Your Top 5 Strengths and Your Business

Your Top 5 Strengths and Your Business

What are your top 5 strengths you bring to your business? And, while we’re on the topic, what are your top 5 weaknesses? Why does it matter anyway?

That’s the topic of this week’s total teaching episode of Romance Your Tribe Radio.

When it comes to growing your business, there’s going to be certain things that you find really difficult. These are the things you totally suck at and you’re probably really aware they hold you back. Should you be spending your time getting better at doing those things so they no longer hold you back? 

Or what about the other side? There are things that come really, really easy for you. In fact you probably find them so easy to do that you quite often underestimate how valuable those skills and strengths are. 

Should you be spending your time getting even better at those things or is that just really inefficient because you are already good at those things anyway? So why spend any longer getting better at these things that come natural to you? Is that going to help you to grow your business anymore? 

The answer is here today, with evidence to back it up… plus a bonus cheat sheet to help you implement this week.

In today’s short masterclass podcast episode you will learn:

  • The science-backed strengths test I recommend you do…for you, your team, your family, your dog (well, probably not. Though if your dog is like my Leo, it has a top strength of cuteness)
  • A very simple, but powerful, study that answers the strengths versus weakness question for good.
  • The 4 themes of the Clifton Strengths assessment and what that means for you and your growing team. In short they are Influencing, Strategic Thinking, Relationships and Executing…which ones do you think you are strong in?
  • The one theme I have absolutely NO strengths in and why that may be the secret to my happy marriage of 33 years!
  • I share openly my top 5 strengths and how I’ve used those to grow my business and how each of those strengths could easily derail my business and why. 
  • I share what happened to my business when I decided to ignore my strengths and focus on my weaknesses.

P.S. Curious what my top 5 strengths are? Here they are in order.

Communication, Strategic, Activator, WOO, Positivity.

You can find out yours over here.

BONUS WORKSHEET

Plus a special podcast bonus for you today. An action guide to download “Your Top 5 Strengths and Your Business Cheat Sheet”.

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.

Click the image below to download the BONUS worksheet!

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. Well, let’s think about this. When you’re coming to growing your business, there’s going to be certain things that you find difficult that you totally suck at and they hold you back. Should you be spending your time in getting better at doing those things so that they’re not going to hold you back? Or what about the other side, the things that come really, really easy for you that you find so easy to do that he quite often discount that they’re even something valuable. Should you be spending your time getting even better at those things or is that just really inefficient because your already good at those things? So why spend any longer getting better at those? Is that going to help you to grow your business anymore? What that is the topic of today’s podcast. We’re going to be talking about the Gallup strength test, the strength finders test, the strength assessment test.

It’s just been renamed. Um, we’re going to be talking about that particular personality test. What it is, why would you want to be taking it anyway and where are the ways that I have used the results of that to help my clients and to help myself. So first of all, I’m just get ready to take some notes. Okay. Cause today’s like a total masterclass. We’re going to dive in really deep. This is just me and this is a teaching master class. I get ready to take some notes. I will have here for you a cheat sheet that you can download that’s going to be able to give you some questions that you can ask yourself so that you can then make the most of today’s podcast. So you’ve got that to go there with, it’s like a study guide that I put together for you.

But first of all, let’s, I’ll tell you where you can go to find out more, um, because you may even want to go and just start exploring that. Um, as soon as you finish listening here. So let me have your attention right now though. So if you just go for Clifton, C, l, I, F, t, O, n, just Google in Clifton strengths finders, just do that and you’ll be able to find them and say Gallup. So it’s Gallup, you know that do all of the, the the big surveys, all the big research as comes from Gallup, J U Double l, no g Hey, double l u p. So it’s the Gallup strength test, Clifton strength test as well. Okay. So that’s just to let you know that’s what I’m talking about. So let’s dive in deeper about what is it, why would you want to do this anyway?

Okay. The thing that I found really interesting when I first learned about this was that the rate of the way that the research was done. Now I really want to acknowledge a friend of mine, m Ralf because she’s, she’s one of our members in our tribe. She works with corporations with mentoring programs and she also works with building teams. And a part of that is actually running holiday workshops on the strength tests. And it was fascinating. So I went along to one of these romances where I learnt a lot of this stuff and it has been fascinating. I’ve been using it with my clients ever since. Now, the way that it worked is a lot of times you might come across personality profiling and you think, you know, did somebody make this up over a bottle of wine and thought this is a really good marketing thing.

Is there any kind of research that’s been done behind this? So the thing that I love with this is because this has been designed through Gallup, it’s actually been designed unlike a ridiculous number of surveys that have been done and all the research that was done that brought out that there were 34 different strengths that individuals can have now, doesn’t mean that everybody has those strengths. In fact, some people totally, totally, totally suck at some of those strengths. So they’re not strengths at all for them. But they’ve identified 34 and the interesting part is the combination of those is what makes us unique in that, in fact, they were saying it’s like one in $33 million, 33 million chance. Isn’t that funny? I just automatically went dollars, um, that you will have two people that have the same. So how interesting is that? They had them in the same order.

So I love that this has actually been based on a huge sample size and it’s actually been from a scientific point of view where it’s, I’ve actually re ended up with this now that’s just so that you understand that, you know, this is a very credible, uh, test that you can be doing. It’s not going to just be, you know, something that’s just a marketing employee. Now, why would you want to know about strengths? Now, this is another thing that I learned from Anne was a study that that that she, she presented this study that had been done and it’s really stuck in my mind ever since where they took people who were really, really good at speed reading as a, just as an example, that speed reading is not a strength test by the way, but this is an example. People who are really, really good at speed reading and people who weren’t very good and they, this is a nice one to do because he can actually measure, you know, how many words can you read in a minute?

Then I found I can, I graphed it and the people who weren’t very good just had like a tiny little bar on the graph and the people who are naturally good at it were quite high, might’ve been say four times, has been. Then what they did is they gave both groups the same program to learn how to be better at speed reading and then they retested them. Now, this is what I think is fascinating and why I’m now convinced that focusing on your strengths is absolutely the best thing you can do. Any business. What they did is these two groups had exactly the same training and then they measured them again. Now you would expect, of course everybody’s going to improve and that if they did improve, that may be made it so that they, each, each group doubled, for example. Um, or maybe the people who were really poor out of it might’ve got even a greater amount.

Um, because you know, they were starting from a lower point. This is what I found fascinating. The people who were naturally not very good when they did the course and studied and studied when they were in were improved. They were the equal to the people who just did it naturally and that’s as high as they could get. That’s as high as they could get. They could only just with a lot of study and mastery, get as good as the people who just do it naturally without even trying. The other interesting part was the people who are naturally good at it. When they spent time to perfect it and get really good at it, it was off the charts, like their ratio of how much they improved was so much more than the people who weren’t naturally good, who with really hard work, still only got as good as people who would naturally could and didn’t even try.

So, um, for me, that was just like, Whoa, I, okay. It doesn’t matter how hard I work at my weaknesses, I’m still hopefully really very likely to be only getting as good as people who just do that naturally. But if I really, really focus on honing down the things I do naturally, well, I’m going to get really, really good at them really fast and be exceptional. And if I can be exceptional at a few things that I do, then that’s all I really need to be able to create success. And I can create success in a much stronger way because I can always then filling those gaps that I’m not very good at by creating a team of people who are really good at that stuff. So what I’m going to share with you here is I’m going to share with you openly, when I did the test, what were my top five.

Now when you do the test, you’ve got a choice between two reports, one that will give you your top five and then one that gives you your listing for all 34. Now I’ve only ever done the top five, um, when we did the workshop with, and we only did the top five, so we needed, um, and that’s what I get my clients to do. So because that’s really, if you just focus on those five things and really use them to understand yourself, it also allows you to embrace those things and improve them. And also to lighten up on yourself when there are things that you, that you just think I’m so bad at that, that, um, you know what that allows you to lighten up on yourself and go, well, you know, that’s just the wound made babies. So let’s not beat myself up too much about it.

So let me share, I’ll just share with you, um, what mine are. And the interesting thing is every one of these 34 slot into four different categories or themes. So I’ll go over those as well. This is Janet’s just rule of thumb, way like of what does it all mean? Of course you can go over to the website, I’ll put the links in the show notes for you and also in the cheat sheet that I will make for you that you can download, um, where you can go to get the tests done. Um, and you can get heaps more information on it there. So I’ll just give you the overall thing. All of those strengths tend to fall into, well they all fall into one of four main themes and some people will have nothing in some of those themes. And I’ll share with you, there’s one of those themes I’ve got nothing in.

And another one that I’ve got three out of five in be really interesting for you to guess. Okay. So one of those is influencing like how can you, you know, what sort of strengths do you have or not have when it comes to being able to ins, you know, motivate people to do things these could even, you know, with your sales skills as well. Um, and we’ve motivating clients with motivating a team. Then you’ve got strategic thinking how, how, you know, how good are you at being able to, um, think ahead, you know, what is possible and being able to make sense of it. Then you’ve got relationships like how good, you know, what, what’s your strengths in being able to make the, some, you know, you know, the group of people is what is that click that cliche that says, you know, we’re, we’re greater than the sum of us all.

Like, you know, that you can actually make people, you know, work together, um, to be able to do even things better. Like through that relationships and how people interact, how could have your, with those skills. And then also when it comes to like basically getting shit done, how are you at executing? You know, what’s your way of getting things done, you know, are your work horse, um, you know, are you good at taking things that are already existing and, and making them better? Um, are you an organizer? Always lots of things. So, um, there’s those four themes. Now what you might find now is you might be thinking, oh yeah, I can, I can kind of get what I might be, what am I strong in? But of course there’s different nuances depending on your strength in those four things. So even understanding those four themes that some people may be really heavily weighted in one particular theme and other people are really not very strong in that particular theme.

Even just knowing that can help you to know, okay, well this one area here that, you know, this is, I’m going to be good in this particular role and putting me in this particular role, it’s probably not the wisest thing to do. Um, and of course there’s lots of other different [inaudible] it just came to mind. Another really fantastic test, but I’ll talk about that in another podcast that you can be doing. But um, you know, that really build on that. So this can be for you if you are in your business on your own, like are there things that are, you are doing that your core strengths do not fit into that particular thing. For example, executing, are you doing a lot of the work, the stuff that has to get done, but it’s actually not one of his strengths or you better doing something else that reuses your other strengths and having somebody else that’s the real implementer.

Or are you a person that is a really, really good at the implementing, getting that stuff done, but communicating with other people and selling and influencing, it’s really, really difficult for you. And it’s not one of your strengths at all. Maybe that’s something that you need to be getting somebody else to do that part for you. So that’s just as you thinking about that. If it’s just you, um, and if you’re part of a team, well, it becomes a really, really powerful understanding how to make the most of that combined team putting people when there are certain projects and certain parts of the job to be done. Are you getting the right people doing the right things? So that’s understanding those four things. So looking at those, I’ll just introduce you to mind because mine is the easiest one. I’ve got it here right in front of me.

You might be interested to know. I’ve actually, I’m just hold up this shit. If you’re listening, you know, you can probably see it here. I ever actually, um, I loved this test so much that I paid for it. Every single person in our family, my husband, my son, my daughter and my daughter’s boyfriend and my son’s girlfriend and we keep them up on the fridge as a way or having as a reference so we can understand, ah, that’s why they do things that way. Um, so I’ve just added, I do it as a little summary that I have it there on the, on the side of the fridge there all the time. We use it all the time in our family. Um, so I’ve got this here for you, so I’d be really curious if you’ve got those four things, um, might be interesting for you to know that, you know, there’s one particular area, those themes that I don’t have any of my strengths in my top five strengths.

Number six, seven and eight may very well be here, but for me and my top five, the ones that are my zone of genius, the things that, you know, what if I can just really focus on doing, putting myself in a position to do these, I will just knock it out of the park. But for me, the thing that is always going to be the thing that takes a whole lot of discipline is actually the executing really great at the ideas, strategizing, making, you know, planning it all out. But when it comes to the nitty gritty of doing all the boring stuff, ah, drives me crazy. Whereas I happen to be married to somebody, um, who that he’s number one strength is in that zone. So what I talk about this, that’s why I’m married just and well over 30 years. Um, because I get the ideas and then he makes them happen.

Great. Um, so for me that’s an area that I don’t have a lot of strengths in naturally. Um, but when it comes to influencing baby, I am, I am a heavily stacked there. So I’ll, we’ll go over what my ones are, how I have used those in my own business and a few things that I can give you that can counter them or it can be nice complimentary ones for them that have noticed that some of my clients I’ve got. And then I really would love to hear from you. Like what’s yours? Did you go and do the test, the Gallup strengths test or Clifton strength tests? Just Google either of those and we’ll come up. Um, did you do the test? What did yours come out? I would love to know. So I will share in here, I’ll show you what mine are, but I’ll also put them there in the, in the um, in the show notes.

So you can just go over and sticky bait and we can compare. I’d love to know, okay, so my number one and this, these are in order. Okay, so you’ve got from one to five. These are the order which things do come naturally for me. My number one is communication. Now where does that mean for, um, what’s the downside of having that and what is an upside? Well, the obvious upside is that I can communicate my ideas to people. That is a really good, the other upside is like when I’m developed, when I’m creating, um, say this podcast episode, I’ve had to do minimal preparation. I know I could run a one day workshop, a two day, three day workshop with minimal preparation because I can just communicate it, I can work out the things as I’m going, I can get them across, I can suss out when people aren’t understanding it and I can adapt the message.

So that is a real strength. There is a weakness that goes with that though because it comes easy for me. Sometimes I’ll under prepare and so I’m don’t do as good a job as I could because I go, oh, she’d be right, mate. I’ll wing it. However, as part of me going, okay, if I want to be a much better communicator, that’s going to mean taking the time to prepare better, take the time to prepare. What is it I want to say? What is the core message I want to get across and what else can I be doing to communicate? So that can be in person, it could be writing, it could be through audio, it could be through doing more presentations. It can be being more of a, as a podcast guest, as well as a presenter is what other ways can I communicate and how can I really hone my message constantly to get clearer and clearer and concise.

So by me focusing on that, my aim is to become exceptional at that because I am naturally, that’s my number one thing. So as you can see, if I decide to ignore it, I can be doing a good job. But knowing you were good at that chord, which means I’m not really being able to impact as many people as I can. Okay. So for you, I’d be really curious. Do you think communication may be one of those things? Like when I described what it means the way I, I have quite often approached it. Could you relate to that or are you going no way babies that night? Number one, like I’ve really, really got to practice and practice and practice and practice and practice to be able to present to people. Love to hear that from you. All right. The next one is an activator.

Now an activate. No, sorry. My next one I’ll say activate is my number three. Okay. I said that first. Uh, I was looking at my wrong list. I’ve got them all systemized, um, into categories. But, um, my, Nick’s, my number three is an activator. Now an activator is an influencing, just like communication as an influencing an activator is somebody who can inspire. Everybody said like, let’s just get this stuff happening. They’re really good at inspiring people to just get started. Now where are the advantages with that? Well, they are all fears that, you know, for me as a person who mentors and coaches people, I can really motivate them to look, let’s just get this shit happening. Let’s make this happen. You know, how can I help you? You can do it. You can do it. Here’s where you start. So that’s why I focus a lot on where do you start?

What’s going to be the fastest path? Let’s get rid of all the clutter and just focus on what’s important. So that’s one thing that I do really well, um, where it can become a disadvantage is very often I’ll do that myself. So I, you know, I’m, I’m very, I implement very, very fast, but it also means that sometimes I can go, right, let’s just get this happening. Couldn’t, I will make things happen really fast, but I may not necessarily have briefed everybody around me about what we’re doing because I’ll just go straight ahead. Um, and so I have to make myself slow down and bring the people on my team along at the same pace. So for me, that is what can I be doing better? Well, if I’m going to be an activator, if I want to activate others, I’ve got to make sure that they fully understand why are we going at this pace and warm.

We can all go at the same direction. Um, and the same when it comes with working with my clients. For me to motivate you, it’s not just enough for me to inspire you to start. Then my thing is, okay, well what do I do to make it easy for you to start? So that’s why you’ll notice I use lots of action plans, cheat sheets, um, templates, those sorts of things because I know that that’s gonna help you to just get that stuff happening now. And why I focus a lot on [inaudible], you know, it scares you, but let’s just step into that and grab the excitement and make this happen. Now, it’s why I run with my VIP clients, what I call GSD days, also known as get shit done days. Um, that’s why I do them because that’s a natural way for me to work. So build on that.

So is that, does that sound like you are, are you somebody who can inspire people to get started? Or maybe if I, our looking across here at some of the other ones that people have. So that’s an activator. Maybe the way that you, that you really inspire people is you’re very highly competitive, you know, being competitive. Is that actually a strength? Are you really good at motivating a team to beat somebody else’s score or what somebody else is doing? Um, that may be something that’s, that’s and comes natural to you. For me it doesn’t, um, I’ll never, I have to really work hard to be able to compare, you know, to beat somebody else or another group. I’m more, and let’s just get going and get this happening. Um, okay, so now I’ll look at what is my number two strategic. So for me it’s very, very easy when I work with my clients to see, okay, these are the next steps you’ve got to do to get to there and this is what I see is unique about you and it’s really, really easy for me to say, help them work out their steps in their programs that they work with their clients for metalwork out their signature system.

For me to work out. Okay. In order for me to get to where you want to go with how we’ve defined specifically for you, what your business model and success is going to be. I find it really, really easy to see the patterns. What are the steps? What needs to be done, what has to be done in what order? Even if it’s not my own business, I can come into somebody else’s business and just do that so fast. Something that other people may have to work through a long process and it may take them days, weeks or months. I can kind of walk in and go, it’s obvious isn’t it? Isn’t this obvious? Like, you know, we’d like, let’s just knock this over. We can get activator, let’s just knock this over. I can, I can plumb map it all out for you an hour.

Um, it’s because for me, those patterns are really, really obvious. That’s a strategic, that is a really, really good way to be able to do that. Where it can become a disadvantage for me is I can see what is possible and I get excited about what is there and um, and I’m just really keen to let’s just make this happen. Um, and so there can be that real [inaudible], you know, appalled to meet or want to move forward where I’ve just gotta hang on, stop and let’s just get these other, you know, these things that we’re already doing in place. So that can be a drawback on strategic. But if you understand that that is an advantage that you’ve got, then doing things that allow you to go in and use that zone of genius. And so I think this is one of the things that I’ve been fortunate in the business model, I’ve chosen working with different business owners to help them create their online programs, their frameworks.

What’s unique about them is I’ve got to work with so many different businesses now, so many different people that I’ve really got to test myself on. Can I do it for somebody that works in something that that is, I’ve never worked with somebody in that industry before or that or person with those type of personality traits. So that’s a great way to practice and get better at it. So that’s um, those ones there. So, so far two of those have been a communicator, an activator were in influencing and the strategic was in strategic thinking. What seems like the Meta name. Okay. I’ve got two left and these are the ones that are for me. Um, the next one is called woo, which I thought was really interesting, but, but it’s an acronym for winning others over. And this is another influencer. So I’ve got three in the influencing group, which means I can really help people to just get stuff done and keep them motivated.

Um, and, and the Wu is, means that I really love meeting new people and also making them feel welcome, you know, breaking that ice. You know, when I’ve gone away traveling with friends, say we’ve gone to, I remember one time in particular going away, um, to a business conference over in the United States and there were four of us and, um, four women all traveling together. And we were, you know, we were doing a bit of a, a road trip as well. And when we needed to find instructions or somewhere or where was the best place to go for dinner or, um, you know, even just, you know, just making those decisions, finding your way around things. The goals would actually, the other three would turn to me and say, Janet, don’t find as a framework. Um, and find out the answer. I go, okay. And find a friend who would be, not just tell us the answer but want to come over and, and, um, made all my other friends and can I help you to get there?

So, and that’s just a natural thing to do. It’s something I like doing. So that’s why it’s really good. You know, I’ve been able to hone that through the work that I do, um, by really helping people to feel welcome and then also that motivates them to, to go and do things for themselves. Um, but where, is there a drawback? Yeah, for me there is a drawback that, um, I sometimes I just need to stop talking and just get the stuff done. If there is somebody new here that I haven’t met before, I will be, I’ll just really want to go and know their story. I just really want to know them. I want to meet them, I want to get to know them rather than going, all right, just step back and let’s just focus on whatever else you’re here for. Um, so for me it’s kind of like, oh, there’s a potential friend, but I’m not, I’m going to ignore them for the moment because I’ve got other things to do.

So that is a drawback. Okay. Now the last one, which is positivity I would have thought would fitted in under influencing, but it doesn’t, it fits in under relationships and positivity is, is, is I’ve actually got a whole list of all of the summaries here. Um, it’s basically they can get excited about things that they’re gonna do. It’s, you know, I contagious enthusiasm. Um, and so you can see that, you know, combining that with it, an activated to get people to get stuff done, um, and win people over. That’s why, that’s why I think that’s why my clients get results as long as, especially if they’re working with me closely, is I always keep them motivated so that when they start to get the self doubts, ice dual believe, and then let’s go, go, go, um, you know, we can do this, we can do this, you know, supporting all the way.

It’s something. So they get the results because they’ll keep motivated. They keep on going, they’ll the self-doubts don’t have a chance to stay there for too long. Um, so I think that may be one of those reasons, plus combined with the strategic, you know, of where are we going? Um, so for me that’s been how using those strengths has meant that I’ve stayed in the right work in my business. Now let me tell you about a time when I didn’t and what it did to my business. Now my business, wonderful web women had s uh, was very much starting from me doing, communicating constantly. I was doing interviews every single week and I, um, was motivating people to take action. That was my business model. You know, when people paid for the recordings, people pay to be part of the tribe to get motivated. And that worked really well.

And I was always in my flow. I felt great. But then it got to a point where I was lists. I started listening to much too, you know, what I thought I should have been doing because I’d been doing this for years and I thought, well the sensible thing is how can I move myself out of the business so much? You know, how much can I systemize this whole business and move myself out of it? Cause that’s a clever thing to do, you know, to get myself out of it as much and then I’ll just sit on the beach and just let it run. So that’s what I started to do. I really automated so much of the things that I was doing that I wasn’t doing as many of them, which is a good thing. But what I was also doing was I was really automating the communication, the motivating.

So I stopped doing so much of that hands on and a lot more of it was sort of like prerecorded. Um, it was, there was a less of the live staff and you know what? I stopped bringing my energy into the business and I could feel that I was starting to get lost because I wasn’t in my zone of genius all the time and I could feel that the energy within the tribe that I’d been creating was kind of dropping down a bit. And I was thinking, what am I doing wrong? I’ve been building the business and as part of my, um, you know, doing a whole reinvention of my brand to close wonderful web women and open up romance your tribe. As part of that, I worked through a process including these strength tests to really get clear on, you know, what did I want?

What were the things that lit me up? What did I want to include in the business because I loved doing it regardless of if it’s efficient or not. Um, and that’s actually one of the processes that I work with my clients, every client through the prophet in new module, I guide you through that process so you know that you’re creating a business that is a systemized as it exit can be, but still gives you that opportunity to do what lights you up, what you do well. And as part of that, I recognize, you know what, I really need to be doing a lot more of this live communicating and that’s why you’ll notice that’s, that’s the reason why I do a weekly podcast and why every second one is an interview with somebody who I respect because that feeds my soul. I missed it and I am a loving it.

That’s, I’m just a really loved doing all these interviews and it’s y through my, with working with my clients that I’m doing a lot more of that hot seating now with my VIP clients. We’re hot seating every single week. I tried to move myself out of it, but I, I just, I didn’t, I didn’t get the joy. So now every single week I’m connecting in-person with my VIP clients and having the opportunity to do the strategic stuff, do the communicating. Um, and I love it. I they, the highlights of my week working with my clients in those live video huddles. Love it. Like my energy after those is high. Um, so for me, that’s what I did. I really, I had to build that back in. So for you, I want you to ask yourself what it go and do this. Go and do the strength test. So it’s like to go and do the five ones is like 20 bucks.

Like we’re not talking hundreds here. Um, is, have a look at those. And Are you allowing yourself to do those things that you do really, really well? Like are you allowing yourself to be in your zone of genius? Cause not only is it gonna make your business stronger, you get so much more joy from what you’re doing. You will really, you know, it brings that beautiful energy and that infuses through everything that you’re doing. So I want you to ask yourself, you know, am I actually allowing myself to perfect to really get better at the five things that I’m naturally really, really good at? And if not, what can I do to change either the way I’m marketing or the way I’ve structured my business? What can I do so that I make sure I bring that in and I can systemize the other things that, you know, that other things that I perhaps don’t do as well.

Um, so that’s why my business has got lots of checklists. That’s why I’m systemized because I’m really good at working out what we need to do. But I need a delegate to every, to my team. Um, and so, and I don’t want to be involved in that nitty gritty sort of stuff. So that’s why we have systems and processes and they just have to follow it. Um, so you know, are you systemizing the things that are not your zone of genius or finding somebody who you can bring in that can do that stuff that loves doing it. Weirdly. Um, so that’s my lessons to you. So what we’ve covered is y the Gallup strengths test or the Clifton, um, strength finders test both names, both. We’ll get you to there. Um, and the links are here. Um, I’ll have them on the podcast notes and in the cheat sheet that I’ve got for you to go with this.

So we’ve looked at why would you do those anyway, remember the story I told you about, you know, if you’re weak at something, it doesn’t matter how hard you work at it, you’re very, it’s very hard for you to get better then somebody at the level of who’s naturally good at and just didn’t even try. But if you are good at something and you work at honing that craft, you aren’t going to just be amazing. So we talked about that. I’ve shared with you the four different themes that the Gallup strength test fit up. They were in brief influencing strategic thinking, relationships and executing. And then I’ve shared with you personally like what are my five strengths and what does that mean for me and my business? What does it mean if I, you know, with each of those strengths, what makes it so that I can do things well, but what are the drawbacks that I have to be aware of that come with having that strength and what went wrong when I decided to ignore those strengths and it actually cut a lot of those things that I did naturally will cut them out of the business.

What went wrong? And then what did I do to correct that? So that’s my little wrap up of what we’ve done. And my challenge to you is go and do it. Go and do it. Now this is Janet the activator saying, go now, um, it’s only 20 bucks. It doesn’t take a long time to do it, but you get the really comprehensive report on what does that mean for you. Um, if you’re working with me in any of my programs, I’ve got the links there for you. Um, whether you’re in the success circle, whether you’re in my accelerator program or you’re working me closely with me, um, as one of my tribal leaders, no matter what, I’m one of those, you’re doing share what those results are because as part of that tribe, I will then with my strategic understanding, be able to say, you know, what, looking at this, this is the kind of stuff that I could see would work really well with you when it comes to running your business and designing your business model with that Combo that you’ve got.

Um, I love doing that stuff. It’s kind of fun. So yeah, if that’s part of what, you know, that’s what we do in part of the program and we base that as a foundation to build your business. So it’s really, you’re going to be uniquely you. Um, Yep. So go and do that there. Otherwise come over into the romance, your tribe, Facebook group, it’s free. Um, you have to apply to be in there. Um, so, um, and when you get in there, that’s where we can talk about this in more detail. So go and do the test and go and share in that group as well. And we’ll have another really good discussion there. And what does that mean? So if you can find other people who have some of the strengths that you have and what does that look like for them when it comes to implementing.

Okay. I love this stuff in business like business development, personal development, same thing for me. There is no faster vehicle for personal development then running your own business. So the more that you can get to understand about yourself and develop your understanding of your strengths and how to build on those, the stronger you’re going to be in your business. So you can never do enough of this work. Um, so I would love to hear from you. Um, either send me an email if you’re in my programs, hey, we will. I’ll let me, let me help you work out how to use these in your business. If you’re in the right actual tribe, free Facebook group, find others who’ve got the same strength. Drop me an email. I would love to hear from you. And if you’re on the podcast page, go down here and leave some comments cause people don’t leave comments so much on blog posts anymore. They tend to come over and use it on social media. So I get excited when somebody actually leaves a comment. Um, it’s not just me, it’s I’ve been, my peers have been finding that as well. People don’t leave as many comments on blogs, but they’ll come over and talk to you on Facebook and you can come and talk to me. Everything okay? Go get them folks. Looking forward to hearing, uh, what your strengths are, baby. Bye!

How to Get Big Corporate Contracts

How to Get Big Corporate Contracts

If you’ve ever thought getting  big corporate contracts is impossible for your small business, then prepare to get your mind blown today.

I know I did!

Today I introduce you to my friend Randall Dobbins from Business Partner Blueprint who specialises in helping women and minority owned businesses play with the big boys (and I hope more and more big gals). Randall comes from the unique position of being the person who was tasked with finding and negotiating millions of dollars of contracts for one of the largest oil companies in the world. He knows what these big companies look for and saw first hand the common mistakes made by businesses hoping to land big corporate contracts, which meant they never stood a chance.

Now he owns a company that trains and mentors minority owned businesses so they are fully prepared to go after corporate contracts and then retain them for years, if not decades.

We dive into the common mistakes small businesses make and then the 3 core areas they need to prepare before they even consider approaching a corporate buyer. 

And hey, if you’re thinking this is not applicable to you because you’re a service provider like a yoga teacher, massage therapist, physio, business coach, life coach, {insert any type of business here} then you absolutely must listen to today’s podcast. I know my mind has been buzzing with ideas for my VIP clients since interviewing Randall.

Here’s what you’ll discover today:

  • Why corporate contracts have been a “white boys club” for so long and why that is changing right now.
  • The $30 TRILLION dollars worth of corporate contracts just the top 500 companies pay suppliers for… that’s a HUGE opportunity!
  • The incredible range of products and services that corporates need suppliers for.
  • We workshop examples of a massage therapist and a coach and case studies of how people in those exact industries have landed big corporate contracts.
  • The number one thing you MUST be prepared to present if you want any chance of your proposal even being considered. (with examples of exactly how to do this for the case studies we’ve chosen).
  • How to speak the language of money with a corporation.
  • How companies make buying decisions and how partnering with other businesses may make your offer a no-brainer (oooh my mind was buzzing over this one and the simple examples Randall gave)
  • How to demonstrate you can actually service a contract even if your business is quite small.
  • The unexpected answer Randall gave when I asked “What’s one thing listeners can do THIS WEEK to get started?”
  • You can get extra great training on negotiating contracts and more advanced strategies from Randall over at www.corporatecontracts101.com

Plus action steps you can take THIS WEEK to create a  content marketing plan that builds on the strengths of your connection style.

BONUS WORKSHEET

Plus a special podcast bonus for you today. An action guide to download “Corporate Contracts Prep Cheat”.

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.

Click the image below to download the BONUS worksheet!

Randall’s Bio

Randall Dobbins is the founder of Business Partner Blueprint, the world’s #1 small business accelerator delivering corporate supply chain education and training to women and minority business owners around the world looking to build legacy businesses that give back.

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 and welcome everybody. Janet Beckers here and I’m really excited to welcome you to my beautiful friend, Randall Dobbins. Hey Randall!

I’m so excited to have Randall here because we got to spend a bit of time with each other. I bet a year or so ago, when we were both maybe meeting at different events and we just really hit often. It is so lovely to connect again and especially because Randall has a really unique business that helps on so many different levels. We’re gonna dive into that. But now here, if you are interested in getting corporate contracts, if you’re interested in your business, even your business, if it feels really small in being able to get these really lucrative contracts that go for years and years and years in the corporate market, Randall’s your man. So that’s what we’re going to be talking about today.

And also with this, we’re gonna talk even further about this extra twist of the other expertise that Randall brings to this where not only with corporate in getting those contracts, but also what do you do if you’re in a minority that you are yourself, your business is owned by minority. And we’re gonna talk a little bit about that because Randall’s got some.

I’ve learned a lot about this market just before we got on here. So I’m really looking forward to sharing those insights with you and about the contracts. So, really looking forward to today, Randall.

Randall Dobbins:             Likewise, and thanks for having me on. I appreciate it.

Janet Beckers:                  Yeah, it’s going to be fantastic cause I know when we first met, I had about a year where I was taking part in a mastermind group with Ron Novak and I was over in the US for two months out of a whole 12 months. I was over there I think four times and a lot of that was really immersed and we met at the very beginning and again at the very end. And what was really lovely is right at that beginning, I can remember you Randall saying, “you know, I just want to talk to you about what I’m doing”. And we had some really good conversations and insights into who you help. Then a year later, seeing the progress that you had made on what you were doing and your amazing persistence. And now it’s been a year and a half later and seeing that growth. So it’s been, I feel as if I’ve been watching being part of this business evolving. It’s exciting.

Randall Dobbins:             Very much so, and it’s been an amazing journey. I think my journey is similar to a number of people that go after corporate contracting in terms of the perspective of being a business owner. A lot of what you talk about with romance your tribe. You can have a great idea, but wrapping a business around a great idea is a very different proposition.

Janet Beckers:                  Yeah, absolutely. And just really understanding that market well so that you can know what you need to be offering. Yeah. So what we might do here, Randall, is we might spend a little bit of time today we’re going to talk about you and who you help. We had a talk about the concept of minority on businesses and what does that mean and the extra challenges that come there. And then we’re going to spend the bulk of our time, we’re going to dive into some real how to’s on understanding how to get corporate contracts. So we’re going to split it up into two parts for everybody listening. It’s going to be really interesting. I know that I’m going to be learning a lot. So tell us briefly, Randall, who is it that you help and how do you do that?

Randall Dobbins:             Alright. So, corporate contracting — any corporation can have anywhere from 30,000 to 60,000 employees in their — I’m sorry — suppliers in their database in any given time, 30,000 to 60,000 suppliers, people they do business with, they purchase goods and services, they buy some of everything. Pretty much everything you have in your house, they purchase from the washroom to the kitchen. And everything in between. Wow. Then, of course, they purchase items that are specific to their manufacturing. So if you think of, for example, Ford, clearly Ford buys everything that goes into a car or a truck, but Ford buys everything else that you need to put those together. So they buy real estate, they buy furniture, they buy consulting services, they buy health and wellness, consulting and education and various products, insurance products, cleaning supplies. They purchase everything. Historically, what’s happened is… it was a boys club, for the most part, because for the people who had the vision to start those kinds of businesses, they had people who had the vision to figure out how to supply them. And that came at the expense of doing business with folks that didn’t look like them. Women didn’t look like them. And people of color, it didn’t look like them.

Janet Beckers:                  Right. Yeah. Cause that would be doing it through introductions, through their mates network.

Randall Dobbins:             Absolutely. Or, their best buddy from high school or from the golf club. It wasn’t a — there was an effort to keep people out. I mean, in some places that’s exactly what it was, but in other places it was just, “let me go with who I know.”

Janet Beckers:                  Yeah, yeah.

Randall Dobbins:             So, now that we’re at a point that these organizations have grown so large that they accepted, they have a responsibility to create opportunity for others, primarily because they consume so much resources. You can’t be a consumer of resources and not find a way to share the wealth.

Janet Beckers:                  The companies we’re talking about are like these fortune 500 companies, they’re big, big companies that have a big impact on the economy.

Randall Dobbins:             Absolutely. Just the fortune 500 the top 500 companies alone. The global 500. That’s mostly public companies. There are a handful of private companies in there, but just those 500 alone and now, 2017 they had annual sales in excess of $30 trillion with a T.

They put that in perspective. I tell folks, the budget of the US government, which is one of the larger government, it says just over $4 trillion. The US economy that a lot of people are trying to sell into is $19.1 trillion. Yet these 500 companies, not the global 1000 not the global 2000, just the global 500 account for $30 trillion worth of spend every single year.

Janet Beckers:                  Right. Wow! So, I mean, that’s when you’re talking about how now they becoming aware that what we’ve created this white boys club, now we have this responsibility to change this. You can certainly see, I mean, if they’re having a bigger impact in the economy than a government , I can really, they influencing so many people. So yeah, continue on. So how does that then, with the people that you help, how does that affect?

Randall Dobbins:             So, what’s happened is about 30 or more years ago, especially in the US companies realized that they had a greater responsibility to the community. They started with doing community outreach programs where they would start foundations or charitable giving arms and they would help the poor or help out in education, build schools, all those kinds of things.

When the emphasis became “Okay, you all have created an economic powerhouse. So if you really want to help communities, then you need to create sustainable economic opportunities for everyone else to get to that level. And as well as you. So, a lot of them created what’s now referred to as supplier diversity. And supplier diversity is not only are they looking at diversity and inclusion within their employee base, they’re looking at diversity inclusion to their supply base. Here’s where it’s great for entrepreneurs and small business owners.

Pretty much in every economy. Most innovation comes from small business owners. We tell the story that you have to look at a big business to kind of take some of the mystery and mystique from it. You have to look at a big business is nothing more than a small business that did a lot of things right. They had better been around, they probably would have been having conversations like we’re having, but even the people that created this, this technology that we’re using, it was just an idea in someone’s head.

Same with Ford Motor Company. Same with the people that create the light bulbs. Same with Elon Musk with Tesla. All of these were just ideas like your community and my community and all of us have just have an idea and we wanted to do something big. And so, a lot of them realized, especially now, as we have gotten into the 21st century and we’re moving forward.

They understand that their customers either direct or indirect are mostly women and minorities. 70% of their customer base is now diverse or non-white males.

Janet Beckers:                  Right!

Randall Dobbins:             And so they’re saying, “hey, if that’s what our customer base looks like, then our employee base probably needs to look the same”. And by extension, the people we buy from probably needs to look that way. And given that small business is really and truly the source of innovation, which is where their next leap and growth and everything is going to come from. We not only are major employers in any economy, but we are the major source of innovation. And so, they’re looking for us. They need us. The issue they have is a lot of us aren’t ready to do business right now because we don’t understand that market. So, that’s been where the problem has come in.

They argue they want to do business with a diverse business owners or minority business owners or women business owners, but we aren’t ready. And it’s like, well you say, you take an example a somebody like Hewlett Packard wants to sell or Dell wants to sell to Ford or a large bank — well, it makes sense. It’s like I can see how I’m going to have a great compatible relationship because they’re big enough to supply all the parts and services that I need. And I’m big enough that I can afford to write a big check for all of that. \.

If you come back and you say “Well, okay, I’m not Hewlett Packard, I have a local IT shop right here in Melbourne or Perth or Austin, Texas where I am and whatnot, how do I get into that because I can’t fulfill all of their global needs?”

Janet Beckers:                  Yeah, that’s absolutely, that would be going through my mind.

Randall Dobbins:             Absolutely! We’ve had this log jam where there’s a lot of great small business owners that didn’t have what corporations refer to as capacity to service the contract. Not only was there an issue with capacity to service the contract, there’s the issue of are they contract-ready? Meaning, do they even know how the big boys go to market and how they buy? And so what we talk about is there’s a three steps that really need to wrap their mind around.

One, you’ve got to have a value proposition or a product of service that a customer says is valuable to them. We’ll drill down into this a little bit more.

Janet Beckers:                  Cause I’m about to school tour. So you mentioned the three and then I’m going to grill you.

Randall Dobbins:             Alright. Number one, we got a product that they say’s valuable to them. It’s kind of like me telling my girlfriend, “Hey, you’re going to really love the way I kiss your hand.” And she goes “No, I like the way you kiss my neck and if you don’t kiss my neck then you didn’t kiss me at all” you’ll be kissing her hand but there are a lot of guys that there’s like “Hey, I’m a great hand kisser. All right, I’m the best hand kisser.”

Janet Beckers:                  That is the most unusual example, I think, I have been given here on this podcast.

Randall Dobbins:             I got more of them, I’ll keep them coming. The second piece is you have to sell the products and services the way they buy them and that one is huge. That one is really big and that one is one of the greatest limiting steps for a lot of us small business owners and diverse business owners. And then the third one is we’ve got to be ready to handle the contract because they’re not giving it to us for our ability to service their needs today. They’re giving us the contract for our ability to service their needs tomorrow.

Janet Beckers:                  Right!

Randall Dobbins:             Okay, and so they’ve gotta be comfortable that if we get our foot in the door and we work with them, that they can take us every place they think they’re going to be. Which is also what makes it an amazing opportunity.

Janet Beckers:                  Yeah. Cause I mean, if you can land one of these contracts, if they’re thinking about for tomorrow they’re thinking of you long term. You might be investing a bit of time up front, but this could be something that’s going to be providing revenue into your business for decades.

Randall Dobbins:             Absolutely! We see in some cases, you take the McDonald’s company, and I don’t care what country you’re in, they have a company called Martin Brower. You can go to the Martin Brower website. They refer to themselves as the logistics company for McDonald’s. Then, you might say, “What does that mean?” Okay.

First and foremost, those two companies started on a handshake for, at this point, over 60 years now they’ve been together. Martin Brower, when they was talking about logistics, Martin Brower moves the beef from the Australian farmers to wherever in the world. McDonald’s needs beef, they handle all the warehousing. And so any place that McDonald’s needs a warehouse for all their other goods and services, Martin Brower has responsibility for making sure that everything that goes into a McDonald’s store, gets there at the time they need it without having too much inventory or having too little inventory. They do all the math that goes on in between to make sure that whether you drive in after a huge soccer match or a rugby match or you drive in, in the middle of the day where nobody’s doing anything, that you can get your Big Mac and fries.

Janet Beckers:                  Yeah , because I’m going to get all of it we’re out. We’re out of that today. Do you want to know what the daily specialties instead?

Randall Dobbins:             Alright. But I mean, it’s an amazing concept where you say there’s a that kind of relationship, like you say, that has extended for decades. For the suppliers that have been with them for over a hundred years. You know, other companies I’ve been around for awhile, it’s like “Yes, a Hewlett Packard in Disney. “When Walt Disney put Disney together, he and Hewlett Packard have had an arrangement that is still standing to this day.

Janet Beckers:                  Wow. So that’s, I mean, that’s the potential that you can have that these long-term relationships. So, if we go back now, because if we think about these three things that they’re going to be making their decisions on. So if we, if I give you an example of some typical people who may be listening to this podcast, can we now look at what do you have to know in place so that you can maximize your chances of understanding how that works? Will that work? Right?

Randall Dobbins:             Absolutely.

Janet Beckers:                  Well, a lot of the people who I know are listening here, they are the experts at what they do. So they are maybe a coach or consultant or service provider. So, an example of somebody going into corporate might be somebody who can go in and for all of their stuff they can be starting to run, say health and yoga programs for the staff.

Or they might be somebody that does some kind of training that they can be using for team building or for corporate training. Or they may, they may also be creating some sort of products as well, but a lot of these people may, it’s their expertise that they may be packaging together to be able to help a larger group of people rather than one on one. So, if we take us that sort of person that would be thinking “Wow, like this is huge potential. Like I’m so red. I really, this is a great, you know, I wanna be able to see how do I go into the corporate market?” — What’s some of the things that they need to learn or to have in place to be able to be able to do that with confidence?

Randall Dobbins:             So, every group you mentioned, corporations buy those services. I have a friend that actually has a massage business and she actually goes in, she’s a massage therapist and she actually goes into a large oil company, the world’s second largest oil company. She goes into their headquarters in The Woodlands, Texas, and provides massages onsite for their employees. So, you know, I tell folks, and I want to be clear with everyone on this, because we get a number of people that like beauticians as stylists and other kinds of things. You have to differentiate between what it is the company buys versus what the company employees buy. Okay. And so then, you know, which specific one of those are your customers. But let’s be really precise about the question you just asked. The issue is not will the company buy it? The issue is, is there a compelling business case? Why, if it’s something they hadn’t done they need to do.

Now, you mentioned the coaching. Let’s take coaching and wellness. You pretty much pick any economy and there’s a potential for a loss of productivity or potential burnout of employees. I really don’t care what the country is, especially in the fortune 500 as competitive as it is. So, a lot these companies now are looking for proven programs where they can make their employees more productive where they can reduce the stress, where they can make the work-personal life balance a lot more. There’s a lot of work for the people in the coaching space right now that corporations go “If you can demonstrate to me that it is a value to my company and I can see how it’s going to pay for itself, then I’ll give it a try”.

I absolutely will, but you’ve got to make that case for me. So, where we fall down is we don’t, we oftentimes don’t know how to make that case. It’s like if you have someone that has like a nutrition program, because I came across a lady who is a personal chef for a leadership team, a corporate leadership team. They are committed to healthier eating. That’s who she serves is what we call it, the C-suite, the senior executive and she provides — she has a nutrition plan that helps them to stay fit, mentally agile and overall healthier.

So, what they had to do though was she had to talk through why is that important to them and what does that mean for their business, for them to be nutritionally sound. She was able to talk to them about that, what that means, how that helps them to be more productive and she was able to get in and succeed.

But it was all about the ability to communicate why this is important. And she did it in a way where she could explain to them the cost of not doing it. So, you started looking at if you don’t do it, what is the cost of a sick day? Just the pill is on you. Just a little bit more, just little deeper into this. Just say hypothetically, you can just pick some average numbers. You have an employee that costs 100,000 a year. You can take their salary, their salary could be $60,000 USD but then you throw in benefits and overhead and everything else, their cost of the company is $100,000. And then you can divide that by a 280 days in the work you’re excluding weekends and holidays, all right? or an hours, 2000, 80 hours, And you start saying, okay, if I divide 2080 hours into $100,000, I know what that employee is costing per hour.

Now, if they’re off work for three days, three, eight hour days, 24 hours, I can now quantify that cost for that person being out. If they are worried about their children because we’ve got people running crazy with guns and this, that and the other and whatnot and if I’ve got a solution that actually helps folks be more protected, if I’ve got a solution that helps people to be more aware and other kinds of things, then I can now quantify the impact of that to the organization. If I know that I’ve got a planner or I’ve got a team building technique or a process that allows them to be more productive, if I say in a 2080 hour work year, what if I can get you an additional 208 hours, 10% of productivity?

I’m beginning to talk to them. And so they can then understand this is why we need to do this. This is how much money is on the table, this is how much productivity we’re losing, this is how much time that we get to get back into the company. This is how much more effective we’re going gonna be with regard to a whole host of things. So that’s the way you kind of have to think through how do you create a business case for change?

Janet Beckers:                  Oh, I love it. That is absolutely brilliant, Randall. And you know what that’s the thing where I’ve noticed other people, they will struggle with that because they will go “you know, we all might be able to go, okay, well I can, I can understand the benefits of being healthier and all of those sorts of stuff.” But, businesses, they’re speaking the language of money. They need to know what are you going to save them or you want to make them. I love that you have given such a really good example. I love how you use the term, it’s purely young and more. I just love that visual is because that’s a lot that, that is perfect because that’s a really great way to take something that you may not think, you know, you can say it’s a definite cost. It’s going to add money to the company, but you’ve just shown how to relate that.

Perfect. That’s a great one to do. So, yeah, that’s my challenge. If you’re listening to this and you’ve got even one of these examples that we’ve been talking about is my challenge to you is how can you break down exactly what Randall said there and apply it to what you do. And if you do, let us know. I’d be really excited to hear how you’ve done that. So, I’ll do the next one then. Say, people don’t know how to actually position this. How do they actually present it to the corporate? So what’s the next things that we need to know?

Randall Dobbins:             The next issue, which is the next gap, is people oftentimes don’t understand how corporations go to market. And my example on this one is imagine you’re going in to buy a new car. You’ve done all your research, you’ve done all your homework. You know exactly what you want. You know the make. You know the model. You know all the features you want. You know the color. You know whether you need a mini van, a convertible or a two-seater or a four-door sedan, an SUV. You know, everything you need.

You go to the new car dealer and you see this really attractive salesperson coming your way, all eager and excited cause they, they feel like they’re going to close the sale. And imagine, you know, you’ve done all this homework, you’re ready. You’re not stepping onto the line until you know you’re ready to buy. Okay? And so imagine the salesperson comes up to you and says “Hey, boy, do I have a deal on a nice new set of tires”

Janet Beckers:                  Right!

Randall Dobbins:             So, I have this thing that goes, never sell tires to a new car buyer.

Janet Beckers:                  Love it. That’s a good one. I love it.

Randall Dobbins:             This happened to me when I was actually a buyer. I was a buyer for a large, for the world’s largest oil company at that time. I had responsibility to find women and minority business owners or diverse business owners to purchase from. And they would often approach me only selling a part of the solution. So the guy selling the tires is like “What? Yeah, yeah, my new car has tires, but I need, you know, everything else that goes with those tires. If I only needed tires, I wouldn’t be here at the new car lot.”

And so, a lot of us never do the homework to find out how we, how they purchase, what we sell. So, we oftentimes walk in with a part of the solution. And the problem that creates is, imagine that you’re not going to just buy parts for your car —for a new car. You’re not going to buy them individually. The reason it’s attractive is because it’s a single solution. It’s pre-assembled, it’s ready to go, it’s built, it’s done. Okay. So, what you want is someone to sell it to you the way you want to use it right now.

A lot of us go “well, okay, I have a yoga business. I have a consulting business that focuses on executive management productivity. I have a retreat business that helps out with stress reduction. I have a widget business that manufacturers this specific part of a solution, but I don’t have the whole solution. And so now what I’m asking the customer to do is they have what’s called tightly integrated supply chain. And I’m telling them to break their supply chain up so that they can do business with me. And it’s like “No, if you can sell me the whole thing, then come on in, primarily because I’m buying the whole thing from somebody right now”.

Janet Beckers:                  But I’m having to deal with a few different people. Like you can do it in one guy.

Randall Dobbins:             There you go, there you go.

Janet Beckers:                  And it’s brilliant. I’m just thinking of some clients that I have helped to actually — cause the examples that I’ve given have been people who I’ve worked with, and have been going into companies that has numerous premises.

One of the things we looked at with — we’ve got to do that research because if we can make it really easy for them to just buy it and we can automatically open it across every single location that they have — cause you can do that is with cloud based things is that’s gonna make it really, really easy to sell. And that’s what works. So, I love that you said that.

Randall Dobbins:             Absolutely! In this case, a lot of us struggle with “how do I find out how they buy things while you go to a networking event where they are one of their conferences or at the types of things” ask them, all right, how do you buy such and such an end? It’s one of those things where you see like in the staffing companies, people that pervert supply, people for accounting or lawyers or administrative staff or bookkeepers or whatnot. You know, a lot of them have gotten to the point where they don’t want 30, 40, 50, or a thousand different contracts.

So, what they’d go into as they move to what they call master agreements or master suppliers where one supplier provides all those different skill sets, their contract is with one person. Okay. So now you get into the issue of whether or not are you selling against this person, you’re selling one single activity in an umbrella of activities. You’re now approaching the corporation saying “Hey, I want you to do business with me.” And they say, “Well, okay, I know you’re strong in this one area, but what about these other 15 areas that we need”

Janet Beckers:                  Right! so that’s a good potential to be that sort of masters of umbrella.

Randall Dobbins:             Absolutely. Absolutely.

Janet Beckers:                  That’s giving me some thoughts there as well. That’s — yeah, that’s really, that’s good. So, we’ve looked at really how do you actually pitch from the way that they make the decisions and being able to approach them. So is there one area, any other area that people need to know before they are prepared, you know, can actually go out and get these geeks?

Randall Dobbins:             So, then, you have the third piece that we talked about and we’ll talk about this. And before we’re going to talk about the one thing that they absolutely must do, they have to be ready to get a contract. You can imagine this, it’s like, “Okay, there’s an issue of what it is you’re going to offer versus what it is that’s going to be required.”

So, I might not approach a large corporation saying that I can offer consulting services for their global operation. I might have a fantastic — I might do like assessments, I might use any Anagram or any of whatnot, but I’ve got a unique thing that talks about how you put teams together, understanding their various personality traits. Now, physically, I can’t be at 30 or 40 or 50 or 100 locations across the world in the same time.

And this is not something I can do virtually. I really need to do it in person if I’m really going to be an end developed the kinship and the trust that I need. Okay. Where we’ve been at a disadvantage is that we’ve said that’s what the game we want to step into, but we’re not ready to handle it. And when we talk to the corporations and they say “Well, hey, okay, your company is a $100,000 USD, $200,000 USD, $500,000 USD, you’re replacing somebody who has a $1 million, $5 million, $10 million, $20 million business, how are you going to serve us all of these locations? Now, there’s some art in how you answer that question, but the inability to answer the question immediately tells the buyer “I’m not ready.” The example that I tell folks that because I really wanted them to wrap their minds around and it’s a fixable problem.

But you know, it’s like you’re stepping into a game where we’re talking about $50,000 a year for three year contracts or $150,000 over three years, $500,000, $5 million, $15 million, $50 million, $500 million, $5 billion. These are kind of the size contracts that we’re talking about that they do everyday. When I’m batting I they’d rather do $100,000 contract than a $10,000 contract because it takes the same amount of work to write it as well as a million-dollar contract. They might have worked at the bigger everything else, so you may as well go for the bigger one. So, the issue that I make to people, it’s like, okay look, you know, what would you do if a major corporations says “hey, I need you on the other side of the world for a meeting, Monday, and you look at business class airfare and it’s going to be $15,000 USD or $25,000 USD just to get there and back. It’s like, if that scares you, that must may not be a game that you’re ready to play.

However, if you say, I understand that that’s what’s going to happen then now I know how to start working my banking relationships. I know how to start understanding what financing I need to have in place. I can now start understanding the partners that I need to work with so that maybe I need to have some type of reciprocal relationship in another part of the world where I can get the work done with somebody that I trust. Kind of like what you talk about working collaboratively and being able to do it. And now, I’ve created capacity to service a large contract because I understand that’s what’s going to be required.

Janet Beckers:                  Oh, I love it. I was wondering how you’re going to do that cause I thought, okay, does it mean that you have to really expand your business? But I love how you’ve just said there and all that. You know what? It’s knowing it and being prepared.

Randall Dobbins:             Yes.

Janet Beckers:                  …creating those relationships

Randall Dobbins:             and, and you know what the thing they that’s really is needed at that particular step is the belief, the belief in yourself and the model that “You know what? I can make this work.” So, it is worth me having those relationships with my bank, with the partnerships and going into them going “you know what? I’m, we’re preparing for these big contracts” rather than “okay, I’m going to try, this may not work.” So don’t really feel too secure about trying to get into a partnership with me cause it’s probably gonna stuff up.

Janet Beckers:                  But you know, “hey, I’d give it a go.” Like there’s a very different in a head game, isn’t it? When you’re going, you know, I’m committing or I’m not committing, I’m not just kind of going to dabble into this.

Randall Dobbins:             Correct. This is not an area in which you dabble. It is not a “dabbleable” task. You’re either in it or you’re not. What I tell all of my clients is you have one of two choices. You can go with old corporate business and you can make sure no one customer is larger than a 25% or 40% of your revenue string because you people have gotten happy with one customer only to see as we see in the newspaper, that company or their end or the industry have an issue. I mean right now with the opioids thing, I wouldn’t want to be in the pharmaceutical business.

Janet Beckers:                  Right. Okay.

Randall Dobbins:             Let’s see. All right. There’s a reckoning coming. So you don’t want one customer to be more than 20% or 40% of your business. And by the way, you can have multiple fortune 500 customers or you might say, I’ll only want fortune 500 to be some 20 or 40% of my business. I may only want corporate to be some part of, because as you and I were talking about previously, these are contracts that typically though 3-5 years and then they renew so they can go for 10 years, 20 years, 30 years, 40 years. If you know what you’re doing, you know how to service them, you know how to keep the client happy with regard to the results they’re getting from you. Benchmark against all your competitors. If your results continue to be better year over year, which you know, as you start it with, a lot of us are experts in our fields.

Randall Dobbins:             So in our case, being experts in our field means we’re on top of our industry and we know how to keep continuing to deliver value better than the competitors. With that mindset, we can have contracts, in a reasonably stable environment for a long time to come. It’s not by accident that the big consulting firms like Deloitte and Pricewaterhouse Coopers and all those people are still in business all these years later. I mean, a lot of them have had a lot of the same contracts since the beginning because they know how to continue to add value

Janet Beckers:                  You know what? that is actually a really nice thing for us to start to wrap up on is, you know what? And this is the same whether you’re going to be going for corporate and getting those continual contracts or whether you’re just going business to consumer or business to smaller business is it’s one thing to get the contract to be prepared for it. The other one is, you know what? You got to aim for excellence because not only does that give your clients the results that they need, it also means that that’s how your business keeps on growing. So aim for excellence is if you do that, that’s where you keep on getting that repeat business.

Randall Dobbins:             Absolutely!

Janet Beckers:                  Look, you’ve really got my mind buzzing here. I’m thinking about different clients that I’ve got. And you know, different ways that we can be putting, really expanding into these markets. Very exciting! What would be like the last thing or actions that people could take this week, Randall? If what we’ve been talking about here that their mind is also buzzing and they’re thinking, “you know what, I’m going to go for here.” Like, what actions that people could take this week that’s going to get them started?

Randall Dobbins:             Okay. So, I’m going to do this briefly. I want people to make sure that they avoid a huge mistake that folks make going into this market. The goal becomes just to get in and they assume that whatever that opportunity is, that’s more important than anything else. And I’m gonna tell you right now, it’s not.

The most important thing is to understand what is your core business. When I talk about core, what I’m specifically saying is what is it that you do better than your competitors? It may not be what you went into business to do. You may find that you went into business to provide a product or provide a service. But what your customer tells you about is the thing that you are absolutely the best at. And they’ll pay a fortune for it is your project management

Janet Beckers:                  Right! Okay.

Randall Dobbins:             The reason I say that is because you look at like a company like FedEx and you assume that FedEx is their core business is the package delivery is like no, their core business is actually the tracking.

Janet Beckers:                  Right? Yeah.

Randall Dobbins:             You look at McDonald’s and you might say McDonald’s core business, the burgers is like, no, their core business is real estate. You look at ATNT and you might say, Hey, their core business is wireless. And it’s like, no, their core business is wires — all those wires that they’ve streamed underneath the ocean. And their ability to leverage that investment that they put in wires, that’s their core business. When they purchase Time Warner and AOL and everything else, they could put more traffic through existing wires. That’s their core business.

So what you want to focus on is the one thing that I want you to do this week is to really zero in on what is it that you do better than your competitors and your customers recognize it as your expertise. Now the reason that’s important is as you begin to partner with other companies to build out your ability to a.) create a solution and b.) to serve as a large contract. You want to know what you do well so that you don’t give it away.And, not only do you not give it away, but what you do well, because you do it well, it should be the easiest thing for you to scale, okay?

Your ability to scale is what’s going to help you to manage large contracts. The problem is people scale this way and they become best at nothing. When they scale horizontally, they’re stretched too thin. They’re doing a lot of things. They’re not making money on these different things, but they say, “Hey, I have to do this because the customer asked me to do this.” They’re like, “No, this is not what you’re good at.” So stick with what you’re good at and then develop partnerships for people who are good at the other things that you don’t do or aren’t good at. And then, you all come together to work together for your solution and that allows you to compete against the big boys. And the reason this is important right now is a lot of big corporations, we see it, we just don’t know the thinking around why it happens.

They are shedding what they call non-core business units. They’re getting back to their core business because they’re not profitable doing stuff that they are good at. So focus on your core this week. What is it? What is it that you do do well and that you’re better at. And then secondly, understand what is the actual value of it. What is the actual savings?

You can even ask your customers, “Hey, you said, look, we have a great customer service organization. You like that better than our ability to come in and and sell you the product. What does that mean to your business?” And someone said, “Oh wow, that saves us four hours of research every time we call you. That saves us from having to dispatch a team of people out to do some. That saves us internally a whole host of rework.” What they just told you is here’s the value of what you do well to their business. They just wrote your sales pitch.

Janet Beckers:                  I love it. And you know what? If you don’t know the answer to that, you’ve just given it, Randall. Don’t talk your customers. If you’re not really clear on exactly what that thing is, that may not be, this is what I started the business for, but it’s “Hey, that’s what we’re good at.” Talk to your clients. That is really good advice. If you can do that this week, my mind is thinking, my mind is thinking so much on this, Randall!

Randall Dobbins:             Be open to what they tell you because we oftentimes tie our ego to “this is what I do” and it’s like “yes, this is what you do but that’s really not what people value.” What people value is there something in the way that you go about doing it that’s more important to them than what you actually do. So, you have to be open to that input.

Janet Beckers:                  Love it. That is brilliant. That is really, really good advice to end on. So we’ve just covered so many things here. So it’s a bit of a recap here. Everybody that’s listening is if what Randall’s been talking about with venturing into corporate contracts is take that time to really look at, what is it that, what is the value that you’re adding? So, how do you know that you can go and talk to them and show them the value. So Randall talks is really good advice. They’re peeling back that onion on actually showing them the numbers and then also looking at how do they buy things so that you’re actually selling the car rather than the tires. You’ve got really good analogies and then to be able to make sure that you can actually deliver. So, what do you need to have in place? And I love your ideas of actually looking at partnerships to be able to make sure that you can deliver. Doing those things there is just really valuable work. And I love how systematic you’ve been about that, Randall. Now with people, if they want to know more, how can they get into Randall’s world and where’s a good place for people to start

Randall Dobbins:             Right now? They can actually go to one of my websites, corporatecontracts101.com. We’ve got some other things going on right now, in the near future, that they can take advantage of for free. I think they’re going to be pleased. We’re gonna walk through the simple things it takes to actually get into this game. We’re going to go into a little bit more depth around the three things that I just mentioned to you around what specifically do you need to know? We get into talking about negotiating because a lot of people fear negotiating with the big boys and it’s like there’s no reason to fear it at all. But you can go, you can go take a look at that site, you’ll see what we’re talking about and we’ve got some dates coming along down the road where there’s live training available as well as some online events and other kinds of things. So, corporatecontracts101.com, that’s the place to go.

Janet Beckers:                  That is brilliant. And as you can tell, Randall’s got a very beautiful systematic way of talking about it in a very clear way. And I just like to hear you laugh, actually. My, God! I can’t hear your laugh without me wanting to get a good laugh as well. And in my things, when I work with any partner or with clients that I’m working closely with is, I bet a good laugh. That must be why we became this straight on.

Randall Dobbins:             I think so, great energy!

Janet Beckers:                  Well thank you so much for your time, Randall. If you’ve got some value from today listening — and hey, how did you not? One of the best things that you can do for Randall and I is to let us know. Let us know what we’re your area has and what action have you taken.

So, go over and stalk Randall. Go over to corporatecontracts101.com. Go and stalk him on social media and let him know what did you get from today. Like that is incredibly valuable and I would love that too. So if you’re listening to this on iTunes, I would really appreciate if you would leave a comment and tell people what did you get from today’s episode. That will help other people to be able to find this as well. And it’s just incredibly rewarding for us to be able to hear, you know, because we share these things cause we want people to actually implement.

So, thank you so much for your time, Randall. Thank you very much everybody for listening and I am really looking forward to hearing what kind of action that you take. So, go out there and go get on folks and change the world. Bye.

Randall Dobbins:             Take care. Thanks everyone!

5 Types of High Priced Offers and the One Thing That Makes Them Irresistible

5 Types of High Priced Offers and the One Thing That Makes Them Irresistible

I LOVE helping my clients create High Priced Offers that are totally unique to their business and match their zone of genius.

When you introduce a High Priced Offer into your offer mix it can revolutionise your business. It allows you to work with highly motivated clients, get great results for them, brilliant case studies and make far more money in your business with less stress (believe it or not it IS less stress).

That’s why this is one of the first things I strategize with my clients on when we dive into the Package For Profit training modules in my Attract Your Tribe programs.

I’m here to bust a myth right here and right now.

Myth: High Priced Offers are hard to sell and only work if you already have a highly successful business and huge tribe.

Fact: It is just as hard / easy to sell a high priced offer as it is to sell lower priced offers, especially when you need to sell far more lower priced programs to make the same money.

But: ONLY if you construct the high priced offer in a way that makes it absolutely irresistible to the people who are willing to pay for you to fast track their results so they achieve their goals with less stress and less time.

That’s what we’ll be doing today

In today’s masterclass podcast episode you will learn:

  • The definition of a high priced offer (or high ticket or VIP)
  • The concepts of Transformational Journey, Transformational Framework, Transformational Milestones and Transformational Promise… and why you should care
  • The #1 most important thing that makes a high priced offer irresistible
  • The Profitable Avatar and who is most likely to buy your High Priced Offer
  • 5 different types of High Priced Offers you can implement NOW
  • Which offer type is best when you are just starting out and which is best when your business has a tribe and a proven system
  • Examples of how each of the 5 types can be used
  • I have even created a downloadable cheat sheet so you can choose the best type of High Priced Offer to start with and identify what you need to have in place before offering more advanced types of offers

BONUS WORKSHEET

Plus a special podcast bonus for you today. An action guide to download
“Cheat Sheet. Design Your Irresistible High Priced Offer”.

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.

Click the image below to download the BONUS worksheet!

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. I’ve got a very special teaching episode of Romance Your Tribe Radio for you today. Today, we’re going to be looking at what makes a high-end offer, a high-ticket offer, absolutely irresistible. So we’re going to have a look at what is a high-end offer? So, we’re both going to be talking about the same thing. Then, what we’re going to have a look at the number one thing that makes it absolutely irresistible, what makes a high end offer successful or not?

Once we’ve identified that number one thing, I’m going to walk through with you, the process that you need to go through in order for you to get super-duper clear on that so that it makes it very easy for you to feel confident to be able to charge what you’re worth and to be able to confidently communicate that to the people who are going to buy.

To make that easy for you, I’ve got a downloadable that goes with today that’s going to walk you through the questions that you need to be able to do in order to be able to create a high-end offer that’s going to be irresistible. So, make sure you go to the podcast page for that and you can download it. It’s absolutely free and it’s eight fill-in-the-blanks PDF so that you can just fill it in online or print it out if you choose to do that. So, that’s going to help you to be able to take action today.

Now once we’ve got clear on that, then what I’m going to do is I’m going to go over five different types of high-end offers that you can be doing now. These are going to be high end offers that go from, if you’re right at the very beginning of your business, you may have been in it for awhile, but you’re not really sure about offering high-end programs.

Then we’re going to have a look at, but you don’t, may, may not have an emailing list and you may not have a lot of clients that are just waiting for the next offer to come out. Then we’ll look at that. Then we’re going to have a look at progressively the kind of offers that you can be doing through two. If you already have an established business with an established clientele and a mailing list, what can you be doing to be able to offer a high-end offer that is leveraged?

Okay, so I’ll give you three different ones. They can be used for all stages of business across them and that’ll give you an idea of where you can progress. That’s what we’re going to be focusing on today. Now you’re in the right place if you already have a high-end offer, but it’s not converting.

You’re also in the right place if the whole idea of even creating a high priced program totally intimidates you and you cannot even imagine what it’s like to be able to do that. Either one, you’re in the right place, whether it’s going to be your first one and it’s overwhelming you, or if already got an established one, but hey, it’s not converting, what do you need to do to make it so it is going to convert better for you? Okay, so let’s get stuck into it.

So first of all, let’s get clear on what is a high-priced offer. In most industries it’s going to be over the $2,000-$3,000 mark. It’s the kind of offer for your particular market. It’s not the kind of thing that you can just say to people, either from a sales page or that you could do from a series of e-mails or that you can do from having, you know, an offer on your website that’s going to be, you know, here’s my shopping cart, my selection.

It’s goner where people aren’t are as likely to go. That’s what I’ll have that one. Thanks. Or they’ll just buy it online. Now I’m not saying that you can’t sell something that’s two or three. You know, $3,000 and above just from sales letters. And I have done that myself. Normally what you will need to do is you’ll have to have quite a bit of an education process before you sell so that people understand if the offer is for them and what kind of outcomes they can get. So, because of that, quite often people will want to have a conversation and so they will want to hop on the phone with you or they may want to meet you in person if that’s where they will normally be seeing you and have a conversation to see if it’s right for them.

So, think about it in that way. For some people, a high-priced offer, maybe a thousand dollars depending on your industry. For others, a high-priced offer is going to be over five or over 10 or even more. So, it’s going to depend on your industry. But keep that as a ballpark figure. Now, when I say for some industries it may be a thousand. I’m talking about your industry, not just you. If it might be that that scares the life out of you. It’s not necessarily that It’s going to be what people in your industry would/can charge. So, what are people also going to be looking at your potential clients? So that’s just a bit of a deep re-frame for you. You might be thinking, I can’t sell anything over 500 bucks. I better hop on the phone. That’s my challenge to you.

That may be more to do with your perception of the value that you can offer. Listen to what I’m doing today because this will make you a lot clearer on what that value is.

Now, we’ve got clear on what a price range is for a high-end offer. Now we’re going to have a look at what makes a high-end offer convert, what’s the main thing? And then, we’re going to go over some examples so you can get an idea of what they are.

The number one thing that is going to make an offer irresistible or that it’s going to be: “that looks interesting. I like to do that. Yeah. Maybe one day I will” is it needs to have a very distinct outcome. People will pay a lot more money if they can get the outcome that they want to get a very specific outcome.

If you can help them to get that faster or if you can get them, help them to be able to achieve that with far less stress. If you can do that to get that outcome, there will always be a percentage of people who just want that. And believe it or not, it is just as hard, just as easy, just as time consuming, just as quick which fill in what ever you’ve already got in your mind just as much to do for a high-priced program as it is for a low price program.

You may as well see if you can get aim to be able to have higher-priced programs which are incredibly rewarding because you get the outcomes with people. They’re going to be having a much more hands-on approach to being able to get the results they want. That’s incredibly rewarding for you and your business.

If the outcome is the thing that is going to sell people, let’s have a look how you get clear on what kind of outcome people are most likely to be willing to invest more money in to being able to get that outcome. I’m going to walk you through a bit of a process now. I’m going to give it to you, the kind of, you know, birds eye view of this process because the details on this process is core to what I do through my attract your tribe training.

I do that very closely through my higher-end program, my VIP offering, which is my accelerator program, which on the scale of things in the expense of offerings that I have given over the years is probably one of my lower priced ones for the value for the outcome people get.

So that’s core to what I do. I’ll link you through so you can actually see a PDF of what’s in that office so you can get an idea of one offer that you’ve got. With this, I thought that I go into a lot more detail. So if at the end of this you’re thinking I need help. That’s all right. I’ve got all the processes that get you super-duper clear on this, but we’re just going to give you the thumbnail here. To be able to get that outcome that people are willing to pay more for, you need to be exceptionally clear on the transformational journey that you take your clients on. Now, by transformational journey, I mean, where do people start from?

There is a point A, that they are at now and they’re wanting to get to point B. That point B, depending on your industry, may very well be something like “lose a certain amount of weight”. It may be around creating a business with higher-end offers and systematized.

It might be getting through those huge mindset blocks that’s been holding them back. To be able to go on and get the successful outcome that they have identified that they’d been aiming for, but they haven’t been able to get. It could be something like a physical thing depending on your industry. It could be that you’re going to be able to run 10K in a certain amount of time. It depends on your industry.

You can take them from point A to point B. To be able to do this, there’s two other things that you need to be super duper clear on. You need to be super clear on who is it that you help the most. If you can take people from problem to solution you must have a process to get them there.

You could be in a service based business. You could be a consultant. You could be a coach. You could be a done for you type scenario. This can also be applying to products. If you’ve been attracted to me, it’s very likely that you are in an area where you take people through a transformation. So to do that you have to be exceptionally clear on what is the process that you take people through to get from point a to point B. Who is it that you can get those, the results with the best?

If you get a person that has this particular problem, wants to get to this particular area and has these other particular characteristics, you know that you get that person, you can take them from point a to point B, if you just follow the steps. If you know that, you know who your most profitable Avatar is. If they fit that criteria, you know you can get them the outcome.

You have to be very clear on what is the transformational journey that you have a process to help people to get to. And you need to know who is the ideal client that if you get them, if you take them through that process, you know with confidence that you can get them to that outcome. Now with that, you then have a transformational promise.

You can say, “I know with confidence that if you have this problem and these characteristics, I know I can help you get these results.” Then, you have a transformational promise. It is that transformational promise, that outcome that makes your offer irresistible.

Along the way from you taking somebody from point A to point B, there are going to be different milestones and these milestones will also be bumps in the roads. These are the kinds of things that when your client is trying to go from point A to point B, whether they are doing it with your guidance, whether they’re trying to do it on their own without fail, there’s going to be certain points where they’re going to go, do I go left? Do I go right? I feel like I’m sort of up against a brick wall.

You know that there’s always going to be those situations and they need help to be able to get past that onto the next step. When it comes to what you can be offering as a VIP offer, you may be going and by VIP offer, I mean your high ticket item, your high ticket, your high-priced offer is you may be able to go, “I can take you from point A to point B.” That’s what we’re going to do. That’s what I do through my accelerator program.

Point A to point B, right at the end. So, you may go, you know what, I know that people need to get to this milestone first or they might be partway along and I can get them from here to right to the end. If you’ve got those different milestones along, you may decide that you’re going to create your offer for just one particular section of it.

For example, If I was going to be working with you that was going to take you from, you know, where you are in your business now to being able to create a really unique offering and to have attracted a tribe that absolutely loves what you do and to be seen as the tribal business leader. That is the whole way. But I might say, you know what, the very first section we are going to get super clear on the profit in you who you profitable Avatar is and we’re gonna work out some packages that work well for them. That might be one outcome.

You may have something very similar in your business. For example, I gave somebody who may be a fitness coach that made the outcome to run 10 kilometer run in however long that would take. You know, it might be in 45 minutes, for example. That might be the outcome they’re working for. You might be able to say, you know what, I’m going to work you to this point to get you so that you can do a five-kilometer run in 30 minutes and we’re going to be working on that. This is the outcome. This is about how long it should take and these are the steps. That might be one of those things that they’ve got as you’re going along. So that’s a couple of examples. So you can decide whether your offer, whether you’re going to be giving them the full outcome or whether you’re going to take one part.

But you can’t possibly do that unless you are very clear on who it is that you can help, what their point A is, what their point B is, what the different stops are along the way, where they are going to be having hurdles, the points that they need to be able to meet that they need your help. So you need to do that.

You need to know the process you take people through, so that if you can do that, it’s going to be exceptionally easy for you to be able to create a higher price to offer and to be able to sell it with absolute confidence. It will be irresistible if you know that you’re missing any of those points along the way. Come to me. That’s what I do. It’s what I love doing. It’s my superpower getting you a real clarity on that stuff.

If that’s what you need some help with, just contact me and I can tell me about your business and I will let you know the best way that I’ve got to help you to get there. Let me give you a couple of examples on the kind of offer five different ways of offers, different types that you can be creating.

The first thing that I want to be able to say to you is you may very well have heard a lot about an ascension program, which is when people will join your mailing lists. So that’s when you’re getting them to get to know you and then you will offer them a lower price program. If they buy that, you’ll buy them the next program and then you keep on sending them. I’m just telling you here, that’s not going to work for your VIP clients.

There is always going to be a percentage of people that are not the slightest bit interested in consuming the lower priced programs. They don’t want the self study, they don’t want to have the step-by-step, they don’t want the slow path. Ain’t nobody got time for that. People who are more likely to buy the higher price program, they just want to know what’s the fastest way for me to get there. Don’t make them work hard for it. Let them itself qualify.

Let them say, look, if you’re meeting these criteria and you want the fastest result, the least stressful result, this is the best way you can work with me. Just let them know straight up. Okay. Don’t make them work hard for it. Cause in my experience, the people who tend to work with you at that higher level may very well not have purchased any of your other cheaper programs to start with.

In fact, they may have only just recently joined your mailing list. They may have been watching you, what you’ve been putting out there on social media or they may have been referred to you or they may just be ready and what you have delivered to them through your free content to start with just makes them go, this person is the one that I want to work with. So don’t make them work hard for it. Don’t force them to jump through hoops.

Now, let’s look at five different types of offers that you can be creating.I’ll start off with the ones that you can be creating if your business does not have a huge mailing list and if, you don’t have a lot of intellectual property created, you don’t have resources such as checklists, videos, things that could be part of a course if you don’t have any of that yet. Let’s look at what you can be doing.

So the very first thing that you can be doing is package up you. Now you may very well be offering when people work with you on an hourly rate or on a session, this is especially true if you are a service provider where you know, people come to you for your expertise and you may be working with them a certain number of sessions.

It may also work for you. If you are an adviser, you may be doing that on a session right now. When I was saying this, I don’t want you to bundle together a certain number of hours, or a certain number of sessions for you to be able to offer a VIP level. You must link it to the outcome. So your focus is very much on the outcome that they will get and what process you’ve got to get them there.

So that may include a certain amount of time with you, but you know that on those times you’ll be helping them with specific steps to get there. So you can be creating some extra resources as you go. You might create as you’re going some short videos or short audios to help them to stay on track.

You may give them some worksheets that you create. These are all things that you’re creating. You don’t have to have them all done before. It’s still bundling you but not on an hourly rate. It’s bundling on the outcome. You can do that now if you know that you can get results for people.

If you’re pretty sure you can get results, but you haven’t really tested it, then that particular outcome you will be offering as a beater program. It may be slightly cheaper than what you were doing, but you’re letting people know that they are founders and that they, that you would like their feedback throughout the whole process in things that are gonna help them to be able to get those results.

I’m not saying do this for free or low priced because you want the right people in that program. Now, the next thing that we have is I’m just having a look over here at my list as you can be taking the same kind of thing and instead of you be doing it with people where it might be spread out over a few weeks or over a few months, you might go, you know what, you want to get this whole thing nailed in a day. Let’s have a VIP day.

So again, outcome focused, they are going to be working towards a specific outcome on that day. It could be clarity on something that they need to do. For example, you and I, we could have a VIP day where we nail your signature system, your offers and what is going to be your 90 day plan for how you’re going to beat marketing that, to get that out there. That could be an example of a VIP day.

I’ve had VIP days where what we do is we get super duper clear on who your most profitable Avatar is and what your offers are going to be for each of those. I’ve run VIP days like that. Very, very distinct outcomes that you’re getting people, the kind of thing that you can work intensively for one day or you might make it two days and people will pay for that because they’re thinking “I haven’t got time to wait for this. Let’s just knock it over. Let’s get that done.” So that can be a great example.

You can be offering that now even if you don’t have a list. So on how you actually get the people who were going to go in there, that’s, you know, that’s out of the scope of today’s podcast. But just know that you already have a network.

You’re going to have to put yourself out there, out of your comfort zone, you’re going to have to follow the hustle method. This is number one, just over an extended time and it’s packaging you and the outcome. The next one, let’s condense it into a VIP day. And just as an aside, if you’re having a VIP day with people and you’re doing it in person, spoil them rotten, choose a really beautiful venue, make it private, gourmet food. You know, you might even, especially if you’ve been doing mindset stuff, you might even want to make it that there’s a message that they get at the end of the day. Really, really spoil them. You’re going to be making it. They’re going to be paying for that. It’s all coming as part of your expenses, but make the day feel like a VIP.

You can do the same thing if it is going to be virtual. You can be sending them a package that’s got all the spoil things for them to be able to create this beautiful environment while you’re working virtually with them. Just through zoom, through recording.

Now the next one that you can be doing is if you have a service where you can actually be doing the work, creating what it is that people need. You can be creating a done for you now, a done for you can be that you may normally, it may not even have to be done for may not even have to be done for you by you.

For example, if I wanted to, I might go, all right, I’m going to be doing this where I’m going to be helping you to be able to plan out your whole online course.

Well, I could do a dung for you where we can say, “All right! well, we’re actually going to create the members area. We’ll add all your material in and I’m going to get a great copywriter to do the sales letter. I’m going to get a videographer that’s going to come in and they’re going to be videoing you and we’ll get all of your message. Put the whole lot of it for you together.”

That’s a pretty high-priced offer that I’ve just created there. You know, that can easily be 20, 30 grand. I’m bringing all those people in. I’m not going to be doing all that work. I’m the strategist. Probably, even more actually if I brought all of those different people in. But some people are going to go, well I’m going to have to do this anyway. Can you just do it all for me? That is an example.

Another example is my personal trainer who has me working on this macro diet of certain number of grams of fat, protein and carbohydrates cause I’m losing weight beginning strong at the same time. If she had an offer where she would actually every week work out exactly my meal plan on the foods that I love and what was in season for that particular week and what I had coming up that week and I knew it was going to fit exactly those grams, I would pay for that. That’s just example. So that’s say done for you.

Now, the next one that we’ve got is we’re going to be moving over now, and this is if you have an audience of people where you know that if you make the no brainer offer that you will be able to bring a few people in at once. That allows you to really leverage what you’re delivering and to have a high-price program that is has a group component. Now that group component can actually be better for the client because they’ve got other people who they can be bouncing ideas off, they’re not feeling alone as they’re going through the process.

For a lot of things that can actually be a huge advantage, especially if you have curated who was in that group so that people are going, wow, these are great. There’s people who I am here with. So let’s look at two different ways that you can be doing that.

One of those, you can be inviting people into a group program that is delivered over a period of time. An example is my accelerator program where people are meeting every single week on zoom, on video. Every single week they get together with a small group and even if they don’t have a particular issue and question and hot seat at the moment, they learn a lot from the hot seats of the other people because everybody has been interviewed before they go in. And so everybody is working towards a similar goal. Plus they’ve got other things that you can include in there.

We have a special VIP Facebook group where I’m in there every day reviewing things that people have done, answering questions and also lots of training materials so they can fill in the blanks. That’s a done with you. So, it’s a small group, but it’s done with you.

You’re not doing everything for them, but you’re giving them all the steps. They do their part and then your’e reviewing. Your’e giving feedback, making it better, making it faster, and then they also can get some one one with you. And that’s what happens with my accelerator clients. They get some one on one with me, so I’m looking right on their business as well. That’s something that if you already have an audience that you can launch that now.

The next one that you could be doing is if you had that group program. Instead of you doing it over a long period of time, let’s modify the VIP and make it into a small group workshop or a small group retreat and by small group, that’s really going to depend on what’s going to help you to get the transformational promise, the outcome for them in the shortest amount of time. You’ve only got one day or two days to do that.

So if you have a larger group, how can you do that? You may have to bring in many years or you might just keep them smaller groups. When the actual number is really gonna be dependent on you and the process you take people through. So that is the kind of one that you can be offering as well. I’ve done something very similar where I had very, very small group, a two day workshop in a Beautiful Boutique Hotel where we just worked on creating videos and people going home with them, videos created and their marketing plan done and that that sold exceptionally easily. We didn’t even have to do that through phone calls. We just did that off a sales page for 3000 each.

No, what I suggest you do now is go and get the downloadable worksheet that I’ve got for you. I guide you through the process step-by- step on these big core questions that you need to get in place.

So as a review, your high-end offer is going to be something that is tied to a very distinct transformational promise and outcome that you can get them in and you have a process to get them there. It may be the complete outcome or it may be one part of what they’re doing or one of the milestones along the way. So to do that, you need to be exceptionally clear on what the point is and the point B and who it is that you can help to get from point A to point B.

What is the transformation that if you get the right person, you know you can get it for them? That’s your profitable avatar and what are the actual milestone steps along that way that they really are going to need help to actually get those little milestone steps.

If you know those, then it’s going to be very easy for you to create an offer that is going to appeal to those people that want to get that transformational promise, that outcome, they want to get that in the fastest way, the least stressful way, the less time consuming way for them.

If you can help them to do that, that’s what people will pay for and gladly, because it’s their total wish-list. So I’ve got that, that worksheet there for you to help you to get clarity on that. So then you will have confidence that you know what I can deliver here.

If you’re having trouble thinking “I’m not clear myself on my avatar. I’m not really clear on what is my transformational process that I take people through. What is my framework and what is it that makes me stand out”. If you need any help with that, that’s me baby.

That’s exactly the transformational outcomes that I can get for you and love every step of it. And then we’ll be able to create a suite of offers that are beautiful to sell and again, to help people. So if you’d like some help with that get the worksheet, go and download it and then just contact me. Let me know what it is that you’re trying to achieve. Tell me a little bit about your business and we’ll either hop on the phone or I will let you know of what kind of program, what’s the best way that I’ve got to help you. That’s my super power baby. It’s what I love doing and I’d love to help you as well.

I’d really also love to hear from you. Has this helped you today? Like, what’s, what’s been an Aha for you? Which of those five different types of offers are you sort of leaning towards now? Like what feels right for you? I would really, really love to hear from you on that one.

So, please either comment where ever you are here, if you are watching this on iTunes or another podcast, I would really appreciate if you would leave a comment for me, some kind of feedback cause that’s going to help other people to be able to find me. If you leave a rating and a comment, I would love to do that. So it could be on this episode sharing your heart, our house, or even just the whole podcast. I’d really appreciate that. Okay. Looking forward to hearing from you and go get them folks. Bye!

Decision Guide. Should You Use Facebook or Google Ads for Your Type of Business?

Decision Guide. Should You Use Facebook or Google Ads for Your Type of Business?

Once you have your website published, a product or service to sell and you’re open for business then the thing you will become obsessed with is “Traffic”. The problem is, there are so many ways to attract potential customers to your site that it becomes incredibly overwhelming.

There’s social media, webinars, launches, podcast hosting or guesting, joint ventures, live video, door knocking, youtube etc. Then there’s paid advertising and that opens a whole new can of worms, when the choices include Google ads, Facebook ads, Youtube, Linked In, plus a gazillion of other paid platforms specific to individual industries.

It is tempting to think you need to use all of these (don’t do it if you want to stay sane).

If you’re wise and know you’re best to focus on mastering just a few platforms, then you need to know which platform is best for YOUR business specifically, and which ones you are best to ignore.

To answer the question, I’ve brought in expert Ilana Wechsler to simplify the decision for you.

She guides us through a beautifully clear and simply process to decide if you should use Facebook or Google ads for your type of business. Or if you need to be using a combination…or not at all!

If you’ve ever felt you are wasting your money on ads, or have been too scared to start running Google or Facebook ads because you’re worried you will lose a lot of money, then today’s episode is for you.

In this episode we discuss:

  • The gap in the market Ilana saw that motivated her to reduce her Paid Traffic Agency and open Learn Traffic
  • Why most business owners spend money on the WRONG platform for paid advertising – for their specific business
  • The big picture, who should use Google and who should use Facebook to advertise
  • The clever (and cheaper) way to combine Google and Facebook ads that very few people do
  • How to select your audience to see your ads and mistakes most people make
  • What types of ads work NOW and what NOT to promote ( because it doesn’t work)
  • Ilana’s recommended strategy for 2 very different businesses:
    1.) A health professional with a busy local clinic and now has an online course to promote worldwide
    2.) A coach who specialises in helping women over 50 create a vibrant life.
  • The importance of your website and funnel in determining your best strategy for paid traffic.
  • What you need to do THIS week, even if you don’t intend to run paid ads in the near future.

Ilana has also provided free training for you to get started using Facebook and Google Ads, in her simplified structure plus videos to show you how to add both Google and Facebook pixel codes to your own website THIS WEEK. Links are below.

BONUS WORKSHEET

Plus a special podcast bonus for you today. A bonus flow chart cheat sheet to download “Decision Guide: When To Use Google or Facebook Ads In Your Type Of Business”.

CONNECT WITH ILANA

You can check out the brilliant free training Ilana has created to get started using Facebook and Google ads strategically in your business.

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.

Click the image below to download the BONUS worksheet!

Ilana’s Bio

Ilana Wechsler is the founder and director of Green Arrow Digital.

She is a former Data Analyst, turned PPC expert.

She has worked at many of the global financial institutions but switched careers many years ago when she finally gave
in to her passion for PPC, IT and entrepreneurship.

She is truly passionate about working closely with her clients and helping them achieve their business goals by helping them grow their businesses online.

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 and welcome everybody. Janet Beckers here and I am here with the gorgeous Ilana Wechsler. Hi Ilana.

Ilana Wechsler:                Hi Janet. Thanks so much for having me today.

Janet Beckers:                  Now I’ve invited Ilana along because I mean we’ve, we’ve known each other for quite a few years now, but it’s always been, we’ll see each other at events is the main way we’ve really got to know each other. So it might be like a little reunion, you know, once or twice a year. And then, you know, you know, we don’t have this, you know, we’re not seeing each other so much in between, but a lot of times it’s Ilana’s the one that’s up there on the stage sharing her expertise and that expertise is on around traffic. Like that thing that we’re all, you know, just, it’s, it’s the holy grail, you know, once you have everything set up on line, your obsession becomes traffic. Like, how do I do Facebook ads, Google ads, how do I get people to find me? And the thing that I’ve always noticed about you, Ilana is every time that I have seen you teach where you’ve been, the person who’s been invited along, you’re not always telling exactly the same thing, you’re really up to date on what is working now, but really importantly simplify things so much. So that’s everybody. That’s why I have invited Ilana along because not only does she keep up to date, she knows this stuff, but she just makes it simple. Which I just absolutely adore. So, I’m really excited now that I finally get to introduce Ilana two years. Get ready to take notes, okay? So Ilana, we should, we should mention why you will very likely be looking at out of the window a few times for people who are watching the video. I just noticed you did a quick flick out the window then. So just let people know why you may be flicking your head out to look out the window every few minutes through this video.

Ilana Wechsler:                Well, the truth is is that my kids hounded me and hounded me to get a dog. And so I have a brand new puppy and it’s quiet and I don’t trust quiet. I don’t know where this puppy is and what mischief she’s getting up to, but she also can’t be left alone. So, that’s why I may appear a little bit distracted, but don’t worry. I’m a mom. I’m used to multitasking and, she’s probably getting up to no good somewhere, but we’ll see what, what the damage is after we stop recording this.

Janet Beckers:                  Yeah, that’s funny. And you know what, that is one of the things that we were talking about, just briefly before we got on is, you know what the thing is, we both run our businesses from our homes. My kids were a lot older now, but I’ve been exactly where you are now, like with young kids and also with the new puppy. But you know what, that’s, I think that’s the law. There’s those, those pros and cons as the reality of you work from home, it gives you that flexibility to have a puppy.

Ilana Wechsler:                That’s right.

Janet Beckers:                  But it’s also the reality that, you know, if we, if you pull your blind behind, you know, from behind you, you know, your, your backdrop, people will see, oh there’s definitely a puppy.

Ilana Wechsler:                There are puppy pads everywhere, bows and blankets covering a brand new lounge, which was really clever of me in a brand new lounge. Yeah. Before getting a puppy.

Janet Beckers:                  Yeah, of course. Yeah. Good planning. And you know, and I’ve quite often on an interview I’ll be, have to say, just hang on a tick and I’ll have to open the door to let my dog in or out cause it’s with friends. So yeah, it’s some, if it’s not dogs, it’s, it’s kids. So it’s just really nice to be real. So you can see not only is Ilana a true expert at what she does, she gets results for clients, but she’s also a human that she’s got a little dog that she is going to keep looking at that window’s so let’s look at what we’re going to be covering today because you’ve got a bit of a different take when it comes to things like Facebook ads, Google ads. Any of that sort of traffic. So let’s first of all have a look at who would you say you help and how you do it. Cause I want people to see why you actually know what you’re doing and then we’re going to have a look at what’s your approach. Because I know that we’re going to be approaching this differently then most times when people think we’re going to talk about things like Facebook ads. So first of all, who do you help? Like what do you do?

Ilana Wechsler:                Okay, so for the last seven years, actually I have run a digital agency specializing in only paid traffic, Google ads, Facebook ads, etc. Right? So I was very much in the trenches. I did it actually just purely because I love, I fell in love with traffic and I just thought to hell with everything else. I don’t want to do SEO, I don’t want to do web design, I don’t want to be a full service agency. I just want to do traffic because I don’t know, I just kind of became fascinated and a bit obsessed about it. So I thought that’s what I’m going to do. And I’ve done it for the last seven years and I’ve learned a lot. I’ve done so many different industries, I’ve done so many different products and services and funnels. I’ve kind of seen trends of what works and what really doesn’t work, etc. Yeah.

And now more and more, I’ve kind of moved away from the agency model and gone into teaching people how to do it because it’s not rocket science. And what I found is in my agency is that a lot of people, we just did a couple of handful of things, you know, like then they almost like didn’t need an agency. Right. You know, and it was like kind of like buying a Ferrari to go down and buy the milk from the corner store or they only really needed a bike, you know, for example, like a dentist, right. You don’t really need an agency to do that. So, they just needed a handful of campaigns knowing what works and then that’s all they really needed to know. So I now really just do that, teach you people. They kind of have access to me, with the strategy and I kind of sit them on their path and then I teach them how to do exactly that throughout teach traffic.com which is kind of the new home for me.

Janet Beckers:                  Yeah. And I love that you’ve had that approach of, you know what, sometimes if you know someone, sometimes with an agency, people will, you know, try to overcomplicate things because that makes you dependent on the agency. Or because I just get excited with making it complicated. Right. I just love your idea of, you know what, I think I can kind of do myself out of the agency job because let’s just be honest with what people really do need. So I think that says a lot about you that it’s, that you’re actually going, well, this is actually better for the client. And obviously something that you enjoy doing as well.

Ilana Wechsler:                My puppy is telling me she wants to come up. Sorry. You lucky to say yes. Okay. If you’re watching this on audio, you’ve got to come over to the video or she is so gorgeous. Yeah, no, it’s so totally right. I’ve probably completely cannibalize my agency as a result, but that’s fine. And I guess that’s what I found is that like I like to deal with happy people, you know, and you know, I’ve done a lot of people into this huge agency fees and committing them to, it’s a lot of money for lots of businesses. And then reality is that like, it’s just a handful of things that most people need to do. Like sure. There are some clients that, you know what, I’ve got still got one client who we spend about a hundred grand a month on it. They paid an agency 100% you know, but for many local businesses they didn’t. They really don’t.

Janet Beckers:                  Yeah. Yeah. That’s brilliant. I love that. So people can go over to teachtraffic.com and you can find a lot of there and get some more info. So now let’s have a look at this unique way that we’re going to have a look at understanding about using paid advertising and how to use, how to get traffic. But we’re going to start more from a holistic point of view. What do you mean by that? So people can understand.

Ilana Wechsler:                Yeah, so I’m a bit of a visual person and I kind of feel like to understand of what if I’m a business owner, I’ve got to think of what’s the roadmap here. Like where do I want to be? If I could wave my magic wand in about three months time – end point and then I can kind of go right, what are the steps that I’m going to get there. You know, businesses, that’s different things you know for. So the first question, I always kind of ask people is depending on what kind of business they’re in like is, is your business something that people are searching for, you know, like is this a known thing where people are actively going to Google and searching for your product or service? Are you an ecommerce, we are selling something that people are searching for or are you like a chiropractor or interested people are searching for that.

And often the starting point for those kinds of businesses is a Google search, you know? So yeah, your end goal is to grow your practice. The first question you ask is, is this something that, as I said, people are searching for, that’s often the best place to start for people because it’s putting like sliding your business card under the nose of someone literally at the instant that they’ve searched for it. It’s an amazing opportunity, you know?

Janet Beckers:                  Right. And so if we’ve got somebody tell me if I’m doing this in the right order, would we talk is where we talk now about you know how they would get the Google search or we would be saying that till the two we’ve gone through them.

Ilana Wechsler:                Well, it’s more like breaking down the strategy so you know, so is this something that people, then we’re going to do that and we kind of, we can talk a little bit about Google search a bit later.

Yeah, sure. If it’s not something that people are searching for, for example, might be a life coach or something that’s typically not really something you’d Google search, I need a life coach, you know? Yeah. Then it becomes how can I put my work out? Who is my target customer and how can I start getting myself in front of that person? You know, kind of cuts starts with like, yeah, who is my target customer and where are they hanging out online? And then how can I get in front of those people? And that’s usually social media. So that’s like the big picture of like what platform am I going to play in a little bit.

Janet Beckers:                  Yeah, that’s a great distinction because a lot of times people will get really bogged down SEO. I’ve got to do search engine optimization. I’ve got to appear in the search engine. They’ll be focusing on that, but then they’re a life coach and so it gets really, really difficult.

Ilana Wechsler:                Yeah that’s right. So what’s the point in the ranking? That’s brilliant. so at any point though, whatever platform you are playing in, you have to be sending them to your own asset that you own and control, which is your website, right? So whatever, if they’ll just Google and Facebook and Instagram and Pinterest and Linkedin, they’re all just traffic sources, sending people to your home, right? On your home is where you have the ability to control your messaging to people. But it also has the ability where you can continue the conversation with people either by getting them to subscribe to your database or we get a little bit technical, we can retarget them, which is showing ads to people once they’ve come to your website. Right. So all roads lead to your home is what I kind of like to think about it.

Janet Beckers:                  That’s brilliant. So, I can already, I’m kind of visual person as well, so I’m already thinking in terms of a flow chart. Okay. Did people such people not say yes, depending on either of those ones, where are you going to send them? They’ve got to come back to your website.

Ilana Wechsler:                I guess I just want to touch on one more thing with that. And I feel that so many people get overwhelmed with all the things they can do, they can do social media and Instagram and Google and youtube and absolutely. And it’s, and fair enough, there’s a lot of noise in the market. Okay. That’s why I think it’s important about starting with the big picture is like who is my target customer? Who am I serving and where are they hanging out online? And maybe you only spend 80% of your time on that platform. Yeah, that’s still main source. I mean, I’d probably would like to diversify a little bit, but as long as you’re sending those people to your home, that opens up the door of possibilities to other platforms. So we’ve had lots of clients in the past, let’s say a life coach, right?

Where that’s where those people kind of hang out online. And we might spend 80% of the budget doing Facebook ads as our form of getting traffic to our home. But once they come to our home, they sign up to the database. We’ve tagged them on with some, with this tracking code and then we can follow them on Google. And that’s all we do on Google. So it’s like you’ve got, you don’t have to have two legs in equal camp. You can have, you know, half your body in one traffic source and a toe in the other. I’m going to have divided evenly, which is, I find the misconception that people have because it sounds really exciting to do all this stuff, but it comes down to who is your audience and where are they [inaudible]

Janet Beckers:                  That’s excellent. So you’ve mentioned a few different things there. You’ve talked about retargeting, you’ve talked about Google as Facebook ads and you’ve also talked about Google search. So there’s four sort of I guess, implementation strategies that you’ve mentioned there. Okay. I was just saying you’ve gone Ooh, Yup.

Ilana Wechsler:                There’s a Google site is part of Google ads.

Janet Beckers:                  Right. Okay. See, there you go. See, I’m not using Google ads yet. Used to in years ago. But then it stopped being profitable for me, so I stopped. But this is where I really loved it. When I loved your strategies of this 80% of your budgets in your, at your attention going on one platform, but you’re still using something like Google ads, as a way to follow up so that you can kind of stalk the people who even..

Ilana Wechsler:                I like to say continue the conversation, continue the conversation.Yeah.

Janet Beckers:                  Hey, you know what I call stalker. You can always have a conversation. So can we now have a look at a few of those different ways? You’ve, maybe if I give you a couple of scenarios of typical people who I know that are listening that will be with me today. Yeah. And if we, if I throw you a couple of scenarios and go, all right, what would be the best way to be able to use your budget usual time for those scenarios. So okay, if I think of one client that I’ve got at the moment, she has a local business as a service provider, as in health, occupational therapists working with women who’ve had breast cancer. Hi Kate. Now, has a local business and bringing in local people. But we’ve got the business for her now, growing so big that now it’s going to go online. So we’ve also got a program we’ve created online, which is sort of like a once off thing to start with. So if you’ve got somebody like that that’s got an offline business that they’re still wanting to build clients to, but now they’re also starting to develop online programs and that can go into national [Inaudible]. What would be, you know, if you’re thinking about the big picture here, the different ways to make them, keeping it simple, but the best way for that work, what would be your advice?

Ilana Wechsler:                Okay, well I’ve got lots of things running through my head, so be it the OT type work for a specific condition. Yeah. Question in my head is like, if I put myself into that person’s shoes, if I’m recovering from breast cancer, and I’ve got some health related issues as a result of the treatment, which is what I believe it is, is the, is it something that, is there a certain condition that I have? Yeah. Yeah. So that I would be seeking help about it. So, for example, I don’t, I don’t know what would it be.

Janet Beckers:                  That would be lymphedema and swelling in the limbs.

Ilana Wechsler:                Right. Okay. So I might write an article on my website talking about using some helpful information about that and then I might go to Google and say, hey Google, whenever somebody types in swelling, leg swelling treatment, perhaps, I might want to show my ad as to come up as content for that person.

So very, very specific, search queries. You’re not trying to sell to these people just yet. You’re just trying to send them to your helpful article on your website. And at the end of that article you might say, Hey, do you want to get in touch? And whatever. The idea behind that is just to pull out from the weeds, like putting the magnet in the iron filings. You’re exactly your target customer based on what they’re searching for that you can then have the ability to follow up with them after. Now because she’s in health space, Google are pretty strict about the retargeting ads and there are restrictions for certain industries. So she cannot do Google retargeting in that area as a privacy. So what we don’t want is, let’s say I’m searching for some fill out on my on my computer and then somebody else comes on my computer and they suddenly seeing ads for leg swelling as a result. You know, that kind of stuff that google don’t like that.

However you can do it on Facebook, right? So that’s why you want to send them to your home where you can on your home or your website. You can have that Facebook code that go, Hey, somebody’s come here, read this article. What’s the next step for them? Maybe they want to download a pdf, an ebook or something that you can, you can show them on Facebook, but you found them because of what they typed into Google.

Janet Beckers:                  I love it. So if we go back to what you said at the beginning, and you know what I, there’s a lot of people who will be listening to this that are in some kind of health field. And I know that that’s often a frustration that they have is there’s all these restrictions around what I can do. I love, you know, you just knew it. So from what you were saying at the beginning is you’d be doing the Google ads, Google search if they’re typing in something really, really specific.

Ilana Wechsler:                So let me give you an example of how is it pretty much exactly like, but another example of how that worked. Well, so I had a client come to me that had a membership website for a specific subject of teacher. So they weren’t all teachers. Yeah. Teachers of a certain subject in America. Right? Right. So, when you target on Google, you can target by, I mean on Facebook by job title, but that was it. So we could target teachers, but we wanted a specific subject of teacher. So it was a very, so what we thought, well hang on a minute. What we can do is we know what these teachers do of this subject, right? We know the curriculum, right? And weeks one and two, they are teaching something in the curriculum. So they are going to Google and typing in insert topic, one of the curriculum quizzes, tutorials, printables, all that kind of stuff, right? No one is bidding on that. Like literally we paid like 5 cents a click. I’m not joking and pull them out from the weeds and then we read and that’s how we found them. We just, and we gave them the information that they wanted, we gave them a free worksheet, right? Tagged them obviously with the tracking codes and then followed up on Facebook to say, Hey, we’ve got all this stuff available in the membership, blah blah blah, blah blah, and, and made sales that way.

Janet Beckers:                  That’s fantastic. So I think an important thing for people to understand here is you’ve talked about tracking code. So just know, don’t get bogged down with any of the techie stuff that when you do Facebook ads and when you do Google ads, you get a little bit of code that you put on your website and that allows you to be able to find those people. I like how you said here. So when we talked about like your, you know, you’ve got most of you in one camp and then your foot in the other in this case, because they’ve got very specific things you’ve searched on. You’ve got your body over in the, in the Google camp, but you’ve got your foot following them up in the Facebook camp. Correct. So if I can give you another example of a really typical person who I work with, and so I’ll think of, you know, just, some that I’ve got here at the moment that people who I’m working with.

Janet Beckers:                  And that could be somebody where it’s unlikely that people will search the specific thing. And a typical one are women who are over 50 who have kids that have left home. They’re now thinking, you know what? I want a better life than this. I want some choices. I want to find myself. I want to know what my goals are. I just want to, it’s, I’m all about me now rather than everybody else. And these are people who really help people to specialize in finding out what that passion is and helping them to get there. So that’s kind of, you know, as life coaching, it’s goals coaching, in some cases it can be start up business coaching. So then not necessarily the sort of things, you know, most people are going to type in, you know, how to be happy after 50, no, whatever. So in that case, what would you recommend for them in that hole? You know, how to make the most of the, you know the different camps that you can be using.

Ilana Wechsler:                Yeah. So it comes back to that first question of who is my target audience and where are they hanging out online. Right? So you said, who’s my target audience? A women who’s over 50. That’s easy. Where are they hanging out? I don’t know. I reckon Facebook and Instagram personally. Yeah. So, then it’s like, well, what, who are, who are they more as a person? Like who, who interests them, who do they listen to? Who Inspires them? Brene Brown would be a probably a classic example. Excellent. Yeah. So all those kinds of, if you’re trying to build the Customer Avatar, the big picture of the person, what books do they read? What authors do they like, who are their thought leaders? And then obviously you can find them on social media through Facebook’s pretty superior targeting. Then the question is, well, what are you going to show these people?

You know, like you can find them. Finding them is actually the easy part. The hard part is what do you say to these people and what are you going to show them? You know, and I find these days it’s all about building a relationship with people. OK. Through, I think through content I’m in. Podcasting is an amazing mediums are, the idea is that you find them on social media, you pull them out from the weeds, like the I’m filing thing concept, but you might show them some content of a podcast episode that you’ve done it and you can turn it into a video. You might want want to give away some kind of content to these people. I find on social media it’s very, you’ve got to build a relationship with people. The biggest mistake that people make is that they just go straight for that sale with paypal, Book a Free Strategy Session, a.k.a Code for a sales call.

You know, like they just go straight for the sale. But you just can’t do that on social these days. You’ve got to build a relationship, you’ve got to give before you can ask for the take. And if you build that relationship through education and content and that kind of stuff, the take will come later, you know? So it’s just, yeah.

Janet Beckers:                  And so with that, just building on that, you know, giving what’s your take on how, how soon in that process should the giving be come to my website, I’ve got a Freebie. So should it be, should a lot of your stuff to start with building up that be things that are actually on Facebook itself, like videos and posts or is it okay for you to be able to go, here’s a Freebie, come over here.

Ilana Wechsler:                Look, I think, yeah you’re still giving, you know, like there’s nothing wrong with here, come over here and grab your Freebie. You know, and I do this all the time. I all, one thing you might do is you go, I’m running a free Webinar. We’re going to cover the 10 things. Here’s the first one for free. Like I think these days, I don’t know, maybe I might, people might disagree with me. I think people value their time more than their money these days. Time. Yeah. So valuable and you’ve got to earn my time. If, if, if I’m going to sit on an hour long Webinar with you, I’ve got to know that I’m going to get some results, but I don’t want to listen to 30 minutes of fluff. Like I literally don’t have the time. And I think people are the same. Like there’s messages that are constantly coming at us all the time and people are very, very precious as they should be with their time. So you’ve got to earn that time. You got to earn that trust with people. So often I like to give away something in the ad itself or in the content itself that they don’t have to give me their name and email address for to earn that trust and go, Hey, do you want the rest?

Janet Beckers:                  Excellent. That is such a great distinction and it makes it easy for people because that’s a question I get a lot. And I guess a lot of times the answer is all of the above. You know, where should I, should I be doing a video with seeing the posts? Should I be just sending it to my website for content? Should I be getting them onto the Freebie? But I love what you said there, that even if you’re getting people over to a Webinar or for a Freebie is give content actually in the post, in the video, in the ad. That’s right. A lovely way of combining the whole lot. And just also on that one there, cause we’re talking about, you know, your body in one care your toes in the other. Yep. So if you’ve got somebody there that’s in the example we’ve talked about a life coach who is helping women who are over 50. So if we’ve, we’re doing those ones, they get them using the iron filings through using Facebook ads to be using Google ads there as well with them at any case at any time.

Ilana Wechsler:                Yeah, it would be a function of what you’re going to show them next, you know, so say I am a woman, or a lady over 50 and I’ve gone to that life coaches website, what’s the next step for me to take? You know, like it depends on what that process is that I think personally, I don’t know if I’d be following them up on Google unless it’s something that’s pretty irresistible, right? I mean, unless it, or you may be, I want to promote the next piece of content or something, but it’s the kind of thing I guess. Yeah, it’s a tough one. You’d probably have to, I’d probably have to see th kind of what that funnel is for people. Like, I wouldn’t want to buy the Google ads. Hey, just jump on a call. That kind of feels a little bit too forceful. Yeah. the answer is it depends. All right. Yeah.

Janet Beckers:                  And I love that. I mean, that’s really honest to because a lot of times people are looking for the black and white answer. It’s not black or white and it’s never black and white. So, and that also then, this is a really nice wrap up that one of the first things that you mentioned is everything that you’re doing here has to come back to what you’ve got on your website and on your website. That’s where it becomes important about your messaging, what it is that you’re going to be doing to get them onto your list. What are you going to be following them up with next? And so what you’ve got in that funnel, what you’ve got as your steps is really going to dictate if it’s going to make sense to do a follow up using this or not.

Ilana Wechsler:                What I will say on that though is kind of like what I do right? Where people come to my website and it might not be ready to learn, you know, they’re not ready to take the step and go, yeah, I’ve actually got the time in a couple of months, I’m going to have time and I’m going to sit down and actually learn this stuff. And I’m not quite ready yet, you know, so I don’t run my retargeting ads all the time. Actually. I have my pixels on my website that are gathering people and when I am launching something or when I’m running something, I might turn on my Google ads to access those past visitors and like turn them on for a week and then I’ll turn them off. It doesn’t have to be something that I’m continually running. I mean, you can, you know, but, so for that kind of business, they might find if they’ve got some kind of launch coming up, they’ve got that invisible email list, which is what your retargeting list is ready and prime to go through when they’ve just been sending content to people. Like, you know, promoting contents, show that to people for a limited time. And then they turn it off.

Janet Beckers:                  I love it. That is brilliant. So we might actually wrap it up there because I think what you’ve just given here is this beautiful simple structure. And the next thing is, so if I just do just a little bit of a wrap up for people who’ve been listening are aware that there are going to be some people here who understand about paid advertising, the whole idea of retargeting and pixels and other people that will go, whaaat? So if you’re in the whaaat sort of section, don’t worry. Just know that when you do dive in and decided to do any kind of advertising that’s Kinda like, you know, one-on-one you know that you’ll have a piece of code that you put on your site and it, and it allows you to continue the conversation or thought people are though when they’re searching on Google or on Facebook. So if we come back to people who are listening now, I want to give you some action steps. So if we think about just the overall structure of people searching specifically for things, or how’d they searching. So then you’ve got that extra challenge. So if they’re searching, start off on Google. If they’re not, we’re going to start over on Facebook. And then whether or not you’re following them up, the retargeting conversationally, stalking them, you know, is going to be really depending on what’s happening with your funnel, what the next steps are. They’re really lovely decision points for you to be able to make. And so if we’ve got people here now who are listening and going, right, what am I going to do? So for people to take an action step this week, what would be the main thing that you would recommend them to do this week? So that they have got the right strategy that’s gonna work for them.

Ilana Wechsler:                Okay. I would really recommend, and you’re probably not gonna like this answer, Janet. I’m sorry. But I would, I would, I really recommend people, even if you’re not going to do ads for six months, like you’re not at that point, I really always urge people to install these pixel codes on your website. Now it’s, I’m going to show my age here, but uh, so you won’t mind where I kind use the analogy of the old school type recorders. When you press record, right it, that’s kind of the same thing where in putting the pixel codes on your website now, even if you’re not showing any ads, it’s pressing record on your people coming to your website. So that when and/if you are ready to start running as you’ve got that beautiful list of your past website visitors. So Facebook will remember, it’s pretty crazy. People who’ve come to your website in the last 180 days. Excellent. Google Pixel remembers people for 540 days. Whoa.

Janet Beckers:                  They go. So even if you don’t even get around to it for every year, you’ve got your pixel. And so, and if people are thinking, well, how do I do that? There’s this fantastic tool called Google. Just Google. How do I get my Google Pixel and my Facebook Pixel on website? I’ve got training on that. We can put a link in the show notes if you want. I’ll show you how to get it, put it on your website and then you can just sit and forget. It’s done when and if you’re ready, you’ve got that beautiful imaginary email list ready to go.

That is perfect. Well we will do that. We will that would be brilliant. If you have the links to that, we’ll put that there on the webpage. If you are here on, if you’re listening to us on iTunes, come over to the podcast page because you’ll see the links to be able to get that training. You’ll also see the show notes that we’ve got from today and you will also see I’ll put together a quick cheat sheet for you that just summarizes that overall picture for you. So you can have like a decision matrix, a really simple one for you to be able to download and use now. And then if people go over to teachtraffic.com, is that a great place for them to get more training from you as well? That is the best place to go. Yes. Yeah. Brilliant.

And so everybody please, you know, if you’ve taken action on today, you know, let us know because that’s one of the greatest rewards that we can have. So go over to, teachtraffic and, and, and let a lot of know what action you’ve taken. Oh, look, it’s so rewarding for us. So please give us that feedback. If you’re on iTunes, I’d really appreciate if you would leave an honest review and that could include what action that you’ve taken or your biggest takeaway that would be done. That’s a gift back to us. I would really, really appreciate that. So, thank you so much for your time today, Ilana, and thank you everybody that is taking action. They did go get them.

Ilana Wechsler:                Alright. Thank you so much for having me down and had a blast.

Janet Beckers:                  Okay. Bye, bye.

The 5 Characteristics My Most Successful Clients Have in Common

The 5 Characteristics My Most Successful Clients Have in Common

Over the years of working with thousands of business owners, and hundreds of those on a close level, I’ve noticed distinct characteristics of the people who get the fastest and long-lasting growth in their businesses. Plus the path to this success is smoother, with less drama and greater confidence.

Last week I interviewed Emma Franklin Bell, a brilliant woman who has been part of my Attract Your Tribe Accelerator program for the past 6 months. Before giving great guidance on the 5 Connector Styles of Content Marketers, Emma and I dived into the mindset of what it takes to be the person that really stands out and builds a business that positions them as the leader in their field. We broke those down and then showed you how to adopt those characteristics into your own business practice so you have the discipline to consistency create great content that builds on the strengths of your connection style.

This week, I give you an action plan of how to build these characteristics into your own life with Your Action Guide To The Disciplined Mindset.

Here’s what you’ll discover today:

  • The 5 characteristics my most successful clients all have in common
  • Action exercises you can do this week to identify areas you have in common PLUS areas you can take an honest reality check on.
  • Action Steps you can take this week to implement changes NOW
  • Personal insights into the actions I’ve taken myself to model the characteristics I admire in my most successful clients.

BONUS WORKSHEET

Plus a special podcast bonus for you today. An action guide to download “The Disciplined Content Marketer’s Mindset Action Guide”. You can read below for the guide here on this page, or download the PDF worksheet version to fill out and take action on.

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.

Click the image below to download the BONUS worksheet!

Your Action Guide to The Disciplined Mindset

These are the characteristics my most successful clients all have in common.

They Have a History Of Disciplined Mastery in a sport, creative interest and in business or study

My most successful clients have usually had a history of excellence in one of these pursuits, very often a sport. Now this does not mean they are professional athletes. It DOES mean they have approached their passion with the focus, discipline and training of a person who intends to be the best THEY can be at this. 

Exercise: List goals you have worked towards, you are proud of, and can say you aimed for excellence.

For example it may be dance, like Emma. It may be running, weight lifting, swimming, a musical instrument, demonstrated excellence in your studies.

Exercise: Be honest with yourself. 

Have you settled for average in the past?

If so, don’t beat yourself up about it.

Write down what things you are passionate about you commit to challenge yourself to continually aim to improve in.

Personal Note: I’m currently focusing on continually improving my running, swimming and strength training. I intend to compete in races, with the aim to improve my personal best. I just want to be strong and full of energy.

They Focus on Personal Best, Not Competition

They are aware of competitors but they don’t compare themselves as much as most other people do. This gives them great resilience.

Instead they aim to incrementally improve on their own performance.

Exercise: Choose 2 things to set incremental goals to improve and monitor your progress.

  1. A business goal (perhaps increasing your content production and quality every week?)
  2. A personal goal (maybe getting up at a certain time each morning, or to walk / run / swim further each week)

Personal Note: I still consider one of my best achievements was strategically and persistently converting my bodyclock from a confirmed night-owl to an early riser. I can now naturally wake up at 5am and go swimming, running, gym or mastermind meeting without crying 🙂 It took me 18 months, a lot of fails, crying when the alarm went off, dust off, persist, improve and then mastery.

They Just Do It

A really common thing I hear my most successful clients say is “I just don’t get why people don’t get on and just do what they know they need to do”.

They seriously just don’t get the self sabotage, not completing, excuses.

If they know they need to do something they ignore the self doubt and just get it done.

This is discipline in action.

Exercise: What are you NOT doing?

What are you procrastinating on or saying you will do and then have an excuse why you haven’t.

Go on, be honest with yourself.

What change do you commit to make this week?

They Don’t Second Guess Their Advisers

My most successful clients take time to choose their advisors and so trust they have made the right decision.

Then they just follow the guidance and take action.

They don’t waste time second guessing, challenging and questioning.

They follow the guidance, then review their results.

Only then do they tweak and adapt things to their own style (see back to personal best).

This is especially true of people who have had a coach to train them in a sport or artistic pursuit. They are used to listening to the coach.

Exercise: Be honest with yourself.

Do you resist help and guidance and ignore advice, especially when it is from someone you have selected to guide you?

What areas do you feel you can improve and reduce your stress levels by just trusting and implementing?

Personal Note: In my quest to improve my strength and aerobic fitness I have contracted a personal trainer. She designs gruelling and challenging workouts and guides me in exactly how to do them correctly. She creates macro food plans and sets me accountability goals every week for cardio. 

Some days I detest her and she laughs at my “Don’t F#*k With Me Face”. But I never second guess, I do as she tells me and my results improve every single week. Wanna feel how strong my arms are?

They Play The Long Game

This means they don’t see failure as a reason to stop.

Instead they step back, look for the lessons, then get straight back into improving and aiming for incremental improvement.

For example, you may choose to focus on video as a content creation media for you to connect with your tribe. It’s very likely your first few videos will totally suck.

You may even be ridiculed or people simply don’t watch!

You can my first video here.

You can see Oprah’s first video here.

Oprah didn’t give up.

I didn’t.

You won’t either baby!

Exercise: What have you given up because of a failure? What lessons can you learn from that?

Personal Note: You may get some insights into what can happen if you DON’T give up. Here is a podcast about what happened when my launch I worked on for months got ZERO sales.

Commit To Action

Exercise: OK so now let’s focus on getting results.

What incremental improvement goals to you commit to do in your business, your content marketing and in your personal life? List them down then take action THIS WEEK. 

Celebrate Your Action

Exercise: When you have completed this worksheet and taken action, contact me and let me know.

You can do that via email, social media or in our free Romance Your Tribe Facebook group.

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. Well, I’ve got a special podcast episode for you this week because it’s just me teaching and we’re going to be looking at the question that I’m really fascinated with, which is why is it that some people just seem to be able to get results faster and longer lasting, and it seems to be done just so much easier. There’s not as much drama, not as much resistance. Why is it that some people get those sort of results and other people don’t? And yet all of them are incredibly clever. They’re very passionate about the work that they do. They’re very skilled and they may very often be doing exactly the same actions, the same material that they may be working through. So how does that happen? So that’s what I’m going to share with you today because after years now I’ve been coaching and mentoring.

I’ve been in this space now for about 12 years and in fact longer really but 12 years since I really officially launched. And over that time I’ve been really fortunate. Like, I’ve worked really closely, sort of like one on one or in very small group VIP programs with over a hundred people now. And I’ve also worked with thousands that have been in my VIP group programs. And I’ve really got to see that there are some people that they just get the success easy. These are the people that, you know, we’ll get featured in case studies. They’re the great testimonials that show huge results that they got. You know, they’re the people that I’ll invite along for me to interview about how they did that. I’m here on my podcast. There’s those people. And so I’ve really come to see that there are certain characteristics.

So that’s what I’m going to do today. I’m going to break down those characteristics that I have noticed in the clients that I’ve had over all these years that get those results. Not just that they get them faster, but it’s done with a lot less stress, a lot less drama. It just feels easier for them and for me. And so I’m going to break down what those characteristics are. And importantly, I’m also going to show you how you can model them. So we kind of have a look at what are some really practical things that you can be doing today to start embodying some of these characteristics that really can help predetermine if you’re going to be successful or not. And I’m also gonna share with you how I’ve learned from my clients. You know, they will come to me because you know, that we’ll be learning a lot from me from my experience and the, the, the mentoring that I can give them on building their businesses online.

But also they will be modeling a lot of the characteristics that I share. You know, that’s helped me to be able to get to this stage, but it works both ways because I get to work with really clever people, like amazing people. And when I look at the people who are really getting the results, I think, well, how do I bottle up the essence of them and how do I actually bring that so that into my own life? So I’m doing exactly the same as I’m going to be helping you to do today is looking at what they’re doing and seeing what can I do to actually bring more of that into the way I do business and I’ve kind of reverse engineered how you can do the same. Now to help you to do this, I’ve also got an action plan for you, a downloadable that you can use that’s going to help you to go through these five characteristics and also to be able to have some exercises that you can be working through.

So the real action steps. So just know that you don’t have to get it all in one go that I’ve got get there for you and it’s going to guide you through those steps. So I am particularly interested to hear from you as you go through this today. I would love to hear from you. Do you recognize that there is some of these characteristics that you’ve, gosh, which is really exciting because double down on what’s working for you and, and also really interested to know are there any things here that I’ve mentioned that you go, well, if I’m really, really honest, I’m not doing that. Or the results are showing me that I’m not doing it and that’s good. That’s okay because these are areas that if you’re going to be really focusing on improving anything, these five areas, if you just focus on improving these when it comes to the way that you conduct a business, not what you’re doing, but the way that you conduct business, double down on these five, those ones that you’re, that you’re struggling with, that a challenge, you know, use these steps that I’ve got for you because it can make a huge difference for you.

So I really want to hear from you both ways. What are the ones where you’re going? Yeah, I’m doing that. I’m going to not really double down. Or the ones where you go up, there’s a bit of a red flag for me. This is what I’m going to commit to actually start working on. I really love to hear from you. So either drop me an email, a message, leave a comment here on the podcast page. If you are listening to the podcast over on iTunes, I would really appreciate if you would help other people find this. And the best way you can do that is to little comment and a ranking. So I’d really appreciate that and you can even comment on this particular episode. Very free to do that. All right, so let’s get stuck into it and make sure that go and download that action sheet that I’ve got for you because I’ve it’s really gonna help things to move along faster for you.

Now, if you’re watching this here on the on the video, on the podcast page or Sydney every now and then looking down, that’s because I’m using my notes. I’m actually referring to the action sheet that I’ve got for you and I’m picking out some of those points here, knowing that you can go into more detail. Okay. And I also have an article for you on this page so you can see things at a glance as well. Alright, well let’s get stuck into it. So these are the five characteristics of the clients that I have worked with over the last decade that they all have in common. The ones that create the success with the most ease and in the, in the fastest time. So let’s have a look at that now. Number one as and this is a really interesting when I’ve really just come to notice this, I noticed it with a, with one client to start with.

And Tiffany, hey tiff, where we live, and I actually discussed this where I was saying that the things that was just making it so easy to get results with her is because she was an athlete. And because of that she had these certain characteristics that all athletes actually have to embody in order to get the results in their sport. So this is number one. Now you may have that you have a particular sport that you have not just gone, you know what, I’m going to play this for fun, where you’ve actually gone, you know what, I’m going to do what it takes to be the best that I can be at this notice I said the best that I can be. So it may be in tifs example, it was tennis and then it was golf in other people that I’ve worked with. It may be that they’re into surfing, but they approach it in a way that, you know, they want to be the best that they can be.

So there are always constantly improving at what they do. It may be running, they may be a person who goes in running races and sets themselves that bar to do better and better and better or swimming. It could be any sport. And now the other thing it could also be, is a creative pursuit, which may be say dance or it may be a musical instruments learning a musical instrument. Some other sort of art that you may be doing. The difference here is that it’s not just I’m going to you know, like me paint, I’m going to paint because it gives me joy. I haven’t necessarily gone down the track of going, you know what I am going to end up, you know, exhibiting in the wind prize or whatever. It’s not the thing that I really want to invest that time, but I’m going to share with you later some of the things that I have been approaching these particular characteristics in.

So now you may also have sometimes it may also be in business. Now the thing that I have found though with the people who are the most successful is they’re not only showing that discipline and drive and a real sense of wanting to get mastery in one particular thing and do it really, really well. They very often, if they have it in business, they also have it in something that is in their personal life. And it’s usually required that they have to have incredible discipline because they’ve got to get up and keep on going to training. They’ve got to get a coach and they understand what it means to work with a coach and just do as they’re told, they will not do as they’re told. But listen to the coach and, and trust that if I do this, it’s going to work.

They’ve had to fail numerous times. So usually I haven’t just really, really noticed that. So I quite often ask people is their tough time when you have set yourself a specific goal and you have really, really worked towards it. And it took an amazing amount of discipline. For example, I’ve got a couple of clients that may say to me, you know what? I wouldn’t say that I necessarily have a sport, but when when we’ve talked further, they set themselves a goal of doing a bodybuilding competition. I’ve had a few that have done that. And once they did it, that was okay. It wasn’t their big passion, but they set that goal. So ask yourself, this is the tough question, how, how often have you settled for mediocrity settled to be average? And when in your life have you challenged yourself to be the absolute best that you can beat, to have mastery mastery of something that takes discipline, that takes a learning, something that new and keep on learning and learning and failing and turning up and keep on doing it until you get really, really good.

Now, I will give you an example of something that I’m working on at the moment because as I said at the beginning, this is something that, you know, I can still remember that first conversation with tiff going, what a work out, what it is. I reckon, what is it that, or a bear’s been around you being an athlete, what have you brought into what you’re doing here with me? And it was really interesting. We started that conversation and then it’s been something that I have continued with a lot of the people who I’ve worked with looking at those things. So I’ll share with you one thing that I am working on now is that I have set myself a goal for this year, is that I’m going to get incredibly strong and fit for me. And I’m going to continually improve on doing that. And I’ll be sharing with you, I’ll use this one as a bit of a theme cause it’s kind of my obsession at the moment.

And as we go through the rest of this, I’ll show you how I’m taking what I’ve learned from my clients and applying it to this particular one. So in that is to do with running and also with getting very, very strong so that I can go and do all those things that I want to be able to doing but be doing it so that I can be going in some running races in some, in some extreme for me, extreme you know obstacle type insurance type competitions with the main reason that I want to be really energetic and healthy, but setting these goals so that I will have a reason to keep on getting better and better and better. So I’ll share those with you as I’m going. But that’s my question to you is I want you to ask yourself that. Is there something that you can this week decide that?

You know what? I’ve always dabbled around with this particular thing, and it doesn’t have to be in business. It could be a personal thing, it could be an act, it could be something physical, creative, whatever it is. Set yourself a goal that you know what? I’m going to approach this for mastery, that I’m going to be doing this as well as I can and continually improve. Continue to be the best that I can be at that. That’s my challenge to you. And then if you’re doing that in other things in your life, it will naturally flow over to what you’re doing in your business. Okay? That’s number one or five. So I’d love to hear from you. So now let’s move over to number two and this row you’ll see that this, you can see how number one is actually here is evidence of having applied the next four activities.

So choosing that one thing can be a really nice litmus test for you of are you actually implementing these other four? So here they are. This one is a really powerful one is the people who I work with that get the best success with the most persistence. The real sort of resilience are the people who they don’t focus on the competitors. They don’t focus on competition. They focus on personal best. Now you may be thinking, Hey, if these are people who’ve really excelled in a particular sport, if they’re athletic, surely that’s competitive. Yes, but they got they’re competing against themselves. Now where this gets really powerful is if you are intending on going for a personal best, you have to be measuring how do you know if you’ve beaten your previous record unless you are actually measuring and the nice part about this as if you are always looking at, did I do better this time than I did last time, then you’re not going to be comparing yourself to everybody else.

If you’re not looking at personal best, it is so easy to look and see what other people are doing and go, oh, why am I even bothering? Look, look how awesome they are. I’m not doing well enough. I’m a failure. What else? I had talked that you’ve got going. If you’re focusing on the competition, that will always happen. But if you’re focusing on your personal best at why it happened, and think about how many times that you may have watched, say the Olympics and you can get somebody that may have won the gold medal and they will go, yeah, I got a gold medal. But how many times do you hear them say hi and I’m really excited. I’ve got a PB, I’ve got a personal best. The gold was awesome, or even the silver or the bronze or whatever. But it was the PB.

That is the thing that they’re focused on. So these are even the people who are winning it at all. They’re focusing on that. Now in order to Mesh two tonight is you’ve got to measure. So for example, if you are doing this in your business, how do you know if you are getting better? So think about the things that are important for you at the moment to measure if might be how many people are on my mailing list? Have I improved? How many people? If I do some videos, how many people are commenting, can I do something that’s going to improve so that I get more comments perhaps when I do Facebook lives, more people viewing, what can I be doing so that if I perhaps do a launch or a Webinar and I’m selling how many people bought they of measure those sorts of things so that you can go, hey, I am improving, I’m getting better.

That’s the big focus because it also makes you resilience. Because if you’re always focusing on getting better, you’ll, you can kind of take the emotion out of a lot of it as well. Now I’ll give you an example. That I can look at here is always looking at your own personal best. So the first thing I want you to set yourself a goal. So that goal could be around your business goal. And also I want you to set yourself a personal goal. It could be something that’s really small. And let me give you an example of one that I did a couple of years ago. And honestly it revolutionized my life by deciding to approach it in the way that my best clients do. And that is I wanted to get fit and healthy. And this is a few years ago. You can see this has been a theme of mine for a while and but I’ve always been a night owl, which has not been a big problem.

But I was finding because on a night our mornings are a write off. I wasn’t exercising in the morning cause I wasn’t getting up early and life got busy. And even though I set the intention to do exercise at night in the afternoon or at lunch time and never happened, I got busy, you know, family came home, blah blah blah. So I realized if I was going to get fit, I was gonna have to get up early and I was gonna have to make friends and go and exercise with them cause that would get me out of bed. So in order to do that, it meant that I had to go to bed by a certain time and I had to get up early. This sound like a minor thing. But the way that I’ve measured mine in terms of personal best is how many times that week did I get up at the time that I said I was and for my swimming buddies, which I’m still doing now, years later, twice a week.

It’s fine. A M for a night person. That was rude. That was a killer. So how many times did I get up straight away? How many times did I hit the snooze button? How many times did I make an excuse to myself and to them about why I couldn’t go? All of those sorts. So that was what I was measuring and also how many times could I get in the car with them cause we carpool to the pool and when they say good morning that I don’t go, you know, when did it become, when did I get to the point where I could actually go? Good morning. So they were the things that I measured now it took me 18 months, but now I can get up at five o’clock quite easily. I can get up even earlier if I need to. If there’s something I need to do I can, you know, and it’s not a drama and I can be in a good mood when I do it.

So that is the result. But if I hadn’t been measuring, if I had only compared myself, you know that, oh, I didn’t do it today. It could, I could’ve given up. So that is an example of one what seems really simple, but it was life changing for me. Thing that came from me applying that strategy of only focusing on the personal best and not on what other people are doing. Okay? Now let’s look at number three. I don’t know if you can hear or there’s a blowy. There’s a fly buzzing around here and I really don’t want to stop videoing in order to do this. So if I get a little dis be distracted, it’s because I’m looking at that. Okay, this is number three. And I tell you what, this sounds simple, but honestly, I reckon out of all of them, this is the one, if you can nail this, it makes all the others so much easier.

And that is the people who I get the best results with. They just do it. They just get it. In fact, I often hear them say, I don’t get why. When people know this is what I’ve got to do and if I do this, I’ll get the results. I don’t understand why they don’t do it. They just don’t get it. Bless them because the reality is I find that the majority of people, they don’t just do it. They will know what they’ve got to do and then they will start sabotaging. They will procrastinate on it. They will second guess and I’ve, I’m really, there’s a lot of reasons that can come to this, but I have really come to recognize that one of the main ones is fear and very often it’s a fear of rejection or a fear of failure. It’s things that move them out of their comfort zone and because of that, they, they don’t do it and they will make excuses to themselves.

I got really, really busy songs. I got sick. This happened, that happened. But if they really, really honest and I want you to be honest with yourself, there’s some kind of fear behind there and I get it. I totally get it. And you know what, there’s lots of things that I can say to you, like really understanding what the theory is dipping into it. But you know what, what I find is the best way is if, you know, and, and I, with my VIP clients, we work at 90 day plans. They know what they’ve gotta be doing every single month, breaking it down into weeks so they know the actions I need to take to get the results. And a lot of people like just don’t do it. And instead of trying to psychoanalyze too much of it, the best thing is to go right. I’m just gonna do it.

I’m going to stop thinking, I’m going to stop second guessing. I just know it’s gotta be done. I’m going to do it right now. So that’s my challenge to you. Just take the emotion out of it and just do it. If I bring it back to the thread that I’ve had going through this, which is my quest to get, you know, continually to get fitter and stronger and full of energy is when that alarm goes off at five o’clock you know, I, I say I get up at five o’clock but I don’t bounce hours. It’s not worth me going, Oh God, all right, it’s five o’clock I can’t wait to get up. There is always those things that go through your head and if I allow myself to second guess, I can very, very easily talk myself into the reason why I need to be in bed that morning.

The only way to do it is to not think and just do it. So it doesn’t sound very glamorous, but I can tell you what, it takes the emotion out of every thing you were doing. So if you take that emotion out, just do it without thinking. It gets easier and easier and easier. And that’s why you will hear me using the phrase scare sighted or the term scare side, which is just a word I made up, which is that feeling when you’re really scared, like it may be pushing you out of your comfort zone. You might be feeling, you know what, and if I do this, if you know, I could get, I could get rejected, I could get fail, I could go make a fool of myself. All of these things, it feels scary, but it’s kind of exciting because if I do it, I can get the results.

So just step into it and stop thinking about it. So that’s my thing to you. Now what am I challenge is I want you to commit to one thing that you have that you know, if you get this done, it’s gonna make things work and just do it. Okay? Just do it. Stop thinking. Don’t second guess, don’t procrastinate. Take the emotion out. Just do it. Okay. I read, honestly, I reckon if you can nail that one and sometimes you just got to pretend that you’re a different person, the kind of person that just doesn’t understand why you wouldn’t do it. I’m just doing that over and over again. Ro Rolls over into all these other activities. Okay. Now here is a another one that kind of fits in with this one as well is I find that the clients who I get the best results with, the ones who get success and it’s without stress and you know, I, I can, I think where I can go, oh, they just followed step by step exactly what I said to do.

I just did it and wow, it worked. You know, look at the results they’re getting. It’s great. Is these are the people who they don’t second guess their advisors all the time. So they take their time to choose who it is that’s going to be their coach or their mentor. And this may be who’s going to be teaching them with their sport. Or it could be me, when it comes to building your business online, it could be somebody else that you’ve got that’s going to be helping you with a different part of your business. It doesn’t even have to be somebody that you’re choosing to pay. It might be, you know what, this is the author that I’m going to follow and I really resonate with them. I like their systems, I’m just going to follow it. So they take their time to choose who they’re gonna learn from.

It doesn’t mean that they do ridiculous research, but they know that I trust this person. And once they’ve made that decision, then they just listen and do just get on with it. So they don’t second guess. I find the people that that they’re good can really struggle in getting things done is even though they know, you know, they can see, you know, here’s the step by step to do. It’s worked for other people. They fight back against it. So they will second guess. They’ll question constantly and they will question me, no question the process. Are you absolutely sure this is what I need to do? And the problem is it’s because it’s moving them out of their comfort zone and so they really don’t want to do it so they’re going to second guess. But the thing is that just uses so much of your energy is so incredibly inefficient that instead of getting on and just applying it I’ll use a lot of energy, you know, not backing themselves and not backing whoever it is that they have chosen to, to guide them to get the outcome they want.

Now I also get that if you are entrepreneurial, you love to create, I totally get that where you want to be able to do things your way and have your own spin on things. But here is a really sound piece of advice and that I’ve got from every single one that actually gets the results the fastest is just follow along and do the steps, get the results, and then you can go back and look at, okay, what can I tweak to make this my own? What are the safe bits to tweak? And one of the that I need to lead them as they are because that works. That’s when you get to put your own spin on it. But not that first time. Okay. So as an example, because following with the what they might, my one that I’m focusing on at the moment is at the moment I just know that I wanted to get strong and to be, you know, just really energetic.

So as part of that, I knew that I needed to do some things with my diet cause I’d slowly been putting on weight. So something was going wrong in there. And also to get strong, I knew I needed to be doing a bit of weight lifting and I didn’t know how to do that without hurting myself. But I did not want to have injuries. So I took my time to find a personal trainer. And when I’m saying time, talked a bit from people at the gym, thought I resonate with her, she’s got a system, that’s who I’m going with. And so I just do absolutely everything that she tells me to do because I can tell her my goals. She helps me to work out the best plan. You know, she helps me with the working out all my macros and my diet. She’s got the, you know, these are the ways that you’ve got to live.

This is the exercise you’ve got to do. Doesn’t mean I always like her, you know, she kinda gets my, you know, my, you know, don’t muck with me face, but I just say to her, I trust you. You know what you’re doing. I’m just going to do whatever you’re telling me to do. If you think I need to carry a heavier weight, I will do exactly what you say. Just tell me what to do. And the thing is the results and there. So that’s how I am doing that in my own life where I actually say to her, you’re the boss, baby. I trust you just telling me what to do and I’ll do it. And that gets the results because I know that that’s what the clients who get the best results with me, that’s what they do. And so then my question to you is, are you, are you, are you kicking back against the advice?

And I want you to ask yourself, why are you doing that? Is it because you don’t trust the person that you’ve got? But if you go, well, no, I do. Well, look at yourself. Why are you fighting back? Isn’t a need for creativity or is it because you really don’t want to do that work because it’s moving you out of your comfort zone or it seems too slow or it’s hard work. I want you to be really honest with yourself cause this could be one of the things that could be holding you back. Now we’re up to the very, very last one and I’m just gonna get my notes here in front. And okay, so this the very, very last one, and it sounds, it sounds kind of crazy when I say that the people who get the fastest results are the people who are focused on the long game.

Sounds really counterintuitive, doesn’t it? You would think it’s the people who are going to hustle, hustle, hustle, and go fast, that that’s, you know, and they’re going for the quick results. And if it doesn’t work, then move on to the next thing. It’s not actually how it works because when you play for the long game, and especially when you take into account these other factors that I’ve talked about, such as I’m focusing on a personal best, is they don’t see failure as the end is. If something doesn’t work, sure people are human, they’ll, they’ll just go, oh no, I’m frustrated. You know, have a good cry, perhaps a bit of a rant and rave. And then they will go, okay, right? So what did work? What can I take and do better? What didn’t work? Because I’m still moving towards my goal. What can I do now to keep on getting back?

So it’s that resilience that comes from not seeing a failure as well. That’s the end now. And also means that you’re thinking, okay, well I’m not doing this so well at the moment, but if I keep on improving, I’m going to get to where I want. So I’ll give you a couple of examples that are in my own life. And one of those is I should have a podcast episode recently and you can go and find it there on the romance your tribe website about when I worked on a launch for months and I’ve been in, I’ve been doing launches for years. I worked on a launch for months, finally went live and got zero sales, not a single sale months with work. How depressing. That would’ve been very, very easy to just give up and go, well, the product was wrong. People don’t want it.

They don’t like me. They’d be like, whatever, all those things. But instead I applied this exact strategy that is actually one of the things that I do have very, very strongly is that grit of not giving up. And if you listen to that podcast cast, you’ll hearing the exact steps that I took that meant that what started off as a zero sale has now made me hundreds of thousands of dollars. If I had given up then it would never have happened. So another thing that you may find and a great example is I’ve got on the whip on the the podcast page that goes with this episode, some links there and are one of those is a link to Oprah’s audition video. And if you have a look at the video that she created, like you look at it and you go, that is Oprah. Like that’s pretty amateurish stuff.

But because she didn’t see that, you know, what I’m doing here is not good enough. She just kept on working at it, kept on going and you know, obvious fantastic story. So there may be something that you were doing where you’re thinking, you know what, this didn’t work. And if we stick with the idea of videos that I just gave with Oprah, it could be that you’re going, you know, I’m going to do a video, but you did a Facebook live for example, and no, nobody watched. So you might go, well, what’s the use? Why am I am doing this? It doesn’t work. If you keep on going and thinking, all right, I’m not going to give up, what can I do next? What can I do better? Then you can start to see the huge change. I’ve also put a link there to the very first video that I did that I put out to my mailing list and we’re talking amateur Ville baby.

But it has now become, video has become my major way of communicating with people and it’s my major way of getting my message out there with content. And it’s what attracts people to me and converts. If you know, that’s an example there. I’ve also got another podcast interview with Denise Duffield Thomas, where she shared how the very first time that she ran a Webinar, nobody turned up. And the second time and the third time, she’s now a multimillionaire that again is playing the long game and not giving up. So my question to you is, are there things that you’ve come up against something that it didn’t work and you’ve given up, you’ve gone that didn’t work or it was never going to work or I did it wrong. This doesn’t work. Whatever it is that you’ve got, are you playing the long game? Are you going to give up now when you get the first hurdle or are you going to keep that goal in mind?

Because as counter insured is as it sounds, the people who do get the best results in the fastest way and with the less stress are playing that long game. So that is my challenge to you. Now, I’ve covered quite a lot here and to make it really easy for you, I’ve got that action plan for you. So you can go to the podcast page. So it’s on the romance, your tribe.com website and you can find this episode there. If you’re on iTunes, you can just click the link and it’ll take you over there. Now on there, you can download this action sheet. I really do recommend you go and get that because I’ve designed it to make it really easy for you to be able to analyze the areas that you can improve on and some action steps that you can take for each of those five points.

So that is there to help you. I would love to hear from you on any Ahas that you have had from today because I tell you what, now I can help you with strategies. I can help you to know what’s going to be the best things to suit your personality, your strengths that’s going to work in your business, the type of program that you need to create that’s going to be best for you, the best way for you to be using contents, the best way for you to convert that, you know, I can help you with all of those strategies. That’s my gig. But if you don’t master these steps, these mindsets steps for success, it’s a slow process for you. And that’s what I want for you. I want you to be able to really, you know, just totally be able to nail these five character traits.

Because if you get that, then everything that I can do with you, everything that other people who can help you to grow your business and get your goals, the greater that you’re going to be able to get a return on that time that you spend. And that’s what I want for you. Because baby, there are people who need you, people who are waiting for you to just step up, get out there and make it happen. And if these things are stopping you from doing that, everybody loses. Okay? So I’d love to hear from you. Please leave your comments. And if you have a friend in business that you know that needs to hear this, I would be very grateful if you would pass this on to them because they have got people who need them and they’re just waiting. Okay, bye.

Share This

Share this post with your friends!