Kat Millar

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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

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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 15th 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

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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

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Delete Your Overflowing To-Do List And Do This Instead

Do you have a to-do list that feels longer than the Amazon river?

Have you started a lot of things in your business, and not finished them?

Does your business feel like a constant construction site, like you’re always working on so many things?

When I first started my coaching business, I spent so much time GATHERING. ⠀

* I studied multiple online courses⠀

* Created numerous topic outlines⠀

* Wrote e-books, offers and blogs…⠀

It’s far easier to sit back and absorb and get addicted to ‘learning’. I was definitely stuck in a consumer mode, as opposed to creating mode.

I started & stopped SO MANY THINGS. I call these half-built bridges.

What Are Half-Built Bridges?

Half-built bridges are like when you start ‘building a bridge’ – such as a new business project. A webinar, a lead magnet, a website, a podcast, a Facebook group, an online course… and it gets hard.

We bump up against a problem or obstacle, it takes too much time, so we walk away and start building another bridge.

And the reason we do this is because we don’t have a clear plan.

Think about the things you’ve started – from all you’ve gathered from all the podcasts, webinars, YouTube clips, blog articles, and books.

The ideas and the projects you’ve started. The courses you’ve started.

For me, I have 2 unfinished diplomas that I don’t know if I’ll ever go back to…

Think about how much time you’ve wasted – starting things you’re never using and aren’t going back to.

And when you think about the ratio and how much time you spend consuming, comparing to creating, what’s it look like for you?

Right now, on a daily basis, on a weekly basis, let’s say eight hours or 16 hours, how many of those hours do you spend building a solid bridge all the way through?

Think about the compounding effect of a lack of focus. Think of all the times you wasted time starting things starting documents with all this research.

A friend of mine recently said she spent an hour researching how to create an Instagram filter and then realised she’s never going to do that and will never get that hour back.

Build a Fully Built Bridge

Half-built bridges can’t be walked over. No one pays for half-built bridges. They pay for fully-built bridges.

Finally, I got it. I realised what I had been missing. A formula. A proven plan. THAT is the way to make business success happen quickly.

Many business owners are NOT getting paid what they’re worth – because of this ONE thing. They haven’t finished something all the way to completion. Or they haven’t CONTINUED to build effective bridges for people to walk over.

It’s simply because they don’t have the strategy, the systems,  the skills, and the support to complete a bridge that people can actually get across to the other side.

All the things you want… The amazing clients, the money, the travel, the automation, the freedom – they’re all on the other side.

You can sign up amazing clients if you know the right way to do it. You’re never going to get there by taking lots of little disjointed actions. You need to complete a bridge.

When you finish your bridge – it enables you to stop stressing about where your next leads are coming from, and start consistently attracting quality clients.

There is SO much power in FINISHING something.

Examples of Fully Built Bridges:

A fully built bridge might be a lead magnet with a funnel where people can opt-in and join your email list.

They can download your freebie, they can go into your email, nurture sequence, and receive emails from you, that are providing great value, and you’re inviting them to take that next step with you.

Another fully built bridge would be an online event. You would create a conversion event where you are inviting people to come. You’re sharing the knowledge and expertise and people who resonate with you.

You get them an invitation to an opportunity that’s a fully built bridge. some of you probably started thinking about running events, or even started planning the content for an event that you haven’t fully committed to and take that bridge, all the way over.

Another fully built bridge is if you create a way for people to book on your calendar, and then they can automatically book in 24/7 regardless of where you are.

So that is a bridge that is worth building, rather than going back and forth and saying something like text me if you’re interested, email me if you’re interested, give me a call – and no one’s calling you, because you haven’t built a fully built bridge.

A fully built bridge is a super valuable asset in your business and it’s SO worth doing. Think about what is something that you can build, and finish it all the way to completion, rather than having little bits and pieces on your to-do list.

Plan For Business Success

Imagine you forget about all the different little things and focus on ONE bridge.

Think about it – if you look back, What have you done in the last 30 days that has attracted paying, quality clients to you?

How much further could you be if you stop doing all the halfway bridges and for 30 days focus on ONE bridge?

This is what you REALLY need in order to generate quality clients consistently.

That’s the TRUE power of completion. You finish the bridge and ACTUAL get a result.

Without a proven plan, you just have an endless massive construction site.

I KNOW that all the amazing clients you ever want are right there waiting for you IF you know the right way to attract them.

If things aren’t working for you in business, it’s because there are some crucial ingredients missing.

People who are achieving incredible growth in their businesses…people who have achieved rapid transformation & created the fulfillment, finances, and FREEDOM they want… ⠀

…have built a full bridge with the right strategy, systems, skills, and support.

Focusing On One Thing In 30 Days:

Imagine if for thirty days, you just focused on one bridge. What’s one outcome that I could achieve in 30 days?

You could launch and run an event in 30 days

You can create a lead magnet with a funnel and upsell to a consult in 30 days.

You could create a full 2 week or more email nurture sequence to provide value to your email list in 30 days.

There are so many things that we could do. And THIS is what you really need to do in order to generate those quality consistent clients.

Think about what you did over the last thirty days that attracted you paying quality clients?

When you have a strategy that works, you don’t need to build those half-filled bridges anymore. You don’t have that massive construction site in your business anymore.

I know that all the amazing clients that you could ever want are out there for you right now. You can attract them and sign them up if you know the right way to do it.

When you finish your bridge – it enables you to stop stressing about where your next leads are coming from, and start consistently and predictably attracting quality clients.

The formula I teach has been an absolute game-changer for me and so many other business owners all over the world.

It has rapidly taken us out of jobs we didn’t like… into the freedom of being our own boss full-time, earning a profit consistently, and helping people have incredible breakthroughs.

If you want to know how to do it, I created a FREE event where I share this proven formula and my best secrets on how to make it work in your business.

You’ll learn:

  • How to go from stressing over money, wondering where your next leads are coming from, to rock-solid confidence – because you know EXACTLY what works
  • My 7-Step Client Attraction Formula to take away the guesswork and give you a clear step-by-step roadmap to follow
  • The ONLY THREE things that enabled me to grow a business to 100K+ in less than 12 months, and how you can too
  • How to get a STEADY flow of people wanting to work with you, so you can feel the relief of NEVER having to work for anyone else again unless you want to
  • The ESSENTIAL ingredients to AUTOMATE your business so you can have a 24/7 marketing machine, where you do it once and it’s done!
  • How to get attention and engage the right people, with the most effective copywriting strategies
  • ​How to communicate your value by getting clarity on your unique message, so you can inspire the right people to work with you

Ultimately, how to get PAID WELL for helping people, so you can make a bigger difference and create more time flexibility and freedom

Learn more here

When you learn these skills, you don’t have to work for anyone else. You have not got only your expenses covered, but you got plenty left out for your marketing, your business growth, and for you to actually live the kind of lifestyle you want.

Your business can look completely different in the next 30 days.

You can absolutely build that fully built bridge, and be paid what you’re worth.

Claim your free ticket now

I look forward to seeing you there.

Take care friends, talk soon

Kat

 

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How To Turn Your Discovery Calls Into Paying Clients

Would you like a simple sales process to help you sign up more clients?

In this training, I share how you can turn your discovery calls into paying clients with my zero-pressure 6-step ‘Authentic Selling Formula’.

Selling is an awkward thing for many people. A lot of people tell me they don’t like having sales conversations. I get it. It used to be this way for me also.

No one likes having conversations with people who are trying to push their product or service on us.

But you don’t have to do that to make it in business.

I talk to a lot of people who have this idea that business is cut-throat and they’ve got to be brutal with sales and get the sale closed immediately.

But you don’t have to do it like that. You can have a relaxed sales process, which is a really beautiful conversation between two people who are trying to see if they’re the right match for each other.

A sales conversation can almost be like a coaching conversation where you’re helping someone work through what they want, where they are right now, and what blocks are in their way.

If you’re putting off doing sales calls because you don’t like sales, then what I’m sharing today is for you, because it will help reframe sales into something positive for you.

The reason I’m so passionate about sharing this process is because for years and years I was confused and overwhelmed with so many different sales methods.

Over the years, I’ve done so many sales courses with Les Mills, Matt Catling, Authentic Education, Jeffrey Slayter, Netty’D Lackovic and others, and I’ve read many sales books by people like Zig Ziglar and Brian Tracy.

I’ve spent so much money and time learning various sales methods from the best in the business.

And I’ve also done thousands of discovery calls, and I’ve been able to work out the questions that are the most powerful, potent, and effective.

Sales conversations are about asking the right questions and making sure that you’re super curious about the person you’re speaking with.

I’ve discovered there are 3 essential ways of being when you’re selling:

1 –Be Present

It’s so important to be really present in the call and not be distracted or thinking about the client that you had before you call, or the meeting you’ve got after your call.

You need to be fully present, so you can build rapport with that person and match and mirror what they’re saying. You also need to mirror and match what they are not saying.

Everyone has different personalities, characteristics, habits, learning styles, pain points, desires, and emotional triggers.

2  – Be Prepared

 Preparation is so important and the way you get prepared is by having a proven sales process that works.  You do not want to get in front of a potential prospect and completely stuff it up. You need a really great sales script and you need to practice.

Because sales conversations are dynamic, you need to be able to deviate from the script, but still keep control and lead the conversation. You don’t want to be so scripted, that you sound like a robot.

Conversations naturally deviate depending on the person’s needs. So you need to be flexible so you can meet the person’s needs, but also be able to bring it back within your sales structure.  This is such a fun game to me because it’s like a puzzle that I’ve got to figure out and I find it really enjoyable.

When you understand human behaviours and see what techniques and triggers are happening, and if you’re holding the person so they feel their consequences or feel the pain, you’ve got to know how long to hold them there.

There is a chemistry with sales and a tension sales calls operate within. You need to be fully prepared with really powerful questions to help the person on the call work through the blocks that are in the way of them getting positive results for their lives.

It’s not that they are just saying yes or no to you, they’re saying yes or no to themselves. And that’s a massive reframe for the person who is leading the call. Are you going to be the person that helps them overcome whatever is in their way, so they can invest in themselves?

Money is everywhere but there is only one you. So you need to show people why you’re different, and how you are going to help them make a positive change to their life.

There is an emotional place that people come into when they are ready to buy. You’ve got to be able to pick these psychological cues.

I teach all of these in my program, but in this training, I want to show you more about a really simple process that you can put in place, and this is part of being prepared.

3 – Be Passionate

The other thing that you need to be in a sales conversation is passionate. Not passionate about yourself, or your product or service, but passionate about the person you are serving and passionate about the breakthrough and result you will help them get.

If you’re passionate about the person and their breakthrough, then you will do what it takes to help them overcome their belief systems, so you won’t leave them stuck in their pain. Be enthusiastic and confident.

Imagine getting on a sales conversation with someone who’s not enthusiastic, not confident, not passionate who sounds flat and bored. It would put you off, right?

So be present, be prepared and be passionate.

Now I’m going to take you through my 6-step A to F process that I use in my discovery sales conversations, and the reason I love this process is because it’s so easy to remember. If you know your ABC’s then you can remember this formula.

The best thing is you can use this formula when you are out and about at a networking function when you’re on a phone call or on a Zoom call.

My 6-Step Authentic Selling Formula

To preface this, sales is about influencing people to make positive change to their lives. It’s not about manipulating someone or trying to sell to someone who has no need or desire for your product.

The presumption is that the person you will be talking to has a problem you can solve, they have a need you can help with and they want to be on a sales call with you because they booked into your calendar. So you are getting on the call with integrity to start with.

A – ARE

A is for ‘are’, so where are you at? If I’m having a chat with someone at a networking event, I want to know where they are at. This will help you to know if you both are a potential match. It’s like when you’re dating you want to know the other person’s likes and dislikes, and where they are currently at in their life.

There are a range of questions that you can use in this category. So, when the person gets on the call, I just outline how I would like the conversation to go. I then ask if the person is comfortable and if they have a glass of water.

I then ask, “Out of curiosity, could you tell me a little bit about your current situation? What’s going on for you at the moment?” Or I might ask why they chose to contact me specifically right now. I ask what their circumstances are right now and if they are having problems, then I ask how long a problem has been affecting them.

I have a whole toolkit of questions, and depending on what the person says, I can look at my toolkit of questions if I’m on a Zoom call I have the document open, and I just follow the structure. If I’m out and about and I haven’t got anything in front of me, then because I’ve done so many discovery calls, the questions just start to roll off my tongue.

When the person tells me where they are at, I then ask, “Out of curiosity, why is that important to you?” I then dig deeper and ask how it’s affecting them. I ask how are things affecting them, their family and relationships, and their health.

I ask how long the issue has been a problem for them. When you ask questions this way, you can really get to know their current situation, and it’s not until you really feel like you understand the current situation, that you then move on to the next question.

Before you move to the next question, you need to validate and repeat back to the person what you’ve heard them say. You could use, “I just want to make it clear that I’ve understood this correctly…”. Repeat back to them what they have said.

Once you’ve validated, you want to go into some more digging questions like, “Can you tell me a little bit more specifically about that?.. Could you describe that a little bit more to me?.. I’m curious, can you tell me a bit more about…?”

Keep going until you feel like you’ve got a really good feel of where they currently are at.

B –BE

In the ‘be’ section, you find out where the person is wanting to be in the future.

So I ask questions like, “What’s the specific outcome that you want? How many clients do you want? How much money do you want to make?

If you’re a weight loss coach you would ask, “How much weight do you want to lose?  What dress size do you want to be? What’s an outfit that you want to fit in?” You need to be really specific.

Then you start building questions higher and ask, “What would your life be like if you solve this problem? How would it affect your family, your house, your business, your work, your emotions?”

If you think about the whole wheel of life, everything affects everything else. Your business or your work affects your family. Your mental health and emotions affect your business and your family. Your physical health affects your mental and emotional health.

So you want to get them to paint a picture of where they want their life to be.

Ask them about their big vision and their ultimate vision for their life. I get them talking about their vision, feeling it, and seeing it inside of their mind. I help them paint a really clear and vivid description of the future they want for themselves.

I spend quite a lot of time there. And then I go into the benefits. So I ask them what some of the benefits would be if they achieved their vision. And if they don’t move towards their vision, then I ask them how that would impact them.

C – CHALLENGES

There are 3 parts to the ‘C’ part to the process.

The first is challenges. What challenges are in the way and what roadblocks are preventing the person from getting where they want to be? You need to ask, “What’s not working for you and What’s holding you back?” “Where are you most struggling?” And, “Where are you frustrated?”

I have a whole lot of questions that I ask around the challenges someone is facing. One of my favourite questions is, “Where do you need the most help? Is it strategy, execution, skill acquisition?” I ask where the gaps are that they need the most help. I ask, “What have you tried that hasn’t worked for you?”

Once they say their challenges, I then take them into the second part which is the consequences for not changing.

And this is where you don’t just want to rush to the solution. You want to stay in the consequences and to do this there is a tension to navigate.

Tension is the chemistry itself. So with the consequences, you actually want to take them to the pain and I know it sounds horrible, but this is so that they can see a real contrast between the benefits and the consequences of what will happen if they don’t change.

They need to see the contrast of their beautiful vision they’ve just described to you and the consequences of their life if they don’t implement changes. You have to put your own discomfort aside at this point because the person has to feel the pain of the trajectory that they are currently on.

I then ask questions like…

“What’s it costing you to not have this problem solved?  How is it an issue? Why is it important for you to solve it? What would it be like if you didn’t solve this problem? What would life be like for you in 12 months’ time if you do decide to deal with these problems?”

This might feel really weird but you just need to practice. You need to hold that space for them to actually explore. They might not sign up with you and that’s totally cool.

But if they have got a conviction that they need to change and they can see if they don’t change that the direction of their life will not be positive, then you’ve actually done your job.

So an example question would be, “If you don’t do this, what would be the consequences, and cost you be to you emotionally, financially, spiritually, physically, if you don’t change?”

And then the third stage is commitment.

“Okay, so you told me this…(do a bit of a recap and validate…) so why are you committed to making it happen right now? What’s your commitment level from 1 to 10?”

And then you might say, “Okay, why did you pick that number?” Or one of my favourite questions is, “Why don’t you put the lower number?” Then, the person will give you all the reasons why it’s important to them to change.

Most people pick Number 8. I’ll then say, “Okay, why didn’t you pick a low number?” Then the person will often say, “Because I really want to change and I want to do ….” They actually are now talking themselves into the change.

D – DIRECT

Now you move from the ‘question’ hat, and you put on the ‘director’ hat because it’s here that you need to be the director.

The ABC part of the process is very much the area for curiosity, where you’re getting the person to tell you all about their situation. D is where you take the lead and tell them how you can help them.

To take the charge here, you say to the person something like

“You’ve told me… so imagine this…”

Then you fill in what they’ve told you about their vision and what it would be like for them when they’ve had their problem solved and they’ve achieved their desired outcome.

Now you’re guiding them to see that instead of struggling in an area, they will have achieved. And then you direct them to see what having that achievement ultimately means for their life (health, business, family etc.)

Then you would say to them something like, “If I was able to show you a way to avoid the problems that you talked about and your challenges (mention here the long-term and short-term consequences) would you like to hear about it?”

When they have agreed, I will then walk them through what it would be like for us to work together to solve the problems they mentioned and get the results they mentioned they want.

I’ll say to them, “So I have an [xyz] program that I think will really help you…” and then I go into sharing about my offer.

Here is where I insert something I call CPR. Credibility. Process, and Results.

For credibility, I’ll say something like, “Well over the last 10 years I’ve been coaching thousands of people and I’ve been so grateful so many people get results. And in that time I’ve discovered that the 3 main problems people face are…

Now I share my processes to help people overcome their problems.

I tell them I’ve created a process called the Client Attraction Accelerator and I walk them through the processes of the signature system that I have created to help them solve their problem. Then I’ll share some typical results that people have.

I will share feedback and testimonies that people have given me that I’ve helped them get fully booked with clients. Or it may be that I’ve helped people to run events or webinars. So I will talk about the credibility of why they should listen to me.

I then explain that I offer one-on-one coaching and group coaching. I tell them about my online program and about the extra support they receive, including access to my workshops.

I give details about the payment options and my payment plans that are available, and I talk about all the benefits they will receive.

Once I’ve shared what I have to offer them, I ask them how it fits with what they have in mind. And then I just wait and see what they say. If they want to proceed, I will then go to the next step in the process, which is to engage the person in the sign-up process.

E – ENGAGE

Here is where I take the person through the enrolment process. I would say, ‘That’s fantastic, I’d like to welcome you officially to the program and the community.”

I would then ask for their details to start the process over the phone. Here is where you want to have a card processing system that you can do it on the phone.

Next, I explain the process that will happen next.

I tell them something like “I’m going to email you a partnership agreement so that you can read and sign it, and email it back to me. When I’ve received this, you can get started straight away. I’ll send you the logins for the online course and you can book in your first one-on-one coaching session.

F – FINALISE

To finalise the process if someone doesn’t sound like they want to sign up right away, I will recap briefly the A, B and C’s of our discussion and I will talk about where they are at, where they want to be and the challenges and consequences if they do not address their issues.

If you don’t think you will be a match and you don’t want to work with them, give them some other help to help them out so they gained legitimate help from the discovery call. You would also share your credibility, your process, and results. Stay positive during this part of the conversation and don’t be in a rush to get someone over the line.

The whole conversation can happen from A to E  in 30 to 45 minutes. You really don’t need longer than that. If the person wants to think about it, you can book them in for another 15-minute catch-up.

Anything longer than 30-45 minutes for the discussion and you will probably be getting stuck in sharing too much content or going too much into ‘coach mode’.

If you would like help and support with your sales calls, I’d love to help you go through the sales session and personalise it for you, so that you can feel really confident on your calls.

I offer a free 45-minute clarity session for people who have not had a session with me prior.

You can apply here.

Kat

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