Kat Millar

by Leave a Comment

How I Signed Up 4 Clients This Week (And How You Can Too)

This week I signed up 4 dream clients. In this training, I share how you can do it also.

There are 4 main things we need to in order to attract new clients…

1. An Irresistible Offer

In order to sign up new clients, you need an irresistible offer. So it’s important to take the time to build out a no-brainer offer that you cannot wait to share with the world.

It needs to be an offer you’re proud of and excited about because it is filled with so much value.

Your offer needs to be designed very specifically for a clear problem and solution.

Your offer cannot be that you will give someone a dream life as that’s too vague. It’s got to be something specific, and you need to use compelling language.

People don’t want to receive coaching just for coaching’s sake.

They want to work through a process, overcome challenges and receive keys, tools, and resources. People want to work with someone who has overcome the same challenges themselves and organised their knowledge in a way to help them with the same challenges.

There are 3 main components I recommend you have in your irresistible offer:

1 – Curriculum

Your irresistible offer needs a solid step-by-step curriculum in your offer. It needs to have a step-by-step system, like an A to Z process.

It’s not just about having bits and pieces of content. It needs to take people step-by-step to their end goal.

There’s so much free information out there that people get overwhelmed. People want a curriculum of content and you want that to be available for people 24/7.

2 – Coaching 

As well as curriculum, people also need coaching and mentoring as part of your offer in order to implement the learnings.

Research shows that less than 10% of people ever complete an online course on their own.

You have knowledge, wisdom, and experience that other people don’t have and you’ve overcome the problem that you’re helping to solve, so including coaching or mentoring is highly valuable.

This could be done one-on-one or in a group setting.

It could be you delivering it, or one of your team who you’ve trained.

3 – Community

People also want a community. And not just any community, but a quality community.

There are so many Facebook groups out there. Most people are part of so many free communities and often they are getting lost in the crowd.

To accelerate success, we need a smaller quality, intimate community where we are valued, heard, and supported by people on a similar journey.

We need cheerleaders who lift us up, give us feedback, inspire us and help us grow. The best way to do this is in a smaller group.

Curriculum, coaching, and community are just some of the components of building out an irresistible offer.

I’ve got a whole training on how to build out an irresistible offer. Email us if you’d like us to send it to you.

2. Consistent Valuable Content

Every single week you need to give a valuable piece of content to your social communities. You can do this as a Facebook Live, as a blog post, or in lots of smaller social media posts (3-5 per week).

Consistency is the key to social media. The reason I signed up 4 clients this week is that I plant seeds constantly. I plant seeds in my Facebook Lives, blogs, and social posts. I’m constantly throwing seeds into the ground, watering and nurturing them.

The clients I’ve just signed up are from the seeds I planted a long time ago. One lady who signed with me has been following my Facebook Lives for about 6 months and she’s been getting my emails. It’s not about getting instant results. I only want to work with people that are ready.

I never want anyone to feel rushed into something.  I don’t like people to feel like there’s any pressure, so for me, I’m detached from the outcome. I show up. I ask what they need and if I feel that I’m the right fit for them, then I present them with an irresistible offer. But I don’t offer it to everyone.

The cool thing is that because I’m always planting seeds and consistently putting content out there, most people come to the strategy calls ready and committed to themselves.

I don’t ever have to do awkward sales calls because most people who connect with me know they have a problem and I know that I have a solution to help them.

Your content has to be compelling, hook people in, engage people, speak to their fears, to their desires and your content needs to connect with them emotionally.

You need to speak the language of your ideal client and speak directly to the specific problems and needs that they have.

Your content also needs a great call to action. You don’t just need free content, but also a clear lead generation strategy that you focus on. And consistency is the key.

3. Unshakable Confidence

Signing up new clients really comes down to how much you believe in yourself because if you’re not confident, you won’t be able to sell anything and you won’t be able to sign up clients.

Here are 5 things you can do to build unshakable confidence:

1 – Believe In Yourself And Back Your Dreams

Now, this doesn’t mean that every single day you wake up and feel amazing. It’s just a quiet knowing within you, that whatever happens, you will keep going until you make it.

I’ve made a decision a long time ago that I will never give up on my dreams. It doesn’t mean I don’t doubt myself. It doesn’t mean I don’t have fears, worries and doubts come up.

This is where you have to do the work to keep your mindset strong and keep backing yourself and believing in yourself. Even on the days where you struggle, you’ve got to just do it anyway. No one else will believe in you as much as you need to believe in you.

2 – Do The Hard Work

Confidence comes as a by-product of competence, and you get competent, by doing the work and by getting really good at your craft.

I’m good at sales because I’ve done hundreds and hundreds of sales calls. I’m good at presenting because I’ve done hundreds of events. I’m good at coaching because I’ve coached hundreds and hundreds of people.

I started out coaching people for free. That’s how I got all the learnings and figured out what people want and what they need. I’ve done so many strategy sessions where people didn’t sign up, but I’m not focused on the outcome because I know eventually, I am going to succeed.

There’s a lag time between putting the seeds in the ground, watering them and making sure they get the sun and looking after them before they start to grow and produce fruit. Most people don’t keep going and quit before the harvest comes.

Farmers don’t throw the seed in and expect a tree the next day. Farmers consistently show up, water the plants, fertilise the soil and do everything they can to ensure the crop they have planted end up bearing fruit.

3 –  Keep Showing Up Consistently

Keep showing up consistently even if you feel like it or not. You have just got to commit.

If you’re not committed and trustworthy, people aren’t going to trust you. They will just think you are there when you feel like it. People want to see you showing up and taking action consistently.

4 – Spend Time With Visionaries

Spend time with visionaries and people who think beyond just the current day-to-day stresses. You are not going to get unshakable confidence by hanging out with people who think small and focus on really small problems and things that don’t matter.

You need to spend time with people who are visionaries, who think bigger and look to solve bigger problems, instead of just thinking about how they will make their lives more comfortable.

5 – Have A Mentor

We all need mentors to help us develop our skills because confidence comes as a by-product of being really good at what you do.

And one of the fastest ways to get better at what we do is by having a mentor who has ‘been there, done that’.

4. Proven Sales Process

There are 3 main things people get wrong when it comes to the sales process:

1 – Not Having An Automated Booking System

This is so simple to overcome. If you don’t have an automated booking system, you just need to set up a calendar online. You can get one appointment type for free. I use Calendly.

If you want to have multiple calendars it costs $10US a month. I’ve got a calendar for 30-minute bookings,  15 minutes, 45 minutes, 60 minutes, and 90 minutes.

It just takes away so much time and effort that you can waste, going back and forth with people. How many people are just not signing up with you, simply because it’s too hard? You need to have something that people can book 24/7.

I don’t do anything manually for my sales process until I turn up on the call. Everything is automated. People book a session on Calendly. They get a questionnaire to fill out. They receive automatic reminders and all I do is read and take notes from their questionnaire before the strategy session.

2 – Not Preparing For Their Sales Calls

People don’t do well at sales because they fail to prepare. They don’t have a questionnaire, and they don’t have a structure to follow.

Sales calls are very dynamic and can go all over the place, but I have a structure that I’m following and a toolkit of questions. I then devise questions based on the questionnaire that I’ve received.

I always know where I’m at in the process of the sales call, as I follow a structure. I allow myself to flow within that structure though depending on how the call progresses. It’s so important to prepare in advance.

3– Not Leading In Their Sales Calls

You’re the expert. You’re the professional and people want to be led and directed in strategy sessions and sales calls.

In my strategy sessions and sales calls, I have set questions that I ask, but I flow with how the answers are, but I always bring it back within my structure. I lead in my strategy sessions.

I ask the person when I get on the call or Zoom if they are comfortable, have a glass of water, and are ready to start with the strategy session. I then have my questions and structure to follow based on the information I’ve received from their questionnaire.

There’s so much that you can do in your conversation to increase the likelihood that they’re going to say yes to you.

I absolutely love sales conversations, because it’s an opportunity to help someone change their life. I see them as coaching sessions and if we are a match, then I offer them my program.

Getting good at sales is the only way you can stay as an entrepreneur. It’s the only thing that gets money in your bank account, and it gives you freedom.

I could not have built my own business to a 6-figure business on my own. I needed a mentor. Personally, I invest at least $10,000 every year in getting help from mentors and coaches.

Every time my money has been low, I have spent the money and invested in coaching and mentoring, because that’s the way we grow.

Want help to grow your business? 

Do you want help to get more ideal clients, free up more time and create a profitable, lifestyle-friendly business that you love?

I offer a free 45-minute clarity call to see whether my programs are the right fit for you.

Apply for your free clarity session here

To your success,
Kat

by Leave a Comment

What’s Most Important To Me In Business And Why

 

A few people have been asking me recently about what’s important to me in business.

Understanding your business values is one of the most powerful ways to prioritise and make great choices, and reduce decision-fatigue.

If you’re trying to roll out something in your business and you’re wondering why it’s not working, it may be because what you’re doing is not aligned with your values and doesn’t have the right energy and passion behind it.

When you outwork your values in your day-to-day life, you feel aligned. You’re not going in different directions – where part of you is really happy and satisfied about what you’re doing, and another part is frustrated.

The way you know you’re not aligned, is that you get tension in your body.

When you really stop and think about what’s most important to you in business and you strip away all the external things, like the incessant need to impress other people or the need to look good… you tap into the true source of inspiration inside you.

This is the FUEL that’s going to motivate you to keep going when business gets tough.

Business gets tough. It can be a roller coaster. It’s hills and valleys – it’s rarely smooth sailing. This is why we need to make sure we’re clear on our business values, because they keep us going and focused on the right things.

When we really tap into our ‘why’, and understand and honour what drives us at the deepest level, we feel aligned, relaxed, calm, and in flow. We feel motivated, energised and inspired to KEEP GOING, no matter what.

So I decided to unpack my business values with you, to get you thinking about what’s most important to you in your business, so you can plan and prioritise your actions that are aligned with your values.

I will take you on a journey to help you reflect on your business values, who you’re becoming, how happy you are with where you’re at right now, and how fast you’re evolving.

I’ll share my top five values in business and how I outwork these business values in my day-to-day life. I’ll share how you can determine your business values, how they’re different from your personal values, and how you can outwork them.

Answering powerful check-in questions at the beginning of a day, week, month, or quarter is one of the best ways to get alignment.

The more you ask yourself and answer powerful questions, the more you get powerful answers.

I ask myself who, how, what, where, and why questions regularly. These are valuable questions that help keep you aligned.

Here are the questions…

1 – Who Do I Want To Become More Of?

The first question to ask yourself is “Who do I want to become more of?”

Who are you becoming? Take time to think of your future you – your future identity, and future vision. This activity is SO powerful.

I learned this in a coaching course and I now do it with my clients.

Future Vision Activity

Imagine you’re 75 years old and someone’s coming to your house and interviewing you. And they ask you what’s it like being such a successful…(You fill in the blank.)  When I did this, I said speaker, spiritual mother, philanthropist, author, and advisor.

When I’m 75, I don’t want to be retired. I still want to be writing, speaking, and taking more of an advisory role in my business. I want to be on the board of advisors for my company, and have a CEO looking after the day-to-day operations.

When I think about who I’m becoming, I’m thinking about that ultimate future. Who am I, becoming right now? Who do I want to become more of? If I keep taking the actions that I’m taking now, what trajectory is that leading me on?

If I want to become a successful speaker, I need to be doing things in my day-to-day life and putting things in my calendar, potentially every day, if not every week that grow me to become a successful speaker. These will eventually lead me to become that successful speaker and world-class coach.

You can also place characteristics around your ‘who’.  So think about the character of who you want to be. For example, I want to be more kick-ass. I don’t mean intimidating, but to me, kick-ass people, are relentlessly dedicated to creating results.

I want to be that person who is kicking goals, in order to inspire other people,  because inspiring people taps into my personal value of contribution.

Perhaps in your character, you want to be more patient. That’s one of my characteristics I want to develop this year, is being more patient. Maybe you want to become more kind, inclusive, or resilient.

If you want to be braver, you need to prove this to yourself by doing things that scare you. You prove it to yourself by doing things like Facebook Live videos or running a webinar even if you’re scared of tech and don’t feel like a good speaker.

2 – How Quickly Am I Evolving?

Ask yourself how. How quickly are you evolving? How are you evolving in business, or in your personal development? How quickly are you dedicated to catching what the issue is where you need to improve and working on it straight away instead of delaying it?

In order for me to grow quickly so I can help people who are struggling and suffering, I need to ask myself these ‘how’ questions, and so do you.  We need to stop being doormen and start taking the fast lane instead of the footpath.

I was sharing in my Inner Circle group today about putting the accelerator on and choosing to stop cruising. How much time are you spending in the fast lane really accelerating your growth by facing the stuff that scares you?

How long do you spend facing those things that are in the next level of your comfort zone? If you think about your comfort zone as a boundary that’s around you, that boundary is made up of your fear, because you don’t want to go over that boundary into your next level.

Your next level life outside of your comfort zone is your growth zone, so your fear is keeping you in that boundary. f you want to grow quickly, you need to step out and face your fears. It’s here that you quickly evolve for the sake of the people watching your life and for the sake of those who you will help in the future.

3 – What Can I Do Today To Live From My Values?

Ask yourself, what can you do today to live from your own values?  I really love asking myself this question. Sometimes I just go for a walk without my phone. And I just take one question with me. So just get the question in my mind and I walk until I get the answer for it.

What can I do today to live from my values? This question forces your mind to come up with your answer because you’re not asking ‘am I’, you are asking actually what can you do today to make living in your values a reality?

This is a powerful question because your mind is so resourceful and creative, and it will come up with the answers for you. And then you want to take action on them and actually do them.

4 – Where Do I Need To Improve?

Be honest with yourself, and ask yourself, Where do I need to improve? Where is it that I’m sucking or really failing at right now? Maybe you can fake it with other people,  but don’t fake it to yourself.

If you’re eating a bag of chips every night, yet trying to lose weight, or if you’re scrolling on your phone for an hour every morning when you wake up,  instead of doing something else that will progress your business or life, then you’re not being honest with yourself.

Really face yourself and don’t fake to yourself. Instead of thinking ‘one day’, take steps today to improve yourself.  Let’s face it, we don’t know if tomorrow will come, so taking steps today is what is important.

5 – Why Is It Important For Me To Go To The Next Level?

Why is it important for you to go the next level?  Why is it actually important for you to step out of that boundary where you’ve kept myself safe and small because of fear?

We’ve all got a next level to go to.

For some of us, it’s going to the next level in finances or to the next level in running events or writing a book.

Whatever it is, we’ve all got a next level and we’ve all probably been putting the next level off.

I feel like that’s the most common theme that I see with my clients. I see they want to do something and they procrastinate. We don’t procrastinate typically because we’re lazy, we procrastinate because we’re not clear on the benefits and the reasons why we should be doing something.

I often ask myself why it’s important for me and don’t just give a few answers. I will write at least 50 answers – usually 80-100.

I ask myself, for example, why is it important to do Facebook Lives each week, or why is it important to learn to do Insta stories or to write a blog each week?

My Personal Values

and

1- Freedom

My number one value in life and business is freedom. That’s why I left my full-time job in 2003 and I haven’t been a full-time employee since.

Freedom for me is about setting my own rules, being my own boss, and being free from the rat race I was in. Freedom is a higher value for me than security.  It’s more important to me than a safe income. 

2 – Growth

Look at how you spend your time and you will know your values. Look at your calendar. Is it filled with gym sessions, business events, etc. or is it filled with a whole lot of space where you sit and watch Netflix?

Look at what is on your walls and what kind of books you read. If you look at your audible account, what kind of books are in there?

You can see what your values are by looking at where you spend your time, energy, and resources. This will show you what you value.

3 –  Health

Health and energy are really important to me. Having enough energy and making sure that I’m exercising regularly and nourishing my body, soul, and spirit.

Looking after my health and energy is about eating well,  getting enough sleep, getting enough exercise, taking breaks, and going on holidays. These are all part of my health values.

4 – Connection

Spending time connecting with people and building relationships is one of my highest values. It’s part of the way I feed my soul. Connection is a value that I build into my business.

5 – Creation

It’s so important to me to create my own content, legacy items, and intellectual property and package it all up and share it.

My Business Values

With your personal values, you look at your life in every area.

With your business values, you want to think more specifically about what is most important to you in business. Think about how you’re serving people and what’s important to you in terms of your lifestyle. For example, to have integrity, to be honest, reliable, and give great customer service.

These are quite obvious, but there are some deeper things like what makes you unique and it becomes your manifesto. I like to set up business values that I’m aiming towards as guidelines and goals, rather than values I’ve necessarily arrived at.

1 – Radical Resilience

Radical resilience is doing what I know is the right thing to do, whether I feel like it or not. That encompasses discipline and encompasses consistency. It’s turning up with I feel like it or not – because I’ve made a commitment.

Radical resilience is also bouncing back. If I do an event and it doesn’t work as well as I wanted it to,  I don’t wallow with it, I just keep going. I keep going until it works. It’s having an ‘until’ mindset.

When  I look at my to-do list, I’ve got hundreds of action items on there. I’m going to just keep going through until they’re done, or I delegate them to someone. But I know that I’ll never give up. I just will not ever give up. Going back and giving up is just not an option for me. It never ever enters my mind.

2 – Authentic Expression

With authentic expression, I don’t always get it right. Sometimes I feel like I’m not fully expressing who I am. Sometimes I question who I am. I’m not really sure.  I’m such a by-product of all my mentors that I’ve studied.

Am I really using my own authentic voice? This is something I keep working on and evolving towards.  If you think of innovation,  it’s often the combination of different ideas, plus someone else’s creativity added to it. So that’s something that I’m evolving to become.

3 – Extreme Ownership

Extreme Ownership is another of my high values. There’s a great book called Extreme Ownership. I recommend you read it. Extreme ownership is taking ownership of everything in your business and being responsible for it.

I’m 100% responsible for my reaction to what happens. I can’t control coronavirus, the economy, or all these other external things,  but I can change my response to it and pivot to make my business better.

4 – Productive Organisation

Productive organisation and consistency are something I’m working towards. It doesn’t come naturally to me.

It’s something I have to train myself in as it’s not a natural gift or talent, despite people thinking that I’m very organised.

I strive to be organised. It’s like striving for excellence. Sometimes I have to launch things at 80% or 90% because the ROI of me getting that thing to perfection is just wasting time. And so I’ve got to just be consistent and be organised and just do my absolute best. But I have to let go of perfectionism.

5 –  People-Focused Growth And Contribution

It’s not enough for me to just amass money, or just to build an empire. For me, it’s about how can I serve others or support them? How can I give back? How can I invest money into charities and causes that I care about?

I invite you to come up with your top five values if you haven’t already. It’s about growing every day towards your values.

P.S. Would you like to know exactly how to define your business values and outwork them, so you can accelerate your business faster?

I offer a free discovery session (first-time sessions) for people who want help to take their business to the next level.

I’ll map out a clear business roadmap for you to follow straight away, so you can get more clients and hit your freedom figure asap!

Apply for your free session here

See you soon,

Kat

by Leave a Comment

Content That Gets You Likes Vs Content That Gets You Clients

There is a big difference between content that gets you likes, and content that gets you clients.

And it’s not just the dollars that come with gaining clients. I have discovered 3 simple tricks that will make your content 100% more compelling.

Content that gets you likes may be interesting and entertaining. It might be a little educational.

But there are depths and layers that we can add to our content, which inspires people to actually take action as a result of reading your content, and this is our ability to influence through our content.

Influence is the ability to inspire someone to take action to get more of what they want. To influence someone, you have to go deeper into their subconscious mind.

Lots of people are producing content, creating videos and getting themselves out there online now, but not many people have a solid, consistent, client database and income.

Success is not about just people liking and commenting on your posts. The most successful people actually aren’t spending all this time on social media checking likes and checking comments.

The most successful people are too busy servicing their clients to worry about that.

Once you know how to create influential content that is compelling, your whole world expands and opportunities open for you.

It doesn’t mean you’re better, it just means that people position you and see you differently. More people contact you to speak on their podcast or in their Facebook group. That’s what happened when I shifted my live events online.

When I was started shifting all my events online, I had many invites to speak to various groups and on podcasts. This was because I was consistently showing up.  I was willing to consistently show up with content that influenced.

I challenged myself to not just create ‘How To’ content or ‘Step by Step’ content, but to go deeper into people’s subconscious mind, because that’s how you influence. When you understand the drivers below the surface logic, then you can get more people booked into your calendar for strategy sessions and discovery calls.

Influential content is crafting your words in a way that makes people want to take action, and take that next step towards actually working with you.

Whenever I put out a new blog or a new video, or send a new email,  I’ve really crafted it and thought about the how to make it compelling and influential. Typically people reach out to me and book into my calendar or webinars, or they contact me privately.

Crafting influential content works. You don’t have to have 1000’s of people on your mailing list, you just need to know how to influence people.

When you have developed the skill of influence, people will reach out to you for PR opportunities and for joint venture opportunities.

You will find the whole world opens up to you and it’s not by chance. It’s because you know how to arrange your words in a way that speaks at the subconscious mind.

It’s about knowing how to awaken desires within people, to make them want to learn more, and motivate people to move away from their pain.

Credibility doesn’t come from just having knowledge. They say knowledge is power, but it’s actually only potential power. Credibility comes from getting people results.

When people want to succeed, they seek advice from people who get results and who are further along in the journey than themselves. It’s not just about teaching something to people, it’s about your ability to communicate your value so that someone wants to follow you because you get results.

1 – Influential Content Is Conversational And Natural

Influential content needs to be conversational and natural. People want simplicity and they want something they can understand easily.

People are influenced when they trust you. Who do we trust the most? We trust the people closest to us. We trust certain family members, our friends, our partner, our close peers.

If we’re not being our natural selves, our content can sound formal, when we wouldn’t speak that way with our friends or family if we were chatting over a coffee.

When you create content, you need to speak to your clients as though you are speaking to a trusted family member or friend.

We also do this when we get on video. I look back at my first Facebook Live and I cringe! I was so unnatural. It’s not easy to be yourself when you get a camera in front of you.

When things are not natural and they are hard to read, or when you sound like a robot, your readers lose interest quickly and they scroll on by. So you want to write like you’re just sharing to a friend and write in a conversational tone.

That is what makes it influential. We are more influenced by our friends than we are by a marketer online, or by a business person online.  We’re influenced by the people that we trust and the people that are closest to us.

Forget what you learned in English, in terms of things having to be in perfect grammar. When you write as you speak, your writing is going to be more influential and you’re going to be ahead of most people,  so keep it casual.

2 – Influential Content  Speaks To The Subconscious Mind

There was a study done by Harvard, that shows that over 90% of our buying decisions are made by our subconscious mind. When you think about buying, it’s all about influence.

When you buy something, it’s because you’re influenced in some way by the colour, shape, the words or the sound. Something influenced us to buy it. So if you want to influence people,  the most essential business skill you can have is to be able to speak to the unconscious mind.

We do this by understanding the real drivers of human behavior. It’s not logic. It’s connecting with the pain, desires, values, shadow values, beliefs, and things that go beyond our logic.

For example, status is one of the 7 desires that I spoke about in the last training. The need to increase our status by something we buy is a strong driver. People are asking themselves if what they are buying will increase their status.

Other drivers could be the appearance of intelligence, looking smart, appearing powerful, being wealthy, or it could be something altruistic, like doing kind deeds. If you want to influence people, you need to understand these subconscious drivers of human behavior.

When we purchase something, we often aren’t thinking logically. It’s like doing a bungee jump. You don’t think through it as though you are going to get different benefits of it. You don’t think through the pros and cons of doing a bungee jump.

When I decided to do a bungee jump, I wanted to feel the thrill and the freedom of throwing myself off a bridge. I wanted to feel brave and courageous.

It wasn’t a logical decision. It made zero sense to throw myself off a bridge. My Mum was absolutely mortified and said she wouldn’t throw herself off a bridge if someone paid her $500 million!

But yet, I chose to jump, even though it made no logical sense because it actually is not logical.  It was so scary. There were not many benefits. But I was driven to do it.

Influential content speaks to the side of someone that’s driving them, the side where they’ll find the money, they’ll find the way, they’ll find the resources that they need to make it happen.

If I think about the programs that I’ve invested in to teach me with my business, the most expensive one was $17,000.

I had no money at the time and I had 3 credit cards full of debt. I think now that it was such an illogical decision to put myself in another $17,000 worth of debt, but I didn’t think of it like that. I thought of it like an investment into my future.

I’m so glad I wasn’t logical because that was one of the most powerful things I’ve ever invested into. It gave me an NLP certification which absolutely changed my life and the way I think about myself and the world. It gave me a life coaching certification, speaker training certification, and a business certification.

I have seen a massive return on investment because I’ve made way more than $17,000 back from that investment. It was illogical, but it felt right, because the person who sold it to me influenced me, because he pushed on those values. He helped open my future vision of myself to be a successful business owner.

So too,  you can deliver content that goes straight to those core needs. And remember, it’s about emotion, not logic. When you learn to speak to the subconscious, it transforms your content completely.

3 –  Influential Content Speaks Directly To A Person’s Pain And Desires

Influential content speaks directly to a person’s pain and desires and this is how we wake up the emotions. You really need to know your ideal client and speak directly to them.

You can’t expect people to be influenced by your content if you don’t understand them. And you’ve got to speak their language and know specifically what pain areas they have.

What are their fears, frustrations, and struggles in their life right now? Then you need to articulate their pain to them exactly in a way they would say it.

We used to get taught paraphrasing. When you’re having a conversation you do open listening and you paraphrase back to the person what you heard and you repeat it back exactly how they said it. So if someone said they want to get rid of a muffin top, you wouldn’t say, “Oh, so you want to get toned obliques?”

You would repeat back using their exact language.

You’ve got to use your ideal client’s exact language. And to do that, you have to get to know your target market. And you do this by having lots of conversations with your ideal clients. I’ve done hundreds of free sessions with people who are ideal clients so I could learn their language, their pain points, and their desires.

So there you have it, the difference between content that gets you likes, and content that gets you clients.

Want help to grow your business?

Business is too hard to do alone.

If you need help to get more right-fit clients, free up more time and create a profitable, lifestyle-friendly business that you LOVE, I’m offering a free 45-minute next-level business strategy session, where you’ll get clarity and a clear action plan.

I’ll walk you through a roadmap to show you exactly what you need to do and personalise it to suit you. 

Apply now for your free next-level strategy session

 

 

by Leave a Comment

How To Share Your Value Online, Without Feeling Like You’re Bragging

When it comes to sharing your value online, do you worry that people will perceive you as big-noting yourself or bragging?

We’re aware that it’s not really acceptable to brag about ourselves!

But we’re also mindful that we need to be sharing our expertise and credibility to promote our business.

So how do we share our experiences and value, without coming across as though we are being boastful?

In this video, I share 3 ways:

1 – Show, Don’t Tell

As an entrepreneur your job is to express your worth by organising your knowledge and offering it to the world. This may be uncomfortable for you, because it involves showing people how you can help them and being confident in it.

It means not being afraid to be seen and heard, not being afraid of having a voice and having an opinion. You are  far more valuable than you realise. You’re probably earning way less than you deserve.

No one is going to come along and demand that you realise your worth. That’s up to you. And you won’t last in business long if you don’t! 

If you want to help more people you’ve got to be clear on your value and you’ve got to let people know about it.

I love what renowned marketing expert Frank Kern says: “The best way to show someone that you can help them is by actually helping them:.

If you want to share your value – ask yourself how much value you are ACTUALLY giving to your people?

Not just intermittent value, but consistent value where you are showing up regularly to help your followers.

Does your audience feel they can really trust you to keep showing up?

Can they rely on you not being here today and then gone tomorrow?

Are you just re-posting other people’s content, or are you deliberately crafting something from scratch that will genuinely be helpful for people?

A lot of people don’t want to give all their secrets away and you don’t have to either.

However, you can give away so much of your knowledge and valuable content and people can still want to pay you. They need more than just information.

Even though I give a lot of free knowledge away, people still need a personalised roadmap to help them through their business journey, and there is only so much you can get out of my free posts, blogs and videos.

Eventually you need to get eyes on your business and have someone help you create a clear roadmap that will guide your business into being all that you planned it to be.

Putting yourself out there requires courage, effort and consistency. It requires you to be loyal to your followers and to the people who are watching your life. It means sharing your opinions and sharing your unique feelings, even though your opinions might ruffle some feathers.

Marketing is about targeting the right people and being willing to not attract everyone. Leaders and influencers are not afraid to repel some people, when the right people are drawn to them.

You see this on YouTube all the time. As the likes go up, the dislikes also go up.

If you are going to attract some people, you are also going to repel others. It’s the nature of online business.

If you’re struggling to get clients right now, it’s probably because you haven’t shared enough value, or communicated your value well to your audience. You have a genius zone that other people need and don’t have.

The more you know your value, the more you’ll be able to communicate your value. So some of it actually comes down to valuing yourself and your self worth. It’s really about backing yourself.

You need to back your work ethic, back your ability to help people and back your program. Put your program on a pedestal, not yourself. And this is how you can share your expertise and your brilliance, by really talking about your program. Your program is not just something you’ve created, it’s a part of your core being that you’ve poured yourself into.

Most Mothers wouldn’t reject their child or put them down if someone complimented her child and called them pretty. She probably wouldn’t say, “No she’s not”. She created that child, so she would hopefully accept the compliment and respond with a thank you.

It’s the same for a program you’ve created.  You don’t have to say you personally are great, but you can say that your program is excellent because of how you have invested what you’ve learned, your experience and your soul into it.

You can share how you’ve spent a long time creating the program and within it you share your knowledge in an easy to follow, step-by-step process. Instead of elevating yourself, you elevate your signature system that you’ve created.

2 – Have A Balance Of Strength And Warmth

There’s an amazing book called ‘Compelling People’ by John Neffinger and Matthew Kohut.  They did some research on compelling people who have a very large audience.

What they found is that compelling people have two important traits – strength and warmth. Compelling people have a balance of strength and warmth, where they have found a sweet spot of balance between these two traits.

Showing Strength

Strength is that directness and confidence that holds conviction behind it.  When you are in the presence of someone who is very powerful and very strong, you feel an energy exuding from them. It makes you trust them.

Strength is such an important part of showing your value. You’ve got to be strong and confident in your conviction and certain of who you are and what you offer. Strength is also about competence.

When you are confident in your competencies, you know that you have expertise and can deliver results. Strength is shown in your certainty, confidence and competence in what you are offering.

Showing Warmth

If you have strength but you don’t have warmth, you come across as too direct and hard. It’s the opposite end of the spectrum. If you’re too far on the strength end of the spectrum and don’t have warmth mixed in, you come across as direct, hard, unlikable, not relatable and intimidating.

People will think you are powerful, but they won’t want to get in close proximity with you. You become scary to people. So your strength needs warmth to balance it out.

Warmth is having empathy, understanding and having the ability to listen. It’s all about the connection. It’s conveying your humanity, being relatable and vulnerable. People often think that vulnerability lowers your value, but it actually increases it.

If you want to have compelling copywriting, you want to have a good balance of strength and warmth. Take the time to assess yourself and ask yourself where you sit on the strength and warmth spectrum. Even ask some people close to you for how they experience you to be.

If you’re really strong, think about how you can turn up the warmth a little. It could be smiling more, telling stories or sharing your experiences and bringing vulnerability into your personal stories when you’re sharing your value.

If you’re more on the warmth side of things and you’re really good at relating with people, building connection and showing empathy, then maybe you need to push your strength side a little. You may need to be more assertive and tell people how you can help them, and share about the consequences of them not changing.

3 – Evoke Emotion

The language and words we use in our content can evoke either fear or desire and you want both of these within your content to create compelling content. Compelling content evokes the pain that people are in and it pushes on their pain points.

There are 7 pain points that people try to avoid, and I go deeper into these in my upcoming webinar.  Your clients are feeling pain in some of these areas and there are words and language that we can use to help them avoid their pain and remove them from the trajectory they are on.

There are also 7 main desires that humans have, that are solved by service-based businesses like coaching and consulting.

With both pain and desire, you’ve got to be thinking how you can express your value and also move people emotionally, because it’s not just about sharing content. There’s so much information out there, we can Google anything, anytime on our phones. It’s not just about sharing information.

It’s inspiring people to act. That is what valuable content is. Valuable content is not ‘3 tips’ or ‘3 secrets’ or ‘3 methods’.

It’s about using story and emotion to push on pain points that invoke emotion and desire that inspires someone to act.

When you are creating your content, really think through the language and the words that are going to bring the pain or desire feelings to your readers.

When you inspire someone to take an action, even a really small action, they attribute that to you, and they’re like, ‘Wow he moved me. He didn’t just entertain me, he educated me and helped my belief to shift so I see things differently now’.

And that is what valuable content does. Valuable content is about showing and not telling. It’s about having a balance of strength and warmth and it’s about showing value and evoking emotion.

If you would like to know how to do this, I’m unpacking it all in my upcoming, free webinar, on Thursday, 18th February.

I recently ran a 1-day event, where I delved deeply into the art of creating compelling copy.

I shared my ‘Compelling Copy Formula’, and unpacked the psychology of influence, which enables you to understand at a deep level how to inspire people to take action.

I received so much great feedback about it that I decided to run a FREE LIVE online ‘best-of’ evening event with the highlights that people loved MOST!

If you want to avoid being drowned out in the sea of noise with the masses online, and you want to understand how to create compelling content and get my actual step-by-step formulas, then this webinar is for you.

I’ll be unpacking how to write influential copy and how to utilise power words and phrases that move people towards you.

I’m sharing how to communicate your value in a way that people get to know, like and trust you, so you can attract new clients FAST!

Learning how to write influential content has the potential to change EVERYTHING for you.⠀

Want help to grow your business? 

Business is too hard to do alone.

Do you need help to get more right-fit clients, free up more time and create a profitable, lifestyle-friendly business that you LOVE?

I offer a free 45-minute business strategy session, where you’ll get personalised guidance, direction, clarity, and a clear action plan.

I’ll walk you through a proven business growth roadmap and personalise it to show you exactly what you need to do to hit your financial and freedom goals. 

This is only for people who are ready and committed to change.

Apply now for your free strategy session with Kat 

by Leave a Comment

3 Instant Tweaks To Make Your Content More Compelling

If you want your content to connect and resonate with your audience, there are some key elements it needs to have.⠀

The COOL thing is, creating compelling copy is a learnable skill. And it’s actually really simple when you know how to do it.

In fact when you learn the predictable patterns, it almost seems like magic!

But it’s not magic. It’s simply knowing the proven formula.

It’s knowing the right things that you can tweak and change, so that your copy becomes compelling, engaging and attracts the right people.

If you want to make your copy more ‘poppy’, it’s about taking bland, boring content and making it stand out.

It’s doing a copy makeover to make it influential – so that people take action, and are inspired to work with you.

Creating compelling copy closes the gap from where your ideal client currently are, to where they want to be.

So here are three hacks to instantly make your copy more compelling.

1 – Push On Pain

In order to move people to action, we want to push on people’s pain points. I know that sounds a little bit horrible and harsh  but pain motivation is twice as strong as pleasure motivation.

People are twice as motivated to avoid pain as they are to move towards pleasure.

We can’t ignore this truth.

To move people to action, remind them of their pain, and the painful consequences that will occur if they don’t change.

The trajectory that we are on in some areas of life is often leading to MORE pain, but we try to ignore it.

Think about someone who smokes a pack a day. In order to keep up that habit, they have to shut the door on the little voice that tells them they need to change or else suffer the consequences.

Reminding people of the trajectory that they’re currently on is not causing more pain; you’re revealing the truth.

7 painful triggers that motivate people to act include:

Avoidance of…

  • Danger
  • Fear – e.g. emotional fear like fear of rejection, loss, failure, fear of not being good enough.
  • Doubt
  • Complication
  • Uncertainty
  • Boredom
  • Loss

These 7 things are triggers that people will take action to avoid.

So if you think about your offer and your content, how can you start to use these things in your content?

How can you push on your ideal clients’ pain points in your content?

When it comes to buying products or services, people are constantly asking themselves is going to increase their status or decrease it.

How can you show someone that if they don’t take action, their status is going to be decreased?  It’s super powerful, but it takes a little bit of thinking through.

When you take the time to really craft your copy and content, make sure that your content is engaging and compelling.

Making your content engaging and compelling drives people to take action and move towards you faster, so you can close the gap quicker than you can think.

If you write a content post that has these pain elements in it, you will find people wanting to book into your calendar straight away, get on a discovery call with you, and potentially sign up to your signature program offer. So this stuff matters.

I know this sounds like hard work, and it does take time to craft your words so they will move people to take action, but it’s so worth it. It’s a skill that anyone can learn and it’s actually quite simple, when you know the tweaks and formula, but there is some work involved.

A really compelling post can make you a lot of money.

This is why copywriting is one of the highest paid professions.

Over the last 10+ years I’ve been crafting marketing wording to attract clients. I’ve tested and proven the copywriting formulas that work. And I know from experience, when you craft your words correctly, your income will increase!

2 – Develop The Desire

Here are 7 desires that motivate humans:

  • Desire for love
  • Desire for freedom
  • Desire for increase
  • Desire for speed
  • Desire for ease
  • Desire for status
  • Desire for pleasure

If you think about all the services and products in the world, most fall somewhere under these 7 desires. The desire for freedom is desiring freedom from pain, freedom from emotional turmoil.

People want things faster, better and easier.

We can incorporate these desires into our content to make it more enticing and more appealing.

And you don’t need to be a master copywriter to do this.

You just need to know these things so you can start thinking through how you can take a piece of content and make it pop. Here’s a piece of content for a fictional company that I’ve made up.

This will give you an example of adding different elements that focus on desire:

Original copy:

‘Functional Fitness is one of Australia’s leading gyms, with a wide range of fitness classes.. We are proud of our instructors and state of the art equipment. We’re passionate about our revolutionary approach, and take great pride in our classes that are second to none.’

This has some fancy language and it’s a typical features based piece of copywriting.

The problem with this basic copy is that it’s not talking about what’s in it for the reader and it doesn’t include all these desires.  So, I’ve added some desires of added status, speed increase and ease.

Tweaked copy:

‘When you join Functional Fitness, you’ll find the most cutting edge classes that you’ll love coming back to. The instructors you will meet are super supportive, they will be there for you every step of the way, to help you achieve your goals. You’ll find our spaces fresh, vibrant and fun, so you can start feeling fitter, faster.’

You’ll also notice in this tweaked piece of copy, I used the word you, your or you’ll 9 times. The first piece of copy had no usage of these words, which is common with people’s copywriting. People want to hear what’s in it for them, not what you are doing for them.

In the tweaked copy, I push on status, so I say the classes are ‘cutting edge’. I also push on speed, so I mention people can get ‘fit faster’. I want to focus on ease so I mention the spaces are ‘fresh, vibrant’ and ‘fun’.

3 – Elevate The Emotion

We all have triggers for our emotions. We buy based on emotion, we justify our emotional decision and back it up with logic. There are some power words you can use that trigger an emotional response.

In my workshop this Saturday, I’ll be going through a full list of power words, but today I’ll share a few to get you started.

The first example is a headline:

BEFORE – ‘3 Ideas For Healthy Lunches’. You might make some content like this is you are a health coach. It does the job, but is pretty boring and bland.

I’ve changed this copy to add a little bit more of the pop…

AFTER – ‘3 Nearly Instant Cures For Boring Healthy Lunches.’

In this one statement, I’ve made it less boring, because no one wants boring. I’ve added speed by saying ‘nearly instant’. I’ve changed the word ‘ideas’ to the word ‘cures’,  because everyone wants a cure to something.

This is a simple example that shows you just how easily you can take some words and just make a headline pop. Did you know your headline is 80% of the value of your content? If you get your headline right, you will get people clicking through.

The second example:

BEFORE – ‘How To Be More Effective At Copywriting.’  This is fine. It does the job. But just adding a fine tweak we can make it pop.

AFTER – ‘Surprising Ways To Be Uber Effective With Your Copywriting’.

People love surprise. They love novelty, actually the brain loves novelty. The brain also loves curiosity, so using the word ‘surprise’ hooks people in.

The third example:

BEFORE – ‘I’ll show you how to set goals, and make sure they happen.’

AFTER – ‘You’ll pick up my unique goal setting formula (and then you name your formula), so you can finally achieve the results that you want.’

When you name things and make them a formula, a roadmap, a blueprint, a method or pillars, you’re organising your knowledge and you’re putting a framework around it.

This adds curiosity and people want organised, structured knowledge.

When you structure and name your packages well, it’s no longer just tips, it’s an actual, tangible thing. The internet is full of tips, people don’t need more tips.

When you create a formula or a roadmap and name it, you tap into emotion.

Here’s an example for a baby sleep coach:

BEFORE –

‘I’ll show you how to create a successful bedtime routine’, you can use: ‘Learn my proven strategies for a successful bedtime routine, so you can finally enjoy a tear-free story time every night.’

AFTER –

Here we are evoking emotions, which is avoiding the tears every night.

Using the words ‘every night’ is pushing on the desire for increase.

So you can see, it’s just little tweaks, but when you understand the formula to writing compelling copy, it makes a huge difference. In this example, I’ve pushed on pain, developed the desire and elevated the emotions.

Another thing that I’ve done here, is add specificity. I’ve made it more tangible so you can visualise it.

3 Copywriting Traps People Fall Into…

1 – Not Having A Formula

A formula helps you put all the pieces together and joins the dots. When you have a formula, your business can change, really fast and people will start reaching out to you and wanting to work with you.

2 – Not Having A Strategy

You need a clear content strategy or you will waste hours labouring over words.

3 – Not Having Certainty

Not knowing certainty or understanding the best methods and layers that come into the psychology of influence and how to move people towards you, can leave you and your business behind.

As a business owner, the most useful but underrated skill that you can learn is the skill of writing compelling copy if you want to get more clients and grow your business. And the coolest thing is copywriting is a skill that can be learned.

For the last 10+ years I have been crafting copy and have developed a formula that has been proven to work. I use this formula with my clients, and they get fantastic results fast.

Want help to grow your business? 

Business is too hard to do alone.

Do you need help to get more right-fit clients, free up more time and create a profitable, lifestyle-friendly business that you LOVE?

I offer a free 45-minute business strategy session, where you’ll get personalised guidance, direction, clarity, and a clear action plan.

I’ll walk you through a proven business growth roadmap and personalise it to show you exactly what you need to do to hit your financial and freedom goals. 

This is only for people who are ready and committed to change.

Apply now for your free strategy session with Kat

 

Download Your Free Client Attraction Checklist

Grab your copy of the Checklist now

Let’s Connect!