How to Create a Mini-Course in a Day and Make Money Online

How to Create a Mini-Course in a Day and Make Money Online

One of the biggest opportunities you have in your business is to clone your brilliance and start selling an online course instead of only selling your personal help and time.

It allows you to make money online while you sleep instead of limiting how much you can earn to how many hours you are awake and able to serve!

Yep I know the whole “make money while you sleep” is such a cliche but it’s over used for a reason: it’s another phrase for freedom!

And this freedom is more important than ever now. If you have been one of the businesses impacted by the Corona crisis, you will know how important a second source of online revenue is. And if you are lucky not to have been impacted you may have already noticed a change in how flexible consumers have become when it comes to accepting services delivered online instead of only face-to-face.

This is a unique opportunity as well as a necessity and prepare yourself as this will be the new normal.

But with any opportunity there is a challenge and when it comes to creating and selling an online course there are a lot. Otherwise, face it, everyone would be doing it.

Most people never create an online course because they don’t know:

  • WHAT to create their course on,
  • HOW to make a course that gets results for people and
  • WHERE to put it all online so it is secure and easy for clients to access, and then
  • WHO will buy their online course

In today’s 20 minute lesson my aim is to get you started fast and simple.

So instead of over-complicating things, you’ll learn how to create a lower-priced entry program that you can create in just a day and can sell even if you don’t have a website yet.

Oh and no need to purchase any new software or programs. You most likely already have everything you need on your computer and in free resources like Google Drive.

This is what you’ll learn:

  • The importance of understanding the Transformational Journey and Transformation Promise when deciding what to create your mini-course on.
  • What to focus on in a larger Signature Program and what to focus on instead with a mini-course.
  • Why many people spend months creating their Signature Course and NEVER sell it!
  • The 5 steps to get your mini course done
  • Simple ways to create your course content – for example, keep it simple with a simple workbook you create and audios you record on your phone or computer – no need for videos unless you want to.
  • How long your mini-course should be
  • The 2 best topics to create your mini-course on
  • Really simple ways to produce and deliver your mini-course without a tech barrier (hello Dropbox and Google Drive) plus how to send it to your customer if you don’t have a fancy email system.
  • Who will buy your new mini-course first

I hope this gives you the inspiration and motivation to just DO IT!

For some people, what I have covered today will be enough for you to create and sell your mini-course in just one day.

If you’d like more help then you’re in luck baby!

This month in The Success Circle I’m running 2 live training classes:

  1. Step-By-Step How to create your mini-Course in one Day
  2. How to Sell your mini-course in a day

You can join us now and take part in the free training and join us in the private Facebook Group to personal help to make it happen.

You can join us here.

Meanwhile, I’d love to hear from you. What ideas have you got for your own mini-course?

Tell me down below and we can have a bit of a brainstorm.

You can also share your stories over in the bonus private Facebook Group that accompanies this podcast.

You can join the Romance Your Tribe… Tribe over here.

You can watch the video, listen to the audio, download from the podcast directory, or read the transcript below. Never miss an episode. Click here for all the ways you can subscribe.

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.

Woohoo!

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! Janet Beckers here from Romance Your Tribe Radio. Today, we’re looking at what is one of the biggest opportunities that you can have in your business. And also one of the big frustrations that people have in their business when it comes to being able too rarely leverage a time to be able to have an international market. And that is having an online course, having something of your own that you can sell over and over and over again, that makes you money when you’re sleeping that doesn’t require you to be there, but there’s some problems that go along with actually creating and selling an online course. So what I’m going to be showing you here today is what you can get done in just one day, that is going to start bringing in the money for you as fast as possible. So I’ll be sharing with you why this is the way to get started.

We’ll be talking about creating this mini program and I’ll go over what the five things are. The five steps that actually make a mini program work and where a lot of people go wrong and over complicate things and where you are not going to make those problems. So we’ll go over those five things that you need to do. And I’ll also share with you how you can actually be producing a mini course to start with, without having to have an online platform and without even having to have a website. How’s that good? So let’s get started. So where, first of all, what made you stop? What I see as a huge opportunity at the moment? And in fact, it’s probably more than an opportunity. It’s become a necessity with the lockdown that we have seen through the pandemic that has been happening at the time of me recording this hello, 2020, as there has been a lot of businesses that have had to close.

And if you’re in a service based business, a business where people are coming in to see you where you’re getting them results in person, you may have been in that situation where you’ve either had to close completely, or you’ve been in that position where you’ve really had to restrict the number of people that you can work with and how you can do it for a lot of people. It’s totally really demolished their business for awhile. For others it’s slowed down. Now, the reality is life is not going to go back as normal. It’s not going to go back as normal. There is the potential for us to have these sort of pandemics again, more and more often. And if you’re not, not going to be prepared to be able to have that second revenue stream, you’re really yourself at risk. So that’s the one side that, you know, what, if your business is going to be able to adapt to any changes that are going to be happening, you need to have the set up now, not into response to, Oh shit.

You know, the shit’s hit the fan. What am I going to do you want to have that set up beforehand? Now the opportunity that I also see with this, and again, this has come from the pandemic situation from people being in lockdown is consumers. Your clients may have been quite resistant to being able to you know, get help from you in a format that is not just working with you personally. They may have been very resistant to you. They may have been in the past going well, it’s not going to be as good as me being able to work with you personally or coming into see you. I want to have private consult. They may have been resistant to anything that is delivered online and they very often would have been resistant to receiving anything to you that may not have actually involved.

Even you being over zoom, that may have been something prepared there in the past. There may have been those objections that they’ve had now, people are so much more used to it. They they’re getting so much more used to having services that have been previously delivered only in one way. They’ve been far more open to being flexible in the way that they interact with businesses so much. So and you’ll see this a lot with people who are perhaps in gyms and personal trainers, is that people now are going, actually, I quite like this sort of remote way of working. So there that’s just one example, one industry there’s. So there’s opportunities here as well that people before may have been resistant. Now they’re open and perhaps looking for these solutions.

So that’s where I was,

As I see, as you know, this is the time that from a security point of view for you and your business, but also the opportunity that customers are open to it. This is pretty unique. Now you’re here myself and a lot of people talking about creating an online course, creating digital versions of what you do. And

I tell you what, this just,

I highly recommend it. Okay. This is something I hope my clients to do. It’s something that means that you now can have an international market. It’s not going to be dependent on you delivering, and it’s not going to be dependent on you ever make awake. Okay. You know, people who do not have to wait for, you know, to be able to buy from you and to be able to dive into the help that you can give them, you know, during your business hours. So you’re really extending the way that you can work with people, but there are some really big things that get in the way of being able to produce a really good quality online course that is going to get results for your clients. And these may be the ones that you may have found trouble with, even if you’ve created a course so far, but you’re finding it may not be getting the results that you want for people, or you’re not being able to sell it as easily.

So this session here is really for people who have not got any online course yet. But it’s also something that if you’ve got a course, I really want you to listen to what I’ve got to say here, because it may help you to simplify some of the ways that you are doing things. One of the big problems is really to do a good job, to be able to get total transformation for your clients. It can take quite a while to create an online course. Now I’m talking about transformation here. I’m talking about when you’re working with people, you’ve got people who come to you and they’ve got a problem. They’re at point a and they’re wanting to get to point B. They’re wanting to get to the end, result their problem solved or what it is that they were aspiring to do that they’ve mastered it.

So if you’re in the transformational business, which you are, if you’re in any service based business, and a lot of times, if you’re in a product based businesses, well, you’re going to be getting results for people. You’re creating a transformation. They are going on a transformational journey. These are really core concepts for you to understand. Now, the thing is that you will take people on a transformational journey and you know, it can be, you know, for example, with the transformational journey that I may take people on is I’ve got a business that I’ve been running Janet offline, and it’s going really, really well, but how on earth do I get everything online? How do I work out what I can be creating programs on? How do I market them? How do I attract a tribe? How do I build a business that could be one transformation, or it could even be further of, Hey, I I’m ready to start my business.

I’ve started. How do I even start the business to start with like going back a few steps? So that’s an example of trends, information, informational journeys, they’re big steps. So in order to take people from all of those steps along the way, if you’re not going to be working with them personally, they’re going to do it through a course. That’s the structure that you use. What are the steps to get them from point a to B point B. And a lot of times I find that when people are say in that situation of going all right, I’m getting results with clients offline. I need to clone myself. I want to be able to free up my time. They will try to take everything that they’re doing with their clients and do it straight off in a course. And you know, that can be really, really overwhelming.

It can be, there’s a huge opportunity cost there because the time that it’s going to take you to be able to create that for people in create that in a program could take you months to do that. So you’re doing a good job. Now, when I work with clients, we can create these big courses and I can show you faster ways to do it. So you can start making the money now rather than a few months and you know itself. But regardless of that, once you’ve got it created, then it’s easy, but you’ve still got to create it. Okay? So this can very often be enough that stops people in their tracks, or maybe you’re one of the people that has been creating this, planning it out, working out, we’re going to do, maybe starting to create your resources, but you’re getting stumped by how long it’s taking.

And the more you start doing it, the more you realize, Oh, I need these steps as well. Speaking from experience here is, you know, it can take you a long time and it never gets done. And just the thought of doing it can be enough to overwhelm you. These are huge opportunity costs here. And this is why so many people don’t go ahead and actually create an online course. I create a program. And it’s also why if they do start doing it, they very often won’t sell it because they don’t feel it’s complete yet. Does that make sense to you? Have you been in that situation? The other side is the technology. You know, once you’ve created an online course, you know, there’s quite a few resources. You have to make it easy for people to be able to be able to download them.

Now, I’m just giving you a reality check here, because these are the, these are the signature programs, the complete transformation courses that I’m talking about, ones like I have with my attract your tribe program, which is now within the success circle program. All of that step-by-step is all in the Academy. That’s part of the success circle. And that’s what I do when I’m working closely with people. They are true. Step-By-Step transformations. Now that takes a while to do, but they really powerful once you’ve got it. So what I want to share with you today is I don’t want you to wait. Now I don’t want you to wait to have your signature system created, even if you’re gonna sell it first and then deliver it. I still don’t want you to be, to be stopping yourself from getting the results that you can because you’re planning it all out.

You’re allocating the time to be able to create it in, in the future. I don’t want you to get stumped and not start to be getting that money coming in to not start working with people digitally and see what works and what doesn’t work. So today we’re going to look at what can you do now? What can you create this weekend so that you can start selling it? So that’s my purpose of today is I want you to start getting something out there that you’re proud of, something that your so that your practice, that gets results for your clients that has got the minimal barrier to be able to get it so that you can get it out to the market and can give you that something that is not you, something that you did, you can sell over and over and over again.

So let’s go into, how do you create a mini program? How do you create something that is going to be getting results for your clients, but it’s not going to take you forever. We’re going to go over five things that allow you to do that. And my challenge to you is I want you to start thinking about what is it that you can be doing this weekend or this week, whenever it is I say this weekend, not because I want you to work on the weekends, but Hey, if you’ve got an existing business where you’re already helping people during the week, you may be the only time that you’ve got to do it. So we want it to happen fast. Cause ain’t nobody got time for spending ages on this stuff to get it out there, right? So these are five steps to get your stuff.

Got it. Now, this is actually a training module. We’re doing it live in July at the time. Are we recording this? And that will be available for people when they join us. Well, uhm is step by step. How do you create this first program? So actually planning it out and how are you going to create it? And then we’re also doing another lesson that follows that, which is how to sell, how to sell this program. You know how to make it in a day, how to sell it in a day. What can you set up in a day to be able to get this selling? Right? So these are resources. So if you want to know more, I’ve got those resources for you there in the success circle, and it’s a Monday flee programs. So if you can knock it all over in a month, that may be all you need.

So let’s have a look at the five steps that you need to, to look at to make it easy for you. So step number one is we only want to create something that is going to take you a day to do okay. So that is really going to be something small. Okay. This could be creating a workbook and perhaps some audios that you talk people through. It doesn’t have to be a full on program. So this is what it can look like. It could be some tra training video that you’ve done. It could be you teaching like I’m teaching here, or it could be you doing a PowerPoint presentation and walking through that PowerPoint presentation, it could be like one of my favorite ones is like I said, audio. So you might have a worksheet that people work through and you’re talking them through with audio, you’ve just recorded the audio.

And I like to do them in like 10 minutes sections so that people would have got, you know, something that they can just do during a coffee break when they’re actually consuming. So we want to make it so that you can create it very quickly. So, and I know that you could create, if it’s something that you’re already doing and helping people with, you can create a workbook, you know, a few worksheets where you’ve got questions, things for people to do and record a few audios. You can even just record them on your phone. I have done that for programs that I’ve sold. Just record them on your phone. It doesn’t have to be complicated. Okay. so that’s number one. Keep in mind, get this done in a day. So you’re not going to be having to bring in the professional videographers and do the whole, you know, the whole thing doesn’t even have to be any video.

Okay? So that’s the number one thing. Keep it simple. Now the other thing that you want to do is you want to make it so that your client can consume it fast. You want them to be able to only take less than a day to be able to consume, take action and get a result, because that is a huge selling point for people. Where, when I said to you really says, talk about how you can create your, a program to sell in a day. That was much more attractive. Wasn’t it? And then when I said to you, and we’re going to set up, what can you set up in a day? That’s going to sell your program. That’s attractive, isn’t it? So the faster you can get the result the better. So keep that in mind. If you’ve got the mindset of, I’ve got to have lots of different things in and really intensive to get best results.

One of your switch it around fast to produce fast for people to consume is a huge benefit. Okay? So there are two things that you want to be looking at first. Now, the next thing that you want to do is it is if I’m looking down, it’s because I’m making sure I am giving you everything that you’ve got here. Okay. The next thing that you want to do is you want to make sure that what you’re doing will actually take people on part of that transformational journey. It must get a result that needs to be an outcome. So whatever you’re doing through this, it’s not enough for them to learn something. It needs to be something where they get a definite result at the end of it. Number one, because, Hey, you’re here for people to get right results, not just to impart wisdom. So that’s where it’s a benefit.

Yeah. And the other thing is that this can be an introductory product. So if you’ve got something where they’re going to get a result, they’ll go, ah, this person, they actually get results for me. They become your best testimonial for themselves because they can see you’ve got results. So it’s actually going to lead to other sales. Now, the next thing you want to do is you need to deciding, okay, what am I going to create it on? And there are two things that I recommend. One is what is the first step that people need to master in order to be able to start on that transformational journey? What do you do with people? The very first thing, focus on that. The other thing you can do, and this is especially if that’s not too sexy, is if there’s something that people are always asking about and you know, that really in the scheme of things, it’s not the most important, but they always ask it.

And I think I’ve got a master that before anything else do that, because that way you get that out of the road and then they can get onto the things that’s actually gonna make a difference. So make a decision around those. So love to hear your thoughts on just focusing on those two things. What can you come up with now that you can be creating quickly? Now, the other thing is you want to make it so that your getting it to the customer is delivered quickly. You don’t even need to have a website. You don’t need to have a membership area. You don’t even have to have an auto response or responder or anything set up. You can. And you know, and this is for another one. When we talk about how you sell this, but what you can be doing is, okay, everything is in another Dropbox or Google drive when they’ve purchased it.

You just send them an email with the link. There you go. No membership area, no website. There’s numerous ways that you could be selling them. We’ll go into that one. Actually. That’s what we, that’s what we’re doing in the training and the success circle. And a lot of that will depend on what you already had. The set up as a way that you’re communicating with leads and with customers, your existing customers are usually going to be the best ones to buy this, to start with. Okay. So I hope that that helps you to get some ideas. My challenge to you is let’s identify first of all, what can be that one quick thing that people can get a quick win that you do with people, any way that you might think of as well. This is like not the whole solution. What’s one little thing that you do with people.

Just do that. Okay. Once you’ve got this one out there, then you get to skip that the feedback with people, it’s a really great way for you to start working with people and getting your digital programs out there and not having that opportunity cost, you know, of getting everything perfect. I’d love to hear from you. What ideas have you come up with and what are you creating? And please let me know. You can comment down below, drop me an email. I would love to hear. I’ll also have links to the success circle. You can go to romance your tribe.com forward slash success circle. You can join us. Now, if the doors are open, you can join us now and you can start working. We will have there in detail, creating this program, deciding exactly what’s in it and creating it. And then we’ll also have that other session. That’s about how do we sell it? So hopefully you can come and join us there if you would need some more help with that.

Okay. Bye!

How to Follow up Sales Without Being Pushy

How to Follow up Sales Without Being Pushy

Hands up if you’ve ever thought “I really should follow up that potential client but I don’t want to be seen as pushy and salesy”?

If that sounds like you then know you’re not alone. It’s rare to find anyone in business who hasn’t felt that same fear but the reality is, if you don’t make sales, then baby you don’t have a business! 

I’m not going to insult you by just saying “suck it up princess and just do it!”

Sure, in business you need to suck it up and put on your BGP (Big Girl Panties) all the time, to get results in the face of fear, but it is far easier when you have a process to follow, so you can simply follow the steps and not have to second guess yourself too much.

That’s my intention in today’s episode of Romance Your Tribe Radio.

I give you a process to follow, while answering this question sent in by podcast subscriber, Terry Bahat from Coreworks.” Re.Follow-up with a potential client; how long should I wait before I reconnect without them thinking I’m pushy / salesy/ a nag”.

Why The Usual Wisdom About Reframing Your Thoughts and Language Doesn’t Work

Let’s start by looking at the language you and Terry may be using.

If you see yourself as being salesy, annoying and pushy then you are assuming the person doesn’t want what you have to offer.

If your offer isn’t right for this person and isn’t going to help them, then why on Earth are you following them up?

If you have a solution to a problem they really need help with, then you are not selling, you are helping.

Now at this stage you may be rolling your eyes and thinking “yeah, yeah I’ve heard that before. It’s just a reframe so people feel better about selling”.

And you know what? You’re right!

Just reframing your language will not solve your problem.

It’s the equivalent of reading affirmations on a sticky label on your bathroom mirror and thinking “I’m saying it but I don’t believe it”. It’s not going to last.

That’s what I’m covering today.

How to know deep in your core that you ARE helping by following up and making the sale.

To just just say it, not just believe it. But to KNOW it.

So listen in or read the transcript below to learn:

  • WHY you feel like you are being pushy when you follow up a potential client
  • The Concept of The Transformational Journey and Transformational Outcomes in successful sales
  • When following up is WRONG – and how to know.
  • Why you should only follow up your most PROFITABLE avatar
  • Why following up people who are curious or just interested is a waste of yours and their time and what to do instead to turn them into a hot prospect.
  • What to say when people say they are highly motivated but haven’t committed.
  • External and Internal barriers that stop people buying and how to help a potential client identify them
  • The importance of an irresistible offer (Here’s a great episode and cheat sheet for you on Irresistible Offers)
  • The one sentence to use on a follow up email you can use over and over and is not pushy at all.

You can watch the video, listen to the audio, download from the podcast directory, or read the transcript below. Never miss an episode. Click here for all the ways you can subscribe.

BONUS GIFT

Plus I’ve got a great free mini-course for you to guide you through answering all the questions I’ve raised in this episode, from identifying your Transformational Promise, most Profitable Avatar and your irresistible offer, customised to the exact stage you are in your business.

You can grab this for free over here.

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.

Woohoo!

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. Do you have this question? Do you ever think, how many times should I be following somebody up that has shown some interest in whatever it is that you have to offer their lead and but they haven’t committed yet to actually signing up with you? When should you next contact them? How many times should you contact them? And when is too much, when does it become salesy, pushy, being nagging, being a real pain in the butt, just really, really being irritating. How do you know? Well, that’s the question that was sent through today from one of our listeners, Terry behalf from co-work. So, Hey Terry, thank you for the two great question. And if you have questions that you’d like to send through to, you can send those through to me and I’ll put a link on the podcast page where you can send through questions that you’ve got for your business.

So I’m going to approach this in the way that I do. Everything is in a systematic way. I’m going to break it down for you so you know exactly what to do and why you’re doing it in your own business because there’s no hard and fast rules about X number of days, X number of hours. So I’m going to break it down for you so you know that you’re making the right decisions for your business and I also have a gift for you that will really help you to get super duper clear and also help you to implement some of the things that I’m going to be talking about today. Now you can get that over at romance, your tribe.com forward slash success maps or success map. They both work. Okay. So when you go there, you’re going to be able to answer a couple of short questions and that will let me know exactly what stage you’re at at business.

And you will get a success map with the five most important steps that you need to take for the stage of business that you’re at, in what order. And it’s got the details on what to do, exercises and what to do. And for the next week you’ll get extra deep classes so that you can implement all totally free. So if I’m going through this today and you’re thinking, yeah, how do I do that? I’ve got you covered baby. So you can go to romance, your tribe.com forward slash success maps now, now that we’ve got all of that so you know where to go, let’s get in and answer this question for Terry. And I know this is a really common question that a lot of people listening will have. So thank you Terry for asking it really, really well. So the first thing that I want to do is I want to pick up on some languaging that that Terry had and that I know is not just Terry, that is anybody that is asking this question has this languaging and that language was becoming salesy and being annoying.

So the first thing that you want to think there is a bit of a reframe here and I’ll walk you through how to reframe that so that you know, and because if you’ve actually got a solution for somebody and they’re the right person, you’re not going to be a pain in the butt from following them up. You’re not salesy. It’s, and now we’re going to be approaching it not from you want the sale because this is your business. It’s going to be around helping them. Now, you may have heard this before and you might be young. Yeah, yeah, yeah. I’ve heard this whole idea of yeah, but it’s not about making sales. It’s about helping somebody else to get their outcomes. And a lot of times you may be rolling your eyes thinking, look, that’s just a reframe. Okay. That’s what people say, to try to make them sell themselves, feel better about selling.

And you know what often, that’s pretty true. They will do. They will, you’ll hear those phrases, but it’s not backed up on how to actually do that with integrity. How to actually be congruent when you’ve got that change in language. So let’s look at what backs up that change in language so that you’re not going to be thinking that any more. Okay. And if you are thinking that it’s going to be a red flag that you have not approached it in the three steps that I’m going to be sharing with you right now, because there is nothing worse than that feeling of going, Oh, I haven’t heard back from them, is it because they really don’t want what I’m doing? But they’re being polite. They’re not saying no. They just, you know, ghosting me. You know, that awful feeling that you’re getting, you’re expecting rejection, you’re expecting rejection when you do have contact with them and you’re expecting that there could be an outright rejection where they go, no, just back off.

That’s one of the biggest fears that we all have when it comes to making sales. And it’s an awful feeling. I don’t want you to have that. And if you do have that, you’ll know when we go against these three steps that actually you shouldn’t be chasing out if you’re getting that feeling because you’ve been able to market against these three steps. So what are these that help you to be able to know how often to follow them up and what to say when you do follow up. So we’re going through one, two, and three. So the very first one is you need to be able to ask yourself is, can I help this particular person to get the outcome that they want? So in order for you to be able to answer this question really, really clearly, there’s a couple of things that you need to know.

First of all, you need to know what kind of outcomes that you can get. Like what is the transformational journey that you can take people on from point a to point B? If you get the right person, can you say with absolute confidence that yeah, no brainer I can get, how can I help them to go from problem to the solution, the outcome that they’ve wanting, no brainer. I can help them to do that as long as I’ve got the right person. So the first thing is can you help them to get the result? If you’re arming and Aring on this a little bit, there’s usually two reasons for that. One is you’re not narrow enough. You haven’t really worked out very clearly. What is the transformation that you can create? What is the outcome that you can help people get with absolute confidence? So it could be because you can, well, I can help them with lots and lots of things.

You need to be super clear. It may mean that you can help people get say, four different transformations depending on where, what stage they’re at, but you need to be clear on what those are so that you know, yep, absolutely. I can help you. Now, the other part of that was if you have the right person. So the part that’s got to do with that is you need to then be absolutely super clear on who is the ideal person, like who is your most profitable avatar, not just somebody who can get results that you can get results with, but who can you get the best results with? Who is this actually tailored for? So that you know straight off when you see them, that’s them. That’s the person that I know that I can really, really help them get results. So they’re the two things that you need to ask yourself.

If you’re arming an Aring on that a it well, then know that you need to do some work on that. And it’s okay because the freebie that I’ve got for you will guide you through that process on what things that you need to be doing. Where do you need to get that information? Questions you need to ask yourself exercises to do to get clarity on those things. Like what is the transformational journey that you can take? The perfectly perfect client, the most profitable avatar. Those two things. When you get them, what can you help them achieve? If you’re not clear on this, well, it’s really difficult to make a sale because you can’t communicate to them why they would want to spend money with you. Like what’s going to be the outcome. Now the other thing before we move onto the second step is sometimes I will have people say, well, I can’t say they’re going to have this definite outcome because what I do with them may be you know, it might be that you’re doing some sort of work that is as a personal development, some sort of coaching work where you might be able to say, well, I can’t say to them they’re going to get this result because you know, it’s, that’s, I’m not working on that result.

I’m working on their strategies, their confidence, their communication, whatever it is. That’s okay. You can’t take responsibility for what they do with the outcome that you give them. But you can be very clear on the outcome, which is that they’re going to have a process that they can be using to help them make decisions or to have the confidence or a process to communicate. So that’s the other thing. If you’re going look, you can’t possibly prompt an outcome, your just chicken than out there a little bit. Okay? You’re not being clear enough on the where do your responsibilities finish and communicate that to them. So that’s number one, absolute clarity on who it is that you help get results with and absolute clarity on what that result looks like. What is point a for them and what is point B and that journey, that transformation.

Can you do that? If you can’t help them to get that, well why should they pay you anyway? Okay, let’s just be totally honest here. Go and work out how to get results for people and then they will pay you. So that is number one. And I know, I know Terri, she can get results for people, so that’s not going to be your problem. So it may very well be if you’ve got this point here and you’re thinking, Hmm, you know, I don’t know if they’re the right person because of B and C, well, they may not be the right avatar. They may not be the person you’re gonna get the best results with. So that is number one or what you’re doing for them. You may not be the best person that might need something else first before they will benefit from you. So help them put them to the right person that’s going to get them to the stage when now they can work with you.

So, but you won’t know that if you’re not clear on what your point is that you hope people with, right? So that is number one. Now once you’ve got that, well the next thing you’ve got is do they actually want help? Do they just because you can help them? Are they wanting to change? Are they actually after the transformation? Are they committed to doing it? Because if it’s actually not really on their radar, if they’re going, Oh yeah, that’s a good idea because they’ve had the conversation with you. But they haven’t gone, Oh, you know what, I really need that. That’s the difference. If they’re just going, Oh, that’s a great idea, well they’re probably not going to be motivated to buy anyway. So do they want it? Are they after the transformation that you have that you’re, that you can offer them? Now this is a really important one, and sometimes it’s not one that you want to hear.

So if they’re not really committed, if they’re not that really wanting the results, then you’ve got the next step. Okay, if they’re not really ready, if they’re not wanting it, well perhaps they need some kind of education. So that’s where you being able to give them some kind of content that is going to help them to understand the benefits of they of getting, of achieving the outcome. You know, that you can help them, you know that you’ve got the solution for them and you know from what you know from them that absolutely you can help them get the results. If they don’t, if they’re not motivated, well maybe they will be. If you have got some education for them, some content that may be where you’ve got some articles that you’ve written, you might have videos that you’ve made, webinars that you’ve done, whatever it is that you can provide as content that shows them that you know what they’re doing and can really communicate the benefits to them.

So if you are assessing the people that you’ve got, number one, if you’re following somebody up and you’re not really sure on what the outcomes are that you want from them, well that’s your first followup. What is it that you’re wanting to achieve? The next step is going to be, well, how important is it to you? Like a rating out of 10 like how do you know how important is for you to achieve this? If they’re going to be saying, Oh, I’m a bit of a five, a bit of a four, well then help them to decide. Give them that education that’s going to help you to follow up. That’s what you’re following up with. Okay, now the next step we’ve got. Absolutely. You’ve got somebody that says, well yeah, this is actually really important to me, but they still haven’t bought, why on earth haven’t they bought?

So how do you follow them up? It may be that, yeah, this is important to me, but at the moment it’s not their top priority. It may very well be that they’ve got something that’s coming up that’s going to stop them. It could be that they have a commitment, either financial your timewise to something else, but they will be ready. They will be able to make it a priority in a month or two months. It may be that, you know, I’ve had people where they’re going, absolutely, I really want to work with you. It is a top priority, but I booked in a holiday and it’s going to be for a month and so I’d be crazy to do something now that’s, you know, that’s, they’re really valid reasons. So that’s the next side of it. If you’re, if you know that this is really important to them, so you need to find out from them like when it’s going to be, what’s stopping you.

Basically, what is stopping you from taking action now? Is it important for you to get it done now or is it something that you’re really putting off until next year? But just explain it so that can be your follow up. First of all, finding out how important that is to them. And then, alright, when are we going to get it down? Because they’ve said it’s important. So ask them. Just ask them. That can be your follow up. You’ve said that this is really important. What I’d like to know is what’s your timeframe on this so I can help you to be able to play if they’re, you know, if they’ve got something definite, then we’ll, you know, okay, I’m going to follow you up. I’ll keep in contact. I’ve got some great free information for you and I will follow you. I will get in contact again on this date when you know that you’re ready.

If they’re going well, it’s really important. But yeah, I’m not really, I’m not sure when I’m going to start. While it’s something more, isn’t it? And it could be, that’s where it’s coming into the things that are stopping them. And very often it may not be you, it may not be that you’re not the right person, that your program’s not the right program. It may be self-doubt on their part that am I capable of doing it now? If you’ve been helping clients for a while, you’ll have an idea of what those self-doubts are. So you can challenge them on those. You can say, okay, I’m just going to follow you up. Because in my experience, when people know that this is super important to them, but they’re not ready to take action yet, it could be because of me. So let me know if it’s, if I’m not the right person for you, just let me know.

That’s okay. But if it’s not that, in my experience, it will usually fall into one of these things. Do any of those sound like that could be an issue for you? So just ask them, you know, what’s going through their mind. These are the follow ups that you can do. So there’s no use saying, are you ready to buy? Are you ready to buy? Are you ready to buy until you can be entering the conversation that’s happening in their head. So it may be they’re not the right customer for you or you’re really unclear on the outcome. So they needed education and you and I need to refine. It could be that it’s not really that important to them. Now that could be because really you could help them, but it’s not really important to them. It might be later on. But you know, it could be that they just need some education to help them make a decision so that I can see the benefits, they can visualize what is possible.

That’s where your follow up comes in there. The next part might be yet they’re all there, but it’s an internal thing stopping them. And that’s where it really helps if you have got some free resources to answer those questions for them, that answer those objections. And these could be case studies. These could be videos that you’ve done. They could be articles that you’ve done. This is how you can be following them up. Okay. Because once you’ve decided, once you’ve worked through and you’ve gone, okay, I can help this person, I’ve got the transformation, they’re clear on what that is. They understand the benefits, they know it’s important and they’ve actually said it’s important and they say that they don’t have anything at the moment that’s actually using their time or their other resources so that could be ready to go. I’ve helped them to really discover if there are internal blockages, some self doubts and how you can meet those, then it’s, I think you can just go, so what’s stopping him?

When? When will we start ask for the sale? Just ask for the sale and just understand that you know what you’re going to have a lot of people out there that you can help. Only a certain amount of them want to actually do anything about it. And of those only a certain amount are ready to do it. Now. It doesn’t mean it’s a no, it could be a no now and off those ones that are ready to start now. They may just need some reassurance that they can do it, that they can get the outcomes with your help. So don’t see it as all rejection. See it as your way of doing like a triage to work out who is ready for you to help. Now when it comes to you’ve worked out, okay, here’s the right person. There may be some things that are stopping them from saying yes.

Now that’s where having a good offer comes in. Having an offer that actually makes them go, wow, that is a total no brainer. That’s, I’d be crazy not to take it and providing some kind of reward for actually taking action now that you know whether, whether that is a limited bonus, whether it is it’s closing soon, whatever it is that you’re going to be doing, get them to make the decision now and so, but there’s only the use making that to people who are at that point where they’re ready to buy, but they’re having some kind of self-doubt. Then that’s what your offer does. It helps to alleviate any doubt they’re having you and alleviate any doubt they have in themselves. So if you need help with that, I’ve also got podcast episodes on doing good offer and I also have in the free training that I’ve got for you, which is at romanceyourtribe.com/successmaps.

I’ve also got there about making an offer, what do you need to have in your office? So all of that is that for you step by step in the exact order for whatever stage you’re at in business and you’re doing a very short quiz there. That will help me to be able to know which is the right success map for you. So you don’t waste your time doing things that are in the wrong order or you don’t need to do or you don’t need to do yet. And of course to get in like in a lot of detail to be able to get full training on all these things and all the templates and worksheets and all those sorts of things. You can join the success circle and you can go to those at romanceyourtribe.com/successmaps. And that’s the community where you can join just for a monthly fee and that’s got everything in there to take you step by step.

And that’s where you also get access to me and other people who are working through the program where you’re going to get live support and really get some traction there. So you’ve got two, two ways that I can help you with that. But the most important thing is to always think back to those three steps. Always ask yourself, and I’ll just go over those again. Number one. And the question here was, how often should I follow people up? So you’ll see, I haven’t said to you what’s going to be a number one. Now, you know, two days later you say this, three days later you say that, come on, you can actually make those decisions yourself, but you’re going to be doing that depending on what stage they’re at. So this is how you know, and so you know you’re communicating the right message at the right time.

Your way of following up is a triage number one, can you help them, are they the right person, are they clear on what outcome they want? And is an outcome that you can do? That’s your first steps. They’re the kind of follow up and questions that you’re giving people and sending them resources to help them understand the next one, once you’re super clear on the transformational journey and your most profitable avatar and is there a match is how motivated are they? Do they actually want to have and the outcome. So you just got to ask them like how important is this? Like give us a rating out of 10 so I know. And then if they’re saying that, then you want to follow up. Well is, are you right now? Like how does this work out for you now? Is it something that you won’t be ready for a while and why?

If the Why is a bit blurry, you’ll know that it’s an internal thing. There are the not sure about you. Or they’re not sure about themselves. And usually if you’ve got to this point, they’re not sure about themselves. So that’s where you will again be answering those questions and those internal objections. And this is where great content comes in. And then the final one is, okay, you’ve said all these things you said you’re ready. Here is an absolutely no brainer offer. Now one simple wording that I will give you that helps you and helps them is digest. Always assume if you haven’t heard from people that it’s a know that it’s a rejection. If you’ve seen my inbox and you know, like most people, I have a couple of different email accounts. One that’s for communicating everything and another one where there’s all those newsletters we subscribed to or whatever, you know, they full.

And so sometimes they can be really important things that I want to go back to, but I’m going, wow, that’s almost, that’s already on the second page now because so much stuff has come in. So just simply acknowledging people. So sending them an email saying, Hey, if you’re, I know what it’s like. If you’re anything like me, your inbox gets really full really quickly. So I’m just flooding this back to the top of your inbox so that you can find it really, really simple. You can do that a few times. Okay. Just putting this back to the top of your inbox so you can find it at, acknowledges them that they’re busy and it doesn’t make them feel embarrassed about, Oh, I really should have replied and I feel really guilty that I didn’t. You’ve given them a reason why they can reply back and go, Oh, thank you.

Okay, so that’s just a really simple wording that you can use. Okay. I hope that that helps you. Again, go over to romance, your tribe.com forward slash success maps, and that’s where you’ll be able to get free training and a step by step map of the top five things for your business at your stage. That’s going to move you ahead the fastest as you can. And a lot of the things I’ve done here today will give you the action steps. Okay? Go get them. And thank you so much, Terry for a really good question. Carries from core works. And if you go over onto the the podcast web page, you’ll be able to get a link to go and connect with Terry. If you would like to have your question answered. And if you would like me to be able to put a focus on your business, links to your business and share them with my subscribers, then please send through your questions. You can do that by either just emailing me and also on this podcast page I will have the link for where you can go and give me all the information to be able to submit your question. And hopefully I will be able to choose your question that will be able to help other people as well. Okay, bye. Go get them folks!

Do You Love What You Do?

Do You Love What You Do?

“Do you love what you do Janet? If so, tell me why.”

This is the question asked by Jo Hawkins who is one of your fellow subscribers of Romance Your Tribe Radio. Recently I asked my subscribers to send through their questions they’d like me to answer on the podcast and am totally stoked with the brilliant questions sent through. But this question really stood out as different.

I mean, my purpose for starting Romance Your Tribe Radio (and producing every week) is to inspire you with what is possible and importantly, give you action steps you take THIS WEEK to implement, get the right stuff done and get results in your business. So how does this question help me deliver my mission of helping you take action?

In today’s podcast I share with you:

  • What it is about my business I absolutely LOVE. We’re talking “lights me up, lights a fire under me, keeps me enthusiastic even when things get tough”
  • What are parts of my business I really don’t love and why that doesn’t matter
  • How to identify what parts of your business are the real love of your (business) life and how these can transfer to other businesses you may run in the future.
  • My “Pub Test” and how to apply it to your business
  • How to apply a reality check to your passions with my “Pub PLUS Profit Test”
  • Why creating a business around your passions can be a bad idea
  • How to take control and introduce things you love into your business if you realise you DON’T love what you do!
  • Introducing the “What I Believe” exercise you can do this week.

To help you further, you can dive deep into The Profit In You exercise with the free training and customised “Success Maps” I have as a bonus for you over here.

And hey, thanks Jo for such a thought provoking question. You can visit her and give her a shout out over here. If you’d like to submit a question too, you can do that here.

You can watch the video, listen to the audio, download from the podcast directory, or read the transcript below. Never miss an episode. Click here for all the ways you can subscribe.

BONUS: Get Your FREE Tribal Business Leader Success Map 

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.

Woohoo!

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. Do you love what you do? Do you love what you’re doing in your business? And if you do well, why, why do you love what you do? That’s the question that I’m actually answering today. A really unusual question that came through from one of our listeners, Jo Hawkins. And it was in response to me putting out an email to my subscribers saying, Hey, look, help me cocreate this podcast. Send through your questions, what’s things that you need help with? And if I choose your question, I’ll put a link to your website or social media, whatever you prefer. I will put that out and I’ll send it on to my email list and I’ll put it there. You know, on my podcast page so I can shine the light on you as well. So I’ve got some really, really great questions and you can send yours through as well.

On this podcast page I’ll put a link so that you can send through your questions. But one really interesting question and I thought, well that’s different because Joe sent through the question saying, Janet, do you love what you do? Why do you love it? And I thought, wow, will I, you know, is this appropriate? Is this a question that I would answer on a podcast? And because it through my podcasts, I want to be able to help you to take action. That’s really, really important to me that you do more than get ideas that you actually, that I help you to be able to take action on those ideas. So I thought, well, okay, I’ll answer this question. I will share with you why I absolutely love what I do and why have been doing this for decades now and still will keep on doing it and what keeps on driving me to do that because it hasn’t all been easy.

It’s been really, really hard, sometimes really hard. Why do I still keep on doing it? So I’ll answer this question for you, but also I’ve got a couple of activities that you can be doing to help you to tap into doing the thing that you love. In a way that is actually practical. So I will help you to take action on being able to get clear on what you love and actually building that into your business. So that’s my challenge today is to be able to help you to do that. So thanks for such a thought provoking question, Joe. So first of all, do I love what I do and why do I love it? Well, you know what I do, I really, really love what I do because, and this is a bit of a test here, is if you can imagine not doing what you’re doing, take away all of those things that go with running a business that are not the fun bits.

You know what, for me, the fun bits are not, you know, putting together you know, all the website stuff and the geek stuff and, and the project planning and the launching and all of that sort of stuff. It’s just, that does not really excite me, but they had tools to get to what I really want to do. So don’t ask yourself the question of, okay, if I never ever, ever have to, I don’t know, write an email autoresponder again, would I be happy? Yeah, I’d be happy not to do that stuff. But then you think about what, what about the people who I’m writing to or what I’m writing about or the work I get to do when I’ve got my clients? If I never ever did that again, what I really, really miss it would I find myself starting to do bits of that anyway?

If the answer to that is, yeah, I probably would. Well, there’s a very good chance that what you were doing is actually something that you love, but if you’re not feeling the love, we can dive in a little bit deeper than that. Okay. Because it may very well just be a need to systemize or delegate or suck it up. Something you just got to suck up. Okay. So for me, why, what is it that I absolutely love about? Why do I love it? So this is the next question that I want you to ask yourself is why, if you would find yourself that if I had to give this up and not do this, why I would find myself going forth and start doing things, why would I do that anyway? Like what is it that I get out of that? And these are the things that I’ve got really, really clear on over the years.

Cause I asked myself this constantly why do I do it? Like why, what’s the big thing that gives me the buzz? And it’s really clear to me that I get really, really excited by being around people who are really passionate and skilled in something that’s important to them. It could be something that I’m not the slightest bit interested in myself, but I’m absolutely, I get really incredibly motivated by other people’s passions, by other people’s dreams, by what lights them up. So I love being around people who inspire me. I find that I, when I’m with people like that, I can’t help but inspire them to step up and own it. I can’t help myself, but to see what is special about them and see their passion and their skills, I can’t help but not believe in them. I can’t help but want them to be able to see.

I want to hold up that mirror to them so they can see just how amazingly inspiring they are. And then, and this is the important part, through that process, they feel the soft belief, the confidence to take action on what their dream, their vision is. So when I think about that, like it just gives me goosebumps. Honestly. It does. That’s why I haven’t refined my business down to only working with a particular niche or a particular industry. That’s certainly easier with marketing, especially when you’re somebody like me, who’s a generalist, who I can work with people in practically any business niche and give them the framework and support them through that framework to be able to create success in many cases, far more success than I have in my own business because they, I can support them. I can just see where they can go.

So for me, I love that process of finding those people. And what they’re really excited about and being part of that wonderful, wonderful witness of them believing in themselves and putting out there and the difference that they then make to people. That’s what I love. Totally gives me goosebumps. So one of, you know, a perfect day for me in my business is usually a day that has some kind of group coaching. It could be that I’m working with people in the success circle where, you know, we have a larger number of people that would come in for our group coaching. And this is when we’re doing it live and, or I’m working with people much closer, whether they’re the people who are actually form partnerships, people who I know that are, I just want to be part of your journey closely and you inspire me incredibly.

You know, I actually form a business partnership. I’ve come into their business, you know, with some skin in the game. You know, if whether I’m working closely with them in that way or whether I’m working with them really, really closely, which might be through, say, my accelerator program or one of my, you know, when I offer something where I’m helping somebody to take action very specifically, I’m working closely with them. But either way, whether I’m working super close or whether I’m working in a larger group, my perfect day is to be able to think, wow, today I was able to work with somebody who is absolutely passionate and skilled on working with dentists and another person who is super duper passionate about working with real estate landlords and somebody else who is super passionate about weight loss and somebody else who helps somebody with breast cancer rehab, you know, somebody else that helps somebody that’s put in designing kitchens.

I mean all of these really, really different things. But each of those people is passionate about that. Each of those people, when we start talking about their topic, their eyes light up, they go off on a bit of a rant and I kind of have to kind of draw them in a little bit of going. Yeah, yeah, yeah, yeah, yeah, that’s great. But remember we’re talking about this thing here. I absolutely love being a witness to that and I love seeing them have the confidence to step up and put that out to the world. And, and that’s one of the things that I know that I can help them to do because I guess one of my superpowers is seeing other people’s superpowers and helping them to believe in themselves and they have that confidence. So that’s why. So when you ask the question, do I love what I do?

Hell yeah. Why? It’s that component of it, that one part of it is being a witness to somebody else’s brilliance and being totally inspired by them. So, and this for me was a real insight of I am not here to inspire others. I do. And I know I do. I know that’s one that I get feedback all the time, but I’m not setting out with the purpose of inspiring them. I’m drawn to them because they inspire me. So if you’re working with me, if you’re working, you know, know that you inspire me or we would not be working together. Okay. so it actually works the other way around. So I just didn’t, I just see myself as incredibly lucky to be able to work with people who have, I can see, I can see their passion, that they want to make a difference, that they have a dream.

So that’s for me. Now, let me now go back to help you because you know what, one of the things that I do get feedback from people is something that is almost the opposite to what I’ve just said. They’ll say, Janet, people keep on say to me, build a business on your passion. Now, whatever you’re passionate about, throw yourself into that. But then they’ll say, but Janet, either I’m really passionate about lots and lots of different things, so how do I choose? Or they will say, you know, to be honest, I can’t say I’m super duper passionate about anything. I might be passionate about my family, my loved ones I might be passionate about. You know, what I do on the weekends, but I’m not going into business. I’m not drawn by a passion. And, and it’s a really interesting thing because it’s almost like there’s this whole sort of like, no, I’m passionate, inadequate.

And so that may be you. If that sounds like you, just know that it’s like super duper normal. In my experience. It’s more normal than people who are super duper clear on what their passion is. So here’s a few things that you can be doing. Number one, just take the time to really think about what things that you love doing. Now, this doesn’t mean that that’s what your business is going to be on, but what is it about that that you love doing? Okay? And I’ll talk a little bit more about that in a moment, but first of all, just take the time to really reflect about what gets you excited. Now I have a a little bit of a test that I do to be able to work out if I am particularly passionate about one way that I can be helping people and the type of people who I want to work with.

And that’s what I call the pop test. And that is just imagine that you I don’t know, you’ve gone to a party, you’ve gone to an event at could be, look, I’ve had situations where I’ve gone to a sporting event to watch my kids play soccer or whatever it is, I to start having a conversation with somebody else that’s there. Another parent for example, or it could be at a conference or it could be at something totally unrelated to what I’m doing, a party, dinner party, whatever. You start having a conversation with somebody and then you think, Oh, I am really, really enjoying this because I, number one, I know I can help this person. I get, I’ve got heaps of great ideas for them. I’ve got great ideas. I really would love to keep on talking about this. And I’ll say to them, want to get the pole or you want to go and get somewhere and have a wine or a beer or coffee if I’m being civilized.

But for me it’s the pump test. Like, do I want to sit down and shout this other person a beer so we can continue on this conversation? If that is so, then take that as a notice that this is something that lights you up. Now the thing here is do you then make this the thing that you build your business on? If you haven’t built your business on that, are you going to go, Oh, that’s what I should be doing. My passion for whatever this other thing is. My mind could be, you could be talking about bushwalking or kayaking. I mean I can S I can talk to you for ages on that. I’m not going to build a business on it. I call it, but that’s not what I’m going to do. But think about what is it about it that got you really passionate.

What is those? What are those things that are going to, you know, the pass the pub test. Now the next thing that you want to think about is, okay, is this something that I can be building my business on? Just because I’m passionate about it doesn’t mean it’s going to be profitable. Okay. It doesn’t mean I want to be immersing myself in that all the time. I made that mistake with my first business as an art gallery an online art gallery. But I did that 20 years ago before really people were buying art online. It was, it was too early, way too early. It was a really great way to lose everything I own. I learned a lot on the way, but it was not the right thing for me to be building that particular business model then on, but it was one of my passions art.

So really you need to take that time to do the research, to be able to work out. Is this what your business is going to be on? If you need some help from that, I’ve got a great resource for you. If you’ve got to run it to a tribe.com, forward slash success maps, you’ll answer some questions depending on how those questions come at, you will be identified as one of five different entrepreneur types, different stages that you’re at in business. And you will have step by step the top five things for that stage in your business that are the way you’re gonna get the best results. Okay? So that’s a resource there to help you, maybe to help you make this decision. If that’s, you know, if that’s where you should be going. So that is one, should you be building your business on your passion, the things that pass the pub test it?

Maybe, maybe not. So what do you do if you find yourself going, well, it’s not really gonna pass the pass as the pub test, but not the profit test. Well, what do I do? So you have the ability to be able to either do what you love or love what you do. So when I say love what you do, what are the parts that are really important to you that really light you up, that you can be making sure that you introduce into your business because it’s your business baby. You can introduce the things that light you up that you love doing now may very well be like me. The thing that lights you up is being around people who are really inspiring, that are so good at what they do and they love what they do and they just want to be up to build a business around it.

For me, that’s why I’ve made sure that’s who I work with. That’s why I interview people before I’ll work with them at a closer level because I want to know do they, are they passionate about what they do? Because I feed off that. I could be finding people who do those sorts of things in a completely different business, but that’s the thing that I love doing. Now you may also find, so there’s one of those things that really liked you. Well now the other things is you, if you’ve got other things that you really love doing that maybe your other interests, can you bring them into your in some ways. So I’ll share two of the things that I love doing and how I’ve introduced those into my business. One is I love art. I don’t know if I’m a particularly gifted artist or I have sold quite a few artworks is, but I just love art.

I love creative expression. I love doing printmaking, I love doing painting, I love doing Zen castles. I’m always doing some kind of self expression. So what I did is to bring that more into my business is I paint my backdrops and I use sanity circles cause I can do a few at a time that I do them in my my, my breaks during the Workday as a mindfulness exercise. So so I create art and I bring it into my business. It becomes part of my signature style. People get to know them, get to see what artworks I’ve got hanging out behind me now. So that is one of them. Another thing that I’m really passionate about is the water. Like I live near the beach. I love kayaking. I love swimming. And so when I shoot videos, a lot of my videos, if I’m not here in my home studio, AKA the spare bedroom, if I’m not here, well I go down to the beach and I do those.

I share stories from kayaking. I share stories from getting out in the Bush. So that becomes part of my connection with people. But it’s also bringing in the things that I love to do. So if you, if you can’t be doing what you love, if the whole business isn’t around your big passion, then take a responsibility baby and look at what can you be introducing so that you get to love what you do if you’re not doing what you love, if that makes sense. So that is, you know, I guess the important message here is it’s about you. You get to do it. It doesn’t have to be one or the other. You can get to bring joy, get to bring the love for what you do. You can get to structure that into your business in whatever sort of level it is. Okay.

Now, so the reminder there is first of all, do things pass the pub test. You’re going to go and buy somebody a beat just so you can keep on talking about this topic and does it also pass the prophet test if it passes the pub test, not the profit test. We’ll look at how you, if you’ve got an existing business, how can you bring some of those things in to a profitable business? Now I’ve got one last thing for you as an exercise that you can see what I have done and then you can also do this for yourself and it is, if you go to my website, romance, your tribe.com go up to the top where it’s got about us and in the drop down there you can see, we believe, I think it might even be romance your tribe.com forward slash probably we believe we hyphened believe, but anyway, you can find it.

Just by going to the navigation on that page. I have got a list of 15 things that I believe these are things that are my moral compass. These are the things that are important to me that pass the pub test, the pub test of these things are not negotiable for me. These are the things that I look back on routinely to act. Am I walking my talk? Am I doing what I say I believe? Am I bringing my my guiding principles? Am I bringing my joy? Am I bringing the pump test into everything that I do in my business? And it’s a really good exercise for you to do. So my challenge to you is to go over to my website, to the we believe page. I’ll put links to that here on the podcast page so you can just find it easily. And I challenge you, first of all, to have a look at mine.

You’ll get to really know who I am by looking at that. But also I challenge you to do the same for yourself. If you’re a member of the success circle, which is my monthly membership, where you, I guide you step by step through building up your successful business, no matter which of the five avatar, you know, which, which of the five success stars, the, you know, the entrepreneur types, startups, I’ve given them names. You know, no matter which ones of those are, you’ve got step-by-step on creating a business that you know, that you will love. And as one of those exercises I actually have how to work out, you know, the things that you believe and how to communicate those to people. So if you’d like to dive into deeper, go to romance, your tribe.com, forward slash success circle and you can join me for a lunch for a monthly fee.

That is a fraction of the cost of just the training modules that I have sold previously for thousands. So you can get all of that there. But start there by looking at what I’ve done for the, we believe. And then the important thing is to revisit them and make sure am I walking my talk? And I actually still in line for what I’ve already worked out pass the pub test. Okay. So in short, thank you for such a great question, Jo Hawkins for you know, Janet, do you love what you do and why? So I’ve told you why I love what I do and it is certainly not a love for talking about you know, online marketing and you know, lead funnels and sales funnels. That’s not exciting. Yes, the people, those people who I just get so inspired by by their dreams, I get really inspired by people’s dreams and then inspiring them to S to believe in themselves, to actually make it happen and helping them to make it happen.

So why, you know, that’s, that’s my big why, but really importantly for you, hopefully I’ve given you a little bit of a structure there to be able to work out. You know, why, you know, what do you love doing and understanding is something passes the pub test then that’s awesome that you’ve worked that one out. But we also want to make sure that it passes the prophet test so that you know that you can either be building the business around the things that you love or building what you love into your business, and then go over and have a look at what I believe, 15 things that we believe that romance your tribe to give you inspiration, to be able to work out what’s unique for you. And if you’d like some more help, I would love to be able to help you. Okay.

So you can go over to the success circle and you’ve also got the success maps that are there with free training to be able to help you to get clarity on these things. Okay. If you’ve got some questions that you would like me to discuss on the podcast, send them through. You can send them through via email or I will put a link on the podcast page where you can go and submit your questions and hopefully I will be able to choose yours and to be able to shine a light on you as well. Okay. Bye!

Website Design That Increases Sales Conversions

Website Design That Increases Sales Conversions

In the old days (like 7 years ago) you could get away with having a pretty boring website. In fact, there used to be a bit of pride in online marketing circles to have an “ugly little website” that converted sales really well. 

Fast forward to now. The most popular sites on the Internet are highly visual social media sites like Facebook and Instagram, and the average Internet user has come to expect great imagery and visual storytelling. 

Ugly little websites just don’t work as well on mobile devices and people click away.

But then there’s the flip side. 

There are lots of very creative website designers who create gorgeous images, colour themes and websites that look really professionally branded.

But they simply will never convert to sales very well.

So what are the essential elements you need to have on a website to make it visually hypnotising for potential clients and also convert really well for sales?

That’s the topic of today’s podcast and my guest is the expert in website design that increases sales conversions.

Greg Merilees is the owner of Studio1 Design.

Here’s what you’ll discover today:

  • The clever way Greg got the attention of influencers in the industry he was launching his new business and his advice on how to add unique value by focusing on your strengths.
  • When a $50 site is best for you and at what stage you should really be investing more money in upgraded website design.
  • The biggest mistake most businesses make on their websites and why website visitors really aren’t interested in what you do and how well you do it!
  • Design that works differently for cold, warm and hot traffic.
  • Why webinars don’t convert well for cold traffic and what to offer BEFORE you invite website visitors to join your webinar.
  • When you should invest in high quality photos of you and your company.
  • The SPIN formula for creating 3 minute videos that convert on your website.
  • The importance of the Thank you Page in a list building funnel and how to make modify it to increase your sales conversions
  • Simple but clever website design that increases your authority and trust. 
  • The fine line between great free value and moving out of the “friend zone” and closing the deal 🙂
  • A list of website design “leakage points” you can fix so people don’t leave your website, 

Plus Greg gives great advice on action you can take this week to get started improving your website design to convert for sales. You can grab his 50 step checklist over here.

You can watch the video, listen to the audio, download from the podcast directory, or read the transcript below. Never miss an episode. Click here for all the ways you can subscribe.

 Greg’s Bio

Greg is the creator & director of Studio1Design.com, a web design agency based in Melbourne, Australia.

They specialise in high converting website design for online marketers. They have designed over 500 websites and are trusted by many amazing high level marketers and brands. From that we have a lot of knowledge on what’s working well in website design.

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.

Woohoo!

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

Janet Beckers:                  Hello everybody and welcome. It’s Janet Beckers here. And I’m really excited today because we are talking graphics and conversion. And for me as an artist, I just love having any conversations where we can talk about colors and things that look really, really beautiful to look at. So we have got the master here at doing all of that beautiful design but in a way that makes your money. So Greg Merrilees, it’s great to welcome you.

Greg Merrilees:                Yeah, thanks for having me on Janet. It’s great to be here. Yeah. Awesome.

Janet Beckers:                  Yeah. And you know, Greg and I have known each other for quite a few years and we just sort of move in similar circles and catch up every now and then. And I’ve got to see quite a lot of my colleagues use Greg all the time for creating really top quality websites, top quality sales letters, everything. And they just look fantastic. Like really, really pro. And yeah, and it’s, but the thing is, I also know, and this is what Greg is going to be covering today, that it’s not just about making something look pretty. No, it’s about making something convert really, really well. So that’s going to be our topic today. How do you make, how do you make your website, making sure you’re using the design, what is on there, how do you make it so it converts really, really well with a real focus here on the design of the website. Totally. Before we get started, Greg, just so people can get to know you and a little bit about like who do you serve and how do you do it and why?

Greg Merrilees:                Well, sure, yeah, well most of our clients are businesses that sort of use online marketing to grow their business. They could be an offline business or an online business, but they’re using that online piece, you know, for the marketing side of things. So, you know, normally it could be a business that it could be from it, anything from a gym business, you know, using online marketing to attract leads and get more people into their gym to people that have online courses and SAS businesses and coaches and pretty much any industry at all. But we do use a common set of principles to help those people, which we can talk about later. Yeah, so it really, this is for the listener or viewer, this training is really for you if you’re using online marketing, right? So, but the thing is you are going to need an offer that you know, that people want to pay you for essentially.

Cause if you sell a piece of crap, it won’t matter. You know, how good our website design is, it’s never going to work. So yeah, the way I got into this, I mean, I’ve had my design business, you know, as soon as the year, 2000 so forever. Right. But back then we primarily design tee shirts and yeah, exactly. And we designed tee shirts for local wholesale. Is it sold to the retailers? Right. And so then are around probably seven years ago, the retailers went vertical and cut out the whole, so all of our clients were dropping like flies, right? Yeah. Yeah. So it was really, really difficult. So I kind of had to reinvent myself, which was like you know, a big struggle at the time. You know, I had a young family and you know, we had a mortgage and all that sort of stuff and my wife was also in the, you know, the rag tried to close an industry and she lost her job as well.

So yeah, it was just, we had to pivot big time, you know. So I looked online and I found podcasts and things like that. And you know, James Schramko obviously Ezra Firestone, they had a podcast think I get and they mentioned on the podcast that their logo sucks. So I thought, Oh wow, I love their podcasts. I’m going to send them a new logo design just to say thanks. Right. and yeah. Anyway, they ended up loving the design and then I’d just built the relationship with them and, and built that trust and then ended up hiring James Franco as my coach. And you know, then, you know, he said, well, if that works so well for us, why not do it to other podcasters? So we sent them out to people at John Lee Dumas and Pat Flynn and Perry Marshall and whole bunch of, you know, probably about 20 podcasts as an influences. Yeah. And did the same thing and build trust with them. And that’s kind of how we spread into this online community. And yeah, it just evolved into marketing graphics and website design. And now that’s how am I in thing?

Janet Beckers:                  You know what I love about your story there and these are, these are real lessons for people who are listening. Like number one is you had a business that was working really well, but something changed in the market and the whole thing disappeared. That is that scary stuff. But it’s also something that everybody needs to be aware of. Like, have you got the facility within what you do to pivot like you, I mean that’s, that’s a huge one. And the other one is how Aussie are you. Like I love this technique. Like I get, I get emails every single week, numerous ones every week saying on shit hot at what I do. You know, trust me on this and can we have a meeting where I can basically tell you how great I am and then you can employ me and I’m thinking, no, no, no. Whereas what you did is you went there with proof that you are really good at what you did because you gave them a gift, you actually put it in, which for somebody like me who would use Canva and stuff’s around, you know, that’s a lot of work for somebody like you that this is your specialty, that’s actually probably for you in terms of the amount of time that it will take you.

Janet Beckers:                  That is a pretty good return on the investment of your time.

Greg Merrilees:                It was indeed. Yeah. And I was really another lesson I guess for the viewer is you know, like play to your strengths. Like we didn’t have many strengths at that time, but we could design really, really good looking tee shirts that sold, right. You know, tee shirts for Disney and Warner and all that sort of stuff. So we have two guys for a lot of approval and it had to sell, right. Install. So we had a real commercial kind of eye. And so what we did with these podcasters, we didn’t just slap their logo on a shirt. We, we went into the website, we read their testimonials, we, you know, we looked at their slogans and things like that, their taglines. And so then we thought, well, we want to put that stuff on a tee shirt and just have a little logo on there. Like for instance, for lead pages we saw in their testimonials, somebody said, you know, that’s the secret weapon, right? So we did this big secret weapon in a really cool font and this little lead pages logo in the corner. And clay Collins absolutely loved it. You know, and he doesn’t mean wearing the tee shirt. And yeah. So the point is that was our strength that we had something unique and that’s all we had. But that’s, that’s what we used to, you know, as a lead magnet to, you know, find out our new client.

Janet Beckers:                  That is brilliant. I just love that. And I know that there are a lot of people when you suggest to them, Hey, go and like, you know, do something that actually proves that you know what you’re doing. A lot of people will go, well no, people should pay me to do all this stuff. Like you’ve been very clever in recognizing, you know, this is, you know, the cost of a lead and this is a really unique way to do it. So yeah. Big challenge out there to everybody that is listening. Yeah. Is there something that you can be doing in your business that’s going to be out of the ordinary that really makes you stand out from every other person that would be trying to get those, get those clients and try and target influences if that’s, you know, your target market. Yeah.

Greg Merrilees:                Yeah. But that just give them a free, a book that anyone can download. It needs to be unique to them. Add value to their life, you know?

Janet Beckers:                  Yeah. Love it. That is really, really good. Okay. Now I understand why somebody who wanted me to be a joint venture partner sent me champagne glasses. To me. That’s awesome. Yeah. Okay. Thank you so much. That’s why I love always just asking like why you do what you do and why that’s, you know, that’s a great story. So yeah, so everybody, you know, you’ve already got really good value today. Like you can take just one of those points and go and do it now. So now we’re gonna move over on to website design because that’s one of the big things that I always find when people come to me. And they will say, look, Janet, I’ve got to get a website. I can hear you can get one flat that 500 bucks. I actually had this conversation two days ago with my sister and it was sorta like slap, slap, slap, slap, slap.

Because you know, it was like, I can hear, I can get it for a few hundred bucks. I just got to get one up and going. It’s going to be our main sales vehicle for this huge, seeing that you know, her, her, the business that he works with is going to be doing. Right. You know, but you know, I, I hear I can get it cheap. I don’t want to pay more than I need to. So a lot of people, that’s their big thing. They’re either thinking, how do I get it cheap or how do I do it myself and you know, or they go the other extreme, they go, I’ve got a quote for $50,000 to get my thing. Is that a good, good number? So let’s have a look what you’re finding. You know, the kind of people that need a website. So they’ll have a look at what’s, what’s sort of websites that people, you know, what do they need and also like the big mistakes that people make.

Greg Merrilees:                Yeah, sure. So we’ll first start like with websites in general, yes, there’s a huge range in price. So you can get a website for $50 and then you can use services like lead pages and click funnels and Tenex pro and do all this stuff yourself, which is totally great, right? Or you can buy a website theme on theme forest and all that sort of stuff. Now, if you are starting out and you don’t have an offer that’s been tested and people want to pay you for, then I, you know, I recommend that’s where you should start on one of those platforms, right? But then when you asked that into make money, then I think you should be invested in your brand because if you just think about authorities in any niche, right? I all invest in the website design because imagine from their point of view, if they weren’t seen as a leader, you know, if they had a template or something, people aren’t going to see them as a leader.

So therefore, as you grow your authority, start in, re-invest in some of those profits back into your online image and you’ll just keep slowly amping it up to the next level. Right? So, but when you’re starting out, yeah, that’s the best place to start. Just test your offer with a really cheap, you know, I would say probably click funnels or Tenex pro or something where you’re going to get it up easily and quickly and then send paid traffic to it. Do content marketing and do whatever’s required to get people to that website and just test your offer and then it’s probably going to change over time. That’s another reason you don’t want to invest in a website straight away because you got to figure out where you fit in the marketplace. So once you’ve sorted that out and you started to make money, yeah. Then you’d be ready for a website

Janet Beckers:                  That is really, really good vice. And I love that somebody who specializes in [inaudible] good websites is saying to you, no, no, no, no, no, no. Don’t, don’t come to me yet.

Greg Merrilees:                We want to, you know, attract the right clients as well. And for us, the right client is somebody that is already an established business that wants to amp it up, you know?

Janet Beckers:                  Yeah. And you know, that is excellent and it’s perfect advice and it seems, and it’s the thing that, Mmm [inaudible] I mean, I get that sort of, you know, those questions all the time as well. All right, I’m ready to start a business. I need a website. Well, hang on. Let’s just see if there’s a market due to overlay because you will, exactly. You will have to go and recreate it again. So, yeah, and I really liked doing something like you were talking about click funnels. I use 10 X pro that I like about those is you can taste it on that particular platform and then it can grow with you. So Lord as if you have to go and you know, do everything from scratch again. So that’s where it can be really good. Absolutely. Yeah, that’s great advice. So for people who are thinking, if you don’t actually have something that you know that it’s going to sell and I’ve proven that it sells, don’t even bother.

So really, really good advice. And we’ll put some links in the show notes. We’ll put some links to all these different software platforms that we’ve talked about as well as cause I’ve agreed. So so now let’s look at the design. Now you’ve talked about the design is one thing about like really looking the professional that you are. And you know, that was one thing I found when I decided to go from wonderful web women to romance your tribe. I thought, you know what? I really want to step up my game. Like I really want everything that I’m doing to be totally professional. And so that required, we reworked all of the graphics. Every single thing that I did was with that idea of being able to, can I be running this as a big company? And it’s still congruent. So it was really essential to a part of our rebranding. Now when it comes to people looking at the, we’ve got that, but we’re also got know conversions. We want to make sure that if we’re going to invest this money into looking good, it’s not just like, Hey look, I’ve got a fancy car. It’s how does this make me money? So this is your specialty, so let’s have a look at this. So what we look at, maybe what people do wrong or what people do right. I’ll just go on over to you now.

Greg Merrilees:                Yeah, sure, sure. Yeah. Excuse me. Yeah. Well, look, we do like to think of a website. When we’re designing a website for a client, we have to think of it in the eyes of their prospects, their visitors. Right now, we don’t, when we, when I say that we, we also want to appeal to our client, but it’s more important to appeal to our client’s clients. So when that person is on our client’s website, they only care about what’s in it for them, right? So therefore, you know, we need to please them. So we like to say, you know, a five second clarity test, right? When somebody is on your side, they want to quickly work out, you know, what it is that you offer, why you’re unique and different to your competitors. How will your visitors benefit from your offer? And then do you have a clear pathway to try and help me with my problems?

You know, do you, can you solve my problems? So, yeah, just in that alone, that approach is a lot different to, you know, some of the stakes that I see people do where they just make the website, copywriting all about themselves. Like, you know, we do this way, do that well, people don’t give a shit. I just want to know her. How do you help them? Do you have a problem, you know, solution to my problem. And then it’s really, it comes down to the, the visual hierarchy, right? So for instance, you know, you want to attract people with the copyright in images, need to give the copyrighting wings, essentially enhance that message. The color Pella needs to appeal to the target market. Same with the images. And then you need to, you know, show those benefits and then give them a clear call to action for them to type that next step, right?

But also what you need to do on that when somebody lands on the page, because they don’t know you at all at this point, potentially, right? You may have done some offline marketing beforehand. You might have a podcast, you might have, you know, video, whatever the case is. You might have run an event. But the point is, when people come to your website, usually you have to tie it to cold, warm and hot visitors, right? And most people are cold. So therefore you want to lead with values. So have that, you know, lead magnet, something like a PDF download or a free this or free that free trial. It depends on your business model in return for an email address, right? And anyone has something for warm visitors and that might be where they know a little bit about you. They’re ready to invest a bit more time.

So it might be a free webinar or something like that. So he gives the opportunity to build even more trust. Right? Then for hot visitors, you don’t want to take people all the way through that funnel if the hot to trot. Right? And so you want to give them an opportunity to do business with you instantly. And if you’re an eCommerce, you know, you obviously have, you know, products for them to buy. If you’re a service business and might be a free consultation or something like that might be a link to your course. You know, it just depends what your business model is. But yeah, we like to approach it with that way where it’s called woman hot or we like to segment the list into different offers that you have that suit that different demographic like you do on your site, you know?

Janet Beckers:                  Yeah, yeah, we’re mind gets divided. Okay. Which of these five are you, this is what I recommend for you. You know what, I love what you’ve said there about that cold, warm and hot. And interestingly, this just happened yesterday. I had an invitation from somebody who wanted to do a joint venture with me and you know, they’ve got a a big project happening and I would be one of the people who are involved in that. And so, you know, I never, I normally only take joint ventures when I’ve been introduced to people. And so, you know, if I’m doing one that’s out of the blue, like I really, really, really research that person, it’s going to affect my brand. So I went onto her website and I was having a look and I thought, you know, I can say she knows her stuff. Like she’s, she’s the real deal.

But it was really interesting when you were talking about the cold war more hot. So I was cold to start with. I could find something that it get for free but warm. I couldn’t really find anything else to get to know more the hot. I could not on earth work out what she was selling. And there was no way for me to see pricing. There was some overall things, but they were just brief directions and just went and I just thought, wow. And so for me, I thought maybe she’s not the real deal. And so it’s really made me second guess about this opportunity. Was it going to work because seam and it was because there was nothing there for the hot God. Really good point. So it wasn’t even just as a customer, it was as somebody else’s got who can be potentially helping them to grow their business.

Greg Merrilees:                Totally. Yeah. And just on that, you touched on price point. Like a lot of people hide. I don’t put their prices on their website at all. Right. And I say do it because that’s what people want to know. Right? So on each of our sales pages for our brand in a landing page, a website in the FAQ is we have a price points, you know, like but we’re also providing a lot of information in those sales pages as well so that they can see the value of why it is that certain price, you know, so, but yeah, it’s important because people want to know those things. So if you, if you hide behind it, boom, they’re gone and they go to your competitors.

Janet Beckers:                  It is, that is a really good one because that’s, there’s often a debate in our industry isn’t it? Especially for high price programs or Lord, you let people know the price. And I’ve seen both work but I just figure mine’s going to go there and it means what I do get people onto a call, it’s really fast. It’s just a matter of working out. Do you want the payment plan or the full payment because they know everything beforehand. There’s a lot of people that won’t get on the call, but you know, they may

Greg Merrilees:                Wasting time. Yeah. Cause what we do, if somebody wants a quote from us, great, we ask them a few basic questions, then we send him a ballpark quote and then if I accept that, then we send them the next steps and we jump on a colon or not. But you don’t want to jump on an L and co is somebody that’s, you know, not a good fit from the side from the start just because you forgot to or you know, didn’t want to disclose your price and then they find out later it’s too light. You just waste them now, you know?

Janet Beckers:                  Yeah. So there’s a few things that you’ve said that I really want to reinforce for people listening. Number one is that really short, just few seconds test. Can people who go on that website find out, you know what you can help them to do, how you help them do it and what makes you different. Like, do they know that this is the right place for them? Of that you said about having something for cold, warm and hot and I love that you put signing up for a webinar is a warm one rather than a cold. Yeah. That’s a really good insight for people to know. You’re not finding that you’re not getting the registrations and people turning up. It’s, you may be going to cold. That’s a really good

Greg Merrilees:                Exactly cause you’ll find as well if you did have a webinar funnel, you usually get a better result if you send traffic to a lead magnet page to opt in for a quick download and then on the thank you page offer the webinar and that converts better than just sending people direct to webinar because they don’t have, they don’t trust you enough to to invest that time.

Janet Beckers:                  Yeah, that is really, that’s brilliant advice. Now one thing that I do want to pick up on that you said before, Greg, when you were talking about the things that were important, you talked about the graphics actually reinforcing the copy. Yeah, totally. The graphics actually working with the copy and the graphics help to increase that conversion or the impact. Could you just go into a tiny bit more detail? See what, imagine what that looks like?

Greg Merrilees:                Absolutely. Well, first thought, not many graphic designers side that copy is more important than design, but it is right? You can have a beautiful website design and I say this all the time, but the copy is terrible and I don’t convert. On the other hand, if you had really, really good copy in a sales page and a terrible design, it can still convert really well. If you take that really high converting sales copy and you give it design that you know, enhances that copy from the point of view of let’s say a color palette, right? Your target market might be women, you know, 40 to 60 or something like that. So you don’t want it to be looking too junior to male. It needs to appeal to that target market. And that comes down to the colors, the images, the fonts you know, the visual hierarchy and all that sort of stuff needs to appeal to that target market. So yeah, if you get that wrong, you know, people land on the page, no matter how good the copy is, they’ll go, Oh, there’s a mismatch. It doesn’t, is this really for me? You know what I mean? So yeah, it’s pretty important that they marry in together and then that’s how you get the best results.

Janet Beckers:                  That’s fantastic. I love how you’ve talked about the colors working there as well. Cause when you were talking about it I was thinking, Oh, maybe there’s like little quote images that I’ve got the copy or maybe it’s you know, to doing, you know, cause I’ll quite often get a copywriter that will say, I’ll find an image that relates to this and then they’ll send me through an example and I’ll go, I’m not using that stock. Yeah. Cause it’s this document, generic tasks. I think that’s actually going to ruin the beautiful copy that you’ve written. So yeah, that, that’s good points that the color,

Greg Merrilees:                Yeah. And let’s talk about stock images. It’s like there is a place for [inaudible], excuse me, for stock images. Right. And we do use documents as well, but what we do is document is we will customize them and make them unique to the brand that we’re working with. Yeah. So we don’t just, and we definitely don’t use cheesy stock images. Like, you know, people in suits, shaking hands, you know, people gone yay, thumbs up and all that sort of stuff. So yeah, we, we choose documented as wisely and we might, sure. And other tests you can do as well, you know, to listen to or via if you want to use a stock image go to Google images and grab that image and slot it into the question like, you know, the search box, right. And you’ll say every other website that uses that same image and if it’s your competitors, don’t use that, that image. Right.

Janet Beckers:                  Right. Good tip.

Greg Merrilees:                Yeah. Yeah. But yeah, you do want to make sure if you do use document is that it is at least re colored or you know there’s something about it that is tying into your brand so it doesn’t look like everything else out there.

Janet Beckers:                  That is, that is a really good tip even for people who are just starting out that you know, you can be using something like Canva or something, you know, for when you’re really starting out and then just put those images but putting some of your own overlays. I’ve got, you know, sometimes I’ll see those ones that look great with them, look like they’ve got a splash of paint or you know, like a paper on the cross and I think it looks just classy. Like it’s makes a huge difference. That is a really, really good tip.

Greg Merrilees:                Yeah. And just on images as well, like invest in professional photography once you’ve got the budget for it. Right. Because that is going to have increase your perceived value. Right. As opposed to just using a crappy little, you know, picture on your phone or yeah, really invest in quality photo and then people come to your site again. Oh wow. She looks professional, he looks professional, you know, and depending on your business as well, like don’t be afraid to put yourself out there on video and you know, things like that. I mean some businesses, you know, you don’t wanna look like a one man band type of thing, but in most instances it pays to put yourself on video. If you’re like a big SAS business or things like that, you’d probably use animation. You wouldn’t use the, the CEO. But yeah, put yourself out there because people can see your personality, you know, your body language and all that sort of stuff. Don’t hide behind the website. Like put yourself out there and you tell your story as well and you get a better result.

Janet Beckers:                  I just love that you, you know, that you obviously have such a focus on high conversion. That’s very unusual to get somebody who is a who approaches websites from the design perspective to talk about using video and using because it’s not something that you have control over. It’s not CS. So that is brilliant. Thank you. I’m really, I’m always trying to encourage everybody to just get on video yet because you know, it’s, it just says, you know, so many things through body language, people know if they can trust you or not.

Greg Merrilees:                It does. Yeah. But be really succinct and have a plan and, and you know like for instance, for video, what we recommend is the spin selling formula. You know, it’s like, it’s a book by Neil Rackham called spin selling, but it’s really an acronym, which is S is the situation. So you talk about the situation of your prospects, excuse me, pay is the problem. So you really dive into the problem, like the cause of the problem that your prospects have. I is the implication. So tell them what their life would look like if they don’t address the cause of the problem. And thenN is the need or the payoff, which is really your solution, right? So you know, and you don’t want to just ask for a sale. What you want to do is lead with value and you might ask them to download the ebook or schedule a call with me or something like that, right? Something for free, but give them a call to action at the end. But you put that spin solid framework into a two to three minute video. It’s even more powerful, powerful if you can put in some testimonials or tell your story, your why, why you started the business, especially when you get to the need section. And that’s a really powerful framework for a video

Janet Beckers:                  That is, there you go. I wasn’t expecting to be able to get a really good video script on when we’re talking about website design. That’s a really good value add. And, and, and focusing on design with know are there any tips that you’ve got that’s going to make it that when you are on video that you’re going to be having that same professional

Greg Merrilees:                Congruent like you know with, with your brand. So if you’ve got some blue Inyo in your overall brand, have a little bit of a blue, you know, I don’t know what it’s called, the bottom third, but you might have your name in there, a little bit of animation, make it look professional. Have an intro video, intro logo or an outro, logo, animation, things like that. Yeah, it just needs to, you know, portray professionalism basically.

Janet Beckers:                  Excellent. And those things are actually quite simple to do now. There’s well, and we’ll put some links to, there’s a couple of websites that you can be using to be able to just take your ordinary videos that you’ve got and get them all professionally done. Like Splasheo from a totally another mutual friend, Gideon, Gideon Christ service. Yeah, it’s good. We’ve, we’ve tested the whole thing throughout our system as well. So, you know, a lot of our videos have been done with him. We’ll put a link down to there as well so that you can go and check that one out as well. Anything else that you really want to make sure that we get across Sprague?

Greg Merrilees:                Totally. Yeah. So when it comes to the website, yes, it’s about copy, good copywriting, good design, but it’s also about the strategy, right? So we touched on before that you want to lead with value, but then, yeah, one thing that you want to do is think about like what’s going to happen when somebody does download that ebook or whatever. Do you just want to send them a little message, a little bit of tech, same height, thanks for down in the ebook, check your inbox, whatever. Know what you want to do instead is because I’ve just given you a yes. Right? So on the thank you page, what we like to do is have a video face to camera video thanking them for downloading. We’ll do one doing whatever they’ve done right. And then, you know, educate them a little bit on your services or your products or whatever the case is and then invite them to the next step in your funnel. And it might be to watch that webinar or whatever, you know, or to join our Facebook group or you know, schedule a call, whatever the case is. Yeah. It just depends on your business model. But that thank you page is super important to invite them into the next step of your funnel.

Janet Beckers:                  I love it. I love how you said, they’ve just said yes. So give them the opportunity to say yes again. Yeah, that’s exactly good. So that’s the strategy people can be doing today. Like you can just make association if you don’t do anything from today except one thing that might be it going to make your thank you page so that it’s really going to give them an opportunity to say yes again.

Greg Merrilees:                Absolutely. Yeah, that’s, that’s a great tip. And then I guess another thing you want to do with your website is use like psychological drivers in baked into the design and the copy, right? So you know, it’s little things like authority for instance. So, you know, like we said before, invest in good photography, that sort of thing. But if you’re a trades person or or something else it might be you and your unit, like your trade, you with a fleet of vehicles. Just, you know, if your doctor and your doctor’s uniform and he says it’s going to show your authority, right? So that’s just one thing you can do there. But then there’s other things you can do with authority as well. If you’re, if you’re a speaker, you might be you know, showing yourself on stage. Things like that, that yeah, even just having a professional design can lift your perceived authority.

So yeah, investing in raising your authority is important. And then social proof, you can’t have enough social proof. We’re talking testimonials, you know, whether they’re written or video case studies, a huge, you know for instance, let’s say you’ve, you’ve and some businesses, you can’t have testimonials like, you know, doctors and dentists, things like that. But you can still use case studies. And a case study is really just showing people what your prospect’s situation was like before they came to you. And then show them the pathway that you gave them on how you help them and then show the result. And that even if you are a dentist, for instance, you can use you know, you don’t have to use a person, you can just use a person’s suburb or whatever and say this is how we help that particular person. But also you might have before and after pictures really works well in the health industry.

We did assign when out website showing the before and after I had this little animated slot of thing that you can move, you know, to see the before and after. But yes, social proof is just, you can’t put enough on your website in my opinion. And there’s reviews, plugins like Yelp PO for, you know, for eCommerce sites. There’s other ones as well, but that’s probably the best. There’s little little plugin called proof where it’s a little pop up at the bottom of your site that shows who’s recently purchased and things like that. Yeah. So all these little psychological drivers, social proof can really enhance, you know, your results. And then there’s like consistencies. So obviously we talking about can grow and see everything they used to look and feel the same, but consistent voice. If your you know, like if you’re doing a blog post, it might be on a topic that’s current at the moment. Just give your opinion on that topic and then, you know, people will resonate with your opinion. It’ll also repel some people as well. But that’s a, it’s a good thing if they’re not a good fit. Right?

Janet Beckers:                  Yeah. Yeah. That’s why I always, I always refer to that as, you know, you’ve got to get the splinters out of your butt so you sit on the fence, you’re going to get splinters in your butts. So you’ve got to decide like we Friday jumping off on yeah. And make sure you stay there.

Greg Merrilees:                I love that. Yeah. Cool. And then, you know, like reciprocity is that whole leading with value, but he also, you know, put content on your site that’s helpful for your prospect. It’ll also do really well with SEO if it gets shared and commented on and all that stuff. I notice you transcribe your podcast, which is also really good for SEO, you know, and that takes effort and it’s an investment, but that’s you leading with value and it works. You know, because it’s that reciprocity thing where the more value you put out there for free, it just entices people to want to give back. It’s just a natural human psychological driver. Right? Yeah. And then finally, scarcity and urgency. Depending on your offer, you don’t use fake scarcity, but if you can put a little bit of scarcity or urgency into your offer, it will boost your results.

Janet Beckers:                  Yeah. And you know what, that’s, that’s, it’s a really interesting one. The scarcity and the urgency, you know, because you see a lot of people who fake it and it just damages all that hard work that they’ve just done. But at the same time, you know, to be able to come up with those ones and you know that the nice thing that you’ve got there, cause a lot of the ones that you were talking about, there were those things about, you know, the authority, the giving, you know, giving, giving, giving. But I heard one of my colleagues put it beautifully the other day is a lot of times people will spend a lot of time on that and they constantly in the friend zone bloggers have that problem. Yeah. A friend signs like you’ve got to close the deal at some stage. So I love how you finish there at the end saying, look, you know, come on, you know, let’s move it over. And you know, let’s get beyond the friend zone. Let’s make this a hot date, let’s get the sale. And so your design needs to make that class closley

Greg Merrilees:                Totally. Yeah. Absolutely. Yeah. and then yeah, I mean that’s kind of, yeah, how we approach a website design, but then there’s a few mistakes as well that people make that yeah. Might be helpful for the listener

Janet Beckers:                  By generous with your, your advice today. It’s just been, I hope everybody’s scribbling down really quickly.

Greg Merrilees:                No problem at all. Yeah. So what I would suggest is we call these things leakage points. Right now, most people don’t really know what a leakage point is. But so what it is, it’s when somebody is on your website and you give them an opportunity to leak off your site to some, some other site. For instance, what people I say do, often in the top of their website, they’ll have their Facebook, their Instagram, all those icons that when people click on, they go on, they go on that platform. So why, why do that? The purpose of social media is to bring people back to your website, not the other way around. So what we’d like to do is have no links to social media or external websites. And if we do, it might be because we want to give some love to that site. Might be in a blog post or whatever. But we’ll make sure it opens in a new tab for one. Right. Some people have it open in the same time, which is just

Janet Beckers:                  Getting the door behind you.

Greg Merrilees:                Yeah. And then if you think about the videos on the site, people in bed YouTube videos that they’ve, you know, host on YouTube, right. And unfortunately though, people can on their website, they can click on the YouTube logo and once again they’d gone right or it gets to the end of the video and they’ve got all of these other websites from, or sorry, videos from around the web, people click on them and they’d gone. So if you have a paid YouTube account, for instance, you can turn all those features off, you know, so there’s no leakage points. Yeah. And then another thing on site landing pages, opt in pages, that sort of thing. You the sending paid traffic to those pages, right? So we want to prevent all leakage points, but we also need to give people enough information so that, you know, they’ve got, they can make a decision.

But for instance, what you don’t want to do is have, let’s say you’ve got a logo at the top corner and make sure it’s not clickable. So in other words what the mistake is, people click on the logo, they’d send paid traffic to their site, but their logo is clickable. And then they go to the homepage and they just lost the traffic from that offer. Or in the, yeah, totally. Well they keep a top navigation there from their main site. Don’t do that because they’re going to go off to these other things. It’s not the reason why you’ve sent them there. You want, you send them to a page because you want them to do that one thing. So yeah. And then in the footer people have privacy terms, et cetera, and they click them and they go off to those other pages instead when they clicked pop up the privacy on that page.

You know what I mean? Like in a popup. I have it all written there, so mine doesn’t do that. I’m going to, yeah, that’s one that’s going over tomorrow. Yeah, that’s a good tip actually. It is. Yeah. Cause all these little things add up. You know, like we do the landing page for somebody that sells a Tony Robbins training and yeah, we had all these leakage points before. You know, before we redesigned it. Now, like I said, high volume traffic towards, so they only had like a 10 15% boost after we fixed all the design and leakage points. But that’s a significant amount. Yeah. So that’s a, that’s a really good one. Especially now that, you know, we have the you know, the European sort of compliance for Optimizely, you have to have your terms and conditions and your privacy.

Yes. And that has to be late. They have to be able to go to it. So that is a really good advice just to make that a pop up. Exactly. Exactly. Yeah. And then like if you are sending paid traffic to an offer, we can sometimes create what’s called a mini site. So we might have a privacy page separate. We might have a terms page, a contact page, and about page, and it might be top now to get to those things, for instance. But what we’re doing on those pages is we don’t allow people to link off to the main site. We just have, let’s say they’re on the main landing page to have a, an offer. Right on all those other pages. We put the same offer at the top of each of those other pages and at the bottom. So they’ve still got only one thing to do. Right. That’s very clever. Very clever. And that’s especially, so if you’ve been paying for traffic to get them there, if you’ve had to run ads working when you Google ads and you don’t want to, you know, you don’t want that investment to be able to unite to get watered down. That is, yeah. Good tips. Very good tips. Cool.

Janet Beckers:                  I love it. Awesome. I hope that’s helpful. Yeah, it’s been brilliant. Now I know you’ve got like a 50 step checklist or something for people to do on their website.

Greg Merrilees:                Yeah, we do. Yeah. So basically, yeah, if you’ve got a studio on design.com/checklist and download this checklist, 50 things that you can turn from a no to, to a yes on, you know, like all these questions and if it’s a no, then [inaudible] that thing on your site and turn it into a yes. And then if you get all 50 right, you’re going to just boost the hell out of your conversion.

Janet Beckers:                  Yeah. That’s brilliant. I love that. I do. So, and studio one, is that the number one or one studio and the number one correct. Studio one, designs.com. Forward slash checklist. We’ll put the link to that there on the podcast notes as well. Yeah. And I will also put together a some, you know, a worksheet that’s come from some of the things that Greg has been talking about as well. Help you to make some decisions and then you can go over and get that checklist so that you can make sure that you do that. So if you come over to the podcast page, you’ll also see that I’ve got that downloadable for you as well. So fantastic. Yes. So there’s so many things that you’ve talked about that I just want to scribble down that everybody just needs to know. So for people who are listening, I love people to be able to take action this week. So if people are, you know, it’s like, is there any type one action that they can be doing this week that’s going to get them started apart from, of course, go and get your checklist course. That’s awesome. What would, what book do you recommend that people do first?

Greg Merrilees:                Well, it really depends on where they are in their business, you know? But yeah, just look at your website and there are in the eyes of your visitors if you can, which is hard to do when you’re a business owner because you’re usually so close to it. But yeah, it’s really, that’s probably step one. And then I would say, you know, I put like have look at your Google analytics but put another tool on your site called Hotjar. There’s a free version, there’s like a $30 version or something. But what Hotjar does, it has heat maps that show people how they behave on your website. It also has video recordings of everybody that comes to your website, right? And so you can learn a lot from that. You can learn how people behave and you mix marry that up with like your Google analytics and you can, you know, you can get some really good insights. And like I have Hotjar and Google analytics on my site. It goes and once wake, I just spend half an hour watching videos, looking at heat maps and guarantee I always change one thing as a result of watching that.

Janet Beckers:                  Yeah. And that is I really, really good point. Really good point. And a website’s never finished. Yeah. And that’s the other thing is always be tweaking it. You know, being really careful that you’re not kind of what do they call it? Master branding. Like you just sort of wasted your time on the things that don’t matter where you’ve you know, you’re all talking about the things that convert and having something like Hotjar does do that. Cause I know that we made some big changes that were just really, really simple. It was affecting an opting and it was because the popup kept on coming up saying, hi, we’re here if you need some help. Well they were, we saw the hot jar. Everybody was going down there to clip, turn that off. It should only happen I on an exit, in my opinion or after an amount of time on a side, but only once per visitor per day. Some people will have it pop up every time you’re on that page. Yeah,

That is brilliant. That is, thank you so much for your time today, Greg. You’ve just been readily, incredibly generous with yours. Yeah, I got some value out of it, but thank you. Well and that’s, that’s one of the big things for everybody that’s listening. You know, one of the best things that you can do is cause Greg and I, you know, we do this cause we love it is it’s so rewarding to know if you’ve actually taken actions. So the best way you can do that when you go over and get Greg’s opt in is his checklist broke on it, dropping the note through email or stalk him on Facebook and telling what, can you talk come and tell me, you can leave a comment on the on the show notes. You can go, if you’re on iTunes, I would absolutely love it if you would leave a, a review and talk about this episode specifically, what did you get from what Greg shared today? That is one of the greatest ways that you can you know, give thanks to Greg for the amazing you know, the knowledge he’s giving you today. Cause honestly, this is the kind of advice that people will be paying for. So thanks so much and thank you everybody. Go out there and take some action and make it happen, baby. I love it. Thank you. Bye!

How to Sell with Compassion in a Time of Crisis

How to Sell with Compassion in a Time of Crisis

Picture this scenario if you can. You have a business where you help people get a result in the field you have chosen as your specialty. You may be helping them by selling your direct services in person, or you help them through your online courses and memberships. Or maybe you sell products or even recommend other businesses products and services for a commission. In this scenario your business is growing because you get results for people, they recommend you to friends who need your help and the future looks rosy (though of course still challenging because, let’s face it, business always serves us challenges).

Then, almost overnight, people no longer want what you are offering.

It’s not because they no longer need help with the problems you solve for them. And it’s not because you are terrible at what you do and they have gone elsewhere with their business. It’s not your fault but the fact is, they just don’t see you as a top priority at the moment and probably won’t for a while.

The world has been thrown into crisis. People are afraid for their health, the lives of their loved ones, hundreds of thousands lose their jobs within a few weeks and other businesses are going belly up everywhere you look.

Maslow and Buying Behaviour in a Time of Crisis

If you think about Maslow’s hierarchy of needs, people are focused on their physical needs (like food, water and… according to Maslow… sex) and safety (health, employment, somewhere to live).

If your business does not immediately solve these issues, what do you do to keep your business alive without having to completely reinvent yourself and your business? How do you sell with compassion in a time of crisis?

Of course, this scenario is no longer a dinner party hypothetical. It’s very real for every one of us at the moment.  Of course, this crisis will pass and people will be open to focus on those other tiers of needs in Maslow’s pyramid pictured above. But what can you do NOW to still make sales in a way that is compassionate but also strategic?

A Template For Compassionate Communication

In this week’s podcast I share with you a 3-step template you can use in any communication that leads to a sale. You can use this template for emails, videos, social media posts and in personal conversations. This is the exact template I shared with my Accelerator clients in the first week the Corona crisis started to impact our businesses and we brainstormed how to apply this template to their own communication. It certainly allows you to sell during a crisis with far more confidence.

I go into detail on the podcast, so I do recommend you listen (it’s not long). And to help you take action quickly I’ll summarise it for you below. Plus I’ve created a downloadable cheat sheet for you to use.

I’d really appreciate it if you can share this with any of your business friends at the moment, especially those who feel guilty about selling right now or who are trying to sell but getting kick-back from people who resent them for doing so. Let’s help everyone’s businesses not just survive the next few months, but potentially thrive beyond that.

You can watch the video, listen to the audio, download from the podcast directory, or read the transcript below. Never miss an episode. Click here for all the ways you can subscribe.

PLUS a special podcast bonus for you today. An action guide to download

Cheat Sheet: 3 Step Template To Sell with Compassion in a Time of Crisis

The 3 Step Template To Sell With Compassion in a Time of Crisis

This template is an adaptation of the Story, Segue, Sell framework taught by my friend Pete Godfrey (a.k.a. The Wizard of Words). 

I’ve chosen this framework because it strategically uses stories to connect powerfully with people’s emotions and compassionately MOVE their emotions from one of fear to one of hope. Because It is only from a place of hope that people can allow themselves to  even think about anything other than survival.

1. Story

Start With a Specific Hope You Want Them to Feel… then work backwards

What do people need to feel in order to see value in what you sell right now?

Most importantly, you want them to connect with the feeling of HOPE. The hope that yes, they can actually do something about this. Yes, they can take control of some things in a time when it feels like they have little control over anything. 

Here are few examples of hopeful thoughts:

  • My physical fitness is important and I can get fitter now
  • This is a time to focus on my creativity. I can use this to either achieve a long term goal or this will be my outlet to take control of my mental health
  • I can start a new business and upskilling or following a process to start a new business is absolutely possible.
  • My relationship with my loved ones are absolutely essential and I can take steps to make sure my relationship remain strong
  • Fill in the blanks for your business focus

Acknowledge The Fear… then Transition to Hope

If you only used step 1 when sharing a story, it simply won’t get you the results. In normal times, to share a story of a client case study or your own transformation would work really well.

But when people are in crisis you need to meet them emotionally where they are right now.

So acknowledge the feelings and fears they are having right now. This could be by sharing your own reactions, reactions from the media or how your clients have been telling you they feel.

People need to acknowledge their feelings of fear or loneliness or sadness or frustration are valid. Then once you have connected with them emotionally where they are now you can share your story to an outcome that gives them hope.

To help you, in the podcast I share one story doing the rounds on social media at the moment (the canals of venice being clear for the first time in a gazillion years) and show you how to connect and acknowledge their fears right now and then how to tell that story with a different twist if you are in one of 3 different industries.

I also share a story of a conversation I had with my hairdresser (yep my appointment happened to fall 2 days before us Aussies were confined to barracks and bad hair days – true luck). This is a story you can use if you are a business coach or provide business services.

For both stories and adaptations you can listen to the podcast or scroll down to the bottom of the page and read the transcript. When you download the bonus cheat sheet I’ll also send you the script as a PDF.

2. Segue

The segue is how you tease out the moral of the story and how it relates to what you have to offer. Where a lot of people go wrong is being too blunt.

If we use the story I shared above of the Venice Canals being clear and clean, a blunt segue for a naturopath would be…”so are you ready to make your body as clean as the Venice canals?”

BLUNT.

A compassionate segue goes more like this:

“It’s like Mother Earth is healing and there is an opportunity to embrace nature and be part of that healing ourselves. We can be focusing on helping the earth to heal and part of that is embracing our own healing as the part of nature we are. “ …You can take it from there.

In the second segue we still connect with WHY we hope.

3. Sell

This is where most people sabotage themselves.

They either think it has to be complicated or they simply avoid the sale and leave the communication at the segue because they think selling is a dirty word.

Selling is simply communicating clearly so you and the potential customer can see if you are both a good match.

They have a problem or an aspiration and they need help to achieve it.

You have a solution, the skills and an offer.

Are you a good match?

Can you help them?

Let them know how you can help.

That’s it.

It doesn’t need to be super complicated. Be clear about what the next steps are (Sales page? Telephone call? Opt in? Drop me an email?).

How To Get Started

Become a collector of stories.

You can start today by looking at headlines, memes or trending tweets. Challenge yourself to find the message of hope in each one that segues to how you help people.

In every conversation you have today, reflect on the story potential.

Record them in a way that works for you (I like to use the Workflowy tool).

Download the bonus cheat sheet I have created for you, and the transcript PDF and then DO YOUR FIRST STORY TODAY.

Go on. I double dare you. 

Then come and share with me the action you’ve taken.

You can also share your stories over in the bonus private Facebook Group that accompanies this podcast. You can join the Romance Your Tribe-Tribe over here.

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.

Woohoo!

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! Janet Beckers here. I’ve been getting questions about how do I sell my service, my product, when everybody is so scared at the moment where everybody is focused on survival, how on earth can I possibly sell? My business is under threat because of this. I so get that. This is a really, really common question. In fact, this was a question from one of our members in success circle this week because how could she or her business was not related specifically to what people were focusing on at the moment. And if you try to go in and start selling something when they’re focusing on what they see as, this is my whole world now you’re going to get a kickback. I can tell you now, if you don’t do it right, you are going to get a kickback. People are going to go, what? What are you trying to sell me this for right now?

So how do you approach this so that you can still continue to sell, you can still keep your business viable, you can still help the people who were going to need your help to start with anyway. But do it in a way that is classy but also strategic. So that’s what I’m going to be sharing with you today. I have a three step template to be able to communicate. Now, this communication may be via email, video. It may be via blog posts. It could even be used in one on one conversations with people. So it’s a really nice process and it’s respectful to the client and also very likely can increase your chances of being able to make sales when really they’re approached wrong. It’s gonna be an uphill battle for you just in the moment. So let me go dive straight into what this, what this template is.

Okay. Now the first thing we have to think about is the problem. So the big problem is people are really scared. They are really scared. They are, they’re in survival mode. Okay. And their focus is on what’s coming up in the future. I don’t know. They’re constantly at the moment of me recording this, they’re constantly like all of us probably, you know, always watching the news, having conversations constantly about how it’s impacting everybody. And there is fear. Fear, fear. It is really, really normal. So if you think about this in terms of making sales, this fear is an objection at now. Normally, whenever you’re making a sale, when you’re letting help, helping people work out is what I’m offering right? For you? Is it going to get you the result you want? Are you the right person for it? So that’s what a sale is, is are you a right match?

Am I the right match? Okay, let’s make this happen. So when it comes to a sale, there’s always going to be objections. Now those objections may be to you. Are you the right person? Those objections may be to what you’re offering. Is those the way you’ve structured this and the, what you’re offering? Is that going to get me the outcome? And a lot of times the objections are personal ones, like, am I the right person to do this? Am I going to have the time to do this? So there’s objections that work on all of those different levels. Now, if you know that you’re the person that can absolutely get the results for them and you have a way to help them that you know was going to help them get the results you need to focus at the moment that what you have got here is people’s personal objections of is this the right time?

Should I be focusing on this? Is this my priority? So think of this as meeting an objection in any kind of sale. And again, I just really want to reiterate that a lot of times people see selling as manipulative. If you’re thinking that lighten up on yourself baby. Because if you’re in business, your whole thing there is you’re providing solutions, you’re helping people. A sale is simply is this the right person and they a good match. That’s what it is. So I want you to, what I’m going about to share with you is not manipulation. It is a way of being able to go, okay, are we a match at the moment people are finding it very difficult to be able to make those decisions of is this the right match? Because there are emotions are so tied up with fear and Hey, yours will be as well.

Okay, yours will be around. Is my business going belly up? Because people are for fear and not buying. Okay, so you’re both got fear happening. I totally get it. So that if you think about it in this way, when it comes to you being able to communicate with people, to be able to see is, you know, here’s the offer. Is this going to work for you and is this the right time? You have to address that fear and you have to address it up front. You cannot address fear in a very, you know, logical sort of left brain side. You have to address fear through connecting with emotions that’s otherwise people will not be able to make. And a lot of times the decisions that they’re wanting to make is exactly for what you’ve got to offer. They just can’t make it. So how do you help them to move from that sense of despair to a sense of hope?

How do you do that? So that’s what I’m going to share with you now. This structure. Now I want to give a heads up to my friend Pete Godfrey, he’s been around for a gazillion years known as the wizard of words. And this is adapted from a framework that he has taught myself and my clients, which is called the triple S: Story, Segue, Sell. It’s a template, a framework that he uses all the time for writing emails. And I use this for my emails. My clients do. We use these for for a lot of communications. So it’s based on that. So heads up to you Pete. But what I want to share with you is a bit of an adaptation for in this particular unique time that we find us. Okay. So the first thing is if we’re going to be starting with their emotions, the best way to help people to be able to move from that feeling of despair and fear to move over into a feeling of hope because it can only be that feeling of hope if they’re then willing to think about, okay, well now is this possible for me?

The great, the best way to do that is through stories because stories connect with the emotions. So how do you work out what story to tell and what is the framework for that story? So this is the step number one. And within that we’ve got a couple of steps. Okay? So first of all, you want to think about, okay, what is the, what is the thing that I want people to think afterwards? So it may be that you’re wanting people to feel at the end that, you know what, I’m, my health is absolutely a top priority at the moment. So if that’s what you’re wanting to do, keep that in mind. Okay? I want them to think about health. You might be thinking, you know what creativity is the most important thing or relationships with people is the most important thing or my ability to be able to take this opportunity and creating new revenue stream as a result or my ability to actually my business to survive this and then perhaps even thrive.

So what is the outcome that you want people to feel that glimmer of hope of? Yeah, it is possible. And yes I can, it’s possible for me. So think about that final thing. And of course that is going to relate to whatever it is that you have to offer them. And I’ll give you an example in a moment so you can see, okay, so start with what is the outcome that I’m wanting to have? And then you can move on. So if that’s the story that you want, so now you can’t just go and tell a hopeful story. It’s not going to work. Okay? It’s not gonna work because people are at the moment, deep in fear, deep in insecurity. So you need to meet people where they are now and acknowledge it. So the way to do that is to either tell a story from your own experience or tell a story that is happening in the media and you want it to be talking about starting with the fear, the what was wrong, and then transitioning through to what happened, what happened next.

So that they get that, that that story then becomes to where the hope is. You can’t just start with the hope because people are not going to be able to hear it. It’s just going to go in deaf ears. You have to start where they are and acknowledge. Okay. so let me give you an example cause this can be a hard thing to think of. So I’ll share an example that you may have been aware of. You might’ve been seeing in the media, which is these beautiful photos that are going around of Venice, the waterways in Venice, that for the first time in a gazillion years people can see the fish. And in fact there are, people have been seeing dolphins. If what I’m seeing is true, how exciting is that? Now, if he just went straight into your communication with people going, how awesome is this about the dolphins?

That will definitely have an impact. What will have a strong impact? Then we’ll make them feel that this is significant for them is if you start the story in… For example, this way it can be, you know, sharing, you know, Oh I know, I get what it’s like. You know, at the moment that you know, you know, L all of us, I’ve got this whole new reality at the moment of we’re being hunkered down. We can’t go about our daily lives, we can’t connect. And I, and you can be saying, look, I know for myself this is really, really new. Like you know, I’m, I’m, I haven’t to change things. Or you could be like, man, you can say, well actually not that much has changed cause I worked from home anyway, but you know, other things have. So you’re acknowledging that and then how that can be feeling like everything is going wrong.

Like it’s the apocalypse. So you can acknowledge those feelings so that people know that they’re heard. Your next step then is to go, okay, but you know what? On the side of every negative, there are always hints of positives and then you tell the story about, Hey, I forgot a link here for you to a photo or here’s a video of can you believe it? That it’s like mother nature has cleansed herself and now look at these, this beauty that nature is being able to that we can see that is coming back. So you can be talking about the story is, but then pulling in the, the, the lesson that comes from that about you know, what, there is hope, there is hope for our environment, there is hope for us. Maybe we’re going to have a new norm and new way that we’re going to be interacting with our environment.

That’s your story of hope and then then it can become part of your Segue. So this is over to acknowledging Pete of Story, Segue, Sell. If you’ve got your story, your segue there needs to then talk about how that hope relates to what it is that you’ve got to sell, because the sell is the next part. So depending on what market you’re in, let me show you how you can be taking this one story and then you can be segueing over. So I’m just looking down at my notes here cause I came up with a few ideas here. If your just say it comes to do with you know that health is one of your, the things that you know, you’re selling something that helps people with health, you can then be focusing on, it just goes to show by simplifying, by clearing whatever this is the health, the change it makes to our environment.

This is the same thing that can happen with you and your body. And this is your opportunity to change and be really focusing on the health, the clear. So you’d be doing it in that way. It could be to do with health. You could be looking at if it was say to do with living naturally if what you’re doing might be around, you know, either it might be a spirituality thing. It might be to do with natural products that you sell. It might be to do if you’re a naturopath or if you’re some kind of healer, those sorts of things. You can be talking about how, you know, this is our moment to really embrace mother nature and to be with, you know, this is going to be something that you’re, that you’re living as a full body and this is your opportunity to change.

Now this is your call from the universe. Whatever language it is that you would use naturally that with your target market. So you can see the same story can be used to segue to a few different ones. So it could be another one could be around creativity where you know, I mean there’s a lots of different stories that you could be using, but even if we talk from this one here at Ken, be around, you know, what this is how can we creatively change what we’re doing? So you might be moving over to creativity, self expression. There’s lots of ways that you can do this. I just wanted to give you that one as an example. But the important principles here are for you to know, you’ve got to be very clear, first of all, on what you’re offering, of course.

But what is it that they need to be able to believe? What is the hope that they need have? And what is the belief that they can do this, that is going to allow them to even be receptive to hearing what you’ve got to offer. Keeping in mind this is for people who, who want what you’ve got. They just can’t hear it at the moment. Okay? So if be starting with there, be very clear on what is the moral of the story that you want to have. And then I want you to think about stories that you’re seeing in the media, stories that are coming from your own life. In fact, I’ll share with you, it’s a little bit longer than I was going to, but I’ll share with you another story that can help you relate to business. Just a simple one that’s been happening that I just noticed this week.

The important thing there is when you are choosing your story, made sure that you don’t just dive through into the happy ending. You need to meet people where they are. You need to acknowledge the fear that they have. And once you’ve acknowledged that fear, then they will be receptive to hear the potential for hope. And it’s only then that they will be receptive to hear what you’ve got to talk about. So your challenge is to make sure that they connect seamlessly and I’ll show you one more story and then a way that, an action that you can be doing this week that’s going to help you to be able to do this. Okay. So one more story because the last one, I think it’s a bit of a push to try to pull it through to business. Okay. So just so you’re business to business another story that you could use.

So choose stories of what you can see that people are already doing now, or it could be stories from the past. You know, the classic one is a thing that was, that’s been going around is about Isaac Newton was quarantined and that’s where he, you know, got all his great, his great theories. So that’s a classic one that’s going around, but you can even talk about simple ones that relate to what’s happening at the moment. As an example, just one of the conversations that I had this week just when I went to the hairdressers as an example. Do you like it? Is, you know, talking about she goes to yoga and so her yoga classes have been stopped but he really loves the yoga teacher. She loves that opportunity to be there herself. You know, to have that time out cause she’s a busy mum.

She loves connecting with her friends that she’s made through her yoga class that she paid. You know, that she’s, God is a regular commitment that she does, but it’s closed so you can talk about, that’s the beginning of the story. You know, how frustrating for her and how, you know, she’s something that she really wants and it’s yet another thing, the one thing that he did for herself that kept her sane and her connection with friends and that’s gone. What is she going to do now? She’s just feeling isolated and the other side of, wow, you know, what does her yoga teacher gonna do? She’s going to lose all the clients. She’s going to go broke. That’s the beginning of your story. People are going to go, yeah, I can relate to that. These are the conversations I’m having constantly. Then you can talk about, but you know what, that fantastic yoga teacher, she went immediately and created a virtual meeting.

So my client was telling me or my, my her client. So my hairdresser was telling me about, you know, what’s, so we actually all met through zoo and through a video meeting and I got to see all of my friends. We all, you know, we put lights and nice, you know, music in our background. And my yoga teacher led us through all the exercises that we did and we still got to connect and I’ve got to carve out that time for myself, for the yoga teacher. She still kept her customers. She still stayed connected. He still was able to make money and she’s still was able to help the people that needed her. So I tell that story for two reasons. One is it shows the hope. Okay. You can see the transition from fear and despair and how you’ve been able to through a story emotionally connect them to potential for hope.

And I also share it because sure I would then be selling on the end of that is, you know, what do you know how to do that? Can you procreate a virtual service? That would be for me if somebody else, you know, you might be doing something else, like how do you know if this is something that is right for your business, whatever it is. If you can tie that in to do with businesses and resilience, then that makes them so much more receptive to whatever you’ve got to offer. If you’re offering say business coaching or a program that helps them with one part of it. So I tell you that one because it’s not just talking about the the business owner, but it’s also talking about the client was happy cause that’s going to be one of the biggest fears that your clients are going to have.

And I know that my clients will have of number one, how do I go virtual? But also, and my client’s going to be happy, like, you know, is this gonna really disappoint them? Am I going to actually help them? That’s going to be one of the objections. So it helps you to meet that objection as well. So that’s just an example of one story from one conversation. Now your homework, your mission if you choose to accept it, is I want you to now just start in a notebook, in your phone, under notes on your computer, where ever I want you to start recording stories and I want you to, when you’re seeing all your, there’s no way that you can not be seeing stories when you’re on Facebook. There’s, you know, all these stories that are going around, videos being shared of these gorgeous Italians having this serenades of an evening.

There’s all these great stories that are happening in amongst the stories. So keep a record of those and I want you to then not just keep a note of them and not just keep a note of conversations that you’re having, thoughts that you’re having, things that people have told you, things that you’re noticing happening in your local community, things that’s happening on a, you know, on a government or a big, bigger business that you can see. I want you to keep a note of all of these stories and that I want you to think about what is the fear that is that the beginning of this and what is the Ray of hope and what is the moral that I can use that can segue that over into how I help people. That is your homework. Okay. And and I’ll actually, as a part of this, I will create a a, a sheet for you, a cheat sheet that will help to guide you through that so that you can remember when you’ve got to come across or any of these stories.

These are the things that I need to ask myself. So I’ll have that. Therefore you as a free downloadable to be able to help you. Okay, so I would love to hear from you now wherever you’re seeing this, whether you’re seeing this on as a podcast on iTunes, if you’re hearing this on iTunes, please come over to the podcast page because I will have that downloadable, that framework. Therefore you, if you are watching this on social media or anywhere, there will be a link there for you where you could go and get this. What I would really appreciate from you is if you have a friend that needs to hear this, please share it with them. It helps me to get my message out further. And if it can stop one more business from going under in this time, that would be success for me.

So if you can pass this onto a friend, that may be the thing that gets them thinking, that’s going to get them started. So I’d really appreciate if you would do that. If you’re over on iTunes, I would so appreciate if you would leave a a review for me, that would be just brilliant. And that helps me to help more people. So if you’re watching this, listening to this as a podcast, I’d really appreciate that. But most importantly, just share it with friends if it’s going to help them. And importantly, I really want to hear from you. So come over, I’ve got a free Facebook group that accompanies this podcast. It’s called the bromance, your tribe tribe. And that’s where we can discuss things here. So let me know, you know, tell me a little bit about your business and we can brainstorm there.

Okay. Some of the things that you can be doing, what sort of stories could work for you and your business? My clients that are in my success circle you know, this is stuff we can be working with hot seats that we’ve got there for you if you’re not in my, in my success cycle, I have got a crazy no brainer offer that I have got just for the moment here of the Corona. So if there’s no links there, wherever you’re watching this for you to be able to see that just message me. Because honestly I’ve thought about what’s going to help you to be able to get results quickly. And also to be able to keep me going with that membership. So I’ve looked up at a win-win so that if you want to know about that, I’ve got there. And also with my accelerator clients, like we’ve, we’ve totally all over this.

So we’re also working with my accelerator clients I’ve put together for you if you want to work with me really closely and just get this nailed quickly. That’s why it’s called accelerator contact me because I’ve also got some really flexible payment plans for you to be able to work with me closely. Okay. So that’s my last pitch at the end. No segue there except I really want to hear from you. If you use this, let me know. Go and also go, I’ll link wherever this is so you can go and check out Pete, go and thank him for his initial framework of the Story, Segue, Sell, and this is my Corona update to that. Okay. Hope you and your family stay well through all of this. And that you just get out there and take action and thrive baby. Okay, bye!