How To Build A Referral-Based Business

When I think about how some entrepreneurs spend THOUSANDS of dollars every month on Facebook ads, I cringe a little bit. While Facebook ads can be super helpful during a big launch (if done correctly), I think too many entrepreneurs depend on them for the everyday sale.

Back in 2015/2016, I was running Facebook ads almost non-stop. I ran them to get people to sign up on my newsletter list. I ran them to bring attention to my self-study courses. I ran them to promote discovery calls. I depended heavily on social media (and in particular, Facebook ads), to bring my services into the spotlight.

MY LIGHT BULB MOMENT...

I can happily say, I haven't spent a dime on Facebook ads for over a year - I haven't needed to. In 2017 I had an idea - what if I wow my clients so much that they do a big chunk of the marketing for me? Fast forward to today, and my business is largely referral-based - meaning, at least 50% of my new clients come to me on the suggestion of a past/current client of mine.

BUILDING A REFERRAL-BASED BUSINESS

Here's how I did it:

  1. Under Promise, Over Deliver. In my experience, this is by far the BIGGEST thing that has helped contribute to a beyond satisfied client. The recurring compliments and reviews I receive include delivering my services way before the due date, responding fast to client inquiries, and providing quality work. I do my best to create a stress-free and joyful experience for my clients, resulting in them being wowed to the point of sharing their experience with their friends, family, colleagues and business associates.

    Take a close look at your current offerings and see where you can make improvements.  Ensure that you haven't been over promising and under delivering.
     
  2. Make it a No-Brainer. In my coaching welcome packet (and for most seasonal programs), I map out the referral process for my clients. For a high-ticket program, it's usually along the lines of: "For anyone you refer to me who purchases a 4 week program of mine and pays in full, you receive your choice of CDN$250 or a 45 minute coaching session with me. For anyone who purchases a 90 day program of mine and pays in full, you receive CDN$250 AND a 45 minute coaching session with me."

    You do NOT need to offer money or extra services though. Remember, if you can achieve point 1 above (under promise, over deliver), your clients will do it for you anyways and not expect anything.
     
  3. Ask them. Sometimes it's best to get straight to the point. If you have a client who has been raving about you to YOU, ask them if they wouldn't mind sharing their experience with others in your Facebook group, on your podcast, or in another forum. The more others share their experiences, the more word gets around.

I have one client who has purchased from me over 35 times. Most of my clients are repeat clients who have also referred their colleagues to me. I once designed a nutrition intake form for a soon-to-be nutrition grad, who went and showed it to her classmates, resulting in over 10 new referrals within days.

It's amazing what word of mouth can do and how fast it can spread. For that reason alone, always strive to under promise and over deliver - it's literally been the key to my success this year. And with Facebook ads crossed off my list, one less thing this entrepreneur's got to worry about ;)

Keep on rockin' those big dreams of yours!

-V, xox

 

Is Blogging A Necessary Part Of Your Biz?

I recently took a blogging bootcamp because while a blog is totally not something you HAVE TO have as an online entrepreneur #perksofbeingtheboss, I recognize the many benefits that come from maintaining one. So, if you’ve been neglecting your blog or debating whether to start one, here are some reasons why you may want to get on it:

  • You don’t own your social media profile. As entrepreneurs, it can be easy to fall into the trap of relying on social media to market our goods and get ourselves noticed. But the truth is, you don’t own or have control of your social media profile. So while you may have a large following of people who love what you offer, one algorithm update, or even a new social media platform that supersedes your main platform, can potentially wipe out that rock star status you’ve built for yourself.

    Having your own blog though – THAT is something you DO have ownership and control over. You make the decisions on how you communicate and interact with your audience, how you grow your following, and how you market your goods. So while social media is awesome in terms of getting ‘likes’, it’s not where the real money-making action happens.

  • It’s like your own library of info. All that thoughtful content you put out through social media, odds are the majority of your audience doesn’t even see it unless they are online at that moment or that day. And even if you send it off to your newsletter list, what about all the new people who find you in the future – do they just miss out?

    Your blog is a place your audience can fall in love with your personality and brand. They can easily and conveniently search for keywords and find the exact information they are looking for. All your posts are organized, colourful, and tend to be easier to read on your website than on social media – not to mention there are way less distractions if your audience is viewing your content on your website, rather than on Facebook or Instagram where notifications can run rampant.

  • Increases search engine traffic. This one’s pretty simple – the more content you add to your website (i.e. blog posts), the more these pages from your website become indexed in search engines. Virtually all the traffic to my website is thanks to my blog posts containing the keywords my ideal clients are searching in their Google bar. I’ve never had the need to hire a SEO expert – my blog does it all for me.

  • Showcases your expertise. A blog can actually act like a resume – it helps you build authority in your niche. An active blog helps show your audience that your business is ALIVE and helps set you apart from your competitors who don’t blog or aren’t as forthcoming with relevant + transformational information. Your audience is able to see the effort and dedication you put into your business and your work, helping to build up that crucial know-like-trust factor.

And know this - just because you have a blog, doesn’t mean you have to blog every day, give away all your secrets, or ditch social media. It doesn’t even need to take up much time or be done a certain way (maybe you prefer to vlog instead, or do both).

All I’m sayin’ is that it doesn’t hurt to “library” all that awesome info you put out to your peeps via social media onto your website. Who knows – it may even help you live out your dreams sooner than you thought possible. That alone, is totally worth it in my books.

leave a comment...

Do you currently blog? Leave us a link in the comments so we can check it out!

Is Your Suitcase About To Explode?

Are you travelling with a full suitcase? Crammed to the max so that nothing from your new travels can be accepted into your suitcase until another item is taken out?

You have all this STUFF in your life and you think “I’ll just cram one more thing in here”…until your suitcase eventually explodes and all this stuff of yours scatters across the room.

The old must be released so that the new can enter.

One thing I love about entrepreneurs is that we’re always looking to achieve higher learning. The problem with this is that we seek out new knowledge and information before our brains are able to effectively absorb it. Think of your brain as the suitcase I mentioned above – filled with all this STUFF (the 'stuff' being the outstanding items in your life). 

  • Is your closet a disaster zone and you’ve been meaning to donate all your old clothes?
     
  • Do you still have moving boxes you have yet to unpack?
     
  • Are you long due to call your family back home?
     
  • Do you have 500+ unopened emails to clear from your inbox?
     
  • Are you due to schedule a dentist/doctor appointment?

What have you been meaning to do that is weighing on your mind and you keep telling yourself “Oh yeah, totally forgot. I’ll get to that at some point.”?

Your brain is full. If you want to move on in both your life and business with ease and grace, release the OLD to make room for the NEW. This way of thinking deeply ties in with our mindset and achieving our desires.

For example, if you’ve been craving a new wardrobe, don’t wait to get the new clothes before you toss out the old ones. Donate the old clothes to make room in your closet for the new ones. Release the old before you acquire the new.

This is where true transformation begins. Open yourself up to receive it.

-V, xox

My Top 3 Tips To Finding Success On Fiverr (TWIYB - E8)

On today's episode of This Week In Your Biz, I'm sharing my top 3 tips to finding success on Fiverr. If you've never heard of Fiverr, it's a website where entrepreneurs offer services such as graphic design, video and animation, writing, music, tech – and much, much more.

Having never used Fiverr myself, I got the idea to open shop after reading Carrie Green’s book She Means Business. There was a success story of either one of her past clients, or a friend - I can’t really remember - that resonated with me, so as someone who loves to experiment in her business, I thought I’d give it a try.

I’ve now been working with clients and offering my design and tech services through Fiverr for about 4 months. And it’s definitely been a bit of a learning curve, so I thought I would share my top 3 tips and lessons learned from my experiences, in case you’ve been thinking of opening shop yourself.

  1. Be SPECIFIC with your offerings. When you run your services through your own website, normally you might have an application form or an initial call with a potential client to ensure you’re the right match. What I’ve learned since being on Fiverr though, is that most people just purchase stuff without first contacting the seller to confirm that spark is there. Because of this, I’ve run into people who have purchased my services thinking they’re getting services I don’t actually offer.

    For example, my most popular gig is my Design a Form service, where I design welcome packets, forms, handouts, etc. Keyword being DESIGN – I don’t offer copy-writing services, so my clients must provide the text of the document. I can’t tell you how many times people assumed I did everything and I’ve had to cancel purchases. For this reason, it’s super important that you write your offer as if a 10 year old were reading it. Be very specific and include every detail of what you do and do not offer. Bold important terms and put them at the top of your offering so it’s one of the first things your potential clients see.
     
  2. Set BOUNDARIES. My absolute favourite thing about running my own business is that those rude people you have to deal with when you have a boss because “the customer is always right”, I don't have to welcome into my business.

    I had this one musician reach out to me about setting up a landing page that would act as his website. I rarely do this, but I took the time to do a very quick draft of what I could do for him because I wasn’t sure he fully understood that Squarespace layouts are not the same as layouts found on Lead Pages (I only work in Squarespace). I sent him a sample – remember, this is before any money was exchanged or services purchased – and he flew off the handle. He told me that I was the professional and to just do what he wants, how he wants it. I didn’t appreciate his attitude and politely told him I'm out.

    It’s important that as entrepreneurs we don’t set out on a mission to please everyone at the expense of our own well-being. Set boundaries on the types of services you offer (remaining within your zone of genius), the types of people you desire to work with, and how many gigs you can comfortably handle at one time.
     
  3. Stop trying to be PERFECT. Because I’ve set boundaries, all the clients I’ve had have been amazing to work with and as a result, my rating was perfect for a long while. Then I got my first under 5 star review (4.7 stars) and immediately I was shocked. My perfect score dropped to 4.9 out of 5. I know, ridiculous to be hurt about, but I initially was.

    I’m someone who prides myself on my customer service and exceeding my clients’ expectations, so I immediately wanted to reach out and ask how I could improve. Then my thought process switched to maybe she meant to put 5 stars but her mouse stopped short – you know, just causing myself unnecessary stress over this 4.7 review.

    Then I stopped myself, took a breath, channeled the best version of myself, and let it go. I know my client was really happy with her welcome packet, I did the best job I could, and that’s all that matters. It’s so easy to get wrapped up in numbers and ratings, and trying to be perfect. You can’t let perfection hold you back.

THIS WEEK IN YOUR BUSINESS...

If you already offer services on Fiverr, I want you to measure these tips against how you’ve been operating and ensure you’re being specific, setting boundaries, and looking past perfection. If you've been wanting to set up shop on Fiverr, you have some tips to get you started NOW rather than holding back and waiting.

LEAVE A COMMENT...

Have some Fiverr tips of your own? Share them with us in the comments below. Have questions about Fiverr that weren't offered in today's episode? Ask away below! Until we meet again, keep on rockin' those big dreams of yours!

-V, xox

P.S. - Interested in my design services? CLICK HERE to learn more.

How To Create A Welcome Email Series (TWIYB - E7)

On today's episode of This Week In Your Biz, we’re talking about your welcome email series (also known as a welcome sales funnel). Why should you have one in your business? Because a welcome email series is an excellent way to convert new subscribers into lifelong clients.

A welcome email series is just as it sounds - it's a series of emails that welcome your new subscribers and help form a solid know-like-trust factor. Because let's be real, if your audience doesn't know, like and trust you, they're sure as hell not going to buy from you.

In last week’s episode, we talked about the benefits of offering an opt-in freebie to help grow your newsletter list.  The problem is, what most entrepreneurs do is send an email to their new subscribers with a link to access their freebie, and then transfer that new subscriber to their regular newsletter list.

What they don't realize, is that even though people sign up for your freebie, distractions of life can usually get in the way of someone actually utilizing the value you've put into it.  For this reason, it's simply not enough to send your new subscriber an email to download their freebie and then be done with it.

What you want to create is a RELATIONSHIP with this new subscriber. How do you do this? By providing constant communication and explosive value in the first few days after they initially join your newsletter list.

THIS WEEK IN YOUR BUSINESS...

I want you to create a welcome email series to accompany your opt-in freebie. Watch today's episode of This Week In Your Biz (above) for all the details on how to do this.  Don't forget to download the accompanying mini workbook HERE, which includes examples of my most popular welcome emails.

LEAVE A COMMENT...

If you enjoyed today’s episode of This Week In Your Biz, leave me a comment below letting me know - I always love hearing from you! Share today's episode with your friends, subscribe to my channel, and I’ll catch ya next week.

Keep on rockin’ those big dreams of yours!

-V, xox

How To Create A Must-Have Opt-In Freebie (TWIYB - E6)

On today's episode of This Week In Your Biz, I’m going to help you create a MUST-HAVE opt-in freebie that will have your ideal clients seeking YOU out.

If you don’t know what an opt-in freebie is, or why you should care – the purpose behind creating an opt-in or “freebie” is to give your audience a 'teaser' or sneak peek of your product or service, free of charge.

Doing this helps accomplish several things:

  1. By giving away something of incredible value for free, that your ideal client is specifically looking for, you quickly build that know-like-trust factor with them – or in other words, you build your credibility with your audience. Your potential client is presented with an awesome first impression, they immediately like you because you just gave them exactly what they were looking for (for free!), and they start to trust you because they get to see your work firsthand, proving that you’re the real deal.
     
  2. Another benefit is you gain an email list jam-packed with your ideal clients – because the people who download or access your freebie, are obviously doing so because they’re struggling with whatever your opt-in and offerings are there to solve.
     
  3. And finally, you grow a following of the RIGHT people. If done correctly, an opt-in can lead to so much more than just an email address to add to your newsletter list. Your ideal clients start to follow YOU and flock to YOU because they’re excited to see what else you have to say, or what other tips you have for them, which can end up leading to more sales.

And all because you gave them exactly what they wanted – free of charge. I like to say that’s karma at its best!

So now that you know what an opt-in is and why you should be offering one – it’s time to create one that makes joining your newsletter list worth it!

THIS WEEK IN YOUR BUSINESS...

I challenge you to create an opt-in freebie that will help draw your ideal clients to you. Watch today's episode of This Week In Your Biz (above) for all the details on how to do this.  Don't forget to download the accompanying mini workbook HERE, which includes examples, resources, and a special checklist to help you measure your opt-in through the lens of your ideal client.

LEAVE A COMMENT...

If you enjoyed today’s episode of This Week In Your Biz, leave me a comment below letting me know - I always love hearing from you! Share today's episode with your friends, subscribe to my channel, and I’ll catch ya next week.

Keep on rockin’ those big dreams of yours!

-V, xox

How I Name My Programs & Offerings (TWIYB - E5)

Have you ever created an amazing program that you were super excited about, but didn't feel confident sharing it with the world until it had a name just as worthy? So often I see entrepreneurs hold back on sharing their offerings simply because it's not 'perfect enough' just yet.

Well, the name drama stops right now because on today's episode of This Week In Your Biz, I show you an effective way to name your programs and offerings.

I will warn you - it takes a bit of time and thought, but one thing I love about this process is that by the end of it, not only do you have a variety of names to choose from, but you have an even deeper sense of the benefits of your program and can therefore more confidently market it.

This is my personal process which I've used to name past programs like Ideal Client Conversion Method: How to convert social media likes into paying clients, and From Side Hustle to Full-Time Gig: 10 weeks to transform your side biz into a profitable powerhouse.

Honestly, at the end of the day, it's not the name that is going to sell your programs. It's the benefits + results, and whether you've done enough to establish a solid know-like-trust factor. So, if after watching today's episode (above), this is still all too overwhelming for you, remember that done is better than perfect.

THIS WEEK IN YOUR BUSINESS...

I want you to stop waiting on perfection, and get your programs + offerings out there! Use the process I show you on today's episode to create a catchy name and tagline. Get pumped about your offering and share it with the world, imperfections and all. Don't forget to download the accompanying mini workbook HERE.

LEAVE A COMMENT...

What are some of the program or product names you’ve come up with? I'd love to hear them!

Until next week, keep on rockin' those big dreams of yours!

-V, xox

How To Know Exactly What Your Audience Wants (TWIYB - E4)

On today's episode of This Week In Your Biz, we’re talking about surveying your audience and how it’s one of the *most important* things you can do to help ensure a successful launch. Because GUESSING the solution your audience is looking for, is a big waste of your time, money and resources.

Before creating Ideal Client Conversion Method (a digital product from my latest launch), I knew my niche was newsletter marketing to coaches, but I didn’t know for certain if there was any interest. So, I simply asked them and sent out 2 different surveys.

The first survey was to get a sense of WHO my audience was. Questions like age, location, occupation, income, desires, etc. The second survey I sent my audience was to help get a better sense of where they were struggling most when it came to sales funnels and email marketing.

From these surveys, I pulled out some of the answers that felt most in alignment with the direction I desired to take my business. I typed them out in a Word document, printed it, and went through each problem as if I was the person who submitted it. I began to notice certain patterns, desires and emotions. These survey results provided me with all the information I needed to package a program my audience wanted, were willing to invest in, and would produce results.

THIS WEEK IN YOUR BUSINESS...

I want you to survey your audience. If you've never surveyed your audience before, or don't feel like you really know them, watch today's episode (above) for the questions I recommend you ask of them – they’re the same questions I asked my audience during my latest launch. Don't forget to download the accompanying mini workbook HERE.

LEAVE A COMMENT...

When was the last time you surveyed your audience, and what was that experience like for you?

Until next week, keep on rockin’ those big dreams of yours!

-V, xox

Is Your 'About Me' Page Repelling Potential Clients? (TWIYB - E3)

On today's episode of This Week In Your Biz, I show you how to use your 'About Me' page to connect on a deeper level with your target audience so they know in their heart that you’re the one they’re meant to work with.

In case you didn't already know, your ‘About Me’ page isn’t really about YOU. It’s about your AUDIENCE and how your personal story and experiences can help solve their problems.

So, before you go off bragging about how many kids you have / your favourite colour / your credentials / etc., make sure you're somehow tying in your own personal transformation story + how your audience can experience the same.

There's a reason your 'About Me' page is likely the most-viewed page on your website - your audience goes there to establish a connection and see if your story resonates with their own before they fork out the big bucks and decide to work with you. You can have an AH-MAZING sales page, but if you're asking me for $1,000 and all I know about you is that you have 3 cats + recently visited Milan, I'm outta there.  

Make sure you watch today's episode (above) to learn the 3 important questions to ask yourself when writing the copy for your 'About Me' page to ensure it resonates with and draws in potential clients. Don't forget to download the accompanying mini workbook HERE.

LEAVE A COMMENT...

If you enjoyed today’s episode of This Week In Your Biz, leave me a comment below letting me know - I always love hearing from you! Share today's episode with your friends, subscribe to my channel, and I’ll catch ya next week.

Keep on rockin’ those big dreams of yours!

-V, xox

How To Write A Sales Page That Converts (TWIYB - E2)

On today's episode of This Week In Your Biz, we’re talking about how to craft a sales page that captivates your audience and makes them fall in love with your product or service, so they’re a total ‘Hell yeah!’ when it comes to the ask.

Here's the deal - it’s not enough to simply list what’s included with your offering, especially if there’s a hefty price tag, and call that a sales page.

Your potential clients need to be reminded of their pain and desires, and be guided through the process of why YOUR offering is the one they are willing to go all the way in.

The sales pages I’ve crafted over the past 3 years have greatly been inspired by David Frey’s 12-Step Foolproof Sales Letter and although they are long sales pages, they really do work.

Here's a quick rundown of the flow of a successful sales page:

  1. Headline (usually the name and tag-line of offering)
  2. Identify the Problem
  3. Present the Solution
  4. Credentials
  5. Benefits
  6. Present Your Offer
  7. Bonus Offers
  8. Call-to-Action
  9. Warning
  10. Call-to-Action

Make sure you watch today's episode (above) to gain valuable insight on each category. Don't forget to download the accompanying mini workbook HERE, which includes examples of my most successful sales pages.

LEAVE A COMMENT...

If you enjoyed today’s episode of This Week In Your Biz, leave me a comment below letting me know - I always love hearing from you! Share today's episode with your friends, subscribe to my channel, and I’ll catch ya next week.

Keep on rockin’ those big dreams of yours!

-V, xox

Make Your Desires Become Your Reality (TWIYB - E1)

I'm so excited to announce the very first episode of my new YouTube series, This Week In Your Biz, has been released! I’ve created this series to help you implement new strategies into your online business to help boost productivity and increase sales.

For the first episode, I thought what better way to start than from the beginning – with your desires. As Napoleon Hill says in Think and Grow Rich:

The starting point of all achievement is DESIRE. Keep this constantly in mind. Weak desire brings weak results, just as a small fire makes a small amount of heat.

Too often we’re told to be ‘practical’, ‘realistic’, to ‘play it safe’, but those ‘safe’ desires and goals aren’t going to steer you in the direction of creating a business that blows you away and creates the impact and mark you want to leave in this world.

THIS WEEK IN YOUR BUSINESS...

I want you to ask yourself these 3 questions, and be as open and honest as possible.

  1. What do you desire in your business? Maybe it's to have a large following of engaged ideal clients, the ability to go full-time in your business, having sold out launches, the freedom to work from a funky café instead of feeling cooped up in your home office. When you’re honest with yourself, and don’t hold back, it’s really an easy question to answer. What do you want in your business?
     
  2. What would your life look like if these business desires became your reality? This might mean having more family time, the freedom to travel to exotic places, the ability to quit your job, paying off your credit cards and becoming debt-free for the first time in years, being able to invest in higher learning. What would your life look like?
     
  3. What are you willing to change about yourself to achieve this? If you’ve been playing it safe this whole time and haven’t experienced the results you desire, it’s time to step outside of your comfort zone. This might look like practicing better time management, committing 100% of your focus and energy on a specific project, ditching social media for several hours a day to eliminate distractions. What are you willing to change about yourself to achieve your desires?

To help you out, I’ve created a mini workbook you can download HERE.

LEAVE A COMMENT...

If you enjoyed today’s episode of This Week In Your Biz, leave me a comment below letting me know - I love to hear from you! Share today's episode with your friends, subscribe to my channel, and I’ll catch ya next week.

Keep on rockin’ those big dreams of yours!

-V, xox
 

My Fav 6 Ways To Gain New Clients

The entrepreneurial life can sometimes feel like a roller coaster ride. If your business isn't set up for continued success, you may experience the roller coaster effect of making a significant amount of money one month, followed by nadda for the next month (or two!) before your business gains momentum again.

I love a scary roller coaster ride every now and then, but for FUN, not in my biz! If you feel the same, Dream Chaser, I'm happy to share with you my top fav ways to gain new clients on a CONSISTENT basis:

  1. Free Challenges.  I've been utilizing the power of free challenges to gain new clients for 2 years now, and it's never failed me.

    Free challenges can effectively be hosted over most social media outlets. The process you're looking to create is to provide your audience with something THEY would find extremely valuable and once they've absorbed and experienced that value firsthand, you invite them to purchase your services or goods that specifically tie-in to the next steps required once the challenge is completed.

  2. Welcome Sales Funnel.  In 2016 I began automating my business so I wouldn't need to hire a VA and could still spend most of my time away from the computer. It's been one of the best business decisions I've ever made!

    The process you're looking to create with a welcome sales funnel is to convert new subscribers to your newsletter list into paying clients. How this is typically achieved is by providing a value-packed freebie so potential ideal clients opt-in to your newsletter list. Once they have joined your list, they receive a series of strategically crafted (yet super genuine) emails that guide them through the process of building a know-like-trust factor with you and your brand.

    Once they have completed the series (or funnel), you invite them to purchase your services or goods that specifically tie-in to the next steps required after your opt-in freebie.

    I'm currently in the process of creating a self-study course that walks you through each and every crucial step in this process. In the meantime, there's no point waiting - reserve a 1:1 session with me and we can set it up together!

  3. Referral Program.  Word of mouth can do wonders for your business. I offer my past and current clients the option to participate in my referral program. If they spread the word to their colleagues and one of those colleagues in turn purchases one of my programs in full, my referring client is offered either a percentage of the program investment, or in some cases a free session with me AND a percentage of the program investment as a thank-you.

    It's important that you have the terms of your referral program laid out in writing either in your Terms of Service, a written agreement, or I personally like to include this information in the Welcome Packet my clients receive upon purchase of their program.

  4. Discovery Calls.  When your services come at a significant investment, most potential clients appreciate the opportunity to get on the phone with you and discuss their investment in detail.

    The process you are looking to create by hosting a Discovery Call is to ensure you and your potential client are an excellent match. I like to think of Discovery Calls as a way for a client to 'audition' working with me long term, rather than the other way around. There's a lot less stress and way more ease when you can lean back and have an in-depth discussion with another human being about their goals and desires.

  5. Follow-Ups.  I've gotten a handful of 1:1 clients simply by following up with people who have reached out to me and then dropped off the face of earth. The thing is, people get busy, overthink things, stay on the fence too long, etc. - it never hurts to keep reaching out to someone until you actually receive a 'no'.

    Even for myself, a couple weeks ago I was booking a vacation in Osoyoos for me and my family this summer. I had inquired to a couple home rentals and there was only one property management place that actually followed up with me (via text) regarding the information they had sent me. I thought that was so thoughtful and excellent customer service that I booked with them.

    Remember, it doesn't need to be a long spiel - repeating everything you said in your first communication. Even just a reminder to your potential client that you're here to answer any questions they have can get the ball rolling.

    I also occassionally follow-up with subscribers who have clicked on my purchase or program links, but didn't follow through with the sale. Reaching out in a genuine way WORKS.

  6. Tripwires.  A tripwire is an inexpensive product that is immediately offered to your new subscribers before they access their freebie offer. What normally makes a tripewire popular is if it's something of extreme value offered for a fraction of its worth.

    I like to use previous free workshops or LIVE calls that I hosted online. You can also offer a guide or ebook you've already created - maybe even a previous opt-in freebie. Tripwires are an excellent way to make money off re-purposing your content.

    Although you probably won't make as much money off the lifetime of a tripwire as you will offering your signature programs and services, extra money is extra money and if you didn't have to lift a finger to make it, even better. This tiny glimpse into your expertise could very well be enough to gain a lifetime client.

    I'm currently in the process of creating a self-study course that walks you through each and every crucial step in this process. In the meantime, there's no point waiting - reserve a 1:1 session with me and we can set it up together!

What's your favourite way to gain new clients in your business?
Or, which of the above are you most excited to try out?
Share with us below!

Why Naming Your Tribe Is Important

Dream Chaser - that name has resonated with me since I was a girl. And while some mock it labelling a 'dream chaser' as always chasing something and never catching + holding onto it, I completely disagree.

To me, a true Dream Chaser is someone who is brave enough to dream big and determined enough to make their dreams a reality.

Someone like me, someone like you.

And that's why I decided to grow a tribe of Dream Chasers. You see, it's a whole lot easier to connect and develop relationships with your following when you undoubtedly have something in common - something that maybe others don't quite understand. By congratulating each member of my tribe and welcoming them into my community as a fellow Dream Chaser - well, we remain connected and a commonality is established. That member all of a sudden feels welcomed, safe and understood.

Naming your tribe can be a great way to build your know-like-trust factor with your audience. It helps your brand to stand out as word of your community spreads. Your audience feels like they are part of a movement, possibly even a revolution. Naming your tribe allows you to speak to many while impacting each person individually.

How do you come up with a name for your tribe?

  1. Your tribe's name should be relateable to the work you do and the clients you aim to attract.

    For instance, the previous name of a my nutrition coaching practice was It's Raining Kale, where I would refer to my audience as 'Kale Lovers'. I now refer to my nutrition audience as 'Radiant Herbivores' because I specialize in vegan health.
     
  2. Your tribe's name should also be short. I imagine it would get a bit awkward and tiresome to keep repeating a long name for both you and your audience.

    Don't take this the wrong way, but when I decided on a name for my dog, I knew it needed to be short 1) to grab her attention and 2) because I knew I would be saying it a lot (especially during the puppy stage - OMG, the damage she caused to my home!). So I settled on Lulu - short and relateable (she's a Greyhound and apparently 'lulu' is Native American for 'rabbit' - and we all know how much Greyhounds love rabbits).

    If you do settle on a longer name, I would recommend coming up with a short variation for it. I'm sure you've heard of the Screw the Nine to Five Community - their hosts nicknamed their audience members 'Scroupies' for short.
     
  3. Finally, your tribe's name should be something you are proud to call YOURSELF. If it doesn't resonate with you, your values and goals, it probably won't resonate with your audience either. For it to be genuine, it needs to be a part of who you are too.

Naming your tribe shouldn't be a stressful endeavour. If you find yourself stuck, grab a blank piece of paper and jot down every single name you can think of, even if you don't really like it. Once you have at least 10 different names written down, pick the top 3 you like, or think have potential, and set out to ask your audience to vote for their favourite.

Do you have a name for your tribe?
Share it with us in the comments below!

Formula For Creating High-End Programs

When I first started out as a Holistic Nutritionist, I just went with what everyone else was offering for programs: initial consult, single follow-up sessions, etc. I learned early on that offering services of this kind wasn't effective in the long term for both my business and my clients' success.

So, I jumbled them all together and sold those single sessions as a package. But that didn't make it a high-end program. I was guessing what my audience wanted and there was no real 'wow factor' attributed to it.

After training with high-end coaches, learning and experimenting in both my nutrition practice and success coaching business, I finally unlocked a formula that would guarantee me a high-end program worth the price tag - a program my ideal clients would NEED, WANT, PAY FOR and BENEFIT from. This formula produced the same results, regardless of whether I was offering 1:1 sessions, a group program, or self-study course.

ideal client + pain point + strengths + structure + wow factor = high end program

Let's break it down:

  1. Ideal Client.  In order to produce a high-end program that attracts your ideal client, you obviously need to know everything you can about WHO your ideal client is.

    Where are they currently at in their journey when they meet you? Where do they desire to be at the end of it? What kind of experience are they looking for? What's stopped them from investing in programs before now? What have they tried in the past and why didn't it work out? What kind of coach are they looking for? What are their fears? What are their greatest desires? What secrets do they have? All of this information will greatly help you tailor a program just for them.

    How do you find all this info out? By speaking 1:1 with them of course! If you've already spoken with your ideal clients in the past, or have done enough coaching to have a great sense of who your ideal client is, a survey would also be appropriate. If this is something you struggle with, I walk you through each and every step of getting to know your ideal client in my Ideal Client course.
     
  2. Pain Point (aka I got 99 problems, and the biggest one is _______).  It's not enough to simply know the basics of your ideal client. If they are going to invest money in YOU and your services, it will be because they actually need your program (i.e. your program provides a solution to their biggest problem).

    The trick here is to not get caught up in all the smaller problems they have, we're looking for the BIG ONE - the one that creates the most displeasure in your ideal client's life.

    For example, your ideal client may be tired most days, low vibe and have insane cravings for sugar, but her biggest problem (in HER eyes, that's the key here) is that her weight defines her and holds her back from applying for that job she really wants - the one she believes could be a financial and freedom game-changer for her. That's the problem your program needs to focus on. Of course all those smaller problems will be resolved along the way, but she needs to know that her biggest problem will be taken care of.

    How do you figure out your ideal client's biggest problem? By speaking with her 1:1! What I love to do is record these sessions (with permission) so that I can go back and take their exact words to use in my sales copy - getting your copy directly from the source is GOLD and can greatly help improve your program's 'wow factor'. If you need help in this department, I encourage you to take advantage of my Ideal Client course to ensure you get the crucial information you need from these calls.
     
  3. Strengths.  These are YOUR strengths I'm talking about. Now that you know exactly who your ideal client is, what they specifically want and how they want it, it's time to reflect on how you can best help them. It's important that you only teach what you truly know, and that you utilize your strengths. That means if you're not a fitness expert, don't portray yourself to be. If you're a success/business coach of sorts and webinars aren't your forte, don't even touch upon the subject.

    Where do you excel in your knowledge and skills? Don't worry if it's a different route than most of your competitors take - if it will work and both parties will be happy, do it. Let that be your focus. In nutrition, my forte is digestion; in my success coaching practice, it's building a solid business foundation.
     
  4. Structure.  Now that you know who your ideal client is, what they want, how they want it, and how you can best help them, it's time to structure a program specifically tailored to their needs and desires, and to your strengths.

    If you have yet to make your first $5K, I often recommend you focus on 1:1 coaching first because it's the best way to build up your confidence, your coaching abilities, and gain word of mouth reputation. It also offers great insight to see what works best for your clients, where they are gaining the most benefit, and what areas need improvement.

    If you've made your first $5K or have between 80 - 100 hours of coaching completed, odds are you have a pretty good sense of what works and what doesn't when it comes to your clients' success. The next step would be to take this information, knowledge and experience, and create a group program, paid mastermind, self-study course, or other digital product. Then again, if your strengths lie with 1:1 coaching, and it's something you know your ideal clients prefer, it's probably best to stick with it a bit longer. Use your best judgment and what feels most in alignment with your goals.

    If you desire help with the structure of your program, including program outline, timeline, name, pricing, bonus offers, as well as crafting your sales page, you'll love my Irresistible Offerings course!
     
  5. Wow Factor.  1:1 sessions on their own are pretty dull and boring. Think of ways to spice up your program. It could be anything from the bonuses you offer, to the guest experts you invite, to the investment price/options, to the extra support received between sessions - anything you know your ideal client would value, appreciate, and invest in. Paying attention to your program's wow factor will help ensure an already great offer becomes irresistible, and provides for accelerated transformation.

Once you put all 5 components together, you end up with a high-end program that you already know your audience desires AND will invest in. Measure it up to your current offerings and see where improvements can be made to ensure you're always offering up exactly what your ideal clients don't just want from you, but will invest in too.

So many entrepreneurs skip the crucial steps in this formula, or take shortcuts when it comes to interacting with and learning about their audience. If you're looking for mind blowing results, don't shortcut. Do the work, do it right, do it with purpose, and you'll be amazed at what you accomplish.

How To Get A Perfect Testimonial

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It's bitter sweet when a final client session comes to an end. On the one hand, it's super rewarding to watch my clients own their confidence + abilities and set out to accomplish amazing things in their life and business - on the other hand, I sometimes feel as I would imagine a mom might feel when her grown child leaves the nest in pursuit of her dreams.

Afterwards, I email my client a special action plan, thank her again, and invite her to provide a testimonial. What I've come to realize though (both through coaching and being coached myself), is that sometimes clients don't fully realize just how far they've truly come from when they first began. Sure, they'll send a testimonial boosting about their experience and how their coach supported them, but there's usually a whole lot left out.

If you're a health coach, you may receive a testimonial about how safe and comfortable you made your client feel, how they enjoyed the recipes and resources you provided to them, and how they feel so much healthier and revitalized. What's missing though, is how exactly you helped them transform their life - what they're able to do now that they couldn't before, how their relationships have benefited, the abundance that has since entered their lives. 

If you're a business or success coach, you may receive a testimonial about how kind, knowledgeable and expert you were during and between sessions, or about how confident your client now feels in her abilities as a coach. What's missing though, is how much their following and list have grown, the solid foundation they've built for their business, the amount of potential clients they've spoken with, the amount of money they've made, how working with you has benefited their relationships, what they're able to do now that they weren't able to do before, the dreams they were ready to give up on and are now living.

Unfortunately, it's the before and after comparison that tends to get lost - something that can truly catapult your reputation as an expert in your niche.

I've come up with 2 easy solutions to this problem:

  1. Begin your final session by doing a quick recap of everything you've noticed your client has achieved (she may not even realize she's done so!), then ask your client if that's accurate and whether she agrees. If she agrees, congratulate her on her success thus far and ask if it would be OK to share that version of her journey with your audience. This way, you have her permission to elaborate on any testimonial you receive from her if this important information is missing.

    If you show up prepared, this is something that shouldn't take more than 2 minutes to discuss, so don't worry about taking up too much of your coaching time together.
     
  2. Guide your client with her testimonial. Odds are your client doesn't really know what specific information you're looking for, so she'll refer back to how you made her feel. Providing your clients with a quick testimonial form to fill out will help produce the information you're seeking, and ultimately the testimonial you know to be true and complete.

    To create a testimonial form on your Squarespace website, simply create a new page that's not displayed on your menu bar (a 'not linked' page, as it's called), and use the 'Form' option to add options/questions for your client to complete.

    You can view my testimonial form HERE.

*Bonus solution: If your client isn't camera shy, you can always interview them via Skype and record it to create a video testimonial instead of a written one.

Bottom line, while it's great to hear how supportive and kind you are to your clients, that's not the type of testimonial that will gain the trust of potential clients who want RESULTS.

Remember, your clients aren't mind readers - it's up to you to help guide them into sharing their full journey. No doubt they'll love reliving the growth and benefits they've experienced!

What do you think, Dream Chaser? Do you plan to use any of the above suggestions to ensure a perfect testimonial from your clients?

Lessons I've Learned From Working 1:1 With Clients

I had my very first coaching client back in September 2014, and I remember just about every detail of that first session. How nervous I was, the mistakes I made, how excited my client was at the end of it. It’s been over 2 years now of having the opportunity to work 1:1 with such amazing, driven women and I am so grateful for it.

If you’re new to the coaching world, I’m happy to share with you today some of the lessons I’ve learned from working 1:1 with my clientele. I encourage you to take what resonates with you and apply it to your own coaching practice.

  1. Set boundaries and stick with 'em!

    The BIGGEST lesson I’ve learned from working 1:1 with clients for the past 2 years is that it’s only fun and fulfilling for BOTH parties if you’re a great match. I’ve worked with women whom I absolutely adore and are such a pleasure to work with. I’ve also worked with women whose personality, values and desires didn’t align with those of myself or business. Let me tell you, it’s not worth it to put so much love and energy into a business if you’re not going to enjoy the work you do in it.
     
    When I have 1:1 clients who are truly my ideal clients (we share similar values, desires, drive, vibration, etc.), I have loads of fun during our sessions and online support convos. I look forward to our time together, and the transformations are wonderful. I no longer accept clients who don’t fit the description of my ideal client, but I have in the past. And when I did, I came to view our sessions as a chore, was stressed out, exhausted, and on one occasion on the verge of tears for just dreading that I still had X amount of sessions left with this client.
     
    To paint a picture for you – there was one client I had in the beginning of my entrepreneurship (let’s call her “Lola”) who was totally not my ideal client. The worst part was, I knew this and still decided to work with her. Lola and I had been communicating via Facebook Messenger and email for about a month before a Discovery Call was finally booked. These communications back and forth were mainly about my services and what I could do to help Lola’s situation.
     
    During our Discovery Call, my gut kept telling me Lola was not my ideal client. My gut was cautioning “V, this girl needs a mindset coach stat!” – I even mentioned that on our call but Lola said she couldn’t afford both. So, I said I would accept her as a client and we got started. You see, I’m an emotional person and have a tendency to take on the emotions of others as my own, which means I need clients who already come from a place of high vibration and have a primarily positive mindset. On a scale from 1-10, Lola was probably at a -5 with her mindset.
     
    She rarely did the work I recommended, or followed through on her goals. She would cancel sessions at the absolute last minute or not show up at all. I would spend 2+ hours most days answering all her questions between sessions. I eventually became so low vibe before and after our sessions together that my husband told me no money is worth feeling how I was. Near the end, I offered to refund Lola the investment for her remaining sessions. She said there was no point and never did end up scheduling her final sessions. After Lola, I never had a bad experience with a client again – because I set boundaries and stuck with them.
     
    The lessons here:

    (a)    Set boundaries with your time - get your potential client on the phone ASAP rather than back and forth messaging re: your services. You can accomplish so much more in a shorter time frame by simply getting on the phone and talking to each other. 

    (b)   Be specific and direct with your potential client when it comes to what qualifies as email support between sessions. I highly recommend you put in writing in the Terms of Service and/or contract that email support between sessions will be limited to X amount of minutes per day. I see many entrepreneurs offer “unlimited” and “24/7” support – beware that this vague description could have you spending 2+ hours each day with one client. Can you imagine if every client did that? You wouldn’t have time to work on anything else!

    For me personally, I cap it at 15 minutes per day of support between sessions. I communicate with my clients that if they desire a large chunk of extra support or guidance at any time, they can book another paid session with me prior to our next scheduled appointment. Don’t be shy in setting boundaries when it comes to extra support.

    (c)    No amount of money is worth your happiness. Set boundaries with the type of clients you work with – only choose the ones who truly light you up and are willing to do the work required of them. Make a checklist of all the qualities you desire of your ideal client and when hosting a Discovery Call, ensure all items are checked off before accepting a new client into your coaching practice.

  2. Be a leader, but let your client take lead.

    Although I offer a recommended program outline for my 1:1 coaching, I leave it up to my client whether we follow through with it. I do this because in coaching, it’s important that you create a safe space where your client feels that she is being seen and heard. This means that if something’s on your client’s mind, she’s not going to have the focus to listen and apply what you teach her until her worries and questions are attended to first.

    You need to look at what her desired outcome of her session is - only then will you know how to deliver the support she's looking for so that when you ask her at the end of the hour "Did you get what you desired from today's session?", her answer will always be "Yes, and more!".

    The best way I've found to accomplish this is by making it mandatory that your clients complete a pre-session form at least 24 hours before your scheduled session. Having this form completed beforehand gives you enough of a head's up into what's going on with your client since you last spoke.

    You'll be able to get a sense of where her mindset is and what level of drive she has. Knowing this will help to open any necessary conversations surrounding fear, roadblocks, struggles, etc. so that transformation and breakthroughs can take place.

    If you want to take it a step further, encourage your clients to complete a post-session form after each session. Having a form like this in place helps to motivate your clients to take responsibility for what they've committed to accomplishing this week.

    Be a leader, but allow space for your clients to take lead - this will help them to not become so dependent on you that once your sessions are complete they feel lost all over again. Shape them into a confident powerhouse.

  3. Allow enough time to complete assignments/homework.

    In 2016 I struggled with keeping my clients on a strict program timeline. Even though I was selling 3 month coaching packages, at the end of the year I had so many client sessions I had to complete because I was too lenient on the timeline. For instance, I had a 3 month program that lasted 10 months!

    I took this opportunity to look at the structure of my coaching packages and why this was happening. Part of it goes back to #1 above - I had set boundaries, but I wasn't sticking to them in terms of completing sessions each week. Another part was I realized my clients needed more time to complete the tasks I was asking of them. So, I revamped my 1:1 coaching to 1 session every 2 weeks. This allowed ample time for my clients to complete their 'homework' without feeling rushed.

  4. Don't take on more clients than you can handle.

    There are some coaches out there who take on 27+ clients a month. To me, that's insane. Because of my desired lifestyle, I can't comfortably take on more than 6 clients at a time. I remember there was a day I had 5 sessions back to back - by the time I got to my final session, I was exhausted!

    I'll say it again, no amount of money is worth your happiness. Know your limit. Your clients are paying good money to work with you - you owe them 100% of your best self, and you can't do that if you're burnt out.

  5. Never underestimate the power of excellent customer service.

    One thing I've learned is how much going that step above can really create a magical and welcoming experience for your client. Be aware of how your client feels throughout the entire journey with you - from potential client, to enrolled client, to returning client.

    My recommendations to achieve this include:

    (a)   Always be high-vibe when you communicate with your client, whether that's on the telephone, Skype or via email. Your vibe is passed onto your client and she can tell when you're not in your zone.

    (b)   Send your client an informative Welcome Packet upon investing in your services. This welcome packet can include things such as how to communicate with you, schedule sessions, what's expected of your clients, etc. I have an awesome blog post for you on Welcome Packets HERE.

    (c)   Tailor your program to your clients' needs. At the end of my coaching sessions, I always include a recorded audio of our session so my client has the opportunity to go back and listen to our discussion. I also include a custom Action Plan that I create after each session for that specific client - I never re-use Action Plans. I've found that my clients love these added luxuries and they help create a more rewarding and valuable experience.

    (d)   Show your client you care. If a client hasn't taken advantage of email support between sessions, I like to send a follow-up email to check in and ensure she's on the right track and doesn't have any questions. Doing this really helps to show your client that they're on your mind and you desire them to succeed.

    I also like to make note of a client's birthday and send them a little something special so they know I care. It's important that you build a solid know-like-trust factor with your clients - you can end up making some great friends, getting awesome referrals, and gaining a lifelong client.

    (e)   Always end a session on a high note. I encourage you to ask your client at the end of each and every session: "Did you get what you desired from today's session?". Doing so shows your client you care that she's well looked after and is receiving the support she signed up for. The answer to this question should always be positive.

I hope you've enjoyed today's lessons and learned something new. There are of course so many lessons I've experienced along this journey of mine and doing the work I do. The lessons I've shared with you today are the ones I feel the most grateful for and have shaped my coaching practice into what it is now.

What are you excited to implement into your business after reading today's post?

Master The Art Of Asking

How comfortable do you feel asking your audience for something? Do you casually spew out an invite to book a discovery call and then back out of asking for the sale? Do you cringe at asking your following to answer yet another survey? To sign up for your newsletter list? To open up and read another email from you? 

I was watching a TED Talk by Amanda Palmer that really resonated with me and I think will with you too. I encourage you to watch it if you answered "yes" to any of the above questions (it's less than 14 minutes long).

Asking is an art - something we normally need practice with before we feel completely confident in ourselves and abilities to get the responses we desire. We don't want to come off as desperate: "Please sign up for my newsletter list, PRETTY PLEASE!" by sending numerous invites and postings on social media. We don't want to come off as sleazy or salesy by asking people to purchase our products and services. We don't want to have to face rejection or judgment, or heaven forbid someone unsubscribing from our email list.

But what most new entrepreneurs fail to realize, and as Amanda beautifully explains in her talk, a fair connection and exchange occurs when you ask. Before her band got big, Amanda used to pose as a living statue on the street. She would hold a flower, someone would walk up to her, she would gaze into their eyes with an unspoken 'thank-you, I see you' and her audience would gaze back with an unspoken 'nobody ever sees me, thank-you'.

When you invite someone to join your list, there's an unspoken exchange: you say thank you by providing value (most likely in the form of a freebie) and your new sign up says thank you by consuming the value you've provided. It's a win:win.

It's the same thing when you ask an ideal client to join your program - you say thank you by providing a valuable and transformational experience, and your new client says thank you for caring and putting in the effort to help her achieve her desires. It's a fair exchange - it's a win:win.

If you've been holding back from asking, Dream Chaser, I highly encourage you to watch Amanda's TED Talk and realize that 'the ask' is the first step in transformation - for your business, your clients, your happiness.

I've been perfecting my ask for the past 2+ years. I've asked for money, opinions, feedback, email addresses, guidance, assistance, and loyalty. Asking is how I've grown my business. The thing is, you need to be confident in what you're asking for and know that when you receive a 'no', it's because a 'yes' is on it's way.

Sometimes 'no' just means 'not yet, but ask again'.

Single Sessions? Packages? Or Both?!

Q: Is it better to sell single sessions, packages, or both?

Ah, one of the more popular questions among beginner entrepreneurs. While it may be easier on your client’s wallet to purchase single sessions, it’s actually in the best interests of BOTH parties to commit to a package deal.

In my experience as both a Holistic Nutritionist and Success Coach, I highly recommend that you focus on selling PACKAGES over single sessions.

Here’s why:

  1. As coaches, our services are transformational experiences. While you can most definitely create shifts and new insights in 1 or 2 sessions, as well as offer some tools to your clients, you can’t really change someone’s DEEP issues or struggles in just 1 or 2 hours. True change takes a real investment and commitment over a period of time, whether it’s in health, business, love – it’s all the same.

    The longer you work with someone, the more able you are to notice patterns or themes that continue to pop up in your client’s behaviour and lifestyle.

    The longer you work with someone, the longer they are held accountable for their actions (or lack thereof).

    The longer you work with someone, the more confident + prepared your client will become in her ability to continue this journey without you (that’s a good thing!).
     
  2. Packages offer convenience in the sense of having sessions laid out in a specific timeline.

    For example, you may offer a 3 month package with 12 weekly sessions. Both you and your client know right from the beginning of the program that you will meet on a weekly basis. The client doesn’t need to inquire when she should book with you again, and you eliminate the need to keep following up with her to schedule a new appointment.

    When both parties are on the same page right from the get-go, resources are saved and the customer experience remains positive.
     

  3. Single sessions can create burnout because more work is required on your end.

    For example, if your monthly income goal is $3,000-$5,000, that could easily mean you only need 1-2 new clients per month, depending on the price of your program.

    If you sell single sessions though, you could be looking between 12 – 20 sessions needing to be sold and way more than 1-2 new clients! That’s more time and energy required for marketing + promotion, following up with past clients for future sessions, and forming new relationships.

    If you’ve been offering single sessions to make your services more affordable to your audience, I would recommend you offer an investment plan on a program instead. A $2,000 program becomes a lot more affordable if broken up into 4 payments of $500.

    Working with less clients while maintaining a steady income stream can greatly help to reduce stress, provide your current clients with amazing high-vibe experiences (because you’ll be well taken care of yourself), and offers you more time freedom to get out there and LIVE.

When single sessions may prove beneficial to both parties:

  1. Intensives. While 1-2 hours may not be enough for major transformation, a full day or half day intensive could prove greatly beneficial to a client who is eager to get results NOW and is not interested in waiting 3 months.

    A full day intensive could include 7-8 hours of in-depth training and coaching (with breaks in between) and could be done in person or via Skype.

    Intensives are not for everyone though and I would recommend they be saved for those potential clients who have 1-3 specific struggles that can be effectively solved in this time-frame.

    For instance, as a business coach, your client may desire to have her program outline created, opt-in completed, and sales funnels set up and ready to go. As a health coach, your client may desire to get to the root cause of her emotional eating, or wish to have a program in place for her pregnancy.

    These specific struggles or concerns can effectively be addressed in the length of an intensive. Alternatively, a returning client may have a follow-up concern and require an extra 2 hour time slot with you.
     
  2. Returning Clients. Once a client has run through the course of working with me in one of my programs, I offer them the option of booking single sessions on an as needed basis moving forward. This is not something I spend time or money advertising – all the information is in the welcome packet they receive from me at the start of the program. Single sessions are only offered to my returning clients.

    As certain things will come up from time to time as a business expands and grows, a single session will likely be enough time to address an issue of someone who has already built a strong foundation and isn’t starting from square one.

As you can see, the thought process isn’t that packages are better because they equal more money – it’s actually because more value is provided in a package as opposed to a single session, and the opportunity for transformational results is greatly increased.

If you’re ready to ditch the single sessions for value-packed programs that deliver results, I invite you to check out my Irresistible Offerings self-study course to help you develop programs your target market is eager and willing to purchase, and craft sales pages that captivate your audience + have them saying “A thousand times YES!”.

Your Brand's Impact On Your Sales

What most beginner entrepreneurs (and even some advanced ones) don’t realize is that the power of your brand far extends past colours, logos, fonts, images, etc.

They brush off branding as something that’s not important, something that doesn’t bring in the clients. When in reality, your branding plays a large role in getting a potential client to sign up for your services.

That’s because your brand is essentially your reputation. It's the way you make your customers feel and the know-like-trust factor you've formed with them. Your branding is something that can make or break you.

If you don't shape your brand, other people will shape it for you in their minds, based on what they see, know and feel about you. And once the customer thinks it, it becomes a fact for that person - whether it's true or not.

I want you to ask yourself something:

What difference could the power of my brand have on my business and sales?

When you think of your current branding, how confident are you in:

•    attracting your ideal client?

•    your brand message and what your business stands for?

•    your unique value?

How much attention have you paid to the customer service experience from first hearing of you to booking with you?

What makes your brand memorable in the eyes of others so much so that they immediately think to recommend you to a friend or colleague?

What’s so special about your brand that people believe in you and your work?

Why will someone come to YOU versus someone else in the marketplace who offers the exact same thing?

These are all important questions you need to ask yourself.

These are questions I’ve had to ask myself numerous times throughout my own entrepreneurial journey and evolve my brand to ensure I keep reaching new heights in my business.

My brand is now at a place where I’m receiving new client referrals from past clients, past clients are reinvesting in my services, and my name has been tossed around to numerous entrepreneurs to be a guest expert for their clients/services. This is where you want your branding to be, dream chaser – where you become known as an established leader in your industry.

If you’re still without clients, take a deep look into your branding and reflect on where your business ranks in your niche. To help you out, until November 30, 2016, you can now purchase my Branding mini course for CDN$49.99 (regular $97.00) by using the code ILOVEMYBRAND at checkout.

What's Inside:

  • Introduction Course Audio
  • 15 page Course Workbook to define your brand
  • 10 page Bonus Advanced Track Workbook to evolve your brand

If you desire to be an established leader in your industry, this is the course to help get you there!

Start taking full advantage of your brand today and witness the powerful impact firsthand

A Lesson In Charging Your Worth

We hear it all the time - "charge your worth", and I've even written a past blog post on it HERE.

Yet, I find many entrepreneurs still struggle with pricing their services and I think it comes down to a certain fear deep within that doesn't allow us to believe what we offer is better than what someone else offers, and that we have to stick within certain guidelines when it comes to pricing. So, in an effort to help, I'd like to share an experience from this past weekend.

We bought our house brand new in 2014. At that time, we were the first home with a carriage house in the small city we live in. Because of this, our carriage house was super easy to rent out because it was so unique. Over the years, at least 18 homes have been built in our neighbourhood with the exact same carriage houses.

Now that our tenants have a newborn, they're ready to move on to a bigger space. So, when my husband and I were discussing the new rental price for the unit, I suggested we do something no one else in our neighbourhood had the confidence to do - we raised the rent by $200 on a rental unit that was already $300 more to rent than the other units in the neighbourhood. Meaning, while everyone else was charging $600 for their carriage homes, we had already been renting ours out for $900, with the new rental price being $1,100.00.

While the gossip began in the neighbourhood, I told my husband, "I bet we'll have more people apply than we have time to show the place, and I bet we'll find our renters after one day of showing". And we did.

After crafting an ad on Craigslist not just focusing on the FEATURES, but the BENEFITS and why our carriage house is the best in the neighbourhood, we easily filled the 6 spots we had available for Saturday's viewing. 

One of the applicants was a single male and he said "Your ad didn't lie. You're charging a lot more than the other carriage houses are going for, but you did a great job explaining why."

When I crafted our ad, I knew exactly who my target market was (young couples with high paying jobs and a dog; no children). I knew exactly what their pain point was (hard to find good rentals that allow dogs). And, I knew that they were willing to pay a certain amount to ensure their desires were met.

If you're thinking "that's great and all, but how does this apply to pricing my coaching services?", let me break it down.

  1. Even though I pretty much was offering the exact same thing as 18 other people in my neighbourhood, I didn't pay attention to what they were doing - I followed my own voice. While everyone else was offering a mediocre experience for their tenants, I looked at what made my unit stand out from the rest, and I used that to attract a certain type of tenant.

    When it comes to your coaching business, I encourage you to look at what you can do, or what experiences you can create, that will help you shine from your competitors. I also encourage you to stop obsessing about what they are doing in their business and focus on YOUR business and what you desire to do. This is your own journey, not a copycat of theirs.
     
  2. I knew exactly who my target market was, what their specific pain point was, and what they were willing to pay for a solution. Honestly, I probably could have easily gotten $1,250 for our carriage house. The applicants who came by were in love with the place and over the moon that dogs of all breeds and sizes were welcomed.

    When it comes to your coaching business, your ideal clients will literally flock to you and seek you out if you're open and confident about the type of clientele you serve, and how you can best serve them. Stop trying to please everyone because your message becomes watered down and boring - it's when you stand up for a particular niche that you begin to develop true connections with potential clients.
     
  3. While the features of the carriage house were important, I made the focus be on the BENEFITS (i.e. the backyard experience). Everyone else probably offered the same stainless steal appliances and en suite laundry, but I guarantee you no one else provided their tenants with a backyard or parking for two cars (most didn't even have parking for one!)

    When it comes to the sales page for your coaching business, don't concern yourself with the features of your program (i.e. number of sessions, email support, etc.). Focus on the BENEFITS of the program. What are the anticipated end results? What are the benefits of each feature?

In short, when you're 100% confident in your offerings and the value they provide to your clients, you never have to justify the price - your program will speak for itself.

Take into account your time, energy, credentials, and the experience that you create for your clients, then price it out at what you believe all that to be worth. At the end of the day, you should feel excited about your pricing and feel in alignment with your decision.