Kat Millar

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

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

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

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

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

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

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

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

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

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

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

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

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

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

So I just had to step up.

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

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

 

1 – Winging It Without A Structure

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

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

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

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

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

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

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

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

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

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

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

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

2 – Focusing On Yourself And Not On Your Audience

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

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

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

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

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

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

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

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

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

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

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

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

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

3 – Under-Sharing or Over-Sharing 

Under-Sharing

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

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

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

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

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

Over-Sharing

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

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

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

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

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

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

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

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

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

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

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

It’s happening THIS Saturday 24th October.

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

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

You can register here

See you online soon!

Kat

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3 Powerful Questions That Change The Way You Show Up

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

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

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

People are watching your life right now.

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

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

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

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

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

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

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

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

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

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

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

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

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

3 – I Am Statements

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

Have you had your free strategy session yet?

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

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

You can apply for your session here

Remember, the world is waiting for your brilliance!

I can’t wait to see you soon,

Kat

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3 Universal Laws That Peak Performers Use To Get Powerful Results

A lot of people struggle to progress in their business.

They want to get more clients, get events happening and get the business success they know they’re capable of.

But not a lot of people actually do what it takes to take the right consistent action to go to the next level in contributing and succeeding.

I hear people say things like, “How has another week gone past and I still haven’t achieved X?”, or “How has another week gone by and I didn’t finish Y?”

When we don’t align what we’re doing on a day-to-day basis with our bigger goals and vision, we don’t have consistent progress. This causes us incredible frustration.

If you’ve noticed yourself in a pattern of putting hard things off, procrastinating or not following through on things you told yourself you’d do, this blog and video will help you.

What I love helping people in business with is not only WHAT to do, but WHY they are NOT doing things.

If you can ‘unplug’ the blockages, the flow starts to move again. It feels amazing!

It’s easy to get our head in our laptop and get stuck into actions and not think about whether they are the BEST actions to be doing right now.

Whenever I’m feeling like this, I love revisiting universal laws, because they are solid truth. Universal laws don’t change.

So, if want to perform at a higher level and improve your results – it helps to come back to universal laws.

Understanding universal laws can provide us with a compass to see where we’re currently at, and a roadmap for how we can move forward.

What I like to do is look at universal laws and truths through the lens of an entrepreneur and how to use them to grow in business.

There are many different universal laws, however, in this blog I’m going to talk about 3 of them.

1 – The Law of Vibration

The Law of Vibration states that “Everything in the universe has a frequency and a vibration,” “Nothing ever stands still, as everything is always either being pushed away from you or pulled towards you.”

Items of similar vibration are attracted to each other. So, to use this law to manifest what you want in business, you need to match your vibration with that of what you want.

Whatever you believe with feeling becomes your reality. You feel positive about yourself to the degree of your vibration. You feel negative about yourself to the degree of your vibration.

If you’re low, flat and annoyed, resentful and disappointed, you’ll attract more of those feelings. And we attract more of those things into our business and life.

If you’re feeling inspired, determined, confident and amazing, you attract more of that. You attract people who are also feeling like that way.

Have you noticed this in action?

Failure breeds failure. Success breeds success.

A client of mine recently said she’d never had a flat tyre in her life, and then she had 4 in 1 month.  I locked myself out of my apartment 3 times in one week.

When you’re putting out positive vibes, positive things start to flow around you. I’ve seen this so many times in my life and the lives of people around me.

For me personally, when I get on a roll and things are going wrong like if I get angry, kick my toe, or smash a plate, this law is triggered.  You attract that grumpy person at the post office or you find that everyone is driving slow when you’re in a big hurry.

What are you expecting to happen in your business? What are you actually expecting?

If you expect that you’re meant to be a great success in life, you’ll press through to your goals. Nothing will stop you.

But if you believe it’s just luck or a fluke, or it doesn’t really matter what you do today because nothing works, then you won’t push forward and you will be disappointed.

Happy people attract other happy people. A person with an abundant mindset attracts other people with abundant mindsets.

Everything you do and have in your life is because of who you are and who you have been.  You can have and do more because you can change who you are being.

You can keep your thoughts on what you want and refuse to think about what you don’t want.

The more you think of yourself and your life as uniquely brilliant and important, the more you attract the resources, ideas, opportunities and people to help you become the person you see in your future.

You’re surrounded by the outcome of decisions you’ve made in the past. You are also fully capable of making other decisions and attracting a different set of circumstances.

If you’re in the vibration of consistency, you’ll keep showing up and being consistent and writing content and doing those FB Lives and running those webinars that are going to lead you to success.

The more you believe it, the more likely it will happen. If you keep telling yourself that webinars don’t work, or Facebook ads don’t work, you are creating your own self-fulfilling prophecy.

Your beliefs become your reality. You have to believe in your success and practice believing it. It takes work to raise your vibration.

Whatever you expect with confidence becomes your own self-fulfilling prophecy. What you get is not necessarily what you want in life, but what you expect.

Successful people expect to be happy, fulfilled, liked, and successful. People who show up at their events expecting to get clients are seldom disappointed.

Unsuccessful people have an attitude of pessimism, cynicism and negativity that causes situations to work out the exact way they are expecting.

The Law of Attraction and Vibration work in parallel with each other. You apply the law of Attraction and Vibration in your business by confidently expecting to gain something worthwhile from everything that’s happening to you in your life.

Instead of going down the path of negative thoughts that say it’s too hard, I can’t do this or things have gone terribly.  Choose to confidently expect that things are going to work out for you.

Imagine if you lived your life absolutely convinced that everything was conspiring to make you happy and successful? I have an action prompt for each of these 3 universal laws.

The first one is – What is a question I could ask myself every day to prompt a positive vibration?

The questions we ask ourselves before we get up and before we go to sleep are the most important questions we can ask ourselves.

If we want to produce more, at a higher level and achieve more progress and productivity, we want to wrap our day with powerful questions.

This is one way to raise your vibration.Your unconscious mind goes to work on the question throughout the day or the night.

Morning Questions to Raise Positive Vibrations

  1. How can I best be of service today?
  2. Who needs me to be at my A-game?
  3. How can I be my most powerful and confident self today?
  4. How can I use my time most effectively today?
  5. How can I show kindness today?

I think to myself that I have a community of people watching my life  (and so do you). You have a community of people watching your life and you have influence over them. I don’t take that responsibility lightly.

You can change someone’s mood with your vibration and positivity. The way that I show up affects other people.

Coaches know how much this is true. If you jump on a coaching call and you’re struggling, you can’t fake your vibration. It’s important that you start each day making powerful, positive choices that increase your positive vibration.

Evening Questions to Raise Positive Vibrations

  1. How many ways can I continue to become an even more effective coach?
  2. How many ways can I continue to become an even more wealthy business owner?
  3. How many ways can I trust more?

Using the law of vibration to our advantage is so motivating because it’s about our BFS – our Best Future Self. So it’s not just about having more money or more clients, it’s about the IDENTITY of WHO we want to be and see ourselves being in our future.

2 The Law of Correspondence

The Law of Correspondence states that your outer world is a reflection of your inner world. This is your true self. Your outer world of health corresponds to your inner world of beliefs about your health. Your outer world of finances corresponds to your inner world of beliefs about money.

When you work on your inner world, you start to reflect and produce the result in the outer world.

Our lives are created by the subconscious patterns we repeat every single day, and these patterns either serve us or hold us back. And most of our patterns are unconscious, in fact around 90% are on auto-pilot.

Any thought or idea that you accept as true in your conscious mind will be accepted in your subconscious mind. It’s really important what we put into our conscious mind what we want and not what we don’t want.

This is because your unconscious mind will immediately go to work to bring it into your reality, making all your words, feelings, actions and even body language fit a pattern that’s consistent with your dominant thoughts and goals.

If you look at someone who is hunched over and really small in their body, no doubt their dominant thoughts are negative about themselves.

We can activate this law by becoming aware of your own patterns, and then consciously taking action steps to break them. We need to be intentional about this.

We need to take time each day to soak your mind in positive and uplifting thoughts. Whatever you dwell on long enough and hard enough, will eventually materialise in the world around you.

The more you think about something, the more it comes towards you. This is where coaching is so powerful. We can’t see our own blind spots.

Coaches reflect our unconscious mind back to us. They reflect back what’s really going on in our inner world. If your business, or your health, your relationships, your finances are not thriving, you need to clean up your thinking.

So I have a simple challenge. Give yourself one word to focus on every week. It could be brave, joyful, inspiring, grateful, organised, flow, consistent, abundant, focus, calm, resilient.

Repeat these words and write them down somewhere you can see it a lot and when you see it, speak it out over yourself. Doing this sets your sail in the right direction.

Words change how we feel. If we have worry, confusion, doubt and overwhelm playing around in our mind, our outer world will reflect it.

3. The Law Of Cause And Effect

The Law of Cause and Effect states that any action causes a reaction. Whatever you put out, whether it be good or bad, you are going to get right back at you.

There are specific actions for being successful and for being unsuccessful. Most people think that life is just happening to them and they are just an effect of what’s happening.

They don’t realise that they have the choice to be the cause. When you’re a cause, you take full responsibility for your results.

It’s not always easy to admit this. It’s a bit of a wakeup call. When you realise that everything you have or don’t have, is because of you, it can be confronting.

A lot of people are looking externally at other people or things instead of being present to themselves and the opportunities that they can create.

We’re thinking thousands of thoughts every day. When we’re at the effect side of the equation, the thoughts are usually about what is happening TO us, not what we are creating.

When we live at cause, not effect, we realise that if we want to attract something into our business or into our life, WE have to take ownership. We need to realise I’M the cause of what’s happening.

If you want incredible clients, you need to be an incredible client. If you want incredible wealth, you need to invest time energy and money into your wealth.

When you realise that everything that is happening in your life is because of you, you start to become present to opportunities, clients and creativity.

A lot of people are deleting and rejecting opportunities constantly because they’re living in effect and not taking productive quality outputs that really matter. If you want to attract something into your business, you have to be it!

I want clients who don’t get stuck in hesitation, so I don’t allow myself to get stuck in hesitation. I want clients who are happy and committed, so I am happy and committed first. I want clients who give referrals, so I work at being a coach who is worthy of referrals.

Whatever you are reaping today is the result of what you sowed in the past.  If you wish to reap a different result, you need to plant different seeds today.

Sometimes reaping the seed you’ve sown takes patience. If you have planted seeds in the ground, keep watering them with positive thoughts, positive words and actions. One day they are going to come up fast like bamboo. But it requires trust.

There’s sometimes a lag time between sowing and reaping. It’s almost like a test. Your life is not a sprint, it’s more like an ultra-long marathon.

This law shows you that we will be compensated for our work as long as we’re open to receiving in all the many ways that results can be delivered to us.

Have you had your free strategy session with me yet?

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

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

You can apply for your session here

Remember, the world is waiting for your brilliance!

I can’t wait to see you soon,

Kat

 

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5 Marketing Mistakes That Could Be Costing You

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

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

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

1 – Being Too Timid

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

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

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

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

They’ve said things like:

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

“I don’t feel I know enough”

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

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

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

We just need to act despite the fear.

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

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

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

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

We’re here to make a difference.

I heard a great quote the other day:

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

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

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

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

 2 – Being Too Inconsistent

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

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

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

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

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

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

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

3 – Being Too Passive

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

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

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

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

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

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

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

The goal is to create more than you consume.

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

Marketing not working? Try a different approach.

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

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

4 – Selling on Social Media

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

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

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

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

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

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

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

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

5 – Thinking Social Media Will Get You Clients

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

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

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

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

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

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

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

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

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

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

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

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

Want to try it out?

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

Here’s the link

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

So to recap the 5 marketing mistakes, they are:

1 – Being Too Timid

2 – Being Too Inconsistent

3 – Being Too Passive

4 – Selling on Social Media

5 – Thinking Social Media Will Get You Clients

Need some help?

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

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

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

Apply here

All the best!

Kat

 

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5 Non-Sleazy Sales Secrets 

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

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

Yechhh…

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

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

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

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

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

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

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

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

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

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

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

And you can do it elegantly and authentically.

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

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

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

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

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

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

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

I heard a statistic recently that I found interesting…

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

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

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

1- Preparation

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

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

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

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

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

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

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

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

I use an ABC process:

Where ARE  you now?

Where do you want to BE?

What CHALLENGES are in your way?

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

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

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

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

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

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

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

2 –  Positioning

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

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

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

  • Conviction
  • Confidence
  • Certainty

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

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

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

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

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

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

3 –  Presence

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

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

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

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

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

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

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

4 – Prizing

Prizing is all about remembering that you are the prize. 

This is all about you valuing yourself.

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

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

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

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

You don’t have to convince them of anything.

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

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

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

5 – Playfulness

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

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

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

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

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

 

 

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

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

Apply Here For Your Free Strategy Session 

 

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