Kat Millar

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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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3 P’s Of Effective Influence

Have you ever wanted to be more influential?

Influence is such a powerful thing. In this video and blog post, I share with you three P’s of effective influence.

 

Influence: the ability to be a compelling force, or to produce effects on the actions, behaviour and opinion of others.

Influence is the ability to change yourself and others, and positive and authentic influence. It’s about making the world a better place.

I love talking about, learning about, reading about and teaching about influence.

Some people get confused about the word ‘influence’ – they think it’s about being a social media influencer and selling product. And sometimes people view influence as a manipulation tactic.

That’s not the type of influence I’m talking about. It’s about ethically and authentically influencing people.

Influence is NOT about manipulation. It’s not about trying to convince people to do things they don’t want to do.

It’s none of that.

I want to share something that I read in the foreword of Adam Hulahan’s book ‘Influencer’.

It’s by Tim Gates, who’s a global motivation and change conference speaker.

He says:

“It seems to me that most codes of law, ethical principles and spiritual texts all encourage, declare or command the influence of self and of others. Have you noticed that personal and societal development and progress are all governed by a process of influence?”

A great purpose of life is to influence yourself and others to motivate positive change.

If we can influence heart-centred people, people who care deeply about others, people who want the best for other people – the ripple effect is profound.

When you become more influential, you can influence more people to take positive action, and create positive change.

Have you noticed that everything you have, believe, experience and do, who you are, your life – has been shaped and influenced?

We’re always being influenced all the time by other people and things, and we have all our lives.

We can control our future by what we are allowing ourselves to be influenced by today. Who you are today is a product of what influenced you yesterday. Today you can influence your tomorrow.

There are many great ways to influence others and I want to share three powerful ways.

1. Positioning

The way that you position yourself determines how much influence you have over other people.

If you want to truly be an influencer, if you want to have influence in life as a leader, as a thought leader in your area of expertise and in your genius zone, you need to position yourself correctly.

There are different ways that we can position ourselves. What I recommend when it comes to positioning yourself offline and also online is a mixture of credibility and humility.

Credibility + humility. It’s a beautiful combination.

We need to be able to share our credibility with people – we need to share why what we’ve got to say is important, why it matters, why people need to listen and pay attention.

But we don’t want to be tooting our own trumpet to much right?

We don’t want to be always raving on about how great we are, because people don’t like that, they polarise that. If we go on too much about how great we are, we can actually push people away.

So when we bring in humility with the credibility, people really want to listen to what we have to say.

The way you can do this is through your tonality and your body language and the words that you say.

For example, let’s say that you want to share how much experience you have, but you don’t want to sound like you’re bragging.

Remember that people want to know your credibility – they want to know that you’re good at what you do. They want to know your positioning and why they should pay attention to you, why they should be influenced by you, why they should listen to you.

The way you can do this is by using a lower humble tonality.

You don’t want to have really high over-energetic enthusiasm when you’re talking about yourself, because people tend to bring you down a peg in the positioning they have you in, in their mind.

If you say it in a low humble tone and you use your body language to express it in a humble way, people are more open to receiving it.

You can also bring in the people that you are grateful for that have helped you because no one has succeeded on their own.

No-one is a great success without help from friends, mentors, coaches, counselors, teachers or parents – we have all been influenced by people, we’ve all been helped by other people to get into the position that we have.

I learned this from Benjamin J Harvey – I want to give kudos to you Ben, thank you for teaching me this.

The rule is, when you’re talking about yourself, you use low tonality low energy, and you drop the volume in the picture but when you’re talking about them and what’s in it for them, you get more excited and you add more energy to what you’re saying.

You can do this when you’re on stage, or on video as well, you can actually use some of your body language to get more vibrant and expressive when you’re talking about what’s in it for them – the listener, the audience, your followers – whoever is listening to you or watching you.

The next thing to think about your positioning is that it’s kind of like a bank account. I like to think of this analogy where you’ve got an account – it’s a metaphor, and you’re always making either deposits or withdrawals into the people who you want to influence.

So, if you, for example, turn up late for an appointment, you’ve just made a withdrawal from that account. It’s like an influence account and we add and subtract depending on whether you’re making deposits, or when you’re making withdrawals.

Some of this happens at our unconscious level or subconscious level and we don’t realise that we’re actually having this effect on other people.

When you make withdrawals, you lower your positioning in their mind.

We’re always lowering or increasing the positioning that we have in people’s minds, depending on how much we’re giving them, how much we’re serving, how much we’re helping – and how much we’re just taking and asking for ourselves.

We want to make sure that we’re putting in lots and lots of deposits before we make a withdrawal.

That’s why we don’t just walk up to people and invite them to our paid programs – we get to know people first, we make deposits before we make withdrawals.

So we give value, we give content, we teach, we use education-based marketing before we ask for a sale so that people can get to know us, like us and trust us.

The three key ingredients to influence are:

* Being known

* Being liked

* Being trusted

You cannot have effective influence without those three things.

To get your positioning where your known, liked and trusted you need to make sure that you’re giving lots of deposits.

The last thing I want to say about positioning is that you’ve got to remember to prize yourself. It’s called prizing.

You’re the prize.

So I want you to think of it like a cat and a dog.

Unless you’ve got a really crazy cat, which some of you might, I don’t know, but most cats when you get home, they don’t run up to the door and jump on you all excited, as a dog does.

They usually just sit and wait, and lick themselves and be pretty. Typically, they’re not over-excited like a Labrador for example.

So think of that scenario about cats and dogs and the difference between a cat, which knows that they’re the prize – they love to be patted and admired and adored, whereas a dog it’s all about “Please like me, Please like me, Please take me for a walk”

I know there are exceptions, but in stereotypical cats and dogs, be the cat. Be the cat. Because no one can buy you anywhere, except from you. People can get other coaches, other service providers, but they can only get you from you.

You’ve got to value yourself and position yourself as a person of value in order to influence people.

And you can do that by showing your credibility with humility, making deposits and also knowing that it’s not about you just being a nice person and bending over backwards for other people, that’s not what influence is.

It’s being the leader, it’s leading and not being led. It’s being willing to stand up and have a voice and have an opinion and prizing yourself.

Not under-valuing yourself, not under-charging, not giving all these discounts because you’re desperate to get sales, for example.

If says “No, I don’t want what you’ve got” – that’s fine, move on.

You’re not trying to convince them that they need you.

You want to prize yourself and what you offer and only work with people who want to work with you, who are committed, who are willing to learn and change and respect and value your time.

2. Presence

This is about being present. If you want to be influential, you cannot be stuck in the past, or stuck in the future.

When you’re connecting with someone and you’re looking them in the eye and you’re really connecting with them and you’re getting to know them, and you’re asking them questions and actively listening…

…you will not be able to influence them unless you’re hearing – first of all the things that they’re saying, and also the things that they’re not saying.

You’re looking for the non-verbals, the clues and the cues in their body language and in their tonality.

You cannot do this, you cannot notice those small details, the language that they are using it and be able to memorise it, in order to really be able to help them unless you are present.

So when you repeat back to them what they told you to make sure that you understand it correctly – if you’ve been drifting off and thinking about what you’re going to have for lunch.

Or if you’re stuck in the past about what happened to you this morning, maybe you’ve had a stressful morning, you won’t be really super present with them and you won’t be able to influence them.

If you are jumping on the Facebook Live video, and you’re not present because you’ve rushed, maybe you’re still stuck in what happened an hour ago, or because you’re worried about what’s going to be happening tomorrow morning, you won’t be present on that Facebook Live video and people will feel it.

They will feel your stress, and that energy is really frantic, and even if you’re smiling and friendly, people still pick up on those things, energetically.

Even if you try to hide it, it still comes across in the way we speak and in our body language, and the things we say.

So, we’ve got to really be in the moment.

I do this by imagining a bubble around the person that I’m talking to, so I’m not distracted by things going on around us.

I also do it for example like doing a video like this. I’m only thinking about how can I communicate this to the best of my ability. Right now, I’m not thinking about anything else.

When you are truly in the moment, you can be influential.

It does take practice though, right? None of us get it perfect – we’re always going back and forth along our timeline into the past and into the future.

Very few people live completely present. We’re not meant to live completely present all the time – we are meant to be able to draw wisdom from our past and plan for the future, we are meant to be able to look at our whole life and our timeline.

But we need to make sure that when we’re with someone or when we are focused on a task, that we get in that zone and that flow and stay present.

3. Passion

You know how important passion is – imagine trying to be influenced by someone who doesn’t have passion.

Someone with a monotone and crosses their arms and doesn’t care, and isn’t passionate – you pick that up. And it’s not someone that you want to emulate or follow or get excited about.

I like to think of the three E’s of passion

* Emotion – There’s some kind of emotion where this person is moving you emotionally. It’s not just logic, facts, stats and data like a boring University lecture…

It’s actually real-life, relevant topics and there’s emotion attached to it.

* Energy – Passionate people have energy and influential people have energy. And I’m not talking about that hype, fake, over-the-top kind of energy – I’m not talking about that.

I’m talking about charisma, that passion that comes through, people like Will Smith, Jim Carrey, Marianne Williamson, Oprah Winfrey, Tony Robbins…

…they have passion, and they are all different. They’re not necessarily jumping up and down on the stage, although Tony Robbins does, it’s more than that.

People with energy speak with power and certainty and charisma.

* Enthusiasm – People who are enthusiastic about their message are influential. Again, it’s not hypey, it’s not flashy or fluffy, you’re enthusiastic about your topic and care – you deeply care from your heart, about what you’re sharing.

You can always tell when someone’s not passionate about what they do for a job. or about how their day is going. or how their life is going.

You can tell – if they have that spark in their eyes, if they’ve got a spring in their step when they’re loving life and vibing at a really high frequency – you feel that energy.

I remember when I was in my last few years of working in a gym full-time as a personal trainer and that passion had just been slowly reducing and I could feel it.

I would deliver the best sessions that I possibly could and I would be organised and be as enthusiastic and energised as I could, but the spark was really diminished.

Looking back now I can see that it was because I really wanted to do coaching. I wanted to transition out of that training job but I didn’t know how.

I was still studying and thinking about how I was going to make the transition.

There was a period there where I knew that I lost my passion, and I could just feel it – everything, wasn’t as shiny and wasn’t as vibrant, it dulled the experience.

So if you’re feeling like that about what you’re doing, ask yourself “How can I get that passion back?”

Because you’ve got to be an effective influencer, which you need to be if your business owner if you’ve lost that passion.

As a business owner, we need to be able to influence others – because that’s what sales and marketing is all about. It’s the ability to influence people to positive change.

Things that are going to improve the quality of their lives, and help them heal or transform them or save them time or money or bring relief – all those beautiful feelings that come on the other side of positive change.

So those are 3 P’s of effective influence:

1. Positioning

2. Presence

3. Passion

Which one do you need to apply more in your life at the moment?

If you have any questions or comments, please post below.

Would you like to know how to use influence skills to attract clients?

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

If you haven’t had a one-on-one session with me before, then I’d love to offer 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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3 Main Reasons People Don’t Like Selling… and How To Overcome Them


When I first started my own business 15 years ago, I believed:

- Talking to people was fun, but offering my services to them was not

- If people needed my services, they would come to me

- People saying 'no' was a reflection of the current state of the economy, trends in the industry or that my service was a luxury item

- I wasn’t a ‘salesperson’ 

- People saying 'no' meant that I wasn’t good at what I did

In essence, I was just scared. Scared of rejection, scared of losing connection with people, scared of what people thought, scared of investing money in upgrading my sales skills as I thought I was doing alright. 

I believe there are 3 main reasons people avoid selling:

1. They feel like they’re just not good at selling

2. They don't want to come across as pushy or annoying

3. They don't know the best way to ask for the sale

So how do we overcome these avoidance reasons costing us?

1. Realise that it's an irrational fear

Selling can be associated with feeling uncomfortable, facing rejection and not wanting to come across as one of those pushy, annoying people.

A lot of us have had bad sales experiences.

A lot of people have associated the word sales with being pushy, manipulative, money-focused and twisting people’s arm to buy something they don’t want or need.

I totally get it.

But even though it's a common fear, it doesn't mean it's a worthy fear. In fact, I believe it's an irrational fear.

There are bad sales-people out there. Just as there are bad lawyers, doctors, nurses, teachers and marketers. There are dodgy people in every industry. But that’s no reason to avoid facing our fear of rejection and learning the skill of effective selling.

I believe it’s even more reason to learn the skill – so that we don’t come across in that way and so we can break down our own barriers that are stopping us making the big impact that we can in the world.

The fear reduces when we realise that it's irrational and don't allow it to hold us back. 

2. Practice taking small steps

Often we get so close to taking action, but we don't step over the line. We sabotage ourselves.

We download an e-Book, but somehow never get around to reading it.

We hear about a great audiobook or podcast, but we never get around to listening to it.

Or we listen to it, but then think that knowing about sales means we are good at it.

We write 'Make phone calls' on our To-Do list, but somehow it keeps getting pushed to the bottom of our list. 

To help our brain overcome the fear, we need to take regular, consistent brave action. Our brain will realise that we are fine (we didn't die) and the fear starts to diminish.

When we take steps, even while we're still feeling fear, we improve the skill. We increase our confidence. We learn how to make sure that we don't make mistakes and sabotage our relationships and connections with people.

3. Educate yourself

Before I educated myself properly about true ethical influence and sales, I got OK results in my business. I helped a lot of people over the years. But because I didn't spend time learning the skills properly, I limited myself and my potential in so many ways. 

I know now that I could have helped a LOT more people if I had educated myself earlier.

Once I stopped focusing on myself and my fears and invested into this skill, I realised that I could I make a difference to more people’s lives and help more people to make their dreams come true.

My results soared, along with my confidence and was able to help many more people to get what they wanted. 

I see so many business owners struggling to sign up clients or sell their programs because of fear and because they don't have the right structure or skills to sell authentically.

Which is why I created the 'Selling With Soul' Workshop.

It’s a brand new 1-day course I’ve created specifically for coaches, trainers and service-based professionals how to sell with heart.

It's a way of selling that feels fully authentic, enjoyable and aligned to who you are. 

Recently I was working with my client Aimee Campos, from ‘Dream Wedding Dance’ and by applying the formula, her conversion rate went from 50% to 92%!

In the upcoming workshop, I’ll be sharing all the tools and techniques that you can use to successfully sign up clients who would love to work with you - and do it authentically and with integrity.

I’m going to share all the behind the scenes tools and techniques to become fully booked.

So if you want more clients and you want to make a real difference in people’s lives, I invite you to join me at my next 1-day course ... 
coming up on Saturday 6th October.

Learn More

Kat

P.S I won’t be running this workshop again for another 6 months, so if you want to earn a bigger income, help more people and make a bigger impact, grab your ticket now before they're all snapped up!

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Selling With Soul Workshop

Sign up clients to your services and programs, even if you don't like selling. How to hear 'yes' from clients who would love to work with you... without being pushy or awkward.
 
 
 
Do you avoid sales conversations because you hate rejection?
 
Do you find it hard to sign up clients because:
 
* You don't want to come across as pushy or annoying?
* You feel like you're just not good at sales?
* You don't know the best way to ask for the sale?
 
Are you sick of hearing "I'll think about it" or "I can't afford it"?
 
If you're like most business owners that I speak to, you have so much to offer ... enormous value!
 
Yet, if you don't like sales, you don't invest time into improving the skill of it ... and your business suffers.
 
If you want to help more people, then mastering the skill of selling is crucial.
 
Sales are the lifeblood of your business. If you don't sell effectively, your business doesn't make money (and a business that doesn't make money is just a hobby).
 
I see so many people struggling to sign up clients or sell their programs, because they don't have the right structure or skills.
 
Which is why I created the Authentic Selling Workshop. It's designed for Coaches, Consultants & Educators who want to help more people and make more money - in the best and fastest way possible.
 
The skill of selling is something you can learn and develop, even if you don't like it.
 
I teach a way of selling that feels fully authentic, enjoyable and aligned to who you are.

 

Here's What You'll Learn In This Powerful 1-Day Workshop:

 
How to sell with authenticity and integrity using the unique 6-step VALUES structure 
 
How to establish trust and connection from start to finish
 
Be able to build genuine, authentic rapport with any type of person 
 
How to remove any resistance to selling and fear of rejection
 
How to enjoy selling and see it as a process of value-exchange, match-making and an enjoyable experience
 
How to be confident asking for what you’re worth
 

The secrets of highly-effective negotiation skills that can save you loads of money

An effective sales structure (not a word-for-word script) that's uniquely tailored to your business that you can apply for years to come

 
It's designed for Coaches, Consultants & Educators who want to help more people and make more money - in the best and fastest way possible.
 
This can transform your sales conversion so you start seeing results immediately in your impact and income.
 
• Walk away with an effective sales structure (not a word-for-word script) that's uniquely tailored to your business
• Leave the day with unique tools and strategies that you can apply straight away
• Meet new people and build your network with other like-minded entrepreneurs
• Have your questions answered to get unstuck and moving forward into the right action, fast
• Practice what you're learning straight away in the room
• Get stuff done! This workshop is not just about learning, but DOING!
 
Knowing the skills of selling with authenticity is a huge advantage that can change everything for you.
 
If you have been searching for a dependable, simple solution to grow your coaching or consulting business...
 
...a solution that can be implemented in the room with me by your side...
 
...a solution that generates clients fast and just gets results...
 
then this workshop is exactly what you've been looking for!
 
You'll walk away with the tools that will help you to finally get paid what you're worth and help more people - doing what you love!
 
With an effective strategy, you will be amazed at how natural you become and how effortlessly your results flow!
 

Learn More:
 
Yes! Tell Me More

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