able to validate your offer, and run it past as many people as possible. You want to help as many people as possible. This gives you fuel for your business.

Even if you have to, reduce your price and say you are going to do a partial scholarship for the first 5 people who take up your offer. You could say you are going to take $500 off or 50% off for the first 5 people who take up your offer. This is a great way to get testimonials and to get practice at getting people to your door.

You don’t want to discount by saying you are doing a beta test, or that you are discounting it, as this makes it sound a bit amateur. But if you say you are helping provide a partial scholarship or having founding members who get a reduced price it a really great strategy.

You can create something really awesome and get it set up in a week, and actually start making a lot of more money. It’s not obviously all about making money, but it is about helping people. We can’t help people if we’re broke and thinking about ourselves struggling.

If you would like some help crafting your offer, developing your sales strategies or creating compelling content, I recently ran a webinar called The Client Attraction Accelerator Masterclass.

If you missed this masterclass, you can access it here for a limited time.

Kat

P.S. Do you need some personalised support in hitting your business goals in 2021? I have opened up a few spaces in my calendar for strategy sessions, but they are filling fast and are by application only.

You can apply for your 1:1 session here.

 

 

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Fun Ways To Reflect On Your Year

2020 has been a crazy year for most people. It’s time to give yourself a pat on the back, chink your glass and celebrate your personal and business success!

With 2020 rapidly drawing to an end, I believe it’s important to look backwards at the year that’s been, before moving forward into the new year ahead.

At the end of every year, I take time for reflection on my personal life successes and my business successes and growth.

Taking the time to celebrate everything that you’ve achieved throughout the last year is so valuable.

It’s also a great way to take the learnings and grow from them.

I like taking myself on a date, where I go to my favourite cafe or park, sit under a tree, take out my pen and paper and reflect.

3 Ways To Reflect On Your Year

There are a few different ways I recommend you reflect on your year 🙂

1 – Do A Solo Date With Yourself

The first one is to do a solo date with yourself, which is my favourite thing to do. I love to go away by myself, somewhere out of the house, and sit with pen and paper and actually have a time of reflection,  and just write and write.

2 – Do A Group Reflection

The second way is to do a group reflection, and I like doing this as well. I just tied up my Influences Inner Circle Program for the year, and we went around and encouraged each other and spoke out what we admired about each other.

I encourage this group to think about where they were last year in December 2019, and none of us knew about the craziness that was about to occur in the world.

None of us knew that in March a pandemic would impact our lives as much as it did.

I encourage you to acknowledge yourself for how you’ve handled one of the craziest years in your living history.

For me, 2020 was one of my favourite years, despite the loss, the stress and way our lives have changed, but for me it was a fruitful year.

Give yourself grace and kindness, because your nervous system has been through the wringer. Acknowledge yourself for everything that you have been through, acknowledge that it was probably one of the toughest years of your life and just be really kind to yourself.

3 – Create A Video Reflection

The third way of doing a reflection is to do a video reflection. You could record yourself a video and watch it back in a year’s time, or watch it back in a couple years’ time. You could do this on Zoom, FB Live or just a video on your phone.

Share some of your highlights, what you have gained and achieved, and what you would do differently. You can do this alone, or with your community.

3 Steps For Doing A Yearly Reflection

There are 3 steps that I use that might help you when you’re doing your yearly reflection.

1 – Go Through Your Calendar

The first thing I do is I go through my calendar, right from January to December. The easiest way to do this is to do a search. I compile a list so I can see it in front of me.

I write down the courses that I’ve crewed, the events, webinars and Facebook Lives I’ve held and the holidays I’ve had.

2 – Have A Logical Process

I put mine all my information onto a spreadsheet with filters on it.

I work out how many hours I’ve crewed for other people’s events, how many events I’ve run myself, how many Facebook Lives I’ve done, how many webinars I’ve held and I tally them all in a spreadsheet.

3 – Have a Creative Process

You may also want to have a creative process of reflection.  A friend of mine took a day recently and created a snapshot of drawings of her year, a beautiful creative reflection of her life right now.

You might want to just summarise your year on one page, or put it creatively on a big piece of paper for what 2020 was like for you.

10 Reflective Questions To Ask Yourself

It’s important to have targeted questions that you ask yourself when you do a yearly reflection. This helps guide your reflections.

1 – What Went Well For You This Year?

Ask yourself what went well for you this year? What’s one thing or many things that went well for you?

I know it’s been a super challenging year for everyone, but this is important. You need to really acknowledge what you did well.

For me, being on lockdown forced my business to go full time online. This actually expanded my business. I took risks that I may not have taken if we didn’t have a lockdown.

I loved that this year I was not out and about all the time. I saved on petrol and I got to know myself a lot more. I got to see my non-negotiables, and what was really important to me.

I did my last live, in-person event in March. I did my very first 2-day weekend workshop, and then the WHO announced the pandemic. And so that was the last time I did an in-person workshop.

Despite things closing down around me, I pivoted and went fully online. This was a huge leap of faith for me and ended up being an incredible change for my business.

2 – What Are You Proud Of?

It’s important to write down what you are proud of. Is it doing your first Facebook Live?  Or was it your first time doing social media posts?

What are you proud of that you’ve achieved in 2020?

I’m proud of my resilience. I’m proud that I quickly I just changed directions and pivoted to go full time online. I’m proud that I didn’t complain, I got excited.

3 – How Have You Grown Personally?

When entrepreneurs face challenges, it shows you what you are made of.  We’re tough, we resolve challenges, we push through, we solve problems.

The leaders that are doing the best in the world, the most successful people are the ones solving the biggest problems.  They create solutions and solve problems.

I’m proud that I’ve created solutions for myself and for my community during this crazy year of 2020. I can honestly say I’ve grown so much personally in this last year. Adversity forces you to grow and expand.

It’s in a crisis that you see what’s really inside of you. When everything’s calm, anyone can be calm, peaceful and joyous. But when the rubber hits the road and when the storms come, that is when your true inner strength comes out.

The storms show you what you’re made of. They force you to step up.

Write down all the areas you have grown personally this year. And boy, it’s been a crazy year where we have all had big chances to grow personally.

3 – How Have You Grown Professionally This Year?

The next question to ask yourself is, “How have I grown this year professionally?”  Ask yourself what have you done professionally that has caused you to grow?

For me, I’ve been able to be able to build a strong community, which was really my big desire. For years, I’ve desired a really amazing community. And I’ve now got that. And I love every single one of my clients. I love working with them all.

I’ve said no to people throughout the year, so I can just keep saying yes to the right people. And I’ve finally got a book of clients that are incredible. I don’t just take anyone. I’m selective.

This requires a lot of faith and trust to believe that the right people will come to you if you allow the wrong people to pass by. I’ve let go of people that haven’t been the right match go,  in order to keep spaces open to the right people.

I’ve run multiple different groups. I have the public community and I have 2 private communities. One community is the Client Attraction Accelerator and the other community is my Profit From Presenting Mastermind.

In these communities people grow professionally as individuals and they grow corporately also. I’m seeing the power of community and people encouraging and inspiring each others.

5 – What Did You Learn?

It’s important to ask yourself, “What have I learnt this year?”  I did a lot of learning this year. I think learning can come as a by-product of life.

We learn from our business relationships and from the things we’ve invested in our lives. I’ve invested in 3 big programs this year, which was quite an investment for me.

I’ve always believed in the power of mentorship, but I’m really seeing my growth now. My business exploded as soon as COVID hit, and that was only because I had great mentors and because I pivoted fast.

Also I’ve attended and crewed many courses.  I’ve learned so much more about marketing,  copywriting, about Facebook ads, and there’s still so much more to learn.

I think it’s really good to be specific on the skills that you’ve been improving on and specifically the knowledge that you’ve gained in the year.

6- What Did COVID Teach You?

COVID really taught me the value of online technology. I know that sounds really funny, but we can sit at home and make money. We can have a 6-figure business, just sitting at home. And I think that’s incredible.

COVID has also taught me not to take things for granted, like going to the gym, going to church, hanging out with friends or just doing what you want. I’ve become so much more grateful for those things that I may have taken for granted before.

I’m very intuitive in business, and I’ve learned to listen to my gut feeling. I want to work with leaders who are committed, coachable and willing to learn and change. They don’t have to know a whole lot and they can be struggling, but I know I can help them.

If I don’t feel like I’m the best person to help someone, I will not take certain people on.

I know that when I invest my time and energy into people that that are going to do the work, then I’m going to grow also and the impact that I’m having on the planet is much bigger.  This is all related to my values.

We’ve only got a certain amount of hours in our week. And it’s so important that you protect your own emotional energy. And you’ve got to go with what feels right.

7- What Has Changed That You Don’t Want To Go Back To?

COVID has changed a lot for a lot of people, but it has also brought positives. I’ve seen the value of being online. I love that people in New Zealand, England and America have all been able to attend my courses and events.

There are also downsides to online, and you definitely miss the energy of live events. I definitely want to go back to holding live events. That’s something that is on the cards for me and my community in 2021, as soon as we’re allowed safely.

But what I don’t want to go back to is just limiting my events to face-to-face events and not having that ability for people to be on Zoom and benefit.

I think what’s going to happen next year for a lot of events is it will be a hybrid – online and in-person, which I think is a beautiful thing.

Next year I’m going to be having more boardroom style in-person events, and also holding them on Zoom so that they can all be recorded and other people can benefit from them.

8  – What Is One Of Your Highlights?

I know this is a similar question to others, but what is one of the highlights of your year? What is one thing that really sticks out to you as being a real highlight?

I think one of my highlights was my birthday, because I got thoroughly spoiled, and it was just absolutely amazing.

9 – What Is One Of Your Happiest Moments?

What was one of your happiest moments in 2020? Just a time where you laughed and laughed and laughed and couldn’t control yourself.

Is there a happy moment that you can pinpoint as being one of your happiest of the year?

10 – What Advice Would You Give To Yourself In 2019, If You Could Go Back?

This is a fun one and it’s really interesting. What advice would you give to yourself if you were back in 2019? If you could go back and knowing what you now know, what advice would you give to yourself?

I think I would tell myself to be prepared for anything. To appreciate everything, because anything can just be taken away in a moment.

I encourage you to do these 10 reflection questions by yourself – take yourself out on a private little date with yourself and reflect, and also in a group as well.

This way you can go forward into the next year, taking the learnings from the last year and running with them into the new year.

Have a wonderful, happy new year and may your 2021 be very prosperous, successful and fulfilling!

Have fun with your friends and family, no matter what’s going on in the world and remember to take lots of deep, refreshing rest.

See you in 2021!

Kat

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3 Ways To Instantly Get More Eyes On Your Posts

There are 3 main things that make your social media posts instantly more attention-grabbing and they’re often not what people realise.

If you’d like to create more compelling posts that really catch people’s attention and stop them from scrolling past you, then you are in the right place.

People scroll so fast on social media that you are literally one scroll away from losing someone’s attention.

So, if you want to stop people scrolling and you want someone to stop and read your posts and absorb them, I’m going to share 3 things that you can do in your posts and these have been a game-changer for me.

These are three of nine things that I share in my full content on this topic, but in this video I’m going to be sharing the top three.

These are principles that you can use for social media posts, as well as  any type of content creation, including emails, blog posts, and videos etc. If you have these 3 things in your content, you will grab people’s attention and hook them in and they will give you their time.

1 – Curiosity

Curiosity is that thing that hooks people in. It’s the thing that gets people to open your emails and to stop the scroll.

It’s the reason that the news readers always open a loop by saying something like, “After the break a woman got stabbed while she was on the roof of a car and we’ll tell you why…”

This builds curiosity and it makes you stay to learn more (if you’re that way inclined). Curiosity is the thing that makes you want to reply to something on Facebook, because a loop has been opened in your brain.

Our brain is designed to close loops. So for example, if someone starts saying something and then they get distracted, they’ve opened a loop in your brain. Your brain needs the closed loop to finish the story, and if something is unfinished, your brain often holds onto it.

There’s some really cool research that was done on waiters who were given the orders, and they discovered that they would only remember the order until the person actually paid. As soon as the person had paid, it closed the loop and they stopped remembering the order.

Their brain kept that loop open, because they needed to remember that information, until the person actually paid. Then their brain deleted that information to free up more space in their brain.

This concept of opening a loop in someone’s mind is your first line of your social media post is designed to hook someone in, like a fishing rod.

Once you’ve got them in, then you’ve got to keep them on the hook. So essentially if we fish someone in, we’ve got to hold on to them before they run away.

When you create curiosity, people can’t help but want to read more. Our brain is designed to close loops. So if we see something that opens a loop in our mind, our brain seeks to close it.

We can open a loop by asking a thought-provoking question or making a bold statement.

A bold statement makes someone say, “Hang on, what do you mean?” And they read the second line.  The second line gets then to the third line and so on.

The subject line of an email, for example, is the most important part, because you need to grab attention with curiosity so that people actually come behind the door (so to speak) and read it.

When you speak your ideal clients language, they get curious. To do this, we’ve got to be super clear on what they want.

I recommend you create a quadrant of dreams, desires, fears and frustrations and have these in front of you when you’re creating content.

When we know these four things we can feed the curiosity. People only stop scrolling if they are curious and if the content is relevant to them.

You could use a bold statement like, I dunno “The Queen just ate a spider.”

That’s a bit of a bold statement, but if it’s not relevant to the person reading it, it will not grab their attention.

If you want to get someone reading your post, you have to speak their language – with things that matter to them.

You have to tap into the dreams, desires, fears and frustrations of your target market. So you might say something like, “Do you ever feel XYZ?”

Or you could state a bold statement like, “The ONE thing that I used to XYZ.”

This builds curiosity in a person so they think “I HAVE to know!”

2 – Contrast

Using contrast is all about showing the two different worlds – between someone’s current reality and future.

So, if you think about it this way – all of us have two different worlds that exist in our lives. You have your current reality and your future reality.

You want people to show people how they can come over to their new desired world, so you’ve got to really make it clear in the contrast between the two worlds.

For example, we all have a health bridge – where we are in our health right now, and then where we want our health to be.

We all have a financial bridge. A relationships bridge. We have it in every area of our lives. Where we’re at, and where we want to be.

The contrast is the two worlds and the bridge is the piece of content that we’re creating to bridge the two worlds.

So if you are someone who helps people manage their money for example, you’ve got to talk about the current reality, and you want to use visual and emotional language that is very specific and descriptive.

You could say something like, “When you open up your banking app, does your heart sink because you’re missing a couple of zeros at the end and you really need to pay rent?”

You are talking about their existing world and you’re building that picture of the current frustration.  Then you start talking about how good it would feel to open your bank account and know that everything is sorted and you don’t have any financial burdens.

You can use kinaesthetic language that people can relate, like that feeling of relaxing, dropping their shoulders and knowing that everything’s taken care of when then open their bank account.

We’re building out some feeling and emotion, and we’re painting a visual picture between the contrast of now and the contrast of what’s possible, and we are highlighting the gap in between. We have to show people where they are and where they want to be.

And if you want to engage people and hook them in, you want to be really clear on those two worlds.

An example of highlighting the gap is this. Right now you’re learning about how to create more eyes on your post.

But you also need to know what kind of calls to action are most effective, how to create a landing page, how to set up an automated booking system to book clients in online. How do you actually convert those leads into paying clients?

So what I’m doing now is I’m highlighting the gap. I’m teaching you some cool stuff, then showing your there’s a gap of all this other information you need to learn. You’re seeing it in action.

3 – Credibility + Connection

To attract the right people, you want to use a balance of credibility and connection.

When your content has a balance between credibility and connection, people are more likely to feel drawn to you.

What I mean by credibility, is your experience, skills and knowledge. You are giving evidence that someone can trust you.

To add credibility, talk about how many years you’ve been in business, how many years you’ve been helping these types of people, or researching and studying and diving deep into this topic.

Telling how many people you’ve worked with, and giving numbers and dates are really powerful. If you read through my Instagram posts, you’ll see some examples of this my posts.

Also talk about some areas of vulnerability, show humaneness, show that you’re relatable. This brings a connection with your target market, alongside your credibility.

There has to be balance. If you just talk about how great you are, you’re going to put people off. If you’re constantly talking about how great your life is and how great you are, you don’t give people a point of connection.

Being real and showing your human side shows that you also have struggled and you know what it’s like having to struggle alone. You want to make your clients feel as though you get them.

When you’ve got that really nice balance and credibility and connection, people like you and connect with you. And they can also see you are skilled, knowledgeable have experience, but you also are not putting yourself up on a pedestal.

You want to put your program on a pedestal not yourself.  Elevate your system. Elevate the thing that you’ve created, your signature system that gets people results.

Your experiences and learnings, have been absorbed into you like a sponge. You want to squeeze it out into your signature system. This is the system that you take people through which is a process that you take people from where they are currently, to where they want to be.

There is a great book called Compelling People which talks about the concept of strength and warmth. It talks about how people who are compelling and influential have a great balance between the two.

There was a whole lot of research on thousands of compelling people. And they found that they have this beautiful balance between being strong and warm.

We need to have a balance of being warm – compassionate and kind, but not going too far with it, as then we border on being fluffy and we don’t get taken seriously.

If we go too far on the strength side, we can come across as too authoritative; too direct and blunt. And we can put people off if we’re too far on the ends of those spectrums.

Compelling people sit in the middle, in the sweet spot.

The sweet spot is when you’ve got a beautiful balance of power and vulnerability. This is similar to the sweet spot in the middle of credibility and connection.

Think about how you show your authority and your expertise, but also balance it out with vulnerability and realness.

For example, I’ve shared about how I felt like an imposter, and I felt like I was ‘pretending’ to have a business and that I felt like I should be further along in my journey by now.

When we can have this realness of what life’s really like and that we not perfect, people feel more of a connection with us. So we’ve got the credibility plus the connection.

Curiosity, contrast, and credibility + connection – these are the 3 things that if you put those in your post, you can instantly grab people’s attention and have them reading your post.

These are three of nine methods I teach to create compelling content that engages people and makes an impact.

I’ll be sharing the other 6 methods which are based on psychology principles, in my upcoming, free online masterclass called the Client Attraction Accelerator.

It’s happening this Tuesday, the 15th of December, from 7pm to 9pm.

This is for you if you’re a coach or consultant or any type of practitioner or service based business owner and you know you’ve got the potential to help a lot more people and make a lot more money, then this is for you.

You’ll discover:

?  How To Get 7 Clients In 7 Days, using a proven, step-by-step process (WITHOUT using any pushy or sleazy tactics)

​?  The 3 Powerful Client Attraction Methods that have people consistently asking “How can I work with you?” (without wasting money on ads)

​?  The Little-Known Content Creation Techniques that will adapt & transform your business in 2021, using my psychology-based influence hacks.

​? ​ ​A Simple Tool That Shows You INSTANTLY whether your target market is niched enough and if not, how to fix it.

​? ​ ​How To Map Out Your Ideal Client’s Journey so you can get people’s ATTENTION and connect with them authentically.

PLUS you’ll receive a BONUS GIFT for attending:

You’ll Get My Social Media Success Tool Kit Valued at $97 For Free!

With step-by-step guides and training on how to use social media to get new clients – ready for you to implement instantly!

So if you are sick of sitting behind your laptop, struggling and not knowing what to do and not knowing how to get clients, come and join us.

You can register here.

Hope to see you there!

Kat

 

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How To Double The Value Of Your Offer

What if you could double the likelihood of people saying yes to your offer?

Imagine if your offer was a complete no-brainer for people to take up! (if it’s a match for them!)

The best way to do this is to double the value of what you’re offering – and you can do this without having to overhaul your program!

Having a valuable, irresistible offer is one of the most important assets you can have in business…

…and having a product or service where people clearly see the worth (and don’t question the price!) is actually really easy.

So, how do we do it?

Sell Tools As Well As Time
Remember – Selling Time Is Intangible and Invisible

Often people have something like a 6 or 8-week, or 3 or 6 month program and they are just selling ‘time with them’. The problem with that is that time with you is invisible and often hard for people to visualise.

Selling time with you can be hard because, essentially people can internally question what this means – and what kind of result they will get. They ask themselves how they know that spending time with you is going to equate to a physical and tangible result.

Giving people real and tangible things in our offer is one of the 7 essential ingredients of a valuable offer.

I share the 7 different ingredients with my clients, but tonight I want to dive deep into this one specific ingredient to make your offer a no-brainer.

You have an incredible amount of intellectual property (IP) in your mind. The unique way that you explain things and organise your knowledge, your processes and frameworks are your IP.

If you can put those into tangible tools and include them in your offer, then suddenly you’re going to really double the value of your offer especially if your tools are good.

It’s difficult for people to see the value, and people usually want something more tangible. They want tools, not just time.

Give Real And Tangible Tools In Your Offer

So to increase the value of our offers, we can add tools to the mix.

Your knowledge is valuable, in terms of your stories in combination with your experience, skills and everything you’ve absorbed throughout your life.

Creating something to boost your offer using your IP doesn’t have to take a long time.

People like the word tools, because they are something you can pick up right away and use.

Instead of saying “I will teach you XYZ”, flip it around and say you are giving them XYZ tools they can pick up straight away and use.

It often doesn’t take long to extract that and create a tool that’s valuable for your ideal clients.

What Makes A Tool Good?

The first thing that makes a tool good is that it needs to be simple to use, so someone can pick it up and use it straight away.

For example, instead of just having time with you on a coaching call, you could offer to record the coaching call, so they’ve got it to listen back to.

This is something I did last year as a New Years offer.  I offered 5 x 90-minute sessions with me, and they also got a personalised meditation MP3 emailed to them.

I took everything that they said in the session, and created a personalised meditation for them to listen back to. I recorded it on GarageBand and had backing music playing. Every person I sent it to said they played it over and over, because it was inserting their words back to them.

This was a super powerful tool, and that it didn’t take long to create.

There are so many different things you can include in your offer.

You can offer to send them an action plan after your call.

Or you can create a personalise roadmap for each person. You know how to take someone from A to Z and you know the steps that people need to go to get from where they are at their problem to their solution, so these are what you put in your roadmap.

Let’s say you jump on a discovery call where you create a personalised roadmap for them.  If you’ve already created the roadmap as a template, then you can personalise it easily for that person. Easy for you but super valuable for them.

One of my roadmaps is my Client Attraction Roadmap. It starts with identifying your unique brilliance. So I would actually say in my personalised roadmap; “This is the unique brilliance I see in you and these are your strengths.”

This is how you can package up something that is really valuable, but it’s important first that you identify your ideal client.

When you know your ideal client, you can take their information they tell you and you create a document, or a personalised report for them, so they’re walking away a tool, rather than just time with you.

What you are doing is making every part of the time with you tangible, so that they like feel like it’s something real. This helps the clients to see the journey and roadmap they need to take to grow.

Here are some examples of tools that you can use straight away.

If you offer someone a coaching program, i.e. time with you, you can also offer a vault of documents that are really valuable tools, things like checklists, worksheets, video training, guides, templates, PDFs, progress reports, cheat sheets etc. – this way you’re giving something tangible.

Start thinking about some tangible tools you can make to add to your offer.

Transform Your Service Into A Product

We love products. We love going shopping, touching things and buying them. We love having something tangible like a dress. So if you sell something that’s invisible, then think about how you can turn it into a product and make it more tangible.

If you’re offering a service, such as a graphic designer, a copywriter, a psychologist, a plumber or a coach, you want to turn your service to be more like a product.

People think that it takes a long time but it’s actually your genius zone. It’s your unique brilliance. It can be super easy and quick but it must be valuable.

My Client Attraction Accelerator program, for example, is a portal with 8 modules helping people to attract clients. It contains content on marketing, sales, copywriting, presenting and funnels. It has everything that you need to do to attract and sign up clients.

It’s not just video content, it’s also downloadable documents.

People don’t just need video content, they need community, energy and to be motivated and inspired. They want a coach, mentor and live energy and inspiration.

So when you think about how else you can double the value of your offer, you can offer a community. In between having coaching and watching your course videos, people like having a place where they can ask questions and interact.

One of the tools I create for my clients, is Loom instructional videos on how to do things, and then send them the link for the video. These are little mini-training videos made specifically for each client and they address specific needs.

Time-savers 

Think about the tools you use that save you time and what you could put in your offer to help people save time.

For example, part of my offer is I offer are things I’ve created over the years that I share with my clients so they can pick them up and use them. These are things like PowerPoint slides, marketing documents and other business documents. They can put in their own logo and tweak a few things with the templates.

Once I’ve made them it saves people a lot of time so they don’t get stuck trying to make these documents themselves from scratch, which slows them down.

For example, I have:

  • A webinar steps spreadsheet. This is so valuable for people that are running a webinar. It’s got every single thing you need to do four weeks out to get your webinar running. It’s got what you have to do for webinar promotion, and it’s also got training videos on how to do it
  • An offer validation guide, which is a guide to make sure your offer will work
  • An offer creation formula – to know how to create a valuable offer
  • A Client Attraction Checklist, so people know what to do daily, weekly, monthly and quarterly in order to attract clients
  • A Lead Generation Strategies Guide, which has a whole heap of free lead generation strategies. I’ve got plug and play templates, and an authentic sales script. It’s basically a toolkit
  • An online resource toolkit at the moment for my Mastermind group that I’m working with called Profit From Presenting. It’s teaching how to run your first webinar
  • A video survival kit – with tools and technology tips
  • A list of handy links and I give people my webinar funnel to use
  • Each week I create a worksheet, for my Inner Circle community which takes me from 30 to 60 minutes and it’s filled with valuable questions and information

These are all ideas you can use for creating your own tools and resources.

There are fun ways that you can name your tools because it’s all about naming it something that’s appealing and attractive.

All these things don’t take too much time, but save people time and increase the value of the offer.

Today I’ve talked about the first tool to help you double the value of your offer.

If you want to know all 7 of the ingredients of an irresistible offer, plus how to effortlessly market it to your ideal clients, and the BEST way to get clients onto discovery calls, I’m running a FREE live webinar that shows you exactly how to do it!

 

You’ll discover:

?  How To Get 7 Clients In 7 Days, using a proven, step-by-step process (WITHOUT using any pushy or sleazy tactics)

​?  The 3 Powerful Client Attraction Methods that have people consistently asking “How can I work with you?” (without wasting money on ads)

​?  The Little-Known Content Creation Techniques that will adapt & transform your business in 2021, using my psychology-based influence hacks.

​? ​ ​A Simple Tool That Shows You INSTANTLY whether your target market is niched enough and if not, how to fix it.

​? ​ ​How To Map Out Your Ideal Client’s Journey so you can get people’s ATTENTION and connect with them authentically.

PLUS you’ll receive a BONUS GIFT for attending

Get My Social Media Success Tool Kit Valued at $97 For Free!

With step-by-step guides to navigate the online space & acquire the clients you want – ready for you to implement instantly!

Client Attraction Accelerator Masterclass ?
FREE live, online webinar

Check it out here

See you there!

Kat

 

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3 Crucial Things To Identify Before You Start Marketing

A lot of people are out there marketing before they’ve identified a few CRUCIAL things… and they’re frustrated because their marketing is not bringing them in clients.

Before you start marketing, there are 3 crucial things to think about before you put up a single social media post, record a video, launch a website or send an email to your list…

…in order to make your marketing effective.

You can attract paying clients right now, even if you have:

No experience

No certifications

No website

No idea what to share

Even if you’re an introvert, a technophobe, or you don’t currently have a program, product or following… IF you have these three things.

If you have these 3 things, you can attract paying clients and start making money and help people straight away.

1 – Your Unique Brilliance

You have brilliance that others need and don’t have.

You have one main zone of brilliance; one key area you are brilliant at and you need to communicate this in your marketing. This is your USP – your unique selling point or proposition.

I suggest we unpack and develop our top 3 ‘contributions’ that we have to offer to the world. Your contribution to the world is your mission.

When you unpack and develop your top 3 contributions and design your business around them, you stand out in the marketplace.

Have you identified the unique brilliance that you have, that other people don’t have?

Your Contribution = Passion + strengths + mission

Think about these 3 things:

1) What do you love?

2) What are you good at?

3) What do you feel called to do?

It’s important to know these, and communicate them to your  following.

This doesn’t have to take long. Most of you can sit down and do this in less an hour.  But many people skip this step and start marketing before they are clear on these things, and they wonder why their marketing isn’t working and they’re not getting a return on their time.

Identify why you are different and how you can communicate that to the marketplace. Otherwise, you will blend in.

Get clear on your top 3 strengths and communicate these in your marketing.

Business is an exchange of value, so you need to communicate your value by sharing your strengths.

What do you feel called to do and what kind of impact do you want to have in the world?

And what have you actually overcome and what compels you to help others?

What have you overcome and reached the other side of, that now you can help people with on their journey? That becomes your contribution – your passion, your strengths, your mission – what you’ve overcome and want to help others overcome.

So think about – how can you communicate that better in your marketing?

Define how you are different and unique. If you’re a health coach, how are you going to stand out, when there are so many health coaches on social media?

It doesn’t have to take a crazy amount of time. Just identify your top strengths and what makes you different.

My strengths, for example are training, speaking and coaching. I’ve got some skills around writing, copywriting and influence and I’m able to pull groups together and facilitate groups.

These are the things that I’ve packaged up as my offer to share with people.

A lot of people have a unique briliance zone, but they don’t know what it is. Because it is unconscious competence.

Often we don’t realise that people are willing to pay for our organised knowledge, because we’re so good at it and it’s our unique brilliance. So you need to tell people about it.

2 – Your Irresistible Offer

The second crucial thing to identify before you market is your irresistible offer. You want to know your areas of irresistible offer before you start marketing.

Now, this doesn’t have to take a long time. You could decide your offer is a 6-session coaching package or a 2-day workshop, or a  12-week online course. You need to know what your offer is if you’re marketing.

We want to reverse engineer our marketing by starting with the offer we are going to make to people and making sure our marketing is designed to lead people towards that paid offer.

Your marketing should overcome objections people have to taking action. You want to start with your offer, then think about what is going to help the right people who need it to be inspired to buy it.

A lot of people are doing marketing, but someone asks them what they offer and how much they cost, they stumble and fumble because they’re not organised. And they haven’t packaged their offer correctly.

People are attracted to others who have specialised and organised knowledge. We’re attracted to them because our biology likes certainty every step of the way. It seeks certainty.

Marketing is about attracting and repelling. Attracting the right people, and repelling the wrong people.

The more certain you are about your specialised, organised knowledge, the more you’re going to attract people.

The less certainty you have, the more you’re going to repel people.

If you’re specialised and organised in fitness, for example and you’re more organised than your clients in fitness, that’s valuable to them.

If you’re specialised and organised in wealth creation and you’re more organised than your clients in making money, that’s valuable to them.

Being specialised and organised in something means you can easily package up and sell as a high ticket offer.

If your specialised knowledge happens to be something that you’re super passionate about, and you’ve got strengths in this area, you feel like you are called to do it and you market it effectively – you will make a lot of money.

When you have a clear solution and you’re organised, there are a WHOLE lot of people you can help.

When you start marketing your products and services, you need to clearly articulate your strengths and your specialised, organised knowledge. This stops you from rambling when people ask you what your offer is.

You can tell potential clients about your signature system, how much it costs, how long it goes for and you can say it with certainty.

If you can’t articulate clearly and communicate your services, people will paint you with the brush that you’re disorganised.

There’s a saying out there: How you do one thing is how you do everything. If we’re disorganised in one area of our business, people assume we’re disorganised in every area.

You don’t have to be the best or most skilled in an area. You just need to be experienced and organised around your specialty topic.

3 – Your Ideal Client

The third thing you need to identify before you start marketing sounds really obvious, but a lot of people still get this wrong. You need to identify your ideal client.

So, why do you need to identify your ideal client?

Firstly, when we create content, we want the person who’s reading it or listening to it to think that you are reading their thoughts, or you are listening to their conversations.

When you are clear on your ideal client, you stand out from others as a trusted specialist rather than a generalist. You will get more referrals.

If you jump into a Facebook group as a life coach, you are battling with so many other life coaches.

But if you say, for example, you have an ideal client that you help, then you can target them directly.

For example, if you had the ideal client as parents struggling to cope after a divorce, this level of detail makes you really stand out.

People will see your marketing and think of referring you to their friend who is struggling after a divorce. Or if you’re a health coach, and you help people with gut health issues, then you can market directly to people with gut issues.

The more clear we are on who our ideal client is, the more referrals we will get.

Think about a fine dining restaurant. For example, Altitude, at the Shangri La in Sydney. It’s beautiful and stunning.

I went there recently with my friend Jess. The menu had 3 items as the main set menu. I thought “These dishes must be amazing, as they are the only options!”

People get too overwhelmed with too many options. And so if you can say clearly what you do and who you are helping, it helps people identify you as the person that can help them.

Choosing an ideal client does not mean you cut out a whole lot of opportunities. We have to switch from a scarcity mindset to an abundance mindset. There will always be enough people for you.

It doesn’t mean you can’t take on other clients, but you don’t market to them. I’ve got clients outside of my ideal clients. I take them on if I decide they are a good fit, but I don’t promote that in my marketing.

Remember, in most cases, your ideal client used to be you.

I want to remind you that you are sitting on a goldmine. Some of you are your industry’s best-kept secret.  You need to learn to communicate your unique brilliance, your strengths, passion and your mission. And if you don’t promote these things, your marketing is not going to work.

And a lot of you don’t have enough marketing out there and you’re wondering why you’re not getting clients. No one can know you exist if you’re not marketing yourself properly.

So remember, we’re attracted to anyone who demonstrates certainty in the communication about the organised, specialised knowledge they hold.

When you’re clear, organised and specialised within your area of unique brilliance, your offer, and your ideal client – plus you market it effectively, you can attract your ideal clients and be very successful.

Want to know how to do this?

Would you like to finish the year successful by learning a marketing system for creating a steady stream of ideal clients?

I highly recommend you check out my upcoming online evening event, the ‘Client Attraction Accelerator Masterclass’

This is our FINAL free masterclass of the year!

At This Free Live Online Event You Will:

* ​Discover how ANYONE Can Finally Create Marketing that WORKS!

* Learn the Little Known Techniques That Can Adapt & Transform Your Business For 2021

* Identify Been Holding You Back In Business and find the best solutions for YOU!

​* Ditch endless hours of creation for little result, and focus on building a strategy to rapidly enhance client acquisition

​* Learn the Amplify Your Influence Method: The Step-By-Step Process Of How You Can Have Clients Consistently Ask “How can I work with you?”

​* STOP the endless marketing cycle that gets no results and START building a strategy that brings you clients on tap

​* Discover the mistakes most business owners & entrepreneurs make that prevent them from creating the business & freedom they DESERVE

* Get The Most Effective Strategy, Skills, Systems And Support… So You Can Grow Your Business, Fast!

Client Attraction Accelerator Masterclass ?

➡ Tuesday December 15th 2020, 7:00pm – 9:00pm (AEDT)

?  Go here to register now —>> https://bit.ly/client-attraction-accelerator

(Note: Spaces strictly limited and allocated on a first-come, first-served basis. Grab your ticket before it books out)

You can read more or book in for free here

 

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