Kat Millar

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3 Powerful Ways To Make Your Content More Influential

Do you want to help people improve their quality of life, take more action and have a more amazing experience on this planet?

This requires the skill of influence, which is about getting under the surface to the deep layers to help people take action.

Why is influence so important?  There are lots of areas in business where influence is key.

The four main areas I help people increase their influence in are sales, marketing, presenting and copywriting.

What is influence?

According to Oxford dictionary it is:

‘The capacity to have an effect on the character, development, or behaviour of someone or something’

Influence is not manipulating, it’s not convincing. It’s not trying to persuade or twist someone’s arm. It’s helping someone to get more of what they want.

Influence that is positive, ethical and authentic is helping someone improve their quality of life, helping them have a better experience in their day-to-day and helping them solve problems and get the solutions they want.

I love researching influence and practising my influencing skills so I can help more people.

Like all skills, they are learnable and improve the more you practice them. You can learn to turn up your influence like a volume switch – to amplify your ability to help people.

When you know how to influence people, you become free. You don’t ever have to rely on anyone ever again to make money, because when you understand the power of influence and apply it, you will always have plenty of money in your bank account.

When you’re effectively using the skill of influence, you will be impacting people’s lives, really making a difference and doing what you’re here on the planet to do.

You will be making a difference, contributing, serving, having the joy and fun and ultimately having a life of freedom and flexibility.

In this training, I share how to become more influential when creating your content.

Influential content includes webinars, live events like workshops, videos and marketing copy.

Sales includes one-to-one and one-to-many. It could be selling on a video, selling live or it could be a face-to-face sales conversation with someone.

Our ability to influence (or not influence) comes through in our language patterns, our tonality, the way we say things and our body language.

When you learn the art of true influence, your improved communication skills can result in more success in your sales, marketing, communication, and presenting.

So here are 3 powerful ways to make your content more influential…

1) Paint a Clear, Specific, Vivid Experience for Your Client

Number One is to paint – Paint a clear, specific, vivid experience of what the person (your client or future client) is currently going through and what they are experiencing.

For example, you might start talking about what they’re currently seeing in their life as a result of this problem, that you can help them solve.

You need to be descriptive. What are they seeing? What are they hearing? What are they hearing their partner saying?  What are they telling themselves internally?

Now describe what they are feeling. Are they feeling fear? Is their heart racing? Do they have a knot in the pit of their stomach? Do they feel they have the world on their shoulders?

When you paint a clear experience for your client, you are bringing their experience to life. You are painting them a visual picture through their senses. You are helping them hear, see, smell, taste and feel the experience you are describing.

Becoming descriptive in your content brings your content to life. Rather than saying, ‘Are you struggling with fear?’ or ‘Are you struggling with anxiety?’ You are painting a clear, sharp picture of how this feels.

You would say, ‘Do you find your heart starts racing and your palms start sweating when thinking about how you are going to pay your bills?’ You are describing their experience. You are putting your client inside that experience.

First of all, paint the experience of what they are currently going through. This is what is going to stop them from scrolling right past you. It’s going to engage them, attract them, get their attention and hook them in.

Remember to use your ultimate client’s language when describing their pain-point.

Next, start painting a word picture of where they want to be. Start painting a word picture for your future client that describes the experience of what life would be like if they were where they wanted to be.

You don’t have to say, ‘Do you want to be slim?’ or ‘Do you want to be happy?’ Use nouns that bring your content to life.

Bring the future experience of your client’s breakthrough to life through your words. What will they see, hear, feel, when they have your specific solution? Describe visually, audibly and kinaesthetically what your client will feel when they implement your solution.

People learn and receive differently.  Some people are visual, some are analytical, some are feelers.

We need to harness all of our senses and receptors if we want to create influential content. Describe your future client’s problem and then describe their solution by tapping into their sensed experience.

2) Pepper Your Content with Personal Stories

Number Two is pepper. If you go to a restaurant, you will find they have large pepper grinders. What is pepper used for? It’s used for seasoning food!

In a similar way, we need to add seasoning to our content also, to enhance our customer’s experience with our content.

To pepper your content, use relevant stories and examples from your own life. Currently, everyone is posting ‘How To’ content. I do this also. It’s because this appeals to our brain.

But people connect also through the power of personal story on a heart level. Connection on a heart level can supersede the brain connection. Peppering your content with personal stories brings your content to life.  It actually helps activate the right side of the brain.

We have a left side of our brain that takes in logic and data, so it’s more analytical and methodical. Some people are more predominantly left-brained. The right side of our brain deals with intuition, perception, emotions and feelings. Right-sided brain dominant people are usually classified as creative.

Bring your content to life through stories and examples. Pepper your content with personal stories to back up your point and increase the heart connection with your clients.

I use a technique called window wiping. I create content that triggers the left side of the brain and then the right side, and back and forth.

3) Position Yourself as an Expert Authority

Number Three is positioning. Position yourself as an expert in your area and an authority to be taken seriously.

This makes entrepreneurs nervous. To position yourself as an authority puts a responsibility on your shoulders.

We suffer from tall poppy syndrome. We don’t want to big-note ourselves. So to place ourselves as an expert in an area is daunting.

Placing ourself an authority over a particular solution or niche is necessary, however! I train people to identify their niche and become an authority in that specific field.

You want to show people that you are credible in your area, so talk about your experience, your knowledge and your skills.

You can do this in a humble,  grounded way that doesn’t come across as big-noting yourself. Present yourself as humble, genuine and authentic.  And that’s when you will influence people and cause them to actually listen to you.

I talk openly about the experiences that I’ve had in business for the last 17 years. I’ve had various businesses and have had to attract my own clients.

I’ve had to really learn the art of influence. I’ve invested over $100,000 to develop my skills from some of the best teachers in the world. This is my lived experience.

My lived experience makes me an authority in the area of influence because I’ve made it my business to learn about influence. I’ve done this firstly for myself and now, I can impart my learnings to others.

I include what I’ve learned into my content, into my sales process, into my marketing and communications.

Ben Harvey is one of my favourite teachers in the world. He states that when you talk about yourself, go low with humble energy. Then raise your energy to say, ‘I’ve been so blessed to have done this and learned this…’ You start speaking louder with excitement when talking about what you’ve learned.

When you think about your next piece of content, consider how you can paint it with clear, specific, visual, kinaesthetic and auditory experiences.

Think about how you can pepper your content with relevant stories and examples that make your content more compelling and relatable. Then incorporate this with your learned authority as an expert in your niche and solution.

Ultimately, it’s going to help your future clients take the next step towards you. It might be something free, that will then lead the reader or listener further through your funnel towards being a paid client.

So, there are 3 powerful ways to make your content more influential.

How will you apply these to your next piece of content?

Do you need help creating more influential content to get more clients?

THIS weekend, the 14th and 15th of March, I’m running a two-day content creation workshop ‘How to Create Content that Connects’.

In this workshop, we create your content together, I provide you templates and formulas and you’ll walk away with a whole heap of content DONE!

There are only a few spaces left so get in fast!

To learn more about the ‘Create Content That Connects’ workshop this weekend, click here.

If you would like help being more influential in business, so you can attract more clients, I offer a free 30-minute strategy session, to help you gain clarity on how to grow your business. 

You can book a 30-min clarity session with me here

(This is first-time sessions only and I don’t give you a sales pitch, only guidance and support).

 

Remember, the world is waiting for your brilliance!

Kat.

 

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How To Have The Body Language Of Confidence

Have you noticed how one person can appear super confident, while another person comes across as unconfident – even if both people are saying similar things?

Confidence is not just about what we say, but what our body is saying as we say it.

I think you’ll agree, if someone has really unconfident body language, you can tell straight away they don’t fully value or believe in themselves, or what they’re offering.

Our body language is a reflection of our confidence.

In this video and article, I share with you how to have the body language of confidence.

This is part 1 of a 3-part series about how to have the language of confidence.

 

 

Think about influence. If you’re a business owner, if you’re a coach or any kind of service provider, that person is buying in to your confidence, right?

People are not going to buy from you if you are not confident in yourself and what you’re offering.

Have you ever made a significant purchase, actually invested quite a lot of money in something where the salesperson or the service provider was really unconfident?

Probably not right?

Because we buy off people who have confidence and boldness in what they’re offering.

They believe in themselves, they know their worth and their value.

You have to be confident in three different ways.

The first way is your body language.

Body language is estimated to be roughly 55% of our communication.

It’s not just about what we say, but it’s how we say it. It’s about what our body is saying.

Our tonality, the way we say something is about 38% of our communication, and words are only about 7%.

A lot of trainers focus on the words – what to say, and our words are really important. I’m going to cover that in the third part of this series.

But in this article, I share tips on body language, because it can really make or break your ability to sign up clients your ability to make an offer confidently and make a sale.

Recently I was asked by a company to come in and train their staff on how to be more engaging and market themselves better.

We were brainstorming in this meeting yesterday and talking about all the different things that stop people from taking action, from being inspired to buy, and act.

And the first thing that we decided to start with is communication skills.

Because you can have the most amazing product or service in the world.

You can have all the written copywriting in place.

But if you are not inspiring, influential and confident in the way you deliver it, people are unlikely to buy it.

 

There are 3 main things that make up confident body language.

 

1. Open body language

When you first meet someone, they are making a first impression of you within about the first few seconds.

People are sizing you up and judging you. We have to, because it keeps us safe, right? We’ve got this in-built judging part of us to protect us, we want to know if that person is trustworthy, if that person is safe.

Part of our brain is scanning the body language to make sure that that person can be trusted. The more closed we are, the less confident we look.

So when you meet someone at a networking event, for example, if your body language is closed, people automatically, at an unconscious level discount you and lower you in your positioning inside their mind.

When you meet people – are you crossing your arms?

Are you putting your hands behind or body or clasping your hands in front of you?

At an unconscious level, this sends out signals to the person that you’re communicating with that you are not open to them.

And closed people aren’t usually warm, and are usually less trustworthy.

When I get people up in my workshops to stand in front of the group, pretty much everyone closes up, crosses their hands or arms or puts their arms behind their back -whatever it is that makes them feel less threatened.

Closed body language makes you appear more nervous and less confident.

So make sure that when you’re standing talking to someone that you keep your arms at your side, or use your hands purposefully.

It can be a really hard thing to do.

The most important thing you can practice with body language is standing with your arms directly at your side.

I remember as a personal trainer, I was taught when I’m training my client to stand with my arms at my side.

It was one of the hardest habits I had to get out of.

And when I did professional speaker training, they made us stand with our arms by our sides for days when we were presenting, to get us out of that habit of closing our body or fidgeting.

We often just go to this pattern unconsciously and don’t even realise we’re doing it. So you’ve got to train yourself. You need to practice it. It’s probably going to feel weird at first, but practice, practice, practice.

If you’re calm, and certain and confident, then you can easily just hold your hands at your sides.

When you’re in a meeting, when you’re speaking on video, when you’re chatting with a client, are you using open or closed body language?

It matters.

Also, remember to use your hands. Your hands add flavour, interest and colour to what you’re talking about.

Don’t overdo it; don’t be distracting. But just use your hands naturally as where they want to move to.

2. The body language of certainty

People who are certain about what they’re saying use certain body language.

Using gestures with your palms down shows certainty.

Using strong hand gestures where your hands are straight and in a natural position with your palms facing each other is also a certain position.

You can also use your hands to drive your point home.

With certain body language, you’ve got to read the situation.

Body language is not ‘one size fits all’, it’s about using what is appropriate for the person or people you’re with.

Standing tall with your head up is also a certain body language pose.

If you’re on stage and you want to come across confident, you want your body language to be bigger.

Certain language is bigger. Compare it to people who are very shy and nervous and awkward – their body language is small and more tucked in. They try and make themselves small to take up less room and not be so seen.

Very confident people try and take up more space.

It’s very similar to the animal kingdom, animals that are trying to exhibit their territory or their power or go really big.

Think of a peacock, or a gorilla beating its chest.

3. Symmetrical body language

Another body language of confidence is symmetry.

As soon as you tilt your head to the side, as soon you put your lips to one side, or lean on one hip or put your weight on one side, you look less confident.

Asymmetrical posture makes you look more confusion and less confident in what you’re saying.

When we’re certain we have symmetry: our feet are together, we stand with even weight on both feet, and we’re not tilting or leaning or torso or head at all.

If you want to come across more confident in your body language, this is a simple hack that you can apply straight away.

If you’re making an offer to someone, avoid going asymmetrical in your body language.

If you do it too much, you’ve lost it – it’s usually game over.

The body language of confidence is very symmetrical.

It doesn’t mean being stiff and forced. Just bring awareness to it and think about how you may be coming across and being perceived by people.

If you want to come across more confident, if you want to command more respect from people – and you can still do it in a nice, friendly, open, warm way – be symmetrical.

Symmetry is one of the most important parts of confident body language.

It doesn’t mean you’re symmetrical all the time, but when you’re delivering your message or presenting your offer, having enough symmetry in your body language is crucial.

So, to recap the 3 parts of confident body language

1. Open body language

2. Certain body language

3. Symmetrical body language

So, how’s your body language?

Are you being open, certain and symmetrical when you’re making your offers?

The first step is awareness.

I have hundreds more tips on influence and how to attract clients and inspire them to sign-up to what you’re offering.

If you’d like help in this area, I’d like to offer you a free, private 1-1 strategy session.

Together, we’ll create a game-plan on your best next steps to being a more influential business owner who gets results.

Click this link to book your free 45-minute strategy session.

Business is too hard to do alone.

So don’t struggle, make sure you reach out, I’d love to help you overcome your business challenges and get the results you deserve.

Kat

 

 

 

 

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4 Essentials To Attracting and Signing Up Paying Clients

 

Want to know the non-negotiables you need to attract and sign up new clients?

In this video and blog, I share with you 4 essentials you need to market and sell effectively.

These four essential are non-negotiable if you want your sales and marketing efforts to bring results.

They give you the clarity to make sure that you sign up the right client for you – the ideal clients that you want.

They give you clear direction, so you know exactly what you’re heading, peace of mind, certainty, and predictability.

If you miss even one of these, all of your sales and marketing efforts can fall flat.

1. Plan

The first thing you need is a plan.

A lot of people put off creating a plan because they think it’s just going to sit on the shelf or in the drawer somewhere and not actually refer to it.

That’s not the kind of plan I’m talking about.

I’m talking about a plan that’s an every-day working one-page document that has exactly what you need to do on it for your marketing.

Your plan should start with your values, vision and mission of your business.

And then based on those values, vision, and mission, you chunk it down into goals that you have for the full year, goals that you have for each quarter, and goals for each week and each day.

This way it’s straightforward.

We all know that we should be goal setting and having a plan and having targets, right?

But, do you have one that’s clear and working? How often are you actually looking at your plan and working from it?

A lot of business owners I talk to feel too busy caught up in their day-to-day business. And I totally relate because I can get like this as well.

There are always distractions coming at us. And it can be hard to take that time away to create a plan.

But it doesn’t need to take a long time.

If you’re a business owner, no doubt you have a busy, full life.

It does take time to time out of your every day. But it’s going to save you time in the long-run.

This is part of your marketing is to have a one-page document where you know exactly what type of content you’re putting out, and what your current launches and campaigns you’re working on are.

So many people will say to me “I’m not getting clients coming in, I don’t have a consistent flow of clients”

Without a campaign or launch – where you’re building people up to the launch, opening the doors of the launch, and then you’re closing the door to launch, it’s a struggle.

If people are able to access you anytime – if you’re just available all the time, there’s no scarcity and there’s no urgency.

The reason we want scarcity and urgency is not to just create fake hype about how these limited spaces. That’s not it.

According to Robert Cialdini’s book ‘Influence’, scarcity and urgency are an important part of influence.

In fact, most people will not buy or not make changes unless they feel like they’re going to miss out.

For example, do you have a current offer that’s going to end? Or can people just jump on your website anytime and buy from you anytime?

So deciding that is part of your plan.

It’s really important to have your targets – to know exactly what your goals are.

And I don’t mean “I want to help lots of people and make lots of money”.

I’m talking about numbers by the end of this quarter – how much money exactly do you want to earn?

How many clients do you need?

How many client appointments do you need to make?

How many webinars do you need to do or meetups or workshops – or whatever your marketing strategy is that you need for your plan?

2. Process

The second thing you need is a process to take people from where they are to a paid client.

It’s never going straight from meeting someone and going into a paid client – you need a whole process that people go through.

And what we need to do is get people step-by-step closer to making an offer to them with something that they are going to pay money for.

We never want to do that too prematurely, or we put people off, right?

So there’s got to be a planned, effective process people go through.

There’s some new research that shows that people need to consume seven hours worth of content, on average, from you, before they make a significant buying decision.

They might buy something small, but for them to buy your premium offers, such as your coaching package, or your retreat or your big-ticket offer, people need 7 hours.

That’s a lot of time on Facebook Lives or blogging, or if you’re only doing social media captions – that’s a LOT of posts that you need to build up to that time of seven hours on average.

That’s why I LOVE workshops as a strategy because you can do your seven hours in one day, for people get to know, like and trust you and are willing to purchase if they feel that you have what they can be helped by, right?

If you’re not doing a full-day workshop, if you’re just doing small bits-and-pieces here and there, it takes a lot more time to build up enough of that know, like and trust factor for the purchasing decision.

So it’s really important that you have a process to take someone from where they are to your paid offer.

You are best doing this through automated funnels.

You want to have systems that are automated instead of manually following anyone up, manually booking an appointment, manually getting payments.

We shouldn’t be doing all of those things manually. Your business should be automated and systemised.

It’s not 2001 anymore, you know, we’ve moved on from that – there’s no reason to run a clunky manual business next is sucking your energy, and probably your joy as well.

So you need to have automated funnels set up.

A funnel is basically where someone can opt into through a link. And they do everything themselves rather than you having to contact them all along the way.

We also want to make sure that your automated systems have exceptional client service and experience so that they’re not just getting a robot experience.

You want to have that human experience, that wonderful exceptional client experience with automation.

So they get both, it’s not one or the other. Some people think that if you go automated, that you’re losing the human touch, it doesn’t need to be like that.

In fact, it frees up your time to have even more human touch with them, because you’re not doing all the techie stuff back and forth, it’s all done through technology.

There are really cool systems that you can use for that nowadays, to do things automated.

You also need your effective online strategies in place and offline strategies in place.

You shouldn’t only be looking at online lead generation strategies, but offline lead generation strategies too.

If you do both, you’ve got way more chance of finding your ideal clients and them signing up to your offers.

You need an effective funnel, offline and online lead generation strategies that are unique to your business, and that needs to start with your plan.

3. Presentation

You need a presentation – a way to present people with your paid offer.

Make sure that you don’t do your premium offer presentation when you’ve just met people (unless they are showing clear buying signals, which is rare the first time they meet you!)

You don’t want to go into a sales pitch before people have been able to consume your content and you’ve educated them and shared with them, helped them and given them lots of value.

Your presentation needs to be at the right point in the process.

A presentation could be at the end of…

  • A phone call
  • A webinar
  • A workshop
  • At the end of a one-on-one discovery or clarity session

An effective presentation is how we sign up paying clients.

So really take your time to make sure that you have a well-crafted presentation.

Don’t try and wing it. Don’t try just make it up on the spot.

Make sure that you take the time because you don’t want to spend all this money and time of marketing to get to that point of presentation and then blow it.

This usually happens because you’ve just rushed it or you haven’t got to know that person enough or you haven’t educated them enough on the benefits of what you offer.

You can do things like sending them videos before they come on a call with you. They can look through your blogs, they can look through your all your material, watch your videos, etc.

The more content that you have for them to consume, the more likely they’re going to take you up on your paid offer.

4. Personalisation

You need to personalise what you’re doing in your business.

You can’t take the advice of some guru and try to apply it in your own business and expect it to work exactly the same as what they are doing.

You’ve got to make sure that you personalise all the information you’re hearing and reading.

If you’re anything like me, you love researching and going to workshops and seminars and events and learning as much as you can about how to grow your business.

But we can’t just take what you hear from a stage or from a YouTube clip or audiobook, or wherever you are consuming knowledge and expect that it’s going to work exactly the same for you.

You’ve got to personalise it for you. Maybe that means that you need colleagues that you can run your Facebook ads and copywriting and promotional stuff past for feedback before you waste time, money and opportunities.

People scroll past so fast, you need to make sure your content and marketing is effective or it’s a total waste.

Maybe you need a mentor or a coach. If you don’t have support, it’s very hard to personalise what you’re doing to suit you and your unique stage of business.

For example, someone might say the best thing to do next is Pinterest if they’re selling a ‘Grow Your Business With Pinterest’ program.

Or if someone is selling an online course creation course, they might encourage you to do a course so you might think that it’s time for you to design a course – when you don’t even have clients yet.

Or you go to a seminar where someone’s selling a book writing program and you might stop everything to go write a book. But that might not be the best strategy for you right now.

The best strategy for you right now might be building your email list or building your followers on social media.

It could be getting paid clients by getting on the phone, and giving free sessions to people so that you can get to know people’s problems and goals and get some testimonials.

There are so many different things we can do to sell and market.

You’ve got to make sure that you filter everything coming at you for your own unique business – your own style, the way that you want to do it.

Maybe running Facebook ads isn’t the best strategy for you at the moment.

Maybe you actually need to get your branding a little bit better before you start paying for traffic.

And it doesn’t mean perfection – it could just mean that you decide on your brand colors, your emotions, you know who you’re speaking to before you start paying for traffic.

Or maybe it’s not the right strategy for you to spend hours a day in Facebook groups – maybe that sucks your soul and you don’t enjoy that.

You’ve got to personalise all of the things that you could be doing and be really true to yourself and your own personality and lifestyle.

No one knows you as well as you do.

If you want help with personalisation for your sales and marketing, I’d love to offer you a free session where I can help you personalise your strategy, your next decision, your next step.

So if you haven’t had a session with me before, then this a free session for you to get some clarity.

But other ways that you can get personalisation is by seeking out mentors and peers and colleagues, where you’re supporting each other.

Business is too hard to do alone, right?

So those are the four things you need in order to sign up new clients.

The first one is a plan, the second one is a process, the third one is a presentation, the fourth one is personalisation.

You need all four of these things AND they have to be effective for you to sign up new paying clients.

And that’s what I’d love to help you with.

NEXT STEPS

There are a few options you can take to help you to apply these 4 essentials…

 

1. Jump on a free strategy call with me
Click here to book a private 1-1 strategy call

 

 

2. Free online master class ‘How To Attract Your Ideal Clients’

In this webinar, I share my top 3 marketing secrets to attracting new clients in the next 30 days.

It’s on Thursday the 29th of August at 7:30pm.

Learn more about ‘How To Attract Your Ideal Clients’ Free Online Masterclass

 

 

 3. Full-day workshop in Sydney ‘How To Sell Your Services With Ease’

You will learn everything you need about how to sell your services authentically and genuinely.

You’ll receive a proven, effective sales script template that you can tailor to your business.

You’ll learn how to overcome every single objection you will be presented with and confidently ask for what you’re worth, without sounding pushy.

It’s especially for you if you really don’t like selling!

Learn more about ‘How To Sell Your Services With Ease’ 1-Day Workshop

 

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5 Systems You Need To Attract And Sign Up Clients Consistently

 

I know the word ‘system’ isn’t sexy… But in this video and blog post, I share why systems can be truly sexy, and life-changing in your business. I share 5 systems you need to attract and sign up clients consistently.

 

Systems help you free up more time to attract more clients and be able to sign them up, so you can do more of things that you really love to do.

Systems allow you to have more time for the things that are in your genius zone – the things that only YOU can do.

Wealthy people create systems, and then they let the systems do the heavy lifting for them.

One of my favourite ways to view systems is this:

S – Save

Y – You

T – Time

E – Energy

M – Money

S – Stress

A system is a procedure, a method, a process, a set of steps that you repeatedly do.

And if you get them on automation, which so much you can do now because of technology, it allows you to have more time to do high-level tasks, like create quality content.

Systems allow you to plan and have a clear vision of where you’re going and really grow your business to the scale that you want it to be…

… as opposed to staying small and being stuck in admin and stuck in all those menial tasks that can just drag on and leave you frustrated and stressed.

You know those tasks that get you stuck and still not having the kind of impact that you want, or making the kind of income that you want to have.

The right systems can allow you to know that you’ve got a steady stream of clients coming in.

If you put these five things in place, if you have the systems taking care of all of the many tasks you need to do in business, through technology and through setting things up properly with a good foundation, you’re going to feel much less stress and much more relaxed.

Also, systems allow you to connect all the different parts in your business.

There are a lot of different steps that need to work together to achieve the outcome that you want for your business.

The right systems mean you know that everything is cohesive and taken care of.

You don’t forget to follow up on that person, you don’t forget to ask for referrals or testimonials. You don’t forget that you need to do a proper marketing campaign in the right timeframe.

There are a lot of systems that you need in your business.

Here are five of the most important systems that you need to focus on in order to attract and sign up clients.

 

1. A Content Creation System

You need a system for how to create regular consistent and valuable content to put out into the world.

I don’t just mean chucking up random Facebook posts, I’m talking content that is strategic and purposeful.

Your consistent content should be about educating your ideal clients on exactly what they need to know about you.

It should show people why you’re different and exactly how you can take them from A to B or A to Z, that you know what you’re talking about, that you can be trusted, that you know how to help people transform and get a great result.

That is what your content is about. It’s not just about quickly putting something out there just to be seen and posting anything that’s not valuable, you want to make sure that you have a system for your content creation that is regular.

I recommend that you post on social media and daily. Posts should highlight things like:

* Why you’re different

* What you believe

* What you stand for

* Your unique point of difference

* Your opinion on things

* What kind of person you are

* What kind of things that you help people with

* Maybe you spotlight one of your clients that you’ve helped achieve a transformation

* Maybe it is showing behind the scenes

* Maybe it’s showing you at an event and putting the highlights of what you’ve learned during the event

So when you put the system in place, you’ve got a plan for it. You’ve got a schedule, you’ve got a map.

With my private clients, I help them with this with a social media planner.

And I teach them how to rotate their posts, being strategic in how many times they are purely giving value and how many times they asking for the next step.

We also look at rotating between educating and entertaining and inspiring – doing a good combination of these.

You don’t want to have it all ad hoc and just randomly post last minute, because you quickly need to think of something – you want it planned in advance.

I recommend you use a scheduler. You can also add posts when you’re out and about, but at least you don’t have to manually do it every day.

I have looked at a few different schedulers. I personally like Buffer, because you can create everything on automation to go out.

I also recommend with your content creation that you send me an email to your list, once or twice a week.

And it’s valuable content – you’re giving, you’re sharing, you’re helping people to solve little problems in their lives that is in your area of expertise.

Don’t send something on mindset one day, and then on health, and then on relationships and then on finances – make sure your content is your ideal client with your content.

We also need to have a system for our copywriting.

We need to have templates that we’re using with our copywriting. This is what I do with my clients, I give them templates to follow because it’s a whole skill in itself.

It’s something that a lot of us haven’t been taught.

It’s something that we need to study and practice and get good at.

Copywriting is a big part of our marketing.

Copywriting is basically any kind of words that you write in order to market or in order to influence, it’s about copy that you write for a commercial purpose.

You also need a system for the copywriting on your landing pages, so you can capture people’s email addresses.

So that’s number one – we need a system for our organic, our free marketing.

 

2. An Advertising System

You need a system for paid advertising. And for most of you watching, it’s probably Facebook ads.

You need to be running Facebook ads. Gone are the days where we can post about our business all the time and show it to loads of people.

Those days were good when they lasted, but those days are over.

Now, we’ve got to pay to play.

So you want to always have ads up and running, you’re keeping an eye on them to make sure they’re converting, even if it’s $3 a day, and you’re posting your content and putting money behind it on Facebook.

I don’t recommend that you just boost posts.

I recommend that you actually create a whole ad, and that you’re always testing and measuring, you’re always comparing an A and a B – such as headlines or images against each other.

I’ve always got ads running, there’s never a time where I’m not running ads. They are running either running to a freebie/lead magnet, or for an event that I have coming up, or for people to watch a video of mine, and I’m always keeping an eye on it.

So instead of consuming social media, when I’m on Facebook, the majority of the time I spend on social media is creating and posting original stuff that I write, and not just copying or reposting other stuff, and also checking my ads insights and making sure that they are working well.

 

3. A System For Presenting Your Offer

Presenting is about sharing an offer to your ideal client.

Usually, you will present one offer at a time, and I recommend that it is whatever it is that you believe that your ideal client needs most.

You need to present, whether that’s on a video, whether it’s a sales call, whether it’s a webinar, it could be a sales letter – such as a full landing page with the sale, it could be a live workshop – it’s some kind of presentation where you’re presenting the next step to your client.

So you need a system around it.

You need to know when you’re going to do it, you need to know the schedule, you need to have it clearly planned out – the structure of your presentation, what you do before the presentation, during the presentation, after the presentation – these are all things that you need a solid system for.

Ideally have templates for all of these things, so that there is a system, structure and strategy – so that you’re not starting from scratch, and just kind of making it up as you go along. That’s a big waste of time.

 

4. A Sales System

You need a sales system – a process.

This is where you’ve attracted the potential ideal client, also known as a lead or prospect, and you’re going to convert them to a paying client.

This is where the rubber hits the road, this is the thing that will keep us in business. Sales are the lifeblood of our business. The only reason a business fails is not enough sales.

And the main reason a business succeeds, there are lots of reasons but fundamentally it comes down to having enough sales.

If you don’t have enough sales, you don’t last in business. You’re stuck in a job, you’re going and doing something else, you’re distracted and you can’t put the time and effort into growing your business properly.

So for a sales system is about setting up a process where you know what to do before the sale, during the sale and after a sale.

You need a template or script with the appropriate questions, you need to have a structure for how you do that offer.

You don’t want to get on the phone with nothing planned, that’s not going to work. That’s going to convert really low.

You want to make sure that you know what you’re doing, you’ve planned it out properly.

And then you also have a post-sales process.

I like to document everything that I do in my business, all the system. I record videos on them so that I can train up my intern or contractors.

You need clear systems to get people to get money into your bank account.

There are lots of steps you need in this system.

You need a way to take payments for example Stripe, or PayPal, or Ezidebit.

You need a way to book people into your calendar, and that should be automated, there shouldn’t be texting back and forth. There should be none of that manual stuff happening – that is not a good use of your time.

Your time is spent doing what you do best, and not trying to collect money. You’re not a bank.

It’s not trying to book appointments, you’re not a PA, you’re the business owner.

You’re the visionary – you’re the one that needs to set the direction, the culture, the values, the vision, the mission, the goals – THAT part of the business, not getting stuck in low-level tasks like admin.

So once you set up a sales system, you’ll know that you have a certain amount of leads coming into your funnel consistently and you’ll be able to convert them into paying clients.

 

5. A Nurture and Follow-up System

Do not leave this to chance, and do not leave it to memory. Don’t even leave it to your to-do list.

Unless you’re constantly prioritising and ordering around your to-do list -which is kind of a waste of time… It’s better to just have a system.

When I first started out in business as a Personal Trainer, before I used the internet much, I’m not naturally organised, but what helped me was having a system. I had to work on getting organised and planning and having a system so that I didn’t have scraps of paper lying around.

My system was – I pulled out their folder with the notes from their previous session, I planned the session that we’re about to have. I had everything documented and color-coded.

Creating these systems really helped me with clients, because I had the system of knowing how many leads I needed to get on the phone, how many appointments I needed to book, how many of those would convert into paying clients, and then how to nurture and follow them up.

I had a system of checking in if they didn’t by and a system of following up and setting myself appointment reminders, otherwise people fall through the gaps.

There’s a saying in the marketplace ‘The fortune is in the follow-up.”

How many people have you missed because you haven’t followed them up?

Maybe you’ve met them at a networking event, and you’ve got on really well, and the business card is somewhere in a drawer somewhere or in your handbag still and you haven’t done that follow up. I’ve been guilty of this over the years.

Follow up has to be fast.

You also need a system for looking after people – maybe they’ve bought from you in the past, or they might be a client that you only see occasionally – you want to have a system to follow them up.

Also, you need to have a system for making sure that you’re asking for referrals and testimonials.

Once this is all systemised, it’s going to take away so much stress.

So many people are running around chasing all different things because they don’t have good systems in place.

Doing these things and getting a result from these things, and two different things.

The better the systems are, the more likely you’re going to get consistent results.

And you just keep tweaking the system until it works.

You don’t want to get caught up in the emotion and the drama. You just want to focus on the numbers and the facts in business.

Of course, there’s emotion involved, but we need to do our best to keep it very factual, and just focus on the tasks that are going to get us the outcome that we want.

This stops the handbrake being on the business, where there’s no flow of clients because we’re getting stuck in low-value activities, or we’re running in the wrong direction really fast and we’re exhausting all this energy when actually we need to be focusing on getting the systems in place.

It can feel like a lot of work to put systems in place, but I promise you – it’s worth it.

It’s a ‘do it once and it’s done’ approach.

As one of my favourite quotes by Les Brown states:

“Do what is easy and your life will be hard. Do what is hard and your life will become easy.”

So, if you’re wondering, where do I start with all of this? I don’t even know where to start, I’m overwhelmed…

…I totally get it, because it was me when I started off as well.

It’s taken me time to build systems and I’m still tweaking them. But I can help you save a lot of time and energy in putting them in place because I’ve found some great hacks and technology tools that can help you.

There are a few different options for how I can work with you.

If you haven’t had a one-on-one session with me before, then I’m offering you a free one-on-one session. I will help you strategise and put the right systems in place for your business and show you the next steps you need to be doing right now, and how to actually do them.

Or maybe you’ve got these systems in your business already, but they need a few tweaks because they’re not all working as well as they could.

If you don’t have a flow of consistent clients coming through your pipeline and you’re signing them up regularly and then nurturing them so they are raving fans, systems can help you.

You can book in your free session here

 

Also, I have a full-day workshop coming up on Saturday the 17th of August, in Sydney.

This is for you if you want help putting together your client attraction system to help you attract and sign up clients and keep them coming and paying you consistently, so that you can have a profitable business that you love.

You’ll learn the systems you can use to free up your time and stop stressing and struggling over money and getting stuck in procrastination or overwhelm or any of those things that hold us back in our business.

You’ll get loads of useful tips and a step-by-step plan that you can apply straight away, plus a lot of support and a great community.

Learn more about the workshop here

 

 

 

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3 Important Sales Psychology Secrets

If you’re a business owner or you’re wanting to be in business, it’s so important that you learn how to sell properly.

In this video and blog post, I share 3 important sales psychology secrets.

 

There are two main things that people get wrong when it comes to selling.

The first thing is that they don’t do enough of it, they don’t get in front of enough people and they don’t sell themselves. They avoid it.

The second thing that people get wrong is that they sell too much – they come across too strong.

Now there is only one reason that businesses fail and that is not enough sales.

And there’s one reason that businesses succeed. And that is because they have enough sales.

If you don’t have enough sales, if you don’t have the skill of selling genuinely, then your business isn’t going to last…

…and you’re going to be back working for someone else, potentially doing something that you don’t like and not living your dreams.

So if you want to help more people, if you want to make a bigger difference in the world, sales is one of the most important skills that you can develop.

Learning sales has helped me improve my confidence and help me improve and grow as a person.

It’s helped me to help more people because I’m able to build a genuine connection with people.

I’m assuming a few things here when I’m sharing these psychology tips is that you genuinely want to help people and you want to make a difference.

You’re only selling something that people need and want, you’re not selling trying to convince people or sell them something that they don’t want.

We’re not trying to persuade and convince people they should buy what we’re offering, we’re helping them to come to the right decision for them.

When you redefine the way the sales from sleazy cheesy, pushy, car salesman-ish, to:

* Sales is healing

* Sales is service

* Sales is match-making

* Sales is helping someone go from where they are to where they want to be

* Sales is improving the quality of people’s lives

 

…you have great conversations with people and help them get more of what they want, in a way that is compelling, appealing, and it’s not pushing people away.

There is so much I can teach when it comes to sales – how we can overcome objections, how to frame, how to set up the sale, how to sell on video, email through Facebook and all of that is selling – but in this video I want to talk about 3 mindsets you need to go into a sale with.

A lot of people aren’t applying these, they’re not doing a great job of that, so if you get this right, you’re going to really position yourself in the marketplace as valuable, as the authority and as the expert in your niche.

I’m sharing from the point of view of having a one-on-one conversation.

1. Questions are the answer

I was trained in sales in the Les Mills system where I worked in NZ as a Personal Trainer. They shared a script with us that converted really high and the majority of the script was powerful questions.

80% of your conversation should be questions.

When you’re selling your service, you really need to ask the person a lot of questions because you don’t want to start talking about what you’re talking about what you offer before you really understand the person.

And the biggest mistake that most people make is that they don’t get to know the person they don’t understand the person thoroughly.

They start talking about the product and what they offer rather than getting to know the person.

I want to give you some examples of really powerful questions that you can use in your sale.

1. What is most important to you? Or What is your priority?

You’re going to find that they will really open up to you.

I don’t recommend you start by asking “What’s the goal”, which is a mistake that I used to make, but not everyone has a goal.

But if you talk to them about the biggest challenge, they will know their challenge pretty intimately. They will be able to talk about it. So ask questions that are easy to answer.

The thing that most people think about is their biggest problem.

And they will easily be able to talk to you about it.

2. Describe your current situation

3. Tell me more

I keep going deeper and deeper and getting more and more information.

You don’t want to talk about all of their problems. Talk about the most important problem.

4. What are you looking for in a … (e.g. a Coach/Psychologist/Trainer/What are you looking for in a solution …)

5. Why is that important to you?

6. How would that improve the quality of your life?

7. What are the consequences if you don’t change?

e.g. what’s it going to look like in the next six or twelve months, what’s going to look like if you don’t change…

Because, if you can remind people of why it is important for them right now you put that top of mind. Then they sell themselves into it, I don’t talk them into anything because they are reminding themselves why it’s so important to get from where they are to where they want to be. And it will help them with that challenge.

There is a really simple formula that I use which is ABC.

A – Where are you now?

Tell me about it, tell me what is it costing you. How’s it affecting you in your mind? How is it affecting your family, how’s it affecting your work?

And get a really good picture of their situation from loads of questions, like “Describe it to me, paint a picture for me… Tell me, once you solve this problem, what will it be like for you when you achieve it…”

B – Where do you want to be?

C – What’s the challenge, what is in the way?

What is that mountain that they have to climb?

Think – how can I support them to climb that mountain?

 

2. You are the prize

Write it down and say it – I’m the prize.

Remember there are thousands of people that you could potentially help. But there’s only one of you. Your time is limited.

If you’re working with people one on one, you’ve only got a certain amount of appointments in your calendar.

You don’t want to get in there people who muck you around, people aren’t going to take you seriously, people who aren’t committed.

You don’t want your calendar filled with what I call ‘no’ clients.

You only want to fill your calendar with the people who really love to work with you, who respect you and trust you.

Money is a commodity, money you can get from any ATM in the world.

But no one can get you anywhere – except from you.

So, I want you to remember that you are the prize. You’re the prize.

If you’re coming in with the energy of chasing them, then as the prey they’re going to run away.

But if you come in totally neutral, and you’re not chasing, you’re the magnet.

And they are attracted to you, because you’re not pushing.

The biggest thing people say to me about sales is that they don’t want to come across as pushy. So don’t be pushy. Please don’t be pushy.

But you want to think “I’m the prize”.

Be a cat, not a dog.

Cats know they’re the prize.

They don’t bound up over-enthusiastically as dogs do.

(unless they’re slightly crazy!)

So stay grounded and remember that the goal is not to try and convince people, but meet them where they’re at.

You want to find people who are already convinced, and that you’re just helping them move through any kind of fears or limiting beliefs that are stopping them from improving their life.

3. Sales is match-making

The goal is matchmaking, the goal isn’t to try and sign everyone, your ideal client is not everyone you know, or take on people just for the money.

You want to take people who you know you can really help, people you can actually get a transformation with.

So this is why it is SO important that you know who your ideal client is.

I don’t mean women in Sydney from 30 to 40. That’s not an ideal client.

Your ideal client you know intimately – you know their fears and frustrations that dreams and desires. You know their problems well – better than they do, you can describe it to them better than they can.

The person who understands their ideal clients the best, wins.

If you can understand your ideal client, better than your competitors, you will win – hands down.

If you can show them and communicate that you understand them, you win.

So the goal is matchmaking.

Your goal is to see if you are a match made in heaven.

Remember, if they are your ideal client, they need you. There is only one of you.

 

So to recap the 3 Important Sales Psychology Secrets…

  1. Questions are the answer
  2. You are the prize
  3. Sales is match-making

Sales is about you getting to present to people the opportunity to improve the quality of their life.

If you’re not improving the quality of their life, you should be selling to them.

So, selling can be fun. It doesn’t need to be stressful.

I used to really stress about sales. Now I love sales.

I love any opportunity that I get to help change people’s lives.

And some people that I talk to, I don’t make them offers, because I can sense that they’re not my ideal client.

I know that there’s a certain amount of one-on-one clients that fit the criteria I have in order to be offered space in my calendar.

They have to be committed. They have to be willing to learn and change. They have to be open-minded.

And I’m going to give everything I can to people if it’s a match.

Coming into a sales conversation with this mindset will help you be more relaxed, more comfortable, more yourself, more genuine and you’ll find that sales can actually be really fun.

 

Would you like to know how to attract and sign up new clients?

Join us at my upcoming 1-Day Workshop in Sydney, Saturday 17th August

‘How To Attract Your Ideal Clients’

 

 

This event is for people who are ready to roll up their sleeves and grow their business.

ALL the enthusiastic, positive, grateful clients imaginable are out there right now, ready and waiting for you.

All you need is the right system to attract them into your business.

You’ll learn the best marketing tools and a proven system to attract them.

If you’re unhappy with the money you’re earning, you HAVEN’T applied the right system yet. At this workshop, I’m sharing a rarely-utilised strategy that will be your new secret client-getting advantage.

Earlybird offer available until Sunday, 11th August

So if you are building a business or wanting to build a business – check it out.

Learn More

 

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