Kat Millar

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3 Keys To Getting People To Take The Next Step Toward Working With You

 

If you want to be able to turn someone from a stranger, into a follower, into a paid client and eventually into a loyal, raving fan, there are 3 specific keys that you need to follow.

Your clients will move through a specific progression from discovering you & engaging with you, through to buying from you, and it’s important that you understand how it works.

Too many people rush things.

In dating. In networking events. In pushy DM’s & PM’s. In sales conversations.

Over the years I’ve worked with all sorts of business owners, from coaches, psychologists and consultants, to childcare centre owners, gym and studio owners and thought leaders.

The people who are most successful have nailed these 3 keys that I’m sharing with you today.

The 3 keys are Know —> Like —> Trust

This is the progression your clients will take from discovering you & engaging with you, through to buying from you.

You’ve probably heard of these factors before. But do you know how to use them?

It’s important to look at your whole marketing strategy when it comes to employing the know, like and trust factor.

A lot of people say that they are posting but not getting clients. They are sending out emails, but people aren’t clicking through and taking action on the next step.

If that sounds like you, one of these 3 ingredients is probably missing.

The good news is, once you identify it and fix it, you can get your client pipeline flowing again.

When you combine these three elements, magic happens.

You start to become more of an authority and you build a tribe of fiercely loyal clients.

So here are 3 keys to take people rapidly on the journey from not knowing you, through to knowing you, liking you and trusting you enough to become your client and also become a raving fan.

1 – The Know Factor

There are three different aspects under the ‘know’  factor that we need to take into consideration.

Visibility

When it comes to people knowing you, visibility is key. People need to know that you exist, so you’ve got to be visible and visible in multiple places.

This is stage is all about building awareness that you exist. This means you need to show up in multiple places online and you need to attend events as well.

Going to events are such an easy way to build trust and connection really fast.

I know it’s been challenging this year to get out there and attend actual physical, live events, but attending seminars, conventions, conferences and networking events, is the easiest way to get known quickly. Because we’ve had social distancing and so many live events have been mostly closed down, I suggest hanging out regularly online instead, such at Facebook groups.

Pick three of your favourites groups and make sure you’re not in there with the sole purpose of getting clients.

It’s so important to give value while you are there.

You can also build connections and collaborate with Facebook group owners and ask to be a guest speaker on a podcast or in the Facebook group.

It’s called relationship marketing or conversational marketing. So you want to be out there, being visible in order to build that ‘know’ factor.

Build Curiosity

Building curiosity is so key for building people to know and like you. People get curious about what you do by regularly seeing you and by you educating people on what you do.

It’s all about volume and putting things up multiple times. You can’t put one blog up and think that it’s going to get you clients. You need to educate people about what you do. Be really clear on what you do. This is why niching is so important.

You can’t just say you are a life coach or a business coach.  You’ve got to tell people the kinds of things you do with people.

To get people to move to the like factor, they need to know you. And we want to make sure people get to know you by you being yourself.

Marketing is about attracting and repelling, so if you think about it, would you rather have a bunch of people that love you because they know you, or a few people that just don’t like you?

If you want to be successful you don’t need everyone to like you. You just want people to know clearly who you are, what you do and you want to be able to be yourself.

A lot of people struggle with getting out and being visible. But the fact is, if you’re not willing to do it, you won’t even pass that first date. There are stages that you’ve got to move people through from knowing to like into trusting, so you have to get out there and be visible.

People won’t just know you exist. You need to make yourself known to your ideal clients.

2 – The Like Factor

Giving Value

How much do you generously and genuinely give value?  Back in the old days (like years ago) you could just put up an E-book and actually charge for it. But it’s not like that now in the market.

The world is getting more and more competitive so we’ve got to make sure that our free stuff is really valuable and consistent.

Be generous and give things that people really want, not some scrappy thing that you created years ago and want to use as a lure.

You want to make your freebies something of great worth and value, and something that someone can take away and apply it straight away. This way you are giving people a mini win and a result straight away.

Relatability

We like people because we relate to them. Think about how you can connect with people and build the bridge of trust through being relatable.

Being authentic and showing your human side makes you more relatable. We relate with people who aren’t formal or fake. No one likes fake people. We’ve got to be genuine and authentic.

How much are you being yourself and how much are you putting on a mask?  When you share your struggles and how you’ve overcome them, you’re showing your vulnerability.

This opens people up to you when you share from your heart, share your struggles and what you did to overcome them.

You’ve got to be nice. I’ve found myself to be successful because I’m nice. I genuinely care about people and I’m not pushy. I give value.

If you’re trying to choose between two coaches, you’re going to go with the one that you like the most. It’s not like you’re buying a commodity, like bread or a car. You’re buying time with a person. I’d prefer to spend time with someone I love to be with and I’m sure it’s the same with you.

Being Inspirational

Being inspiring is how you will move someone to actually want to take action. So if you’re thinking about how to get people to the next step towards working with you, there are many steps towards working with you.

Most people don’t want to rush it. But how do we move someone to the next level? You’ve got to be building that skill of being able to appeal and inspire people so they want to take the next step towards you.

I love Seth Godin. He’s one of the best marketers in the world. He’s got some incredible books and I encourage you to look him up. He says he doesn’t check his analytics or go into his website to check how many people have visited, he just commits to doing great work every single day.

He’s written a blog, every single day, for years.  He just shows up every day and gives and gives. He inspires people to take the next action by giving tangible nuggets.

You can’t be sloppy. You’ve got to really craft your words so that people are inspired to move towards you.

People need to be inspired. They need to know what your point of difference is, and how you can actually help them solve a genuine problem.

Ultimately we like people who we feel good around. We like people who inspire and help us. Ultimately we are sharing value and helping people with a specific problem.

3 – The Trust Factor

Trust is the most challenging part, but your client absolutely needs to trust you. You may spend a lot of time on this step, but it’s the most important step.

When we invest our time, our energy, our money, there must be trust. Without trust, there is no exchange.

If you think of any relationship, a friendship, a romantic partner or a family relationship, these all have to have trust.

Trust takes time to build, so take the time at the beginning stage to do this and don’t rush people along until trust is established.

Consistency

The first thing to building trust is consistency. People want to be able to rely on you. They want to know you’re not here one day and then gone the next.

I look at some business pages and they’ve not posted on their socials for over a year. When you’re not consistent you can’t build trust.

You’ve got to show people you’re serious. So focus on sharing with people what you do consistently.

The quickest way to build trust is through video. So you’ve got to make sure that you’re putting video in your marketing strategy. And there’s also a right and wrong way to do a video.

There are things you can do on video that actually put people off, so you definitely want to hone your skills if you’re going to be doing video.

You also want to think about a combination of written and video content consistently.

Imagine if you decided that every single day you’re going to share with three people what you do. You just keep showing up and you post and you share content and you commit.

It’s a decision you need to make and keep.

Credibility

There are a lot of people selling dodgy things on the internet. A lot of people sell things for cheap like online courses and they don’t know what they’re doing.

If you provide a service like coaching or consulting, often people are buying something that’s  invisible. So you need to put their mind at ease by showing our credibility.

To show your credibility, don’t be afraid to share your expertise. You can do it in a humble way that’s not bragging.

You can talk about how grateful you are to have worked with certain people and how long you have worked in a particular industry.

Do it with the tonality of gratitude and show how your expertise can help people get where they want to go faster.

You can do this through social proof, like sharing testimonials from people who’ve worked with you. It could be sharing stories of how you’ve successfully helped others achieve results.

It’s being transparent and letting people know who you are and who you’re not. Let people know what you stand for and what you stand against.

You can do things like offering some kind of results guarantee. This doesn’t work for every business. But having a guarantee like a 7-day or 14-day satisfaction guarantee on your signature program makes it a no-risk, no-brainer.

If you’re a service provider like a coach, consultant, personal trainer, psychologist or someone who sells a service, people are buying something invisible – something they can’t see or touch initially. So there has to be a lot of trust there, so if you can give something that takes away the risk, you’re taking away a major objection.

Also, be accessible. Put your contact details and offer phone calls for people who don’t have all their questions answered.

It’s really important that we build those trust factors, because we know that people need trust us, in order to take that next step with us.

Clarity

The third thing we need to build trust is to be clear. This is all about your ability to communicate clearly what you do and who you help.

You need to get clear on your ideal client, their dreams, desires, fears and frustrations and be able to provide content that educates and inspires them.

You also need to be clear on your vision and mission, what you stand for and against, your business values and have a clear pathway to help people solve their problems.

When you combine the elements of know, like, and trust to your content and actions, magic happens.

You start to become more of an authority and you build a tribe of fiercely loyal clients. But results like these take time and effort. You need to put the work in, keep growing and never give up.

Do you have knowledge, skills and experience that can help people?

Would like to know exactly how to structure and organise your knowledge so you can get new clients fast?

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

This is our FINAL free masterclass of the year!

 

Do you want the best training on attracting your ideal, high ticket clients fast through strategies that work best right now?

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

This is our FINAL free masterclass of the year!


At This Free Live Online Event You Will:

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

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

You’ll discover:

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

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

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

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

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

PLUS you’ll receive a BONUS GIFT for attending:

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

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

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

Client Attraction Accelerator Masterclass ?

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

You can read more or book in for free here

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

?  You can read more or book in for free here

See you online soon!

Kat

 

 

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3 Little-Known Things That Kill Your Presentations Every Time When You Ignore Them

There are 3 little-known things that people do in their presentations that hinder their success. Many people have no idea that these are mistakes they are making when they’re presenting.

Whether you’re presenting on Facebook lives, Insta lives or stories, webinars, workshops, or if you’re presenting 1:1 to your clients, you may be doing some of these things without realising.

The reason I’m so passionate about this is that I love supporting people to step up as a leader and position themselves as someone valuable and worthy of being listened to.

Presenting to groups has been the #1 thing that has grown my business, even though I used to be so scared of it.

It has enabled me to create a life of fulfilment and freedom, have a voice, fast-track my business success and help more people, which has all been possible by leveraging the power of events.

Before I started presenting, I was only working with people one-to-one.

I LOVED doing one-to-one work with people, it was my comfort zone. I’m an introvert and didn’t like being the focus of attention and didn’t want to present in front of groups of people. I didn’t want to be the one up the front with everyone looking at them.

But I remember a moment in time where I was at a big convention called Filex, sitting in the crowd listening to the speaker.

And I suddenly it hit me – and I had one of those ‘penny-drop’ moments that surprised me.

I thought “It’s going to take me waaaaay too long to build the business I want to build one by one! I’m never going to have the impact that I want to have. I want to be a presenter. I want to be the one on stage!”

I remember thinking “I HAVE to get over this fear of speaking to group. I HAVE to learn to present”.

At the time I was working as a fitness and health coach, only doing one-on-one coaching sessions. My first step to learning to present was to run a small group program at Les Mills called ‘Look Better Naked.’ It was a program for 6 women for 6 weeks.

Les Mills has high standards with qualifying people to deliver their programs and I remember the guy who was assessing me told me I was too quiet and needed to be more outgoing and loud. He said that I needed to ‘fake’ confidence until I felt it.

So I just had to step up.

Eventually, I started running bootcamps and then I started doing 1:many presentations, running seminars at my gym.

I didn’t realise back then the things I was doing wrong, but over time I have learned what NOT to do as a presenter, by doing these things myself.

 

1 – Winging It Without A Structure

The problem that most people have when it comes to creating a presentation, is that they don’t have a proper presentation structure. They wing it without structure.

That’s what I was doing. I was literally showing up and teaching everything that I knew, instead of actually organising my knowledge correctly.

There’s a formula for presenting correctly – in a way where people can receive the information you are giving them. There’s a formula to engage people and maintain people’s attention. I didn’t know any of that.

So, the first thing that people get wrong that kills your presentation is they think they can just show up and ‘flow’ and speak intuitively. They think they can just show up and talk, with no plan or structure.

If we don’t organise our knowledge in a way that someone wants to receive it, we’re actually doing our audience a disservice. I’ve seen this happen so many times where people just think they can speak from the heart, without having planned their presentation.

When you have a formula and structure, you can still flow naturally and be intuitive and speak from your heart. Having a structure doesn’t stop you from being spontaneous, it can actually help it.

If you think about professionals and successful people, how do they become professionals? They practice, practice and practice!

The Netflix documentary ‘The Last Dance’ about Michael Jordan shows this perfectly. It is incredible the amount of practice thatMichael Jordan put in and he was the best in the world.

I was reading that when he was filming the movie Space Jam, they would film for weeks or months on end doing 12-hour days. He would then go straight to training and practice for 5 hours every single day.

When we do a presentation and we are winging it and speaking from the heart, we are doing our audience a disservice. We are not valuing them enough to plan and craft our presentation or use psychology or the power of influence to help people to take action.

Remember every single presentation is designed for someone to take action. It’s not designed for it to just be interesting. You want to inspire someone to take action and that requires crafting your presentation.

Presenting is a profession because it requires crafting and tweaking your words. The higher the stakes, the more you practice. People who do TED talks practice for months beforehand.

2 – Focusing On Yourself And Not On Your Audience

The second thing that kills someone’s presentation is focusing on themselves and not on their audience. This happens all the time because public speaking is so many people’s biggest fear.

It’s the Number 1 fear people have.  People are really self- conscious, and they’re thinking about themselves and what the audience is thinking of them. You can train yourself to overcome this, so when you’re presenting, you’re thinking about your audience.

I spoke at a woman’s event last Sunday and when I was rehearsing for it I brought up pictures of women on Google images on my 2 screens, so when I practised, I was looking at people’s actual faces.

It was a great way to practice for a live event. I don’t put Zoom on gallery view as it’s very distracting. If I have it on gallery view, I look down at the gallery, and then my eyes are not looking at the lens. So I turn off gallery view and only look at the lens so I am then connecting straight to you.

So there’s a difference on video when you’re presenting, then when you are doing a presentation to a live audience. Because it’s been a couple of months since I did a live event, I visualised that live presentation with people in the room together night after night before I went to sleep.

I visualise what I want every night before I go to sleep. I visualise myself helping thousands of people at once.

This is why people will organise their knowledge and put it into a book, or a TED talk. They organise their knowledge so they can help multiple people all at one time.

And so, when I showed up on Sunday, because I had practised and visualised the event, it felt completely normal and there was no need for my brain to throw out fear.

This way I could be really present with the audience and focus on communicating my message as well as I possibly could.

It’s so important that we’re not self-conscious and thinking about how we look and sound, but instead being present and focusing on sharing our message in the best possible way to serve our audience.

Presenting is not always easy, and it takes learning the craft. But it’s worth it because if you get one valuable presentation, it’s an asset and it’s a legacy item. You can use it over and over again.

If you want to fast-track your business, I believe the most logical thing to do is to present to multiple people at one time.

But you’ve got to get over any blocks or fear of presenting so you can fully connect with your audience.

3 – Under-Sharing or Over-Sharing 

Under-Sharing

Under-sharing is being stingy and holding back from giving.

We HAVE to always provide great value, whether they’re getting free content or not. That is super important.

If you think about all the years and all the amount of study and research you’ve done, you won’t be able to put that all into one presentation or even into a week’s worth of content.

We’ve got to make sure that we’re generous and giving really genuine value.

We can’t just give fluffy stuff. We’ve got to give content that has substance and real-life application.

Over-Sharing

On the flip-side is over-sharing. I used to do this all the time. When I ran an all-day event, I would give so much away.

Because I wanted to give so much value, I ended up giving away too much value. This actually ended up doing a disservice to people.

You want your presentations to give value, but you don’t want to over-deliver. You want people to leave hungry for more. You need to be able to spark curiosity and help people see that you can solve the problem they hold.

There’s a sweet spot in the middle of being generous and not giving everything you have away, all at once.

Be like Goldilocks – share just the right amount. (remember the story? “Ahhh, this porridge is just right!”).

A lot of people ask me how do I know the difference of what content to share or not share. Like, how do you know what content should go into your free Facebook Live, webinar or workshop?

Many times, it’s very case-by-case, figuring out what should be shared and what shouldn’t be shared.

There’s an art and a science to it and requires crafting and mapping it out.

If you think of a client journey – there are people that don’t know you, so the content that you share with them is going to be different to people who come to your workshops, or who consistently show up on your Facebook Lives, for example.

Everyone’s in a different stage on the journey. And that’s why it’s so individual, there’s really not just one rule. It depends on multiple factors.

I’ll be unpacking these factors and so much more this coming Saturday at my free event ‘How To Get Clients With Online Events’.

It’s happening THIS Saturday 24th October.

I will be sharing the formula I’ve learned from the last 13+ years of doing live and online events to help you get clients from events.

I’ve used this formula to build my business into a 6-figure coaching business. It’s my best strategy for attracting new clients.

You can register here

See you online soon!

Kat

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5 Ingredients Of A Successful Presentation

Have you ever wondered what it takes to put together a successful presentation?

A presentation could be anything from a Facebook Live, a webinar, a workshop or even a video.

Over the last 10+ years, I’ve run over 200 events, both live, in-person and online, and I’ve discovered that when it comes to creating successful presentations, there are a few fundamental things that every single presentation should have.

In this video and blog, I share five main ingredients that make up a presentation that not only ensures your audience learns what you have to share….

But it also guarantees that they are engaged, maintain attention, and take ACTION on your content. ?

1 – Appeal To Every Type Of Learner

The first thing you do when is appeal to every type of learner. There are many ways that people learn and different ways that people process information.

The most important thing to keep in mind is that everybody who shows up and listens to your presentation learns in a different way.

There are four overarching core strategies, which are really four learning styles. And a lot of people just teach in their own learning style, instead of actually covering all four of these learning styles.

Learning Style 1 – People Learn Based On Their Personal Values

There are people out there that like to learn based on their personal values. So they really want to learn what’s important to them and what’s aligned to their highest values.

I call them the ‘why’ learner. They need to know why. Why am I learning this? And they need to know that very fast. If we don’t appeal to what’s important to them, they’re just going to switch off really fast. So we need to be able to start talking about the benefits and why very quickly for these types of learners.

Learning Style 2 – Use Statistics, Research, Evidence, Data And Facts

People learn differently. There are some that need to know the origin of things, proof evidence, data and facts. All of these are very left-brain types of information.

These types of learners are people who want you to have evidence to back up what you’re saying. They like to hear numbers, have data and they like analyse it. They like to know how things work and the proof to back it up.

Learning Style 3 – Describe How Things Work

The third way that people like to learn is to understand how things actually work. What are the mechanics? How do I actually put it into action? They want to be told so they can understand the benefits and reasons it aligns to their values.

We need to have a structure in our presentations that takes people through a process. We cannot just throw random information at people, it’s got to be organised. The most successful people have organised knowledge.

If you are teaching someone how to cook a beautiful cake, you have organised your knowledge around the recipe for this cake. You have the ingredients in order and then you give the method.

These learners learn best when you’ve really organised your information and structured it in a way that makes sense.

Learning Style 4 – Getting The Information, Tweaking It and Breaking It Down

Were you one of those kids that liked to take things apart and see if you could put it back together? This learning style is really lateral. These people are creative and think outside of the box.

They want to get information, break it down, refine it and tweak it. They are taking information and evolving it.

If you have people in your presentation that have this learning style, then you want to make sure that you’re enabling them to think about what is you know and then also think outside the box.

Remember to speak the way people talk and this will be a real game-changer for you in your presentations.

2 –  Move Your Audience

Secondly, you need to be able to move your audience. Moving your audience is not about telling them what to do.

Just telling your audience step one, step two, step three etc doesn’t move them. We move people by tapping into their values, moving them emotionally, using stories, moving them down a process of inspiration and influence to actually take action.

You move people by understanding the pain they’re in and their existing problems by getting to know them. By getting clear on who your ideal clients are by building relationships with them through conversations, messages, surveys and free sessions.

A presentation is not just for someone to get more information. That’s not it. If you just deliver a presentation that gives people information, then they could have just googled it.

A presentation that moves you for example is a TED talk. They have empowering, motivational and inspiring speakers. These speakers are not just giving you facts or information, they’re moving you emotionally.

Deep down in specific parts of our brain, there’s a little child inside of us that just loves to hear stories. If those stories are structured in a way that we get value from a content perspective but we also enjoy the story itself, that is actually what keeps engagement.

The reason story telling is so effective is because when you tell a story to somebody and you clearly describe the characters in the story, as in you bring those characters to life inside that person’s imagination, our brain can’t help but produce small doses of Oxytocin.

Oxytocin is a bonding chemical. So if Oxytocin allows us to bond with things, then if I’m telling stories in my presentation and you’re releasing small amounts of Oxytocin, then the good news is you are bonding to what I am saying. And that means you’re paying close attention to what is being said.

One of the best ways you move people emotionally is through being vulnerable and showing your struggles and humility, and how you overcame your struggles.

You want to show people how you’ve gone from a vulnerable place of not knowing what to do, to a place of victory.  It’s showing people that you were in a hard place, but you’ve been able to get out that inspires people.

3 – Provide Value

The next essential ingredient of a successful presentation is to provide value.

So, what exactly is value? Value is something that helps someone improve their life.

If someone is speaking about your highest values, then you’re going to give them your attention and enjoy what they’re saying.

If someone is not speaking about something that you value, then you will not give them your attention.

You tap into people’s values by talking about the things that they are most interested in, not just random information. Value is only valuable if you understand the problem that precedes it.

If you’re selling the most incredible recipe for the most amazing cake, and you’re trying to sell it to someone who’s gluten and dairy-free, but your recipe has flour and butter in it, then it’s not going to be of value to the gluten and dairy-free person.

I know it sounds overly simple. But if you think about this analogy, the value you give is only valuable if it solves a problem for someone. So we’ve got to know our audience.

I would never give a presentation unless I knew my audience. What are their biggest pain points?  A lot of people just show up and present and don’t take the time to work out if what they are speaking on applies to a specific person with a specific problem.

Your presentation will only be a successful presentation if you are giving value, based on your audience’s highest values. If someone comes along and they give you content that’s way down on your priority list, then you’ve got all these priorities above it.

Value is all about helping people solve their highest priorities. And we do that by understanding our audience.

Whenever I give a live presentation, or if I give a keynote talk, I always survey the people I will be talking to. This is so I can understand what they are struggling with.

I get to know their biggest pain points, their desires and dreams. This way I can structure my content and give them the value they need.

4 – Use A Combination of Left And Right Brain Hemispheres

Our brains have left and right hemispheres, and we need to tap into these when we do a presentation.

The left brain is more logical and analytical and uses processes and sequences. Our right brain is creative and emotional. It uses symbolism, shapes, colours, feelings and emotions.

I learned from Brian Tracy, who is a great public speaker, about a concept called the windscreen wiper technique which uses the left side of the brain, then the right side of the brain when giving presentations.

A typical left-brained job is an IT specialist or an accountant dealing with numbers.  A typical right-brained job is a writer, artist, singer painter or someone who thinks outside the box.

An audience is usually 50/50 – half are left-brained and half are predominantly right-brained. When we use the wiper and the left brain, right brain technique, we help our audience understand the concepts we are talking about in a way they will understand.

An example of this is if you’re jumping on a Facebook Live, you have to ask yourself, how can you include in your presentation a combination of story and emotion, but back them up with logic, facts and statistics.

It’s important to build out the side that you don’t naturally fit into. If you’re more of a logical person who has spent 40 hours that week in logical, analytical tasks, then you might think about how you can add in emotion and visuals to your presentation.

Think about how you can use visuals, diagrams and how you can use your hands to create visual representations when you are presenting.

If you’re using PowerPoints, you definitely want to use diagrams, visuals, analogies that bring things to life through story and metaphors.

In this blog, I’m using the metaphor of the recipe of the cake throughout this presentation. So I’m going back and forth from the logical by giving you the steps in order, but also weaving in this story and an analogy and metaphor of a cake recipe.

5-  Break Down Advanced Concepts Into Frameworks & Simple Language

If you want to be successful when you present, you want to hone the ability to take really tough, complex, hard things, and teach them in a really simple way that people understand.

Helping your audience to understand your ideas using frameworks helps your content stick & be easier to understand and action. ? This takes crafting. 

I remember hearing a story where a guy asked someone to speak at their summit. He asked the guy how long would it take for him to prepare.

The guy replied, “Well,  that depends how long you want me to speak for. If you want me to speak for five minutes, then I’ll need probably a week to prepare. If you want me to speak for 10 minutes, I’ll only need a few days to prepare. If you want me to speak for half an hour, I probably will need a day to prepare.”

This goes against logic, right? We think the longer the presentation, the more time we need to prepare, but it’s actually the opposite. In order to condense information into smaller parts and make it really simple to understand, it takes more time.

It’s one of the hardest things to do. Anyone can just show up and regurgitate a whole lot of information. But to strip it down and teach it in simple concepts, takes time.

To do this you need to know your subject really well. An old mentor of mine spoke to me about using spots as a concept. She talked about the concept of sharing in spots, which is breaking down complex information into something that is more simple to understand.

An example of this is if you’re a health coach, and you wanted to do a  presentation on three ways to improve your sleep.  You wouldn’t just do the simple things that people know, like turn off your electronic gadgets half an hour before you sleep.

You would want to speak on something more complex, like understanding why your system is disrupted when there is electric magnetic fields in your bedroom. You want to inspire people to actually turn the electronics off before bed.

So it’s not a case of just telling people what to do. It’s actually taking some kind of complex piece of content and making it really simple to understand, that actually inspires someone to take action.

Whether you’re doing a Facebook Live, a webinar or workshop, or speaking on someone else’s podcast or group, remember the purpose of any presentation is to get people to take action.

If you’d like to learn how to create an event that inspires incredible action from your participants, I’d like to invite you to my upcoming FREE live workshop “How to Get Clients With Online Events” 

I’ll be revealing my step-by-step method to using events to educate, engage and inspire people to take action, so you can grow your business and help more people. 

You’ll learn how to: 

* Use FREE events to reach your financial goals & a lifestyle of freedom

* Grow your business by helping more people using my proven formula

* Build trust and connection fast, even if you struggle with nerves …

* Create engaging and profitable presentations

* Position yourself as an expert in your niche 

* Consistently sell out your programs 

You can learn more about the event or claim your complimentary ticket here

See you soon!

Kat

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The #1 Thing That Helps You To Consistently Attract Ideal Clients, In As Little As 1 Hour

Last week in my blog and video, I shared 3 things that prevent people from attracting clients on social media.

If you haven’t seen it yet, you can check it out here

Following on from that, this week I share the ONE main thing that exploded my business, which removes all 3 of these problems.

For the last 13 years I’ve been using this strategy, and it’s the one thing that helps me attract clients, be able to hold their attention and inspire them to take action.

To recap, here are the 3 things that prevent people from attracting clients on social media:

1 – Not Knowing How To Attract People

One of the main reasons people struggle to get clients is not knowing how to ATTRACT people.

Being able to attract people is crucial for growing your business consistently.

The brutal reality is that if you don’t effective attraction skills, you’re probably not going to stay in business very long.

The good news is, like any skill, the skill of being able to ATTRACT clients can be learned.

2 – Not Being Able To Hold People’s Attention

The second reason is not being able to hold their attention. They may get people to like a post, but they can’t hold the attention of people.

People move on fast if you don’t keep their attention. Attention is everything.

Social media is a great way to build connections and relationships, but it’s not a great place to keep people’s attention. It’s a noisy place with lots of distractions. 

There is so much information you need to share to build connection and trust, but most people have a low attention span.

3 – Not Being Able To Inspire People To Take Action

The third reason people struggle to get clients is that they’re not sure how to inspire someone to take action.

This is where a lot of people fall down relying on social media to get clients.

A lot of people think that if they put up content posts with tips on Facebook and Instagram that they will get clients.

But it doesn’t often work that way. You also need to be able to inspire people to take action.

This is why I recommend running events. It’s the best way to get and maintain someone’s attention.

Running Events – The Number 1 Thing That Attracts Ideal Clients Consistently

Running events is like purchasing a ticket to a concert. People turn up and give you their attention for a long period of time, and that’s not possible with social media.

The fastest way to hold someone’s attention for the amount of time needed to build trust and rapport is by running an event.

It could be a free event like a webinar or workshop, online or in person. There’s no way to hold someone’s attention for long on social media or even by reading your blog that compares with running an event.

This is why big companies do live presentations. Like Steve Jobs did with the iPhone. Apple have billions of dollars and they could have marketed in other ways, but they chose to present their new product at a live event.

Learning to present so you can run events is directly related to how successful you’ll be in your business.

Presenting is a learned skill. If you’re not willing to learn the skill, you’ll most likely struggle to stay in business for long.

The problem is a lot of people are scared to learn it because of fear. Fear of rejection, fear of failure, fear of people not showing up,  the fear of looking stupid, not having enough content and not being good enough.

For many years, I’ve encouraged people to run events and I sometime get resistance because of these fears.

If you were with me 14 years ago, you would have found yourself in a studio in a Les Mills gym in New Zealand where I was running a small seminar.

I was training for a bodybuilding competition at the time and learning a whole lot about muscle gain, supplements and protein.

So I went to my gym manager and asked if I can run an event and if she would help me market it.

I was so nervous and scared. I didn’t really know what I was doing. I didn’t know that I needed to structure the event,  how market it correctly, I didn’t really know anything!

I think back about it now and it wasn’t great… but this event positioned me as being different in the gym, because the other personal trainers weren’t doing it.

When you position yourself as a person that’s willing to overcome the fear of presenting, you put yourself ahead of others.

At the moment you don’t have to book a venue or organise food or any of that because we have this awesome technology like Zoom that you can use to run online events.

Running events is so much more powerful than doing Facebook Live videos

On a Facebook Live, there’s no buying behaviour happening. It’s entertaining and educational, but people aren’t looking to buy. There’s different psychology when people register for an event.

You don’t have to be a polished presenter. You can start with a 60-minute webinar – they are very doable. I started from scratch and learned from making mistakes and using trial and error…

When I came to Sydney, I started running little monthly meetup groups in my local library. About 20 people would show up every month. Some of them would go on to become clients and some of them would just keep coming month-to-month and they enjoyed the community.

Events have been the #1 thing that has helped me get booked solid with ideal clients.

One day I was sitting in an event listening to Benjamin J Harvey speak. I remember realising that my events were educating people, but I didn’t have a proper structure or formula. I was just downloading content to people.

I didn’t know how to use frames, the right content, language, or how to effectively influence people and keep their attention.

So I invested in a presenting course because I recognised the importance of it. Presenting is a skill that I want to develop for the rest of my life.

If you want to increase your positioning and your credibility as the authority in your sphere of influence, presenting and holding events is the way to do it. All of your presentations become valuable assets that you can use later.

Presenting is something that will differentiate you from your competition. It will allow you to build massive trust with people and it will help you hold people’s attention and build engagement.

I’ve done over 200 events now. If you saw my very first seminar back in that gym studio all those years ago, you would have seen that I wasn’t confident, I was worried, I had so much fear, I was insecure…

… but I’m so grateful to my past self for giving it a crack.

I’m so blessed that I’ve now had teachers that have taught me how to do it properly.

It gives me a lot of security and certainty to know that whenever I need to get clients, I know that I’ve developed the skill of being able to speak and present and this will always bring me clients.

That’s what I would love to help you with.

Since my wobbly ‘give it a crack’ start at the gym, I’ve been blessed to build a six-figure coaching business, working from home, mainly because of the power of running events.

This is why I decided to run an event where I teach you how to do it.

I’m packing the best of my learnings into one day, and I’ve decided to offer it completely free.

I’m going to be sharing my 7 pillars to profit from presenting, I’ll take you behind the scenes so you learn how to create and deliver really effective presentations, show you how to structure them, leverage your online events, facilitate great connections with people and ultimately, know exactly how to get new, ideal clients.

You can grab your free ticket here

Looking forward to seeing you there!

Kat

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3 Reasons Why You’re Not Attracting Clients On Social Media

Social media is an incredible place to build relationships and get to know people and have them get to know you.

Your ideal clients are no doubt hanging out on social media right now.

But on the flip side, social media is a place of noise and distraction, where people are pulled in all different directions and consumed by so many other things.

Social media is designed to get us to keep us on there, scrolling, always looking at something new. So it can be really challenging to get people to actually stay engaged and maintain their attention.

Social media can help you get clients for sure. But there’s definitely an effective way to do it and an ineffective way to do it.

There are 3 main reasons why people don’t get clients on social media…

1 – Not Knowing How To Attract People

Only 3% of people actually are ready to buy something right away.

People usually know their problem, but don’t always know what’s causing their problem. They don’t know what some of the potential solutions to that problem could be.

Rather than taking people from completely unaware, to making them an offer, you need to attract people by taking them through stages of education and rapport building by speaking their language.

If you’re struggling to attract people, it’s often because there’s a disconnect between you and your followers.

Many people get stuck because they’re not relating to their clients and showing that they understand their problems.

It’s like they are at the top of a hole shouting at people saying, “Hey, come up here. Life is amazing!” But people are stuck in a hole and saying, “I’m stuck and don’t know how to get out.”

We need to build rapport by getting people to realise that we understand them.  We need to meet people where they are at.

We need to speak to their specific pain points in our language, and then we need to add massive value for them.

You need to help people and meet them right where they’re at. You get to know the key words your ideal clients use by talking to them.

Frank Kern, one of the world’s greatest marketers says the best way to prove to someone that you can help them is by actually helping them.

Grab people’s attention by speaking their language and then giving value that helps them specifically.

2 – Not Being Able To Hold People’s Attention

 

In order to maintain someone’s attention, you need to share that you understand their struggles as you’ve been there and that you have real solutions for them.

You need to share how you found answers and you’ve walked yourself out of the problems and what you discovered that can fast-track their process.

People need a lot of information from you in order to build trust. The challenge is that because there’s so much competition and distraction on social media, people need more time with you.

We need to be able to get people off social media in order for them to get more time with you, so they can potentially make a buying decision. Social media is not the place to rely on to sign up clients.

We’ve got to get good at knowing how to pull people off of social media and that means learning a whole lot of other skills, so you can take control and not be reliant on social media alone.

Ideally, you want to take people from social media (which is real estate that you don’t own) into your own real estate, i.e. your landing pages and your email list.

Through your funnel and nurture system, you can continue to build trust and provide value, because people are all on a journey towards the solution that you offer.

Many times people jump on other people’s Facebook Lives and quickly jump straight off again.

People scroll away quickly if you’re not offering genuine value and you’re not fully understanding where they’re coming from.

You need to be speaking directly to someone’s pain points and directly to helping them with what they are struggling with at that time.

If you’re going to do a Facebook Live, you need to know that what you’re sharing is going to engage people.

The content I share is based on real-life conversations that I have with people on a day-to-day basis.

I’m talking to clients every day and listening to what they’re saying, listening to their struggles and then designing content based on that.

For example, I’ve got 22 clients this week and based on the conversations that I have with them, I learn more about what people need, which I feed into my content plan.

3 – Unsure How To Inspire People To Take Action

A lot of people think that if they put up content posts with tips on Facebook and Instagram that they will get clients.

But it doesn’t often work that way. You also need to be able to inspire people to take action. You need to have the skill of influence.

Influence is a skill. It’s about understanding the subconscious mind, the psychology of human behaviour in decision making and what drives someone to make a choice that will improve the quality of their life.

Remember, only 3% of people are ready to buy. So there’s around 97% of people that won’t buy from you immediately.

Around 60% of people will be interested in what you’re offering if you nurture them well and potentially end up buying from you.

It’s this 60% that we need to educate and use the skill of understanding human psychology and the subconscious mind to move them along the client journey. It’s understanding the problem and also educating people about their potential solutions.

You need to help people understand that your product, your offer or your coaching package is the thing that’s going to be the best thing for them. To do this requires you to really think through your content well.

You need to structure your content and learn the human psychology that gets people hungry for more. You need to be able to speak to the subconscious mind, and you get this by understanding your ideal clients well.

Getting to know your clients often means spending lots of time coaching people for free. This helps you learn the language you need to use on social media that attracts, holds attention, inspires and influences to take action.

I’ve done hundreds and hundreds of discovery calls and strategy sessions, and that’s where I’ve formed my content for my online course and created my program. The content has been formed by many, many conversations.

I’ve got boxes and boxes of notebooks and coaching notes where I write down people’s limiting beliefs and problems and I look for patterns then teach on the findings.

Understanding your ideal clients and the psychology behind their behaviour takes hard work, but the rewards are worth it.

So to recap, the first reason why people don’t clients on social media is not knowing how to attract people by truly understanding them and giving them value.

The second reason is not being able to hold people’s attention.  You need to be able maintain people’s attention so you can educate them to move them through the buyers’ journey from unaware, all the way to making them aware of the solution you have to their problem.

The third reason is being unsure how to inspire people to take action and this requires understand the psychology of human behaviour in decision making and influence.

Would you like to know the BEST way to attract people, keep their attention, and inspire them to take action?

After running over 200 events over many years and making (and learning from) my mistakes and experiences, I’ve decided to pack the best of my learnings into one day, and I’m offering it completely free.

I’ll be sharing my 7 pillars to profit from presenting, I’ll take you behind the scenes so you learn how to create and deliver effective presentations, show you how to structure them, leverage your online events, facilitate great connections with people and know exactly how to get new, ideal clients.

Ultimately, I’ll be sharing the formula I used to build a six-figure business online and how you can too!

I’ll be sharing the formula I used to build a six-figure business online and how you can too!

For a limited time you can grab your FREE ticket here

See you there!

Kat

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