Kat Millar

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3 Secrets To Becoming More Influential

Have you noticed that what influences us and gets us to buy has changed significantly over the past few years?

How about the past 6-12 months?

The answer is, absolutely, definitely yes it has.

The situation we find ourselves in now with lockdowns and business shutdowns really has rewritten the rules of what grabs our attention and influences us to take action.

Given all the noise, complexity, and uncertainty that we’re dealing with in these times, where everyone has had to go online to help their business survive, have you stopped to think about what makes someone influential?

As business owners, our job is to influence people to take action to improve the quality of their lives. I’ve spent so much of my career specifically researching exactly how to influence others.

So what exactly does influence look like for you as a business owner? How do you develop it? How do you use it to accelerate your business?

In this article, I share some of the secrets I’ve discovered from my quest to answer these important questions, and what has shifted in recent times.

So, how can you become more influential? Here are three ways…

1. Be The Interpreter Of Your Audience’s Journey


Because of the fast pace of information coming at us, it’s more important than ever to have clarity about what result we help people get, and what makes us unique.

Back in the day, you could be the expert on something broad. 10 years ago, you could write an eBook, and people would actually read it. Now, most people aren’t going to read your eBook.

Most people are not going to read every page on your website, they’re not going to read every email you send them. There’s way too much noise out there. Now if you want to get and keep people’s attention, you have to be specific.

Just do a little mental check right now. Think about your website, your social media profiles, your comments that you put on Facebook, and everywhere that you show up online.

Are you speaking very specifically to your ideal clients, or are you trying to be everything to everyone?

In order to be influential, you need to be able to clearly communicate your message.


You need to have clarity. Clarity about what you do, and clarity for why you’re unique. When I come across you, I want to feel like you’re speaking to me specifically. In order to be influential, you need to be able to clearly communicate your message.

You don’t have to be super crazy, different, and weird to stand out, you just need to be yourself.

I remember I used to always try and be super professional and always have this business persona. In any business scenario where I went to business events, I would try to be this super corporate type person, which was not me at all.

I hadn’t worked in corporate since 2004, but I was trying to fit into this corporate world that was just was so not me. It’s a journey to peel back the layers, and actually be more of who you actually are. What influences people the most is when you can just be yourself.

I have 3 questions for you when it comes to communicating a clear message:

  1. What do you have deep mastery in?
  2. What language do you know better than anybody else?
  3. What journey can you hold someone’s hand and walk them through?

Give yourself full permission to make an imperfect decision about what you want to be known for.

As Brene Brown says, “Clear is kind”.

We are hungry for people who speak our language, we are hungry for people to interpret the world for us. That’s the power of getting clear in your message.

Clear is kind. – Brene Brown

There’s some research that now shows that 50% of our decisions about someone now happens before we even meet them. So, most people that we meet now, we’ve already gone and googled them.

If you googled your name right now, how happy would you be with what actually came back? On a scale of 1-10?

Because if people are looking you up before they actually start working with you, you want to make sure that your online presence is very visible.  It needs to be fresh, relevant, and clear.

We have no shortage of information. Your clients and your target market don’t have an information gap. They have more information than they could possibly know what to do with. What they need is an interpreter to stand in the gap.

I’m constantly amazed when I see people’s websites and their last blog update was two years ago. Your website is like your storefront. You need to regularly freshen it up.

You have figured out your journey… and now you’re here to interpret for others. We do this by becoming the interpreter of the world to our target market.

We don’t need more information. We need a more digestible step-by-step interpretation of what we most need to know to take our next steps.

2. Develop A Question Antenna


Number two is to develop a relevant question antenna. A relevant question antenna keeps your eyes and ears open for what your ideal clients are asking and then answering them.

We need to become fully fluent in the questions and language of our ideal clients.  Then we need to be showing up and answering them.

Find out what questions your ideal client is asking in their own mind. How am I going to solve this? How do I do it? What do I do? You know, we’re always asking ourselves questions.

Keep your ears and eyes open so that you can become fluent in their language and questions of your ideal clients and then show up and answer those questions consistently. This is how you become influential.

My content is based on relevant questions my ideal clients have.  I keep a list of questions and then I answer them. What I recommend is keeping a questions bank, like a piggy bank that you put questions. You can do this in a Google Doc, or in Evernote or OneNote.

Keep a ‘questions bank’ … like a piggy bank of questions that your ideal clients are asking that you can answer.

Keep a record of what questions people are asking in Facebook groups.  I’m sure you’re in multiple Facebook groups. You can also Google questions that people ask in the areas of your expertise. You can look at comments on YouTube videos relating to your expertise.

Keep a list and then share the answers to them in your emails, your social media posts, in your Facebook Live videos, in your sales scripts, and in your workshops.

If you want to be influential, you want to be fluent in the questions your target market has about the journey you can help them navigate, so start collecting questions.

3. Have An ‘Above And Beyond’ Mindset


If you want to become influential you need to have an above and beyond mindset that says, “I will add more value than anybody else in my space.”

I’ve observed over the past 18 years as I’ve been going to business events, that the people who are truly influential are the ones who have an above and beyond mindset.  

It’s like they have a mantra that’s infused in their mind and that they live by the mantra that says they will go above and beyond anyone else in their space.

They want to contribute to someone else’s journey. They’ve walked all the mountains and valleys and they have lessons to share from their own journey. They want to add value and help people by becoming the best interpreter of the journey that they’ve navigated.

A good interpreter has walked in your shoes before and they have created digestible knowledge that’s useful.  A good interpreter uses your language and creates content for you in easy-to-digest bites.

A good interpreter has walked in your shoes before and they have created digestible knowledge that’s useful.

When I first started out in business, I was so confused. I had no idea where to start when it came to creating a website, creating email automation sequences, or how to set up a landing page. I didn’t know how to make it all fit together, how to integrate my payment gateways – all the many things we need to learn.

The business world can be so confusing. This is why I love helping my clients with their business because I figured out all the answers to all these hundreds and hundreds of questions that I had myself.

I asked my mentors and business coaches who I was being taught by and I invested in their courses. I’ve taken what I’ve learned and created my own method. I’ve used my methods myself and made sure that they worked. And now I teach it to my clients.

My method is a very step-by-step method of only the things that you need. And I have left out the fluff because I was coming across a lot of programs that had way too much fluff.

I heard an incredible talk by Julie Masters at the recent ‘HerBusiness’ event and what she said impacted me so deeply.  She said that the future belongs to those who out-contribute and not out-interrupt their target market.

Julie said that in business there are tactics that people try to use: You can try to out-interrupt your competition. The thought here is that you interrupt people often enough so that they buy from you.

She said you can try to out-spend your competitors and spend more than anybody else to interrupt your target clients more often than anybody else. You can try and out-shout your competition and just turn up the volume and get louder.

But we are living in an age when none of those strategies really work anymore.

What if you made a decision that said, “I will contribute more than ANYONE else in my space!”

Influence isn’t about hacking the algorithms, it’s not about finding the latest tactic, it’s not about fancy brands or logos. Influence starts by truly, deeply caring about people.

So when it comes to being an influencer, you want to think about the next level that you can go to in your influence.

Ask yourself what steps you can take. What can you execute? The future belongs to people who have the speed of execution.

It’s not about being the most knowledgeable, it’s about being willing to take action on the next thing in front of you and the next step. I want to challenge you to pick one thing and execute it.

So what is one thing you’re going to take action on to become a more influential person?

It doesn’t take years, it doesn’t take hustling. It takes focusing on the things that matter most, which is contributing at the highest level.

I’d love to help you become more influential in your space, so you can sign up more quality clients and contribute at a much greater level.

This is an invitation for coaches, consultants, and experts who already have achieved results with people and want to earn an extra $5k-$10k+/month ASAP by signing up new, quality clients.

We would work together intensively to:

1) Make your offer irresistible. I’ll help you uplevel your package for your stage in business and the stage that your ideal clients are at to create rock-solid certainty in your offer. We’ll unpack in-depth your client’s journey from point A to point B and refine your signature system. Then we map out the best ways to attract your best-fit clients.

2) Clarify your language. I’ll help you discover and craft the right language and messaging to call in the right clients. We get clarity on their existing beliefs and how to shift their beliefs to inspire them to want to take action and create results.

3) Present content that converts. We use my proven process on video or in posts and emails to attract truly ideal, quality clients. I make sure you’re following my frameworks as precisely as possible – so that you get enquiries from your content.

In order to be the best candidate to get results, you must have experience serving clients in your area of expertise and getting results, and already have a pretty clear idea of what problem you solve and who you enjoy helping the most.

You must also be willing to create content, either writing and/or being on video and sharing your thoughts about the topics you’re an expert in.

I also offer some mini packages for people who only need certain components of what I do, for example, content makeovers and messaging clarity

If you’re interested, send me a PM on Facebook and we’ll chat over Messenger to see if it’s a fit.

It would be helpful if you included the following info in your message:

  • What kind of business you have or what your expertise is
  • How long you’ve been in business/how much experience you have in helping people in your area of expertise
  • Your current packages/offers and price points

One or two answers for each question are fine. I’ll ask if I need more information.

If you prefer, you can book in for a 15-minute call here.

I look forward to chatting with you!

Keep shining.

Kat

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The Content Approach That Gets You More Leads

If you’ve been in business for a while, I’m sure you realise the importance of sharing content consistently. Most business owners get that.

But if you want to create content to not just tick the box of putting out content, but actually get more leads from your content, it requires more than just showing up on social media or in people’s inboxes and saying “Here I am! Here’s what I do!” Right?

There are specific principles you can follow to increase the likelihood of getting paid clients from your content efforts.

To attract more clients from your content, there’s one approach that’s guaranteed to get you leads more than anything else. And if your content is missing this, you could get likes, but not leads. Let’s face it, it’s leads that you really need.

This approach was first discovered and written about 2,300 years ago and it hasn’t changed. It’s stood the test of time.  It’s been studied for hundreds of years and has been backed by science.

When you follow the principles in this approach, you become certain that you will get more leads from your posts, your webpages and your emails if you get them in front of the right people. This is super exciting.

For years I noticed that there was content that pulled me in and content that pushed me away. But I didn’t know why.

It wasn’t until I studied marketing, that I realised the reason. The people who created content that drew me in used principles of influence, whether they knew it or not.

Influence is the ability to change someone’s mind about something or inspire them to take a new action.  The dictionary definition of influence when it comes to other humans is the capacity to have an effect on the character, development, or behaviour of someone.

There’s a misconception some people have about influence and that is that influence is about trying to get someone to do something they don’t want to do.  That’s not what influence is about.

If you want to use influence for good, which I’m sure you do, using influence principles in your content is about helping someone create positive change in their life.

And remember you’re not trying to everyone. You’re only speaking to your ideal client – to get the right client to take a step closer to you.

You do this by helping them overcome any blocks they have. The goal is to help people who need you to help them overcome any blocks to moving towards you.

There are a lot of people that create content. But not a lot of people use influence principles in their content. They end up disappointed when their content doesn’t convert.

So, how good are you at influencing people to care about what you are saying?

Peter Cunningham, from Geneva Leadership Alliance said, “You can learn all the knowledge in the world about the changes you want to make, but if you can’t influence other people, you will only have frustration to look forward to.”

Frank Kern, one of the top marketers in the world said, “Inspiring people to put their hard-earned money into your pocket instead of theirs is one of the hardest things to do.”

The ability to influence others is not easy.  Knowing the principles of influence can make it a lot easier.  

After creating your free content, ask yourself, “Will this piece of content give my target market what they need to know in order to cross the decision bridge?” 

The decision bridge is where are they right now and where do they need to be in order to say, “I’m ready to buy”? Where do they need to be?

Your potential paying clients are standing at the decision bridge and they are saying, “Oh, I have a better understanding. Now I know what I need to know in order to get started with your program.”

In this video, I share 3 ways to create influential content from the very inventor of the art, Aristotle. Aristotle was a Greek philosopher, and one of the founding fathers of communication theory.

Aristotle believed that persuasion occurs when three components are represented.


2300 years ago, Aristotle wrote a piece on rhetoric. We don’t use the word rhetoric very often anymore, but rhetoric is defined as the art of persuasion.

Aristotle believed that persuasion occurs when 3 components are represented: ethos, logos, and pathos.

1. Influence with Ethos: Ethical Content

The first principle of influential content, according to Aristotle, is ethos, or ethics. Ethics are what make your audience feel they can trust you. This means it’s important to show your credibility.

You show your credibility through:

  1. Personal branding
  2. Having confidence in your delivery
  3. Providing real value

Ethics is about long-term value. I see a lot of people sacrifice it in order to see results and achieve goals faster, but it’s not worth it.  

You might be tempted to do quick fixes, like messaging everyone you know asking them to like your stuff. I’ve seen people go into multiple Facebook groups and post the same thing like: “I got 98 clients this week, who wants to know how?”

I’ve also seen people who advertise their business or offers in an email or a webinar, and they advertise that the answers are inside the email or within the webinar. Then when people open the email or attend the webinar, the answers aren’t provided.

This is not an ethical way to operate. People feel ripped off when they don’t get what they were told they would receive.

I get it, this is a marketing tactic, but they are not building a connection with people, let alone credibility. And they are not doing it ethically. In business, you have to do things with integrity.

If you’re in business for the long haul, you have to have an abundance mindset, and you need to avoid unethical tactics.

Reputation over money. Every time.


If you keep your integrity, treat your clients well, and be totally honest, you will maintain your credibility. Reputation trumps over money every time. When you have a good reputation, trust comes along with it.

Trust is exchanged between people much like a currency, it can be given and received. Trust can be built up over time, but once you’ve lost it, trust is hard to rebuild. It’s not impossible to rebuild, however, it just takes a lot of work.

Trust forms the basis of all human relationships and the extent to which you have influence is largely based on the extent to which people trust you and you are willing to trust them.


2. Influence with Pathos: Emotional Content

Aristotle’s second tool of persuasion is pathos, which is the use of emotion. 

You use emotions in your content through:

a) Telling stories
b) Inspirational quotes
c) Using vivid language

Brene Brown says “…stories are just data with a soul.” I think that’s really cool. It’s not just facts, but it’s got a soul and a story to it. Great content creators are great storytellers.

You can use stories to evoke emotions. You can talk about real-life examples and you can share inspirational quotes. You can use very vivid descriptive language that describes a scenario and evokes emotion.

Using stories helps evoke emotions.


Some psychologists believe that using human reasoning is simply an attempt to justify your emotional decisions. Whether this is right or not, emotions have the power to trigger action.

The concept of branding is mainly based on brands’ ability to cause emotional reactions and responses to these reactions.

I do know that most people tend to buy emotionally and back it up with logic. Emotions definitely have the power to trigger us to take action.

Without pathos, content would just be a list of facts and no one likes to be bored by plain facts alone.

On the other hand, an emotion overload without facts can make people feel like you’re being too fluffy and they’re not getting value. So it’s about balance.

You want to make your audience feel something. You want them to be moved, emotionally with your content. You want to create that bridge between us and them, which you do by being real, vulnerable, and showing your human side.

The largest engagement I’ve ever received on a post was a super vulnerable post that got over 500 comments. I couldn’t believe it. I didn’t do it intentionally. It wasn’t a content strategy. It was a personal post and not for my business.

It was really interesting to see when you talk vulnerably about your struggle like I did in that post, (which was really hard for me) how people responded to it.

Emotion is an incredible way to create that sense of bonding and rapport with people. It helps you bridge the gap between yourself and your audience.

Ask yourself in your content if you are evoking emotion in your content? If not, ask yourself how you can evoke emotion within your content.

3. Influence with Logos: Logical Content

Aristotle’s third rule is logos, which is also known as reason.

  1. The structure of your content
  2. Your referencing of studies, statistics and case studies
  3. Using comparisons, analogies and metaphors

To use logic in your marketing strategies, it’s about empathizing with your audience by meeting them where they’re at. You then explain a different way to look at something.

Having structure in your content is critical. What a lot of people do is they have a topic, and they show up and talk about it, but they don’t have a clear thought-out structure, with a planned intro, body, and call to action.

They don’t divide their content into these 3 clear pieces and they don’t practise it and take it through an actual formula.

To apply reason in your content you have to think through a few things:

Every piece of my content that I put out that is not a simple connection piece or a fun piece, but a piece of value content all follow a structure.

I use 7 ingredients that I incorporate in my content. I actually am going to be teaching this in an upcoming master class.

This structure helps people stay engaged and keep reading. If your content does not have structure and a nice clear flow, people can feel like it’s disjointed. If it follows a clear, sequential flow, it is easier for people to take in.

Structure helps people stay engaged and keep reading.


If you think about the way a book is written. It’s not like the author just puts all the ideas on paper and presents it to you.

They take the time to read every word and they think about the storyline and they craft it around a structure.

Statistics also come under logos. You need to reference studies, case studies, data, and real-life stories.

Analogies and metaphors can be really powerful because they help people see things in a different way. This is about meeting people where they are at, and explaining to people a different way of looking at things.

The structure I use always meets people where they are at. You usually meet them with the struggle or the problem, whether that is directly or indirectly.

Most people aren’t walking around thinking they want their amazing, epic dream life. Most people are thinking about one specific problem or their many specific problems.

The structure is to meet them where they are at and shift them to a different way of looking at something. A mistake a lot of people make is they insult people’s intelligence.

Aristotle’s 3 lessons of rhetoric fundamentally address how human beings are influenced.  Ethos, pathos and logos have had the ability to influence people throughout the centuries.

In the words of Aristotle himself, “The art of persuasion lies in knowing how to combine these three principles in the right amounts.”

This is the fun, creative side of the process.

There are multiple ways to influence the brain, I’ve just shared 3 of them here.

I created a free, live, online masterclass that shows you other principles of influence, plus how to apply them, in my upcoming masterclass on Tuesday 3rd August.

I’ll be sharing:

  1. 3 Unique & Unconventional Ingredients that can INSTANTLY transform your content
  2. ​The Psychology Of Influence Principles The Experts Use to inspire people to take action
  3. My Signature ‘Content Roll-Out Map’ to create your 30-Day content plan in less than an hour
  4. The EXACT Words and Phrases to NEVER Include if you want to resonate with the right people.
  5. The Psychology Of Influence Principles that experts use to inspire people to take action
  6. Before and After Content Makeover Examples, so you can see the principles in action, to save you a lot of time and confusion!

…so you have a reliable strategy you can use to attract new clients with your content & make $10k+ every month.⠀

Click here to find out more or register

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3 Little-Known Ways To Grab Attention Instantly With Your Content

How good are you at getting people’s attention online?

In this blog and video, I share how to get people’s attention fast and maintain it.

You can have an INCREDIBLE program or service, but without being able to grab attention, it’s like having a Porsche, but leaving it in your garage. You won’t get far.

If you want to attract more clients, you need to understand the power of attention.

So, what is it that gets people’s attention?

A Harvard study showed that 90%+ of our buying decisions are made subconsciously.

We all have an internal subconscious ‘gate-keeper’ that’s designed to filter what to pay attention to. It helps us decide which content posts, videos, and emails to keep consuming…and which ones to scroll on by.

Often we don’t even know what we’re looking for when we’re online. What we decide to keep reading or watching is predominately subconscious.

If you don’t know how to speak directly to the subconscious mind, you’re probably trying to get people’s attention logically… (which rarely works). Because attention goes in order of the brain stem.

But when you know how to arrange your words in a way that gets people’s attention, you get more engagement, interest, and most importantly, more people inspired to take action to work with you.

This is what I call compelling content. It’s something I’m super passionate about helping coaches and entrepreneurs to improve on because if you can get this right, your written and spoken content can attract clients for you consistently.

You can start applying these principles straight away and make money fast, it’s super exciting!

So to get someone’s attention, we need to understand the science of action. What makes someone take action?

To get this, we need to understand 3 parts of the brain and the order in which each part is engaged.

1. Instincts 

The first level is instincts. With all our content, it’s important to always speak to the hindbrain first. The hindbrain is the ‘survival mode’ part of our brain, also known as the lizard brain or reptilian brain.

When people are scrolling through social media or looking through their inbox, they are typically in ‘instinct’ mode.

The instinct acts like a ‘gatekeeper’ and makes decisions super quickly, it’s subconscious, it’s super quick. And what we’re asking at a subconscious level is “Is this going to move me up my hierarchy of values”.

That’s what’s happening under the surface. The hindbrain is analysing super fast “Is this going to waste my time, or is this going to give me a return on investment”… whether that’s through entertainment, learning something that we didn’t know, being inspired, or a story that warms our heart.

So, at a family party when my Uncle talks about motorbikes, that is lower in my values. And he couldn’t care less about hearing all about business and personal development, things that I’m into. So, this is happening at that level.

2. Imagination – Emotions

The second level is imagination. The next gatekeeper we’ve got to get through is the emotion, which is activated in the imagination.

We’ve got to move people and evoke their emotions.

We do this by getting them to imagine a scene playing out – to be aware that you understand their problem SO well that they think “oh my gosh, she gets me. I really feel the truth of what she’s saying”.

We do this by painting a picture using specific language.

3. Intelligence – Logic

Once you’ve gotten through the instinct, and the imagination, then you get to the intelligence.

This happens at the prefrontal cortex of the brain, which is the logic, the analysis, the order and structure part of the brain.

A lot of people try and reach people with logic, and they haven’t come through the gatekeepers of instant and imagination.

It always goes in this order. Always. This is the science of voluntary action.

In order to get someone to take action, we need to work our way UP the brainstem.

So how do we do this?

There are 3 things I teach that are super effective in grabbing attention:

1. Talk about a specific PROBLEM your ideal client has

ATTENTION is based on a hierarchy of values. Anyone on the planet will be receptive to your content if you shift them UP their hierarchy of values.

Certain things are more important to us than others.

Research shows that most people are thinking about their problems. So if we try and reach them with a solution too quickly, we don’t build trust with them.

Today I was in Macquarie shopping centre and the Flying Doctors tried to stop me. But because I was on a mission for something more important in that moment, I didn’t stop.

The day before I was approached by someone asking me to donate to dry July because she saw my post on my recent skin cancer scare. And that made me stop and pay attention because it was in my ‘attention field’.

When you have to make quick decisions, we do it based on our values.

Any time a human tries to pull you down the hierarchy of values, you will probably get annoyed.

One of the reasons communication breaks down is because one person talks about what is important to them, and not important to the other person. Then the other person starts talking about what is important to them.

Most issues we have with human beings are that we’re trying to pull their attention lower into things that are less important to that person.

The question to always have in mind when creating content is – Is what I’m about to talk about important?

When people are shifted up their values scale, they will be grateful.

If there is a problem preceding your information – the solution becomes important.

People scroll past if you shift them down their attention scale. They stop and consume your content when you shift them UP their attention scale.

This is why it’s so important to be clear about who you’re wanting to attract, so you know the language that shifts their attention UP their values hierarchy.

2. Share the CAUSE of the problem, revealing something contrarian

Once we’ve gained someone’s attention, we can unpack the cause of the problem, being contrarian – meaning, going against something.

Russell Brunson calls this ‘throwing rocks at your enemies’.

You don’t throw rocks at the person or business, but more like a concept.

So let’s say you’re a nutrition coach, and you help people with losing weight, and you do it through a keto diet. You might throw rocks at a calorie-counting diet.

If you teach people how to run marathons, you might be contrarian to CrossFit, or high intensity interval training.

If you’re a parenting coach, and you’re all about hands-on parenting; that’s a method that you teach, you might go against people who are very hands-off parenting.

If you’re a mindset coach you may focus on self-care as a healing modality, vs. a coach who focuses on contribution and service as the priority for healing.

In my business, I teach that that doing a blog once a week, or joining a clubhouse room or starting a podcast is not the fastest way to get clients.

The fastest way is by having a profitable presentation.

Think about the opposite of what you want to share. What do you stand for and against?

Use this when you’re unpacking the cause of the problem your ideal clients have.

3. Share the exact SOLUTION of that problem

The third thing we share is the solution of the problem. We show people clearly exactly what they need to do.

This is all about POSITIONING.

If someone’s knowledge is organised, they change position in your brain and value goes up.

Every time you open your mouth you are constantly positioning yourself. Are you subconsciously lowering or raising your positioning?

The best way to position yourself is to teach people something they didn’t know – or teach in a different way.

When you organise the knowledge in a way that has a pathway, that’s what people pay for.

They pay you to take them through a process that speeds up their results. A roadmap or game-plan that accelerates the process for them.

This system is what I personally use to get clients consistently and make 6-figures per year in my business and what I teach my clients.

I typically get at least 3 discovery calls booked into my calendar every week by applying these principles.

I use them in my written and spoken content. You can do this in ads and organic content, in your social media captions, emails – everywhere you show up online.

This strategy is so powerful because you understand how to do it, you can get clients very fast.

So I’ve decided to teach a small group of people how to do this. I’m creating a new 30-day compelling content mastermind, where I’ll be leading people through this powerful process to create the right language to call in truly ideal, quality clients.

This will be available only for people who are already in business, you’ve already had clients, and you’re pretty settled on a particular ideal client.

I’ll help you craft your content in a way that attracts and converts, so the right people can immediately see what you’re all about and that it’s for them and want to take action to work with you.

It will be a very exclusive small group so that everyone gets personal coaching with me about how to use your content to attract the right clients.

If you’re interested, reach out and we’ll have a quick chat to see if you’re a good candidate for the mastermind.

So just send me a DM on social media or email me: info@katmillar.com if you want to be considered to be part of it to make sure you get results.

See you soon!

Kat

 

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How To Attract Quality Clients Vs. Energy-Zapping Clients

I’ve been having a few conversations with people lately about energy-draining clients.

Some people have told me they don’t want to turn people away who weren’t the right match because they’re afraid they won’t get other clients.

The danger of that is it can come from a scarcity mindset and can cause waaaaay more headaches in the long-run.

When you’re just starting out, getting this right from the beginning is important, because it’s so essential for you to get results with your clients as soon as possible.

Getting testimonials quickly is a priority. This gives you social proof, which is a huge part of growing your business.

If you’re not getting results for your clients, it can be hard to attract more clients. Attracting clients can become a snowball effect. When you get clients that have transformations, it brings more clients to you.

Every time you say no to a difficult client, you are opening up space in your calendar, in your mind, your emotions and in your energy and your life… to bring in an amazing client to work with.

And amazing clients give you so much joy and fulfillment!

They are rewarding to work with, they get results and see a transformation.

When you say no to people who aren’t a good match, you’re saying yes to amazing opportunities to work with people who are committed to getting results.

Become Known For Your Niche

Being tighter niched builds more trust, because you’re known for only looking for certain people, and you’re not trying to convince everybody.

When you become known for working with someone in a particular niche, you attract more of those types of people. It shows you don’t take on just everyone. It’s called the tribe effect.

Robert Cialdini talks about this when he speaks about influence. The tribe effect is a phenomenon where people feel they are a part of something bigger, it taps into camaraderie and a ‘family’ feeling.

For example with CrossFit, they create a feeling for people to feel they are part of the CrossFit tribe.

It’s the same with the marines or with VIP exclusive events. People want to feel part of something exclusive, unique and they want to feel special that not everyone is doing it. People have had massive growth in their business because of this tribe effect.

This is really important because your reputation is worth so much more than money.

There is so much power in reviews like Google reviews or Facebook reviews when you first start out. Just one bad review can tarnish your reputation.

When I first started out in business, I decided I’d always put my reputation above money, because money you can get back. A tainted reputation is really hard to get back. If you’re working with a client who is not a right fit, you’re not going to get results and you’re both going to be resentful.

So, how do you decide how to take on a client?

There are a few things I recommend you look for…

Attitude, Skills And Effort

This is a concept created by a billionaire Japanese man, Dr. Inamori Kazuo., who uses this philosophy in engaging the company’s employees. Staff are assessed by their attitude, their skills, and their effort.

Attitude

When I’m thinking about whether someone will be a right fit to work with, I make mental notes about their attitude. Are they keen, positive, and committed? Do they keep showing up with a good attitude and bring energy and optimism?

That’s why whenever I hire people, like my three assistants at the moment, I hire based on attitude, not solely skill. Because skill can be trained. Yes, some skill is important, but attitude is even more important to me.

I do this with clients. If you think about it, you might only need 10 or 15 clients to have a functioning, great business, it’s not like you need 100 people. So you can be quite particular about who you choose to work with.

You don’t want to open up spaces in your calendar and then when it comes to looking at who you have booked in for the day, your heart sinks.

I remember once I worked with a guy who was rude and disrespectful. I’d say happily, “Good morning.” and he’d reply sternly with, “Let’s just get on with it.”

I’d be nervous and flustered and it didn’t bring out the best in me. His attitude impacted me and I made a decision after that not to take on people like that again.

Skills

Skills are also important. I don’t want to take on someone who has absolutely no skills. I want someone who is good at what they do but has some gaps.

I’ve been working with a client Jen for a while. She’s an amazing speaker and author. We worked on putting together a heap of systems to run her very first webinar. She had to quickly learn Click Funnels, Zappier, Vimeo, PowerPoint, Mail Chimp, automation sequences – the works. It was such a steep learning curve for her.

Her attitude was, “Let’s do this, let’s learn it and get it sorted out.”

Her skill level wasn’t in these things, so the tech was challenging for her, but this is where I could help her.

What’s more important than that is that her skill in her craft was excellent.

In her first webinar, she had over 55 people attend live, and 23 registrations for her program, which made her $12,476 AUD!

Effort

You don’t want to be working with someone who doesn’t put in the effort. Then you have to handhold them so much, it’s like you’re dragging them into change, instead of partnering as a team and working together to get results.

Are you really willing to work with someone who doesn’t want to put in the effort?

Who never does what they say they’re going to do, and doesn’t take consistent action?

The Energy You Feel During And After Your Sessions

Another way to tell if it’s a quality client vs. an energy-zapping client is to ask – What’s the energy that I feel during and after a session with someone?

Do you feel happy and uplifted or do you feel drained?

If it’s a quality client, you don’t feel drained afterward. If you’re feeling drained, then there’s some kind of leakage happening and some kind of misalignment.

I’m working with a dream client at the moment, who signed up for my Accelerator program, plus one-on-ones with me. She paid upfront and said she doesn’t want to see me fortnightly, she wanted to see me weekly. She upgraded her upgrade.

She comes to me so keen and full of energy. She never complains, just keeps taking on the challenges. After speaking with her I feel so much energy and confidence that I can help her get results and that what I’m doing with her is really helping. You don’t want to have clients that are taking up space and that you can’t really help.

5 Traits of Quality Clients I look For

There are 5 traits that I look for when taking on a client.

1 – Coachable

The first trait I look for is – is the person easy to coach and open to feedback? Do they get offended easily or are they willing to receive feedback?

I just did a copywriting makeover tonight with my Inner Circle group and there were 5 women in there. There are all coachable and eager to learn, which made it SO rewarding for everyone.

2 – Committed

Find clients who are committed to their results. You don’t want flaky clients. You want clients who are not mucking you around – saying one thing but doing another.

3 – Willing To Grow

You want clients who are willing to grow and change, and they respect you because you are such a good match. They don’t think that just because they pay you money, you’re expected to just fix them. They want to work as a team with you to learn and grow.

4 – Have An ‘Until’ Mindset

Clients who have an ‘until’ mindset are clients that keep going until they get their breakthrough. They will keep going until they figure it out. They don’t quit just because something gets hard or uncomfortable.

I worked with a lady once who wanted to set up automation systems. Just two weeks in she said it was way too hard for her. Instead of working through it step-by-step, she just gave up!

I’ve struggled in the past to say no to people, but I had to find the courage to say no to her because I knew we were not a match. If someone gives up that easy, they’re probably not built for business.

Now, what helps me say no to people is to think that someone else is missing out, who is ready to make changes in their lives. If I continued to give this slot to her, I would end up frustrated.

5 – They Value You

Choose quality clients who value your time, your knowledge, skills, and wisdom.

You have to shift your mindset from a scarcity mindset in which you want to take on everyone, to a mindset of valuing yourself. This can come back to a self-worth issue.

Mindset Shift From Scarcity To Value – 3 Mindset Distinctions

There are 3 mindset distinctions I recommend:

  • Mindset Of Trust – Trust people will come and fill those spaces that are quality clients.
  • Abundance Mindset – There is an abundance of clients out there if you are good.
  • Mindset Of Courage – You need this to actually say not to people. You need to be bold and brave in your business.
5 Ways To Spot Energy Zapping Clients
1 – Do You Sense They Won’t Get Great Results?

You can pick up a sense with energy-zapping clients. You will sense they won’t get great results. You won’t get the satisfaction of really helping them. You won’t get testimonials from them and your investment of time won’t bring a great return. This feels like such a waste for you and for them also.

2 – Do They Affect Your Mood?

Energy-zapping clients affect your mood, not just for this energy-zapping client, but for other clients also and for your community. You get stuck in negative thinking after the session, instead of other more important things. If you have an energy-zapping client, you will take that energy into the next client meeting, and this is not worth it.

3 – Do They Make You Doubt Yourself?

Energy-zapping clients can really make you doubt yourself. There are 3 important mindsets you need to show up with: 1) Conviction 2) Certainty 3) Confidence. Energy-zapping clients can drain you of these things.

4 – Are They Demanding Or Disrespectful?

This is subjective, because sometimes people aren’t outright demanding or rude, but they push the boundaries that go beyond what you’ve promised. I’ve had this a lot of times, where I’ve had to put strong boundaries up.

I’ve had people contact me and want me to help them with building a landing page. When people contact you and say, “Hey, can I pick your brain…” and they want free advice, it shows the boundaries are not clear enough.

This really is a subjective area, because people can be disrespectful by not paying, by not showing up, by turning up late.

5 – What’s Your Gut Instinct Saying?

What does your gut instinct tell you? This instinct rarely lets me down. Taking note of that check or red flag feeling in your gut is really important. Otherwise, you end up resentful.

This is why I’ve made a decision to work with people that I am going to know that I am going to enjoy working with. I choose clients that are going to enjoy it and where I can absolutely help them because in every case, it’s just not worth it for the money.

If your intention is to attract quality clients, then quality clients will show up for you. And they really do start coming in like a magnet, if you do quality work.

You don’t get quality clients if you don’t do quality work.

Do you need help attracting the right clients?

If you’ve been struggling to say no, or struggling to find your right clients, I’ve opened up some space in my calendar to help people like you in my community.

I’ll create a personalised marketing roadmap for you based on my proven formula, to help you attract quality clients!

Click this link to apply for a free 45-minute strategy session

The right people are waiting for you.

Kat

 

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3 Ways To Convert Quality Clients, Without Feeling Like You’re Selling

If you’re in business. I’m sure that you understand the importance of converting leads into clients.

A lot of business owners really don’t like this idea of being salesy, pushy, or coming across awkward. I get it, because I hate being perceived that way also.

We’ve all been in a sales conversation where we’ve felt that the person doesn’t really care about us and they’re just trying to push the product or the service on us. When I started out in business I really hated selling, but the truth was, I just didn’t understand it.

I remember being at an event once and the guy said to raise your hand if you’re in sales.  I was a personal trainer at the time, and there were hundreds of us at the event. No one raised their hand. And he said, “Well, you’ve already lost the game if you don’t view yourself as being in sales.”

I remember getting this really icky feeling that I did not want to be known as a salesperson in business. But here’s the thing; when you attract the right people who are a great match for what you’re offering, it doesn’t feel like selling.

It actually feels like an enjoyable conversation and experience. It feels so natural and it just flows. You don’t have to think about what tactic you will use and how you will overcome an objection.

So how do we actually do this effortlessly?

When I talk about converting quality clients, I’m not just talking about just anyone. I’m talking about your ideal clients who are your dream clients.

Your dream clients are those who have all the traits and elements you put into your ideal client avatar, when when you planned out who your ideal clients are. So for example, your ideal client knows a lot less than you about the topic you are speaking about.

A lot of people show up with imposter syndrome, feeling like they are not wanting to sell because they feel like they don’t know enough. So you want to design your ideal client avatar for people who are way further back in the journey than where you are.

When you get the right people into that conversation, then you’re able to influence them for good. You’re able to help them to overcome the block that’s in their way. You’re able to help with the problem they are experiencing by offering the solution.

True influence is helping people find a solution. It’s helping people go from what I call, pain to paradise. It’s helping people so they can overcome the problem and overcome the block that is stopping them from taking action.

If you don’t do that, then you’re leaving them suffering and stuck in their pain. So if you want to be able to elegantly convert people and not feel like you’re a salesperson, then learning true influence is what will help you convert people into paying clients.

Since 2003 I’ve been working with thousands of people to make positive changes and get breakthroughs in their lives and business. I started out working as a personal trainer, helping coach people with weight loss, fitness, and bodybuilding.

Throughout my whole journey of 18 years in business, the main thing I’ve been doing is helping people get breakthroughs in their lives.  When you think about a breakthrough, it’s like a penny drops and people get that aha moment and have a revelation and an epiphany.

I heard someone say once that it’s best to be deliberate, not desperate.  I love that! You don’t want to come across as desperate because desperate energy puts people off. One of my mentors Ben Harvey says that buying begins the breakthrough.

Think about when you’ve had a breakthrough. Often it’s because you’ve invested somehow in your breakthrough. You’ve paid to go to a seminar, course or event workshop and you’ve had a breakthrough.

Having a breakthrough feels incredible and breakthroughs start because we make a decision to take action.  Usually, that decision to take action is because someone has influenced you. When you have the right heart and the right mode of influence, you will help someone improve the quality of their life.

I really want you to view sales as helping someone discover what they are missing. It’s not about changing someone’s mind. It’s about helping someone to deal with the problem they are struggling with.

This takes the pressure off you and you become excited to tell people what you do. If you’re in business, you have to constantly be telling people about what you do. It’s so important that you know how to sell especially if you’re a coach, consultant, healer, author, speaker or practitioner, and you want to help people improve their lives.

You won’t be in business if you don’t sell, so you have to learn to confidently and boldly tell people what you do. If you want to help more people and make a bigger difference in the world, sales is one of the most important skills that you can develop.

I remember sitting in an event once with Jeffrey Slater and he said that sales is the skill you do not want to learn, but it’s the skill you most have to learn. Most people don’t want to learn sales, but without learning sales, you will have to go back to working a normal job.

In discussing the best ways to find a quality client, I’m assuming that you have a heart to really make a difference in the lives of people and I’m also assuming you’re not trying to sell someone something they do not need. I also assume that you have a good offer, because without a good offer, then you’ve got nothing to offer anyone.

To craft a good offer, you need to have lots of quality, real-life conversations with people, that you ask specific questions that address their needs. These conversations help you to craft an offer that is needed and that you are proud of and want to share.

When you have a fantastic offer, then you can start having quality conversations that will bring you ideal clients that are a match. So how do we make that match with quality clients?

1 – Awaken Their Future Identity

Everybody has what I call a BFS, a best future self.  Everyone has something that they want to improve in their lives. It could be being a healthier, fitter version of themselves. It could be having a stronger relationship or marriage, or it could be improving the way they parent.

The first way to influence some positive change is to awaken that vision and identity of who the person wants to be. This goes so much deeper than just what they want to have, it’s actually about who they want to be.

People don’t want to buy your product or service, and they don’t want a coaching session. They don’t want an 8-week course or to watch your 27 videos. They want to be the best version of themselves in the future.

In order to awaken that vision, you don’t just want to focus on the method of how you help people or the features of your program. You want to focus on awakening in them the best version of themselves, that may have been lying dormant in their minds for many years.

You’ve got to craft your questions in an elegant way, to remind them of who they want to be. People get buried under all the yuck of life and they forget who they want to become. It’s your job to remind them.

I think of selling as a coaching session. So much of coaching is about asking the right questions and helping people change their perception. At the end of a coaching session if we’re a match, then the person will become a client.

Asking the right questions takes planning and it’s a skill you develop. It’s important for people to get a vision to see, hear and feel what it would be like living in the best version of themselves.

You want to ask people to remember that vision of being their best self and also you need to ask why it’s important to them. This takes time. You’ve got to really listen intently, you’ve got to notice shifts in their body language, and notice what lights them up.

Notice their keywords, their body language, and the shift in the tonality of their voice. You’ve got to be able to sense how people are and you’ve got to be able to see them physically to see their visual cues. This is why having a video call is so important.  Sometimes you have to go digging for the BFS goal because it’s not always top of mind with people.

So many people when they’re having sales conversations, don’t understand this. They like to rush the conversations. I used to do this myself. Understanding people’s future vision is so important.

I remember when I was a personal trainer, I just wanted to get people out into the gym, instead of really taking that time to understand what they want and why it’s important to them. This helps so you can motivate them when things get hard.

Back in my PT days, I just ask client’s how long they’ve been in the state and what they wanted to fix.  And then I’d try and get them into a 12-week challenge so they could start losing the weight without understanding their motivating factors or what would drive them to change.

When you’re talking to people, really take notes of the words that they’re connected to. Take note of when people are passionate and note when you see a shift in their body.

2 – Educate Them

The market has really changed from a buying perspective and we’ve changed how we interact. People are more educated now than ever before. You can pull out your phone and educate yourself very easily, no matter where you are.

The idea of selling is not really selling anymore. You can sell without feeling like you’re selling, by doing education-based selling. Education-based selling is completely different.

The cool thing about this new marketplace is that if you enjoy teaching, training, and educating people, you’re in a good position to understand how to influence somebody.

When I have a conversation with someone who potentially wants to get some coaching or wants a mentoring program, rather than going through outdated sales techniques from years ago, I educate people in my conversations.

Back in 2003 when I did my apprenticeship at the gym, conversations were very scripted instead of being dynamic conversation. It wasn’t about education. Now what I do instead of talking about the features of my program, I educate people.

When I talk to someone who is struggling in their business and they want more clients, or they are wanting to improve their presenting or copywriting skills, I’ll educate them on what’s working right now for my business to help get clients.

People don’t really care about your product or program or if you give tech support. They just want to know that you’re able to give them what they desire in life, and this is where you can show them that you’re the expert and you do this through educating people.

When you take the time to educate your clients, it can really dramatically shift things, especially with quality clients. Quality clients need to be educated, they need to understand why you are different in terms of the result you can offer.

I use a 3- step method for this, and I call it the CPR method. It’s like resuscitating someone who is sick, but you’re resuscitating their vision of their best future self in the midst of educating them.

C – Credibility

If you want to influence someone, share your credibility, your experience, knowledge, and skills. Share why someone would want to work with you.

I remember when I worked as a gym instructor in New Zealand. There was a trainer there who would see someone doing an exercise wrong. Instead of walking up to them and saying to the person, “Hey, I’m Bob and I’ve been training people for the last 5 years. Do you mind if I give you a quick tip on how to protect your back?”

He would shout out across the gym and tell people what they were doing wrong. It would cause people to get really embarrassed and I would cringe when I heard it, because he would embarrass people publicly. He wouldn’t tell people about his years of training people, which would give him credibility. He would just yell at people.

So anytime you want to educate someone, you need to frame it around your credibility.

P – Process

Sharing your process with people is really important. Tell people what your process is, share that your process is step-by-step and explain how you’ve organised your knowledge. People love organised knowledge.

In a conversation, this might look like,  “Hey Tommy, so I heard you say you want to work full time in your business so that you can have the flexibility of working from home. Is this right? So, over the last 18 years of working in business I’ve discovered there are 3 main problems people face when it comes to business…”

In my strategy sessions after I ask the key question, I then create a roadmap for the person and explain how the coaching would get them results. I explain step-by-step how things will progress and I show how my knowledge is organised. People love a step-by-step strategy.

R- Results

You want to share the results you are seeing when people follow your process. You might say, “Sally followed this process and she was able to make 10k a month and was able to increase her conversion rate from 50% to 70%.”

Share your client stories and describe the results client’s got when they followed your process.

3 – You Are The Prize

You are the prize. Say it out loud with me, “I am the prize!”

There are thousands of people that you could potentially be coaching or mentoring and there’s only ONE of you.

Your time is limited, so you only want to work with quality people. If you’re working one-on-one with people, you want quality people to book into your calendar. You don’t need people wasting your time.

You want people who are ready and are seriously committed. You only want to deal with people who want to work with you, who trust you, and who want to take action.

Money is a commodity. You can get money from anywhere, but you only have one you. If you’re coming in with an energy of chasing a person in a strategy session, and if they feel like prey being targeted, people are going to run away.

However, if you come in totally neutral and you’re not chasing, you become the magnet. You know you’re the prize because you’re good at what you do. You want to attract the right clients and repel the wrong ones like a magnet attracts and also repels.

It all comes down to presenting to people the opportunity to improve the quality of their life.

You don’t need to try and convince your ideal clients, you want to find people who are already convinced because you’ve educated them and you’ve provided valuable content.

So the goal with sales is matchmaking, not trying to sign everyone up. It’s about matchmaking with your truly ideal, right-fit client.

So if you want to be known as the one that people chase, rather than being chased by them…

I’d like to invite you to a free client attraction strategy session. 

I work together with my clients to:

1) Make your offer irresistible. I help you get clear on the best packaging and pricing for your stage in business and the stage that your ideal clients are at.

2) Clarify your language. I help you understand the beliefs your ideal clients have and what you want them to believe.

3) Creating organic, compelling content that converts. I use my proven process to craft the right language that calls in truly ideal, quality clients. This will ensure you get enquiries from your content.

In order to be the best candidate to get results, it’s best if you have experience serving clients in your area of expertise and getting results, and already have an idea of what problem you solve and who you enjoy helping.

If you’re interested, message me on Facebook or email me at info@katmillar.com and we’ll have a chat and see if you are a good fit.

I look forward to chatting with you!

Kat

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