Kat Millar

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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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3 Powerful Questions That Change The Way You Show Up

The questions we ask ourselves are so powerful in our lives. Asking yourself the right powerful questions can set your mind in a positive direction for your day, which in turns shapes your destiny.

I’m going to share with you 3 powerful questions you can ask yourself that are game-changers when it comes to the way you show up.

If you want to be a leader or an inspirational role model to your followers and community, you need to be sure you are showing up in a positive manner.

People are watching your life right now.

Failing to ask the right, powerful questions is like leaving a toddler in the house by themselves with a knife. They would run around wild like crazy.  If we’re not telling our minds and thoughts what to focus on, then our minds will also run wild.

Sadly we naturally tend towards the negative in our minds. We ask ourselves why people aren’t liking our posts. We ask ourselves if there is something wrong with us.

Often these negative questions stem from a fear of not being good enough or fear of being rejected. We are programmed to believe that we are not enough because that’s the marketing messages we receive all the time.

If we’re not intentional then we can just default into thinking the negative questions in our minds. I’m going to give you 3 belief builders that I use in my own life that are effective and help push me forward.

3 Belief Builders
1 – What Are The Great Decisions You Have Made?

We often focus on things we’ve done wrong and bad decisions or habits we have, instead of focussing on the amazing decisions we’ve made that have led to positive outcomes.

I encourage you to write them down. If you spent 5 minutes writing down your great decisions, you will find infinitely more great decisions that you’ve made than wrong decisions.

Your good decisions could be moving to a new country, enrolling in a new course, going to university or learning a new language. They could be simple decisions like cutting out sugar or starting to exercise.

2 – What Are Your Skills, Knowledge, Experience And Results?

Write out your skills, knowledge, experience and results on paper. Doing this will build your belief in yourself. It will also build your confidence.

People are looking for good, confident leaders and role models. You need to come across confidently to people, so you have to build your belief in yourself. You need to have a strong level of confidence and certainty.

Ask yourself – what are your accomplishments? What skills do you have? Can you swim well or dance well? What about in the area of your business? Are you great at marketing, sales or copywriting?

What are some of the things you know that you could teach? There have been hundreds and even thousands of hours that you have learned things throughout your life. You know so much and sometimes you just have to remind yourself that you do know enough.

3 – I Am Statements

The 3rd belief builders are ‘I am…’ statements. I am strong.  I am capable. I am confident. I am inspiring. I am valuable. I am motivated. I am resilient.

Write down as many ‘I am…’ statements as you can think of.

Some of mine are: I am worthy. I am knowledgeable. I am strong. I am capable. I am a positive influence. I am a great coach. I am a great speaker. I am dedicated. I am committed. I am growing every day.

All the ‘I am…’ statements are positive that you write down. You will find that you feel awesome after speaking these  out. These get you into the right state.

The 3 Questions you Need to Be Asking Yourself
1 – How Can I Over-deliver Today?

If you want to stand out today, you have to ask yourself; How can I overdeliver today? You can’t just be good or great, you have to be outstanding.

This doesn’t mean you have to be perfect. It just means that every time you show up, whether that is on Facebook or Instagram, in a forum or group, a coaching session or in person, you want to overdeliver.

Mastering business is all about bringing the care and the heart, so you are not just pushing out content, but you are willing to serve.

Find a community that you care for so much, that you are not just asking from them. You will be inspired to show up and serve.

Self-confidence comes from serving people at a higher level than others and having a higher standard and keeping it, even if you don’t feel like it or not.

When you create great experiences for people, they will refer other people to you. Your name will get out there and spread by word of mouth. People that overdeliver get more clients because they serve at a higher standard and surpass people’s expectations.

This requires heart. So many of us are so busy with our to do list and ticking off tasks, that we forget to step back and ask how can we be a massive blessing to others? How can I give an outstanding effort today?

We push ourselves to do more. You don’t learn this, you earn it.

If you are feeling flat or run down in your business, you need to model someone who is outstanding and overdelivering. Ask yourself every day, How can I overdeliver today?

2 – If This Was the Last Week of my Life How Would I Show Up?

The second question to ask yourself is; If this was the last week of my life, how would I show up?

Would you hold back and put things off, or would you go for it? Would you jump on Facebook Live? What would you share if you really wanted to make an impact?

If you had a whole week to spread your message, what would you do? What would you say? Who would you spend time with?

How would you show up? You would probably show up as outstanding. You would have energy and be next level. You wouldn’t be flat, depressed or complaining. You would want to have peak performance.

Why not do this every week? It’s not about hyping yourself up. It’s about asking yourself who you want to be in this world and then tapping into that reason and energy. You don’t have to force it. It’s a by-product that comes with having the desire to be the most outstanding that you can be.

3 – Why MUST I Show Up To the Best of My Ability?

Number 3 is to ask yourself; Why must I show up to the best of my ability? People need help more than ever at the moment.

You need to be evolving with the current times. Your marketing needs to reflect these current times. People want their questions answered.

People want to feel understood more than anything in the world.

One of the best feelings in the world is when someone understands us – when we pour out our hearts to someone and they truly understand us. People are craving this.

Make a decision to never settle for being anything less than the best you can be. This is what it means to be successful, to be a leader and not a follower. You have gifts that other people don’t have and you can use them to help people.

If you’re not showing up to the fullness of your ability and you know there’s more potential and more for you, these powerful questions will help you set your mindset.

Have you had your free strategy session yet?

I offer a 45-minute call for first-time sessions where we uncover your blocks and challenges and help you get moving FAST in your business.

This is only available for people ready to go to the next level. 

You can apply for your session here

Remember, the world is waiting for your brilliance!

I can’t wait to see you soon,

Kat

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5 Marketing Mistakes That Could Be Costing You

There are five costly marketing mistakes that you could be making, that could be costing you in your business right now.

These are all mistakes that I’ve guilty of making so I know them intimately, and I’ve learned how to overcome them, so now I want to help you avoid them.

Many business owners are making at least one of these mistakes at the moment.

1 – Being Too Timid

The first mistake that I see people making is being timid about what they offer. A lot of people say to me they don’t want to be pushy and they don’t want to come across as always talking business on Facebook.

What people fail to realise is there’s a clear difference between being pushy, and being bold as you share what you offer.

It’s so important that we are courageous and show up offering value, so that people will like you, trust you, build a connection with you, and want to take that next step towards you.

A number of people that I’ve spoken to this week have shared that they are afraid to step up and position themselves as an expert.

They’ve said things like:

“There’s so much info on Google, why would people listen to me?”

“I don’t feel I know enough”

“I’m worried I won’t come across as professional enough”

This is totally normal. Fear of criticism and judgment is a very real fear. I struggled with it for many years and succumbed to the imposter syndrome.

To be honest, fear very rarely goes away completely if you’re continually pushing outside your comfort zone.

We just need to act despite the fear.

When you push outside your comfort zone you can feel vulnerable and exposed. When you go on Facebook Live for the first time or hold a Zoom event, you are putting yourself out there for people to see.

Any creator, when they’re showing their work for the first time before it’s fully finished, can feel they’re putting their soul and heart on the line.

Your business is a form of your expression to the world and a form of creativity. When I started out in business, my brain was always sending me thoughts like “I’m not good enough”, or “no one will listen to me” or “someone might criticise me”.

But these are just stories we make up in our head. We’re not here on this planet to play small and have no voice.

We’re here to make a difference.

I heard a great quote the other day:

You don’t get criticised by people doing more than you, you only get criticised by people doing less than you.

I’ve found this to be so true in my journey. The millionaire mentors that I have, never criticise someone that’s further back on the journey from them.

If you want to have more influence and inspire people to take action, you need to be bold and brave with your offer and not hide away from sharing with people.

Share with boldness and don’t assume that people know what you do. When you start sharing with boldness and passion, it’s contagious.

 2 – Being Too Inconsistent

Inconsistency in marketing is a big mistake. A lot of people are very ad-hoc with their marketing and wonder why they’re not getting clients. They only really properly market when they’ve got an offer or event coming up, or when they are inspired, but then they won’t post any content for weeks at a time.

Remember, marketing is not about you. It’s about showing up to your tribe and your community. It’s about being there for people and showing value, even if that person never buys from you.

When you’re consistent, people can rely on you. They learn to trust you, and they get to know you more.

The people who come into my free discovery sessions are usually people are ready to take action, because they’ve consumed my content and because I’m consistent with it.

They’ve either gotten an email, read my blog, or seen a video in my Facebook group. They may have done one of my workshops or webinars.

When people connect with me in strategy sessions, it’s usually because they’ve had some prior interaction with me through my content.

You’ll really fast track your sales process when you show up consistently.

3 – Being Too Passive

The third mistake I see people make is being too passive, rather than proactive.

A lot of people wait for people to come to them. They think that if they put up a website or a few social posts, that clients will come to them.

Business doesn’t work like that. It takes hard work to build something of value. It takes time to craft webinars and events and videos and blogs that are helpful.

They don’t need to be perfect, they just need to be valuable.

You need to share value – share with people about your business and put your name out there as someone to speak at events, on a podcast or on someone else’s social media platform.

How much time do you spend creating great marketing content, landing pages or crafting emails and videos every week?

What is the amount of time in comparison with how much time you spend consuming Facebook, Netflix or YouTube?

The goal is to create more than you consume.

Get your name out there by contributing and sharing your gifts with the world in a bigger way.

Marketing not working? Try a different approach.

Everything is figure-out-able. Be teachable and willing to keep going UNTIL it works.

Make a choice today to start being more proactive with your business and seeking out more opportunities.

4 – Selling on Social Media

The next mistake I see is people trying to use social media to sell. Social media is not about selling, it’s about relationship building.

A lot of people use social media to jump into someone else’s Facebook group and promote themselves or an event or put up an offer.

Remember that people that are following you are not just a number or someone to give you likes.

You want to give value on social media.  Lead with generosity. Leading with generosity means being genuinely curious and helpful for those who comment and engage with you.

Be generous with your engagement with your followers.  You always want to give free and helpful advice before making an offer.

People need to understand what you offer and the benefits and reasons why they should buy your offer. You need to be clear on the pain points of those you are talking to. You can use social media to help people understand your expertise.

To grow your business, you need to take people from social media to your landing page – such as offering them a valuable freebie, which then captures their email address.

From there you can continue to give value through your ongoing emails and build trust and connection.

5 – Thinking Social Media Will Get You Clients

Social media very rarely gives you enough clients to build a profitable, sustainable business.

Social media is best when it’s combined as a strategy with landing pages and some type of offer – like a lead magnet/freebie or presentation, such as a zoom event.

Getting people onto your email list and capturing people’s details is crucial for growing your business. When people are on your email list, they are on your real estate.

Social media is not your real estate. Our real estate is our landing pages, emails and websites.

Landing pages convert 4 to 10 times higher than websites. So my website is full of links to landing pages because landing pages, which are stand-alone web pages.

On a landing page, people take one action. There are no distractions.

Landing pages have an opt-in action where they enter their name and email, and they go on to your email list.

Your email list is one of the biggest assets that you have as a business owner. You own it.

All of my clients that are doing well are doing so because they’ve got marketing funnels in place with landing pages. They are not doing well from social media alone.

I use Click Funnels and have a lot of different landing pages within it.

The reason I love Click Funnels is that it looks super professional. You can use it for up to 20 different funnels. You can use it for webinars and use it to host online courses. I host my webinar replays in there, you can do up-sells, cross-sells, down-sells – the works.

You can take payments easily through Click Funnels by integrating it with your merchant account like Stripe, so it’s beautiful and seamless. It has completely changed my business. I use templates so I don’t have to start from scratch.

Want to try it out?

You can access a free 14-day trial of Clickfunnels and access all my funnel templates, to save you starting from scratch.

Here’s the link

For the template links, drop me an email and I’ll hook you up.

So to recap the 5 marketing mistakes, they are:

1 – Being Too Timid

2 – Being Too Inconsistent

3 – Being Too Passive

4 – Selling on Social Media

5 – Thinking Social Media Will Get You Clients

Need some help?

For a limited time, you can apply for a FREE 45 minute 1:1 client attraction strategy session.

Here’s what you’ll get out of our time together:

  • A clear understanding of the challenges preventing you from signing up clients and how to solve them.
  • A personalised roadmap customised to your business to apply straight away
  • An easy-to-implement strategy to find your ideal clients & turn them into paying clients.

Apply here

All the best!

Kat

 

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5 Non-Sleazy Sales Secrets 

Sales… I know a lot of us don’t particularly love that word. It can conjure up images of people pushing their product on you that you don’t want…

…or some sleazy car salesman saying “Just for you, just today”…

Yechhh…

Because of all the conditioning we’ve received around sales people (i.e. people doing it in such a yucky way)…

… so many of us have resisted learning about sales because we thought selling meant being pushy.

When I left my corporate job in 2003 and became a personal trainer, I did NOT want to think of myself as being a sales person.

I just wanted to help people transform their bodies and their lives.

I remember going to a seminar once where the guy said, ‘Raise your hand if you’re in sales’. There was about 50 of us personal trainers sitting there in the room.

No one raised their hand! The guy said, “Well, good luck ever trying to grow your business and get more clients, if you don’t think of yourself as a sales person.”

I remember resisting what he was saying, even though he explained all the benefits of thinking of yourself as a sales person.The thought of being in ‘sales’ felt so disgusting and gross to me, I hated it. I thought if people wanted to work with me, they’d come to me. I didn’t want to have to convince anyone of anything or feel like I was being pushy.

As I went through my business journey,  I finally learned that there is a right and a wrong way to sell. Selling the right way is not being pushy, manipulative or trying to convince someone to do something they don’t want to do.

Selling correctly is what helps someone to change their life by investing in themselves. It’s what leads to their breakthrough.

So many business owners avoid the skill of sales because they don’t want to be spending time thinking about it – and it costs them greatly.

If you struggle to think of yourself as a sales person, start thinking about selling as influence. There is an art to influencing and inspiring someone to make a decision that can help them get out of pain and improve their lives.

And you can do it elegantly and authentically.

If you don’t believe that your product or service will help people improve the quality of their life, you shouldn’t be selling it.

If you are afraid of making someone an offer to buy something that could help them, you don’t have a conviction around what you’re offering.

It’s super important that you have an offer that you really want to share with people, and that you’re not afraid to share.

You can be great at marketing, presenting, making content and helping people get breakthroughs, but if you can’t sell your services, your business won’t last.

Sales is the lifeblood of your business. If you’re a business owner, it’s the only one way to increase the numbers in your bank account.

Sales equals freedom. Your ability to sell is in direct relation to how free you’re going to be in your business and life.

If you can master this skill, it will be a game-changer for your business.

I heard a statistic recently that I found interesting…

86% of people will pay more for a good experience.

People are wanting a good experience when it comes to buying from you and they’re willing to pay for it.

Here are 5 effective non-sleazy sales skills that will help you to sign up more clients…

1- Preparation

A lot of people aren’t prepared when they get on a sales call, and they flounder about, mumble and ask random questions that aren’t helpful. They do a lot of talking about their product.

We need to flip it so the person you’re talking to, is doing at least 70 to 80% of the talking.

Business people talk about their features and all the different things about the coaching program, but they don’t ask the right questions and they haven’t prepared well for the conversation.

You want to research your client’s situation, so you’re super clear on their pain points and their problems, their dreams and their desires. These are the four things that I’m always thinking about what am I am talking to a potential client.

I’m thinking about the client’s pain, problems, dreams and desires. You need to know these things, so you can help people to get a breakthrough, have a paradigm shift and realise they need to invest in themselves to get a good result.

You also need to research and understand the market. What’s happening in the trends and the marketplace. What’s current right now in your industry?

I recommend having a really good toolkit of awesome questions that you can ask. For example, when I jump into a discovery session or some type of clarity call with people, I’m always thinking about all the powerful questions to help them describe where they are currently at, and where they want to be.

The powerful questions I ask, help them articulate to me where they want to be in their best future self, their vision, their challenges and the consequences if they do and do not invest in themselves.

I use an ABC process:

Where ARE  you now?

Where do you want to BE?

What CHALLENGES are in your way?

I also go into what consequences they will have if they DO change and if they DON’T change.

You can say things like, “Hey by the way, if you don’t change, what will your life be like in 12 months’ time?  How about in 3 years’ time? And what will life be like if you do invest in yourself and make a change in this area?”

I used to work at Les Mills, which was a big chain in New Zealand, who had some of the best systems in the world. Their sales systems were immaculate! One of their sales questions was, ‘If you don’t change, what will your life be like?’ We were told to sit with people in this pain.

I didn’t want to do this, until I realised that I’m actually doing people a disservice if I’m not willing to sit in the pain with them. I needed to get in the hole with them and say, ‘I understand! Let’s climb out of this hole together.’

I know this sounds uncomfortable to get in a hole with someone, but if you had a loved one who was smoking and they had lung cancer and were going to die. Would you try to help them? You don’t want to be pushy. You want them to make a good, healthy decision.

Often people don’t think about the trajectory that they’re on. So it’s really important you do your preparation and you get some powerful questions, that bring things to the surface for people.

You’re not causing pain to the person, you’re highlighting the pain they will feel if they don’t change.

2 –  Positioning

When you’re having a sales conversation, there are two main positions that I recommend that you have. The first one is a position of credibility. Make sure you highlight your credibility.

The second position is humility. Credibility and humility go hand in hand and there is a sweet spot in the middle. You don’t want to be blowing your own trumpet too much, but you also want to help people understand that you can help them. You can say, ‘I’ve been blessed to work with some amazing people that I’ve learned a lot from in my career.’

There are 3 C’s that you need to have when you’re in a sales conversation:

  • Conviction
  • Confidence
  • Certainty

Conviction
You need to have 100% conviction, certainty and confidence when you are talking in a sales conversation. You need the conviction that what you’re offering is valuable, that it’s going to help people to get the result that they want.

Confidence
You want to have strong confidence. Can you imagine buying from someone who’s not confident? No, I can’t either!

Certainty
You need to have certainty about what you’re saying. This goes to your credibility. You highlight your strengths, your experience, your credentials, your expertise, qualifications, skills and your knowledge. And you need to do it with a certainty in your voice and tone.

Having humility when you’re presenting your credibility is important. Humility is all about gratitude and being grateful. It’s acknowledging your mentors and admitting you are standing on the shoulders of giants.

This is key. You don’t want to put yourself on a pedestal. You can share how you’ve learned so much from your business mentor and that through them you have been able to build your signature system.

So positioning, credibility and humility all go together. It’s really important in your sales call, that you’re the leader that you’re leading the conversation. You want them to feel that they’re in safe hands and that you are taking them on a pathway.

3 –  Presence

There are two things with presence. Firstly, you need to be really present in the moment with the person you are talking to. Notice what they are saying, what their body is saying if you’re on a video call.

If I’m on a video call with someone that I’m helping or it’s a strategy call, I’m not just listening for the words, I’m listening to the tonality. I’m watching their body language and taking note of what they are not saying.

I’m looking for every little sign to see if they can grow, if we are aligned and they are committed to really bring change into their lives. If someone’s tonality is out of alignment with their body language, I would take that into account in my manner of talking to them.

You can tell if someone is not present if they’re looking or sounding distracted. If you hold the moment and listen intently, you can pick up so much about what people are saying.

Deep listening speaks a lot to people. It feels terrible when people don’t listen to you. But if you’re responding and reacting to what the person is saying and then repeating back their power words and their emotional words, it feels amazing. And we can only do this when we are being truly present.

The second thing is your presence. Your actual presence is crucial. You want to make sure you’re coming from a place of genuine curiosity and caring. Have conviction and also come from a place of caring and love.

My thought is always, how can I help this person get what they want? How can I help them achieve what they need? This person has all the resources that they need. They have the power and everything they need to succeed within them.

4 – Prizing

Prizing is all about remembering that you are the prize. 

This is all about you valuing yourself.

This doesn’t mean that you are better than other people, but you’ve got to remember that they have a problem and you have the solution.

A lot of people go into sales calls thinking, “I’ve got a problem and I need to pay my bills. I need to sell to this person and they are going to pay my bills.”

This is not the energy that you want to come across with in a sales call.

You want to be totally detached from the outcome. You want to be committed and caring to them, but you need to detach from whether they buy from you or not. And that’s knowing that you’re the prize.

You don’t have to convince them of anything.

I’ve heard it described as like cats and dogs. Dogs are really excited and they come running up to you. But cats are completely different. They sit and groom themselves, and they know you will come up and pat them, because they know they are the prize.

If you think of the contrast, you have some really excited person, saying please, please, please pay attention to me, come and buy from me. Whereas, someone that knows they are the prize will think that they are the solution to a person’s problem.

As a coach you don’t want hundreds of people. You only want 10-20 people, so it’s important to fill your calendar with the people that are exactly the right match for you.

5 – Playfulness

When you’re doing sales, you need to be relaxed and have a little fun. It’s okay to be cheeky and fun. People will relate with you and want to be around you if you know how to have a little bit of fun. Don’t be so rigid and take it too seriously.

Of course, you still need to remain professional and helpful. It’s a balance.

But most people are more likely to buy from someone who is having fun and enjoying themselves.

Many people get so attached to making a sale, that they forget to let go and have fun in the process.

If you ever watched “The Apprentice” you’d see that the people who were friendly and playful would be the ones who made the most sales and had the most enjoyable conversations.

 

 

Are you struggling to sign up clients and would like to know how to better influence and inspire people to take action?

If you haven’t already had a free session with me, I offer a free 45 minute strategy session where I give you a strategy for your best next steps to grow your business.

Apply Here For Your Free Strategy Session 

 

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3 Powerful Influencing Methods To Inspire People To Change

Would you like to be able to better influence people?

If you are in business, it is likely that you have already come across the value of being able to influence people.

Being able to influence people for good is one of the most powerful forces on the planet.

Some people wonder whether influence is about being manipulative or pushy, or trying to convince someone to do something that they don’t want to do.

True influence – when it comes with a pure, genuine desire to be of service – is about being able to help people to get MORE of what they want.

Influencing for good is about INSPIRING people to take action to ultimately improve the quality of their life.

People experience remarkable magic when they’re inspired and feel the energy of their vision.

Being able to influence people is an honour – it means that they have your respect and your trust. I

If you want to help people have powerful breakthroughs and transform their lives, you’ve got to be able to influence them.

Influence is an incredibly powerful skill to learn and master.

Since 2003, I’ve been so blessed to work with thousands of people and helped influence them to make positive changes in their lives.

Some people wonder whether influence is being manipulating or pushy, or trying to convince someone to do something that they don’t want to do.

Influence – when it comes from the right place of wanting to genuinely HELP people – is not about trying to change someone’s mind. It’s about INSPIRING them to take action on what THEY want.

True influence, married with a pure desire to help, is about being able to help people to get MORE of what they want, and ultimately improve the quality of their life.

There are many different ways we can use influence in business and marketing, whether that’s on your Facebook or in an email that you send out. Maybe it’s on video or your landing pages on your website.

Influence through marketing can be used in a sales conversation or inviting someone to make a decision to buy your product or service – it’s helping someone to make a decision to take new action.

We Want to Influence People to Help Them Get Clear on What They Want

If you’re a coach or consultant or a healer or practitioner, you work with people to help them improve their lives.

To be able to influence, you need to help people to identify what’s in the way of getting what they want.  If they’re in one place, and they want to be in another, help them identify what is actually in the way and what is stopping them getting what they want.

Identify what the block is specifically. They may have a vague idea. Help them to actually overcome that block. It may be a limiting belief or a block of some type of emotion, like fear or doubt. Part of influence is actually helping them to overcome the block and have a breakthrough.

People have breakthroughs when they’re fully aligned with their values and they feel the energy of it and they can imagine and see the breakthrough.

Think about the last time that you had a breakthrough. It could be a little breakthrough like a penny dropping, or it could be a complete epiphany moment and be absolutely transformational. The breakthrough comes in a range on the spectrum.

If you want to help people have more breakthroughs and transform,  you’ve got to be able to influence them.

Authentic Influence as a Tool

Influence in itself is a tool. And like any tool you can use it for bad or for good. Any method or technique or strategy can be used for good or bad, so techniques and methods in and of themselves are neutral, it’s how you use them that makes them positive or negative.

Being able to influence effectively helps people:

? Get clear on their future vision

? Identify what’s in the way of they want

? Overcome their blocks

? Have a breakthrough

? Improve the quality of their lives

1 – Uncover Their BFS: Best Future Self 

The first way to influence someone to actually change is to help them to uncover their best future self. Last week I spoke about our future self and how you can really tap into that vision that you have of yourself.

We want to discover who their best future self is.

To do that, encourage them to think into the future and put themselves there. Who are they and what are they doing when they envisage the best version of their future self?

Thinking of your best future-self inspires you, lifts up your energy level and you have amazing feelings when you think about it.

Remember that people don’t want your product or your service. They don’t want a coaching session. They want to feel like they can become their best future version of themselves.

We don’t want to just focus on the method of how we help people transform, we want to focus on the version of themselves that they would like to become.

Keep their best future self at the top of their minds.  You want to ask people to remember that vision of themselves, of being the best and why it’s important to them.

So many people when they’re having sales conversations and trying to influence, they don’t understand this.   They like to rush it and wonder why people aren’t signing up with them.

I’ve done this myself! I was in fitness for 15 years. I always just wanted to rush people to the transformation and jump into a 12-week challenge so they could start losing the weight, instead of taking the time to really find out why it was so important to them to lose the weight.

I needed to ask why it was so important for them to lose the 10 kilos. Was it because they wanted to attract a dream partner or another reason?

Asking people their ‘why’ is a really powerful question to use.

An example you would say is; “I just want to go a little bit deeper now. Could you tell me, why is it really important to you right now?”

Often they may give you a surface reason at first, so asking if you can go a bit deeper to get the real reason is important.

When I’m in a conversation with someone and helping them to be inspired to change, I like to really take notice of the things they say, the things that come out with extra power and extra life.

I was recently having a chat with a lady who said she really wanted to do a TED talk. I asked her to tell me what her life looked like in her future vision. She said it was very important to her because she wants to feel as though she’s achieved something.

She said a lot of other things, but when she talked about doing a TED talk and her reason for it, there was extra emotion, energy and power in her voice. This is what had power in it, and it’s here that she is really connected to this vision.

When you are talking to people, you need to take note of the power words that people are connected to. It’s when they are talking about these passionate topics, that they feel a shift in their body. That is real influence.

2 – Listen Intently

Listen deeply and intently to people’s feelings anytime they talk emotional words. Listen for any type of feeling when they speak in images. If they share that they can imagine it, see it and feel it, then feedback to them what you are hearing.

It’s so powerful when you deeply, intently listening to someone, and for someone to repeat their keywords back to them. Their pathways are being painted back to them and the person you are listening to will say, ‘They get me’.

It’s just such a beautiful feeling when someone acknowledges the things that are important to you.  If you’re really listening to someone and they’re talking a lot, you don’t want to interrupt them, but take notes. Once they have finished talking you can feedback to them how you understood, using their keywords.

You want to be listening so deeply it’s like having a bubble around you. When I’m having a conversation on zoom it’s quite easy. It’s just the two of you, but if you’re in a live event, I just imagine a bubble around me and I focus and listen only to that person.

You can notice when there is a notable shift in a person. It shows in the tonality of their voice and in their body language if you’re on a video call.

If you’re on the phone, you can hear emotion in the voice and you can hear the tonality shifting, so you want to really be  present and listening deeply.

When you notice the energy and emotions in their feelings and in the imagery you are hearing, then feed that back to them.

3- Share Your CPR
C = Credibility
P = Process
R = Results
C – Credibility

When you want to influence someone to work with you, or listen to what you have to say or to your presentation, or if you’re just going to educate them on Facebook Live,  you want to share your credibility.

Share what kind of experience, knowledge and skills you have. Why should someone work with you? Why should someone listen to you?

I remember when I was a personal trainer and worked at a gym, there was once a guy doing a cooldown and leaning back and jerking his neck. They gym instructor went flying up to him and instead of saying asking if he could share a way that could be more effective, he literally shouted out ‘Stop’, and the whole gym looked around as if he was doing something wrong.

You need to frame your advice with your credibility. So you might say to the person, that you’ve worked as a gym trainer for the last 10 years, and you can ask them if they would mind if you shared an effective cool down that will also help protect their back.

Because you’ve shared your credibility, suddenly that person will be open to listen and hear what you are going to offer them and they will be more influenced to change.

Always start with your credibility. And that’s why a lot of times when I talk on videos I talk about how long I’ve been in business, or how many people I’ve coached, because some of those people watching me, may not know my background, so telling my experience builds credibility.

P – Process

You want to share the process that you recommend people go through. So rather than just dumping a whole lot of information at them, and giving them advice, explain a process.

For example you could say to someone, “You told me that you want to do a TED talk and it’s really important to you, because you want to prove to yourself that you can do it. You also want that sense of achievement right?”

I would continue, “For the last 10 years, I’ve been helping people to improve their presentation skills. This is the process that I take people through to get that.  The first step you need to identify your audience…” Then I’ll go through and explain the steps.

People love step-by-step and they love organised knowledge. There’s so much information around on YouTube, Google and blogs and webinars, but people want organised knowledge and a clear process of what they can do straight away.

They want to know what they do first, what they do second and they want to receive your expertise in a process.

Tell them the process that they need to go through in order for them to achieve results.

R – Results

The third thing is to share what results people will be able to create, if they follow your process.

So for example, I would say, ‘Over the last 17 years, I have been running successful businesses and I’ve been really blessed to have helped hundreds of people to achieve results.’

I would then continue, ‘I’ve discovered there’s a clear process that successful people go through to get their results. The first step is to identify your ideal client and locate them. The second step is packaging your unique brilliance and organising your content in a way that’s digestible for people…’ etc.

I describe my process and the results that my future client will get from going through this process.

I then describe what the results ultimately mean for my future client, and how it will help them to create a profitable business, with time flexibility and freedom.

So to recap the 3 Powerful Influencing Methods To Inspire People To Change
1 – Discover Their BFS: Best Future Self 
2 – Listen Intently
3- Share Your CPR

It’s my mission to help people increase their influence and make a positive, meaningful impact in the world.

Leaders helping leaders to influence → helping leaders to influence. What a massive ripple effect! 

What to make a bigger impact?

Come join my free Facebook group ‘Amplify Your Influence’ for passionate, service-based entrepreneurs.

I look forward to seeing you there!

Kat

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