Today I’m challenging you to think quite differently about the way you are doing business. In fact, doing the OPPOSITE of what most people do in their business can be the thing that makes you stand out in the crowd, attract ideal clients and importantly get better results for them than you may have been getting so far.
The 3 things I detail below are counter-intuitive and (I hope) will challenge you!
They are not “doing the opposite just to be a rebel” ideas….. that’s just dumb in business. These are tried and tested counter-intuitive ways of doing things that have made a huge difference to my own business and that of my colleagues and clients.
Here’s a sneak peek:
- The 3 measures of a successful business (one is rarely used but most important)
- 3 counter-intuitive ideas that get better results for your clients
- How to get splinters out of your butt
- How delivering less to your clients for the same price is a better service
- Why most service providers and topic experts are ripping their clients off (and you may very well be one of them) and the counter-intuitive approach that demonstrates integrity.
- Action steps to take THIS WEEK.
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3 Counter-Intuitive Ways To Get Better Results For Your Clients… and Greater Success In Your Business
The 3 Measures of Success in Business
How can you tell if a business is successful. I consider 3 measures are most important:
Kinda obvious really. Your business needs to be making money. Otherwise you have a hobby, not a business. If you are not creating an income from your business you’re going to need another source of income like a job or hopefully somebody else will be looking after you.
Your business must also be supporting your lifestyle because you do not want to be working non-stop in your business. Your business is there to support you, not the other way around.
3. Client Results
What kind of results do you get for your clients? I work with people who take people on a Transformational Journey. If this is you, you may be a service provider or coach or consultant. In other words you have the expertise to take people from point A to point B to achieve the outcome they need your help with.
If you are not helping your clients to get the most impactful transformation in the shortest and least stressful way for them, then your business is not really being as successful as it can be.
The 3 Counter-Intuitive Ways To Get Better Results For Your Clients
1. Get The Splinters Out Of Your Bum
Now, you may have heard me talk about this concept before and it comes to this, people who sit on the fence get splinters in their bum.
So if you’re not prepared to jump off the fence and say, “I belong on this side of the fence of what I stand for in my industry” then you are destined to get splinters in your bum! If you don’t state what you believe, then people are not going to know who you really are. They’re not going to recognize you as the person that they need to be with.
So let me give you an example of what I mean by that.
In my Attract Your Tribe Accelerator Program, I will only work with people who are committed to success and are committed to make a difference for their clients.
So you can’t get into my Accelerator program until we have an interview and I am convinced you meet those 2 criteria. For me that is a no-brainer. I don’t work with people who are just looking at creating a business to meet those first two goals listed above for success (money and lifestyle). Commitment to client results is non-negotiable. On the podcast I talk about other examples in other industries so make sure you watch / listen / read the transcript for more ideas.
Now, a lot of people are uncomfortable about getting off the fence because they’re really worried about rejecting people, but I want you to think of it as this way. Instead of saying, “I don’t work with people like this” you’re actually saying “hell yeah” to the people who you DO work with.
So you’re going to be able to help those people better because they know that you’re the kind of person that’s got the approach that they agree with. They know you are on their side of the fence.
2. Deliver LESS
When I introduced the 3rd measure of success, I talked about more than just getting results. I also talked about getting results for them in the least amount of time with the least amount of stress.
There is one really big way to do that. And that is do less!
True confession: for the first 10 years in business I acquainted over-delivering with generosity and exceptional service. I took me a while to recognize that with over-delivery can actually come overwhelm.
A far more exceptional service is to remove any distractions, any “nice to know but not essential” and instead provide the shortest, clearest and minimalist way to get from Point A to Point B.
I want you to adopt the idea of Addition by Subtraction.
Addition: is the additional value of getting the results they want with less stress and less time.
Subtraction: Remove everything that is not absolutely essential.
An example: When I created the Attract Your Tribe program, I started with all of the material that I’ve used with clients over the years and applied it to my own business. As I was doing my big re-brand of Romance Your Tribe I applied all of these resources and framework to my own business.
Through the process of treating my business as if I was my own client, I realized there were certain activities I had been giving my clients that they just didn’t need. It was not going to help them get results faster.
So I took them out. It was a tough decision to do, but it means my clients are getting results faster with less stress now.
Doing Less seems counter-intuitive. You may think you are over delivering and take pride in that, but it’s a very good chance that you are actually making it harder for your clients.
3. Package For Profit
The concept of packaging your expertise into bundled programs makes perfect sense for delivering the first 2 measures of success; Profit and Lifestyle.
But packaging for profit is also one of the best ways to get great results for your clients, which is the third measure of business success I mentioned above.
Seems counter-intuitive doesn’t it?
To understand, let’s first define what I mean by “Packaging for Profit”.
If you’re a service provider, coach, consultant, or something like that, it is your expertise and your time that gets results for your clients. You may have been working on an hourly rate or a per session rate or maybe even bundling, for example, six sessions for a discount. This is the usual way people structure their business and the fact of the matter is you’ll plateau out when you reach your available number of hours to spend with your clients. Your business can only grow to a certain level.
So it’s easy to see how the Package For Profit model will grow your business. But what about being best for your clients?
The hourly or session model is NEVER going to get the best results for your clients.
Let’s look at it this way.
When you have worked with enough clients you will have a very clear idea of the steps, processes and activities your clients need to do in order to get the transformation you can promise them.
You will also have an idea of how long this may take.
If the client comes to you to achieve an outcome and you offer them only a fraction of what you know they need to get results, then you are doing your client a disservice.
If the measure is getting results for clients, why are you even offering something that’s not going to get it?
You may feel it’s easier to sell them one session, or maybe a bundle of sessions because it will be cheaper.
But remember point 1 above… Get Off The Fence.
If you can say with absolute confidence “I know you cannot get the outcome you want with just a few sessions with me OR ANYONE ELSE” then stand up and claim that.
THEN show them exactly what will get them results and bundle together your time with workbooks, videos and / or audio lessons to make it faster and easier for your clients to get results.
That is integrity. Then you can say with absolute confidence “I only work with people I know I’m going to get results with and Package A is the minimum package I offer. I won’t waste your time and money offering you something smaller that simply won’t get you results”.
How This Grows Your Business
Getting off the fence ATTRACTS the type of people who love what you stand for and see you as the Tribal Business Leader they want to work with.
Delivering LESS means your clients get the transformation they want with less stress and less time.
Packaging for profit means you only provide solutions that will get great results. So your clients stay with you for longer, you have great success stories and your perfect clients refer other people who are just like them. Your business gets to grow. And importantly you really get to help people get results.
- Take the time to get super clear on what you stand for. Get those splinters out of your butt baby! This is one of the steps we do in the Profit In You Module in The Attract Your Tribe system. So if you need help, I got your back.
- Do an assets audit of the exercises, steps, resources and systems you use with your clients to get results. Ask yourself (and them) “what can I remove so they can get results faster?” I find the system I give members of Attract Your Tribe do uncover this is always extremely empowering. You’ll be surprised just how much you already have, even when first starting out.
- Brainstorm the steps your typical client absolutely must do in order to create success. Use this as your basis to create your first Package for Profit. If you need help with this, that’s my specialty and it will totally change the way you are doing business.
- Check out the Romance Your Tribe programs, designed to get you super clear on your uniqueness, suite of offers and launch your online course.
- Check out the no-brainer special offer we have created in partnership with the founders of 10xpro, the software we use and recommend to manage all your funnels… and more.
- If you’re committed to really get the best results for your clients and you’re committed to focus on your business to make this happen, well then we need to talk. Contact me, tell me a bit about your business, and I’ll let you know the best way that I can help you. Okay. Go out there and make a difference!
A Special Message From Janet
Thank you so much for being here. I know there are a lot of podcasts you could choose to listen to and you chose to join me on Romance Your Tribe Radio.
I’m honoured and grateful for your support.
If you enjoyed this week’s episode, I’d love for you to take a quick minute to share your thoughts with us and leave an honest review and rating for the show over on iTunes!
Read The Transcript Here
Hello and welcome! Janet Beckers here. Today I’m going to be talking about things that are quite counter-intuitive. Things that by you saying, nope, that’s not what we do around here are actually going to be creating success in your business in multiple measures, but especially the one that I consider to be absolutely essential for a successful business. So first of all, let’s look at those measures of what is their successful business. Then I’m going to look at these three counter-intuitive things that if you put into place things that you say no to, and this is what I’m not flexible on, are actually going to help you to get those results. So the measures for me that creates success in a business or show success, well, the first thing is this is a business, not a hobby, okay? So a business means it’s going to be producing money and it’s going to be providing you with the money, the lifestyle that you need.
Otherwise you have a hobby, not a business. You’re going to need another source of income otherwise. So get a job or hopefully somebody else will be looking after you. So if it’s a business, yeah, it has to make money. Now the other one is that you want this business. For me, this is a success. This business must also be supporting your lifestyle because you do not want to be working non-stop in your business. You know your business is there to support you, not the other way around. So these are two very obvious measures of success in business. But for me, the third one, if you’re not doing this, why are you in business anyway? And this third one is what kind of results do you get for your clients? Now I work with people who they take people on a transformational journey. So you may be, um, a service provider.
You may be a coach, consultant, you’ve got expertise. So you take people from point a to point B, you take them on a transformational journey. Now, if you are not helping your clients to get the most impactful transformation and the shortest way and the least stressful way for them, well then your business is not really being as successful as it can be. So what I’m looking at here are all things that are grown in go grow your business on the first two measures. But importantly, they make sure that you absolutely excel in getting results for your clients. And interestingly, when you talk about them, they may seem counter-intuitive for helping people, but that’s actually the opposite. So let’s have a look at those. So the very first one is have you got splinters in your bum? Now, you may have heard me talk about this concept before and it comes to this, people who sit on the fence get splinters in their bum.
So if you’re not prepared to jump off the fence and say, I belong on this side, or I belong on the other side of a particular viewpoint on what I stand for when it comes to my business might industry. If you don’t do that, then people are not going to know who you are. They’re not going to recognize you as the person that they need to be with. So let me give you an example of what I mean by that. So, um, for example, in my attract your tribe accelerator program in my industry, you know, you, this is, this is one thing that I have instilled with this is I believe that the only people who were going to create success in business, other people who have decided that I am treating this as a business end. I absolutely intend to make a difference for my clients.
So you can’t get into my accelerator program until we had an interview and I can tell that you actually truly want to help your clients get the best results and you’re committed to doing it. So for me that is a no brainer. I don’t work with people who are just looking at creating a business to meet those first two goals. I don’t work with them not at that level. So that is taking a stand. Another stand that you may take is an example from when I was being interviewed this morning on a podcast and it was for health professionals. We talked about the example of a health coach, um, or you know, or a weight loss person. So we said, well, you know, that person could say, I am anti using quick fixes. I am anti using tablets and potions and all of those sorts of things.
Anti that means that the people who you want to be working with know that this is what you stand for. Now, a lot of people are really uncomfortable about getting off the fence because they’re really worried about rejecting people, but I want you to think of it as this way. Instead of saying, I don’t work with people who like this or I can’t help you in this way is you’re actually saying a hell yeah to the people who you do work with. So you’re going to be able to help those people better because they know that you’re the kind of person that’s got the approach that they agree with, so you’re not going to be able to help somebody that, for example, there are perfectly great businesses that are out there that are really not about creating the success for the client, but they may be around something that is around product.
For example, moving product. You know, those businesses can be really great businesses. They just not the ones that I work with so that if somebody is, they’re wanting to know, okay, how do I build up my shop front or whatever, um, I’m not going to be the right person for them. We’re not going to gel. So does that give you example number one, if you don’t get off the fence, if you are not prepared to repel some people, you’re not going to be able to get the results for the people who you can help cause they don’t know that you’re a match. So that’s number one. Now the next one is kind of counter-intuitive as well. Now you, I sit there at the beginning that not only do you absolutely, um, you know, in for a good business should be measured on what results can you get for your clients.
I also talked about getting results for them in the least amount of time, the least amount of stress. And there is one really big way to be able to do that. And that is do less now from somebody who has, you know, for the very, probably the first 10 years in business I acquainted with over delivering to people has been really, really good. I took me a while to recognize that with over-delivery can actually come overwhelm. And so the more that you can take out that as a distraction for people, if you can be helping them create results and something else can be out, oh wow, that’s a really interesting to know. Or that’s going to be, you know, something that’s really going to impress them if it is not absolutely essential to get them to go from point a to point B, that is a disservice to your clients.
So I want you to adopt the idea of addition by subtraction addition by additional value in that they’re getting the results they want with less stress, less time, but subtraction by what can you remove, what can you pare things down too? So I know when I created the attract your tribe program, I actually started with all of the material that I’ve used with clients over the years and applied it to my own business. As I was doing my big rebrand of romance. You tried and I realized that there were certain activities, certain bonus audios and videos and things that I had been giving my clients that they didn’t need. It was not going to make them get what they wanted faster. So I took them out. Tough decision to do, but it means that people are getting results faster with less stress now. So can you do that?
So it’s counter-intuitive and you may think that you are over delivering and take pride in that, but it’s a very good chance that you are actually making it harder for your clients. Okay, so not only now are we saying this is who I don’t people this concept looking for this, I don’t work with you. This is who I do work with because I’m off the fence. And also there’s all these things I’m not going to do because they’re only going to be a distraction for you and not get results. So that’s two things that you will be, that may seem counter-intuitive and maybe different to the way you’re approaching business at the moment. Now the third one is one that I know a lot of people struggle with, but let’s take it back and relate it back to that concept of what is successful in business.
Now, the concept of packaging for profit, very often people will associate as ticking those boxes for increasing revenue and also for um, giving you lifestyle because you’re not having to hustle so much. Absolutely. But packaging for profit is also going to be getting the best results for your clients. So let’s talk at what packaging for profit is and how on earth is that going to be? Um, a counter-intuitive thing. And it’s in this way as if you’re working, especially if you’re a service provider, coach, consultants, something like that. We’re very often is your expertise, your time that you are giving to people that is going to be getting them the results. So you may have been working on an hourly rate or a per session rate or maybe even bundling, you know, six sessions for a discount, those sorts of things. The fact of the matter is that’s not going to grow your business.
You’ll, you’ll plateau out at how many hours you’ve got left work. Okay. Um, but really it is not going to be good for your clients. And let’s look at it in this way. If you know that in order for your clients to get the best results that they need to perhaps have a certain number of sessions and it may not even be the sessions they need to go through these certain steps. They may and they, some of those steps may not need you teaching them one on one. You may be able to put it into video or audio or written format, but they need to go through these certain steps and they need to have, um, you know, this kind of accountability. They may need to have a, a certain number of consults with you. If you know how long that process is going to take and that if they only get a fraction of it, that they’re not going to get the results.
Why on earth are you even offering that smaller amount that is not going to get them their results? If, if the measure is getting results for clients, why are you even offering something that’s not going to get it? Now, I can tell you why one of those is because you may go, well, you know what, I can easily or more easily sell a one off or maybe even two, but you know, because I may only be paying 50 bucks, a hundred bucks, 200 bucks an hour, whatever it is, doesn’t matter. Um, that’s easy to sell. But if I try to put together everything that I know that they’re going to need in order to get the result, to go from point a to point B, it’s going to take a longer period of time. It may take three months or six months and it’s not gonna cost.
You know, a few hundred bucks, it’s going to cost a few thousand for me to get, you know, for me to put that together and people just won’t do it. That is the main objection that I have for people doing this, but I want you to think of it in this way. If you know that number one, I first of all have said that this is what I believe in business. So if one of those things that you believe in business is that you cannot get [inaudible], people cannot possibly get the results whether they’re with you or with somebody else, they can’t possibly achieve that outcome without doing all of these steps. If you’ve know that, if you believe that, and also you’re getting off, you’re getting off the fence on that one. You also have know that you know what there is. This is all you need to do it.
You don’t need to have distractions, so you have minimized, you have removed things that are unnecessary. If you’ve already know this and that this is the fastest way for me to get you results and it’s still going to take more than one or two sessions, then that’s what you need to offer. That is integrity. So then you can be saying to people, you know what? I only work with people I know I’m going to get results with, because if you don’t meet these criteria of you’re willing to commit to do this amount of work, or you’re willing to, um, invest this amount of time to continue work, you know, going on progress to get those results. You know, if you’d can’t do this, I know I can’t get the results for you. So therefore, you know, you’re not, I can’t take you as a client.
You can see that is true integrity. And if you know that the minimum that you can do is going to have to be this amount of money or this size bundle, that’s all you offer people. Now I’m not saying you have to solve absolutely everything for them. There may be different milestones that they may want to reach. And so you can say, all right, to get to milestone number one, absolutely you’re going to have to do these processes. In the end, it’s going to take on average, this amount of time. This is how much it’s gonna cost. So it still can be broken up. But you’re being very honest with people about this is what it’s going to take. So they are can be quite counter-intuitive things. A lot of times people will think by you not over delivering that you’re ripping the client off.
They may be thinking by you saying no to lots of people that I only work with people like this, that that’s ripping. But all those people off that need your help, but that for whatever reasons they’re not committed, and you may be thinking, muddy me, sign, look, you can just pay for one session at a time as you need it, rather than this is the bundle that I only sell. A lot of people will go in. Well that’s not fair. That’s not very flexible. So these may seem counter-intuitive to you, but each of these three things, which are you being exceptionally clear on what you need to do, where you need to stand for, who you need to work with in order to get the best results for them. By you being super clear on that, you’re actually going to be achieving that third outcome, which is so essential, which is getting the best results for your clients.
And the more results you get for your clients, the more they want to stay with you, the more they refer other people who are just like them. Your business gets to grow. And importantly you really get to help people get results. How is that, okay, so I would love to hear from you. Um, are these three areas that perhaps you have been challenged with? I know a lot of people are. I know in the past I had been as well. So how are they areas that you have been challenged with? Are they areas that you have made any changes to and you’ve seen results? Are there any areas there that you’re thinking, I need help myself? I need my, I need to get clear on what it is I stand for. I need to get super clear on, you know, what can I be putting into my packages so I’m not over delivering to people and I really need to be super clear on, you know, how much can I charge?
What can I break them up to into, you know, for people to be able to get results with the least effort. Um, I, if you need some help with that, that’s what I do. So you can just, uh, just drop me an email or check out here. If you’re looking here on the website, you can check out how to, you know, working with me, um, you know, how a loan with me and see the re the different programs that we’ve got and working closely with people so we get the best results that happens through my attract your tribe accelerator program. So if you’re ready, if you’re committed to actually really get the best results for your clients and your committed to actually focus on, on your business to make this happen, well then we need to talk. So just drop me a message, told me a bit about your business, and I’ll let you know the best way that I can help you. Okay. Go out there and make a difference people. Bye!