How to Follow up Sales Without Being Pushy

How to Follow up Sales Without Being Pushy

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

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

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

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

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

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

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

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

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

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

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

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

And you know what? You’re right!

Just reframing your language will not solve your problem.

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

That’s what I’m covering today.

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

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

So listen in or read the transcript below to learn:

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

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

BONUS GIFT

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

You can grab this for free over here.

A Special Message From Janet

Thank you so much for being here. I know there are a lot of podcasts you could choose to listen to  and you chose to join me on Romance Your Tribe Radio.

Woohoo!

I’m honoured and  grateful for your support.

If you enjoyed this week’s episode, I’d love for you to take a quick minute to share your thoughts with us and leave an honest review and rating for the show over on iTunes!

Read The Transcript Here

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

Do You Love What You Do?

Do You Love What You Do?

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

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

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

In today’s podcast I share with you:

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

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

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

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

BONUS: Get Your FREE Tribal Business Leader Success Map 

A Special Message From Janet

Thank you so much for being here. I know there are a lot of podcasts you could choose to listen to  and you chose to join me on Romance Your Tribe Radio.

Woohoo!

I’m honoured and  grateful for your support.

If you enjoyed this week’s episode, I’d love for you to take a quick minute to share your thoughts with us and leave an honest review and rating for the show over on iTunes!

Read The Transcript Here

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

Website Design That Increases Sales Conversions

Website Design That Increases Sales Conversions

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

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

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

But then there’s the flip side. 

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

But they simply will never convert to sales very well.

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

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

Greg Merilees is the owner of Studio1 Design.

Here’s what you’ll discover today:

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

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

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

 Greg’s Bio

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

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

A Special Message From Janet

Thank you so much for being here. I know there are a lot of podcasts you could choose to listen to  and you chose to join me on Romance Your Tribe Radio.

Woohoo!

I’m honoured and  grateful for your support.

If you enjoyed this week’s episode, I’d love for you to take a quick minute to share your thoughts with us and leave an honest review and rating for the show over on iTunes!

Read The Transcript Here

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

Janet Beckers:                  Right. Good tip.

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

Janet Beckers:                  Getting the door behind you.

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

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

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

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

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

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

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

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

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

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

How to Sell with Compassion in a Time of Crisis

How to Sell with Compassion in a Time of Crisis

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

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

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

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

Maslow and Buying Behaviour in a Time of Crisis

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

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

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

A Template For Compassionate Communication

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

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

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

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

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

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

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

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

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

1. Story

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

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

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

Here are few examples of hopeful thoughts:

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

Acknowledge The Fear… then Transition to Hope

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

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

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

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

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

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

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

2. Segue

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

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

BLUNT.

A compassionate segue goes more like this:

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

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

3. Sell

This is where most people sabotage themselves.

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

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

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

You have a solution, the skills and an offer.

Are you a good match?

Can you help them?

Let them know how you can help.

That’s it.

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

How To Get Started

Become a collector of stories.

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

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

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

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

Go on. I double dare you. 

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

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

A Special Message From Janet

Thank you so much for being here. I know there are a lot of podcasts you could choose to listen to  and you chose to join me on Romance Your Tribe Radio.

Woohoo!

I’m honoured and  grateful for your support.

If you enjoyed this week’s episode, I’d love for you to take a quick minute to share your thoughts with us and leave an honest review and rating for the show over on iTunes!

Read The Transcript Here

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

How to set up a Home Video Studio for under $300

How to set up a Home Video Studio for under $300

Let me take you behind the scenes in my tiny home office as I show you exactly how to set up your own Home Video Studio for under $300. This is the exact studio I produce a top quality video podcast from every week, film Facebook and Instagram Live videos, create high quality training videos for my online courses, deliver one-on-one and group video coaching every week… and even have a whole-of-wall white board I use to draw diagrams and coach my clients remotely.

I’ve been running a remote business now for over 15 years and it’s always been run completely virtually. I’ve perfected a way that uses the simplest strategies without the need to spend an absolute fortune and in a way that is designed for peak productivity.

Watch now to see behind the scenes. If you’d like a list of everything I mention to set up your home video studio you can grab it over here.

Read The Transcript Here

Hello and welcome! Janet Beckers here from romance your tribe and today let me take you behind the scenes of what it looks like to have a setup that allows you to completely run a remote business, to create podcast, to do virtual coaching, to be able to run a virtual team, to do all of that from a tiny little bedroom in your house. And that you can also take remotely if you need to. Let me show you what does that look like? And I’ll take you behind the scenes right now. You see, I’ve been running a remote business now for, well this particular business had been running for about 15 years and it’s always been run remotely. I’ve always done it in a way that’s using the simplest strategies without me having to spend an absolute fortune and in a way that is designed for peak productivity.

So I’m going to show you how I have set up this room that I have been working in this way for a few years from this room. I’m going to show you how I’ve set it up, how I’ve maximized the space to do that. And then I’m going to show you the exact set up that I use to create high quality podcast videos, high quality training materials like Facebook lives and for me to be running constant coaching virtually. I’ll show you the whole set up I’ve got, and this is a do coaching where I can be doing white boarding brainstorming with my clients or I can be looking them closely in. The eye format is all there and it’s all been set up for just a few a hundred bucks. Now this might be something that you’re going to need right now if you’re finding yourself in a situation where you need to work out how to add a virtual stream to your business and it doesn’t have to be complicated.

Now I’ve also got a companion video and post that goes with this where I shared links to all of the software that I use, the hardware, the setup that I’ve got. I’ve got links to all of that for you. Plus, I’ve also got links on the other software that you might want to use to actually take this. And then the other things that you need to be able to set up your business virtually and do it quick. Okay, so that’s another bonus that goes there for you. But first of all, let’s have a look around. Well at the moment, this is a view that you may be familiar with. If you have watched any of my podcasts, just a little bit shakier today because I’m using my iPhone, I’m not using my normal format and I’m just holding this on a stick. I’m on a selfie stick.

So let me show you what I normally do. So as you can see, I have a nice bright background and I’ve got a lounge that I’m sitting on. So let me extend the my selfie stick out here a little bit so you can see. Sorry about the wobbles. So this seat here that I’m sitting on the painting is actually when I brought in from my bedroom. I have another one behind there, but I use this one because it’s bigger. So it fills up the background for you. It doesn’t have to be a painting that you’ve done yourself. It can be a plain background. The important part is you don’t want it to be distracting. Okay? You want people to focus on you. If you’ve got something interesting in the background that is great, but it is not essential. Less is more. I’ve just got a really simple lounge end.

Let me see if I can show you Leo [inaudible] and a dog sitting on my lap as well. So I’ve just got a simple lounge. Now this is a lounge. When I decided that I was going to set this little studio up I just got it on Facebook, Facebook, one of those Facebook marketplaces, like 50 bucks. It’s a really, really good lounge so you don’t have to spend a fortune. Now and honestly, I just found that one and went and picked it up that day and had all this set up. I’ll just show you how much space is actually available here to the left. That’s that little space and there is the door. It’s a bedroom door here on this side. I just go out this way and it’s a desk that’s got, you know all my books and the filing that I show one day do.

Oh and my award. There you go. I’m Australian marketer of the year. There you go. And one of my books, there you go. Just for a little bit of product policemen are folks. Okay, so this is basically the setup. Now this is where most of my videos are done. This is the lounge of wisdom. Now what I’m going to show you here, I’m just going to stand up. So Leo of your whole, right. I’m going to stand up here. I’m just going to move this back so you can see the set up. So they’re in front of my lounge and squished cushion. You can see I have a laptop and I have a camera that is set there. So I’m going to go around and show you those. And this here has all been set on a filing cabinet that is on wheels. You don’t have to do that.

I just do that cause I’ve got a little space and that normally just goes underneath that desk. They will all the chords. So I just roll it out when I want to use it. So let me now take you back here and let me see if I can do a kind of watching Janet, if I can, if I’m going off the camera, I keep on forgetting them and getting distracted by myself. Trying to see you can see things. Okay. So let me turn it around now so you can see what I have set up here on my desk. Here we go. It is Janet section. There’s two of us. Okay. So what you can see here is first of all, I’ve just got my laptop here and I have got that. I want a little bit higher so I’ve actually just got it. Let me see what I can do this for you better.

It’s actually sitting on a book, which happens to be a big old family Bible. Switch that up. Which is quite funny because I’m not even religious. So there you go. The the business, I mean some of Bible, sorry, this is a little bit squishy. Okay. So I’ve got my laptop there. Now, the other thing that I’ve got, you’ll see, this is my webcam and I’ve got that because honestly, the the video that comes in with my computer, the, the camera’s not very good. So this one here is a logic tech HD 10 ADP and all the links to that in the post that goes with this. It’s really, it’s quite you know, it’s quite good value for money. It’s not expensive and it just plugs into a USB. So in there I’ve also got another thing that I’ve got plugged in here, which is a road microphone.

Now that road might pro phone is it’s not really necessary. I use that one for I use that one because I’m when I’m recording podcasts and things. But at the moment I don’t have any any microphone because honestly I, I couldn’t find it. It’s two. I’ve got one plugged into my phone. But you could actually run this whole thing. You could do all of your videos. Just putting your phone on top of this selfie stick here. So on top of this Sophie stick that I’ve got here, you could just put your phone on top of there. So yeah, so that is the camera that I use. That is the that is the extra microphone that I use when I’m doing podcasting and that’s all you need on that laptop. So I’ve got all those links there for you.

Now come back around to me. Folks thought it was clear. I can’t really see it. Now let me just show you the room. So I’m going to stand up. Whoops. Okay. And a stand up here. I’m just standing here in the middle of the room. This is a tiny little room and I’ll just show you how the whole setup is. So you’ve got the lounge with my set up there in front. Now the other thing you’re going to need is lighting. So if I just go around here, you can see the lighting that I use. These ones here are I just lighting that you would use say for photography. Or for videoing there. I think it cost me about 130 bucks for three of them. And that is through eBay. So I’ve got these ones you can actually extend and they could be standing out.

These ones, I’ve actually made them smaller and I just keep them permanently on my desks. So you can see I’ve got one, one that shines behind me so that there’s no shadows. Another one that shines on me. And then I’ve got over here. There’s the other one that just sort of gives a side lighting to me. Now that’s a really great setup to have. And you know, they, they do fold up there. I’ll tell you what, they’re a pain in the butt. Once you put them up, you don’t want to take them down again. But you know, you can. Now I’ve also just saw, you can see my setup I also have over here is my, I actually use three screens. So I have, my laptop is normally sitting there, neither visor, flowers, and I have two other screens. I just find that it makes me so much more productive.

And you can see down here, I don’t use a normal chair. I use a [inaudible] ball. So much better for your spine. So just continuing the three 60, you can see that I’ve got my lights, my huge pile of books. And then I’ve also put over here a stick on whiteboard. I just got that again off eBay and make sure you have a few people to help you put it up because it’s quite funny. But that’s really fantastic cause what I do is if I want to be doing brainstorming with a client and I want to be able to map things out for them and their visual, I just simply spin my my filing cabinet around and the camera’s facing there. I just sit there on my Polonius ball in front of the camera and I get out my whiteboard markers and draw.

So as you can see, this is not even a double bedroom. This is just a small single bedroom. And I’ve got to set up here where I can do creating videos, which are you know, wisdom from Janet, their podcasts. And it looks really, really professional. I’ve got good lighting and honestly I could walk in the house and within a minute I can be running a video meeting with good lighting, good setting, good camera. And I can say within a minute because I do it constantly when I run into run meetings with my clients. And I’ve usually just returned from, from the gym that I’m running in so it can happen really, really efficiently, very, very quickly. And the set up is there permanently. I can also just move this camera and put it in over over onto my computer and I could be running it from my desk if I want to.

I do do that sometimes. And then also, you know what, you could just, instead of having the laptop and having the webcam and even having the road microphone, which is just a nice luxury to have, you don’t need it. I could just instead put my iPhone and just stick it there on that tripod that SoFi tripod is really, really handy. I could run the whole thing that way and I have a long time. Okay. So there goes your last excuse folks you do not to have and it had an expensive setup all up, including having the lounge, including having the whiteboard the stick on whiteboard and getting the tripod and the webcam. We might be looking at say 500 bucks, but Hey, you can just start with your iPhone and and quietness and maybe sunlight. There you go. There goes your last excuse.

Those does not need to be expensive. You do not need to have a proper studio set up. I’ve just used the spare room prior to that. I would just do it in my lounge room or I’d do it outside. So he goes, your last excuse. This is a great way for you to be able to sit up virtually and you can run an entire successful business with only this setup. Okay. Again, I’ve got, I’ll put links down below for you. I’ve got a page on the romance, your tribe.com website where I’ve put links to every single thing that I’ve mentioned here. So you can go and get them yourself. And I’ve also got their links and a podcast episode that shows you the extra things that you can be doing so that you can take the money, get the bookings made, in that you can do the recordings, that you can run the whole virtual business, and this is the extra bonus of the behind the scenes set up. So all of that there is there for you. So they go, no excuse, get it set up, get it happening by.

How to Convert Your Offline Business to Online Fast. Corona Special

How to Convert Your Offline Business to Online Fast. Corona Special

Do you find yourself in a situation where you need to convert your offline service based business to online delivery fast? If that’s you, know it’s not as complicated as it may seem at first.

In this special episode of Romance Your Tribe Radio I show exactly what you will need to convert to a virtual business in the fastest (and cheapest) way possible PLUS tips on how to adapt your offerings and marketing when your business does not easily adapt to simply replicating your current offline service to online delivery.

At the time of writing, Australia is about 1 week into enforced closing of doors for most non-essential businesses in an effort to slow the spread of Coronavirus. This means many businesses which have traditionally delivered their services directly to the client in person, need to adapt fast to convert their businesses to online delivery and do it FAST – or they will cease to trade. I don’t want that to be you.

To help you take action fast I’ve also included here a list of all the resources I recommend and use myself to run a very successful coaching, consulting and training company delivered completely online in a home-based office for well over a decade.

BONUS: To make it easy for you, I’ve also created a downloadable checklist for you so you have all the resources and links in one simple document. You can download it below the video.

Plus I’ve filmed a behind the scenes bonus video for you and show you exactly how I’ve set up my home office (a tiny one) to produce a high quality video podcast every week, run webinars, personal and group virtual coaching and white-board teaching and consulting. You’ll see how you can set up something very similar for just a few hundred dollars.

HERE’S THE LINK TO SEE THE BEHIND THE SCENES VIDEO.

If you have extra tips to share with others who are watching / reading this page, I’d love to hear them. Just comment below at share.

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

BONUS: downloadable checklist “The best (and cheapest) tools to convert your offline business to online fast”

The best (and cheapest) tools to convert your offline business to online fast

​To Book Meetings and Accept Payments

Book Like a Boss

I use Book Like a Boss to make it super easy for people to book in for coaching calls, group meetings and sales chats.

They can be in different time zones and the tool automatically shows them ties in their OWN time zone. This saves all the toing and froing finding times that suit, email relays and phone call relays. Plus it automatically sync with your calendsar such as Google Calendar.

It will send email and SMS reminders to your client so they remember to turn up and if they need to reschedule, they can do that easily too.

Now what most online booking systems don;t do but Book like a Boss does are these 3 very cool things.

  1. You can hook it up with Stripe and PayPal and take actual payments when people book. They could be booking for a personal consult, or multiple people booking in for a group class you run virtually. You can even take payment for a series of appointments.
  2. You can hook it up with Zoom so it automatically creates a unique Zoom meeting and sends them the link. Very cool.
  3. You can add heaps of extras on the booking pages, like text, videos, links to social media etc. In short, this is a super fast and cost effective way to create a website too!

Check it out here.

Stripe

This is the program we use to take payment via credit card. It hooks up with heaps of other program (like Book Like a Boss above) and even Facebook in some countries. You can also take payments through Stripe directly without a need to link it to a shopping cart. It is a monthly payment (no upfront expenses) and it automatically deposits all payments each day into your linked bank account.

Check it out here.

PayPal

This is a super easy way to take payment. You can also use Paypal/me which means you don’t have to create buy now buttons to take money.

Quite a few people don’t like using PayPal as customers so I prefer Stripe. In fact, I offer both. Make it easy for people to pay you!

Check it out here.

To Deliver Virtual Meetings and Consultations

Zoom

Zoom is hands-down the most reliable and cost effective software to run video meetings. I use it every day and have for years.

You can use it to deliver personal coaching and consults, group meetings, run group exercise classes, staff meetings and even virtual drumming circles and red wine meetups like I do.

You can record meetings if you have the paid version though be careful if you use the inbuilt cloud hosting to save the recordings. The extra costs can add up!

You can also use the higher level package to run webinars.

Clients (and you) and use Zoom on your computer or download the free app for your phone.

Check it out here.

For Better Quality Video and Sound

Logitech Web Cam

You can easily use your built in camera in your laptop to run video meetings and record video but I find the quality in mine pretty crappy. I thought it was OK until I started getting web cam envy when I was on group meetings.

I use a Logitech HD 1080 web cam that plugs into my USB. That’s all I use for my meetings and webinars and what I record every podcast episode on.

The microphone is fine too so if you are within a metre of the webcam, don’t worry about buying a separate microphone.

Check it out here.

Mini Tripod Selfie Stick

When you use an external webcam you want to have control over the angle of your camera. And when you record video and run Zoom meetings from your phone you want to control the angle and keep the phone stable.

Enter the combination mini tripod and selfie stick.

My favourite took ever!

I use the Benro Smart Mini Tripod and Selfie Stick.

Check it out here.

Bluetooth Microphone

If you need to be a distance from the camera and still be heard clearly, then a Blue Tooth microphone is perfect.

These don’t have long chords for your feet to get tangled in as you demonstrate a complicated yoga pose for your virtual group class.

I don’t use one myself, though they do seem kinda cool.

You can check out a selection over here.

Rode USB Microphone

If you want to get higher quality sound when recording from your computer, you might want to invest in a Rode USB Microphone. I use this when recording podcasts but to be honest, if you use the Logitech web cam and stay close, this is a luxury you may not need. Die-hard audio quality podcast geeks would disagree, but hey I’m a 90/10 girl. 90% perfect sound is still awesome if you aren’t a radio producer.

Check it out here.

Better Quality Lighting

Studio Lighting 3 part set

Lighting makes such a difference to the quality of your video, especially when on a video meeting. In my office I have 3 studio lights permanently set up around the room. 1 from the distance, one closer and lighting from the side, and shining to the wall behind me to eliminate shadows.

You can see what they look like in my behind the scenes video.

They are inexpensive and awesome. Tip for you though: they are a total pain to set up so, even though you can dismantle and pack them away, I wouldn’t. There is just too much swearing involved!

I got mine on eBay.

Check it out here.

Selfie Light Ring

There are quite a selection of selfie ring lights you can use. From under $10 to hundreds or thousands. They sit behind your webcam or clip onto your phone and make your eyes sparkle and you look well lit and gorgeous.

Naturally, the larger and more expensive ones will cast enough light for you to be further away from the camera. The little clip on ones for your phone are great for close ups.

Check it out here.

To Create An Awesome Online Business

10xPro 

If you’re going to create a new revenue stream for your business and take this online business seriously, then creating an online course or membership program is your ticket to freedom and great profit margins. I have used practically every online software to host online courses, take sales, create sales pages, list building funnels, clever timed sales, evergreen webinars, launches etc… without fail the very best one I’ve ever used is the one I use in my own business now. It’s called 10xPro and I’m quite a fan girl. You can get started for $1.

Check it out here.

Keap

If you want to make the most of all the clever features available in 10xPro, then you’ll want an email management program that allows sophisticated automation. Keap (aka Infusionsoft) is the one I use. I have a love/hate relationship with Infusionsoft, but they have recently launched Keap, which is a less complicated version. I have recently set up Keap to run the online business for a business partner and I found it so much easier to use and understand. So, now I recommend it to you without the need to apologise for it’s previous complexity.

Check it out here.

ActiveCampaign

Active Campaign is like Keap, but not as clever. It works really well with 10xPro and is a bit cheaper than Keap, but there are a few things it just can’t do to make the most of the clever features of 10xpro.

Check it out here.

A Special Message From Janet

Thank you so much for being here. I know there are a lot of podcasts you could choose to listen to  and you chose to join me on Romance Your Tribe Radio.

Woohoo!

I’m honoured and  grateful for your support.

If you enjoyed this week’s episode, I’d love for you to take a quick minute to share your thoughts with us and leave an honest review and rating for the show over on iTunes!

Read The Transcript Here

Hello, Janet Beckers here and today we have a new episode of Romance Your Tribe Radio, and the episode today is going to be all around how to take a service based business and make it virtual and how do you do that in the fastest way possible? How do you make it so that you can be delivering services to your clients in a virtual way? And how do you run your business and market your business when all you can do is to work virtually. Now at the time of recording this here in Australia we’re just right at the very beginning part of serious lockdown of quarantining, where businesses are being closed, they’re being told that they can’t operate or their customers have just bunkered down and not gone near them.

So there’s a lot of businesses that are right now in a very difficult situation where they’re faced with, you know what, I’m going to have to close my doors. A lot of businesses have already done that. I don’t want that to be you. So today what we’re going to be looking at is if that’s you, if you’re being faced now with your business that your clients are saying, I can’t come in to see you. This is if you’re doing one-on-one business or where you’re servicing people. We’re going to look at what we can do for you now to help you to be able to transition what you’ve, what you can be doing with your clients. If you’re thinking, well you know, my kind of business, you know there’s certain restrictions where it’s going to be very difficult for me to even be able to replicate what I’m doing online. We’re going to have a look at some different pivots that you may be able to do specifically around the topic to do with going virtual.

So if that sounds like you, I hope I can give you a few ideas here as well. And if you are already doing some of the things that you do that you are doing virtual but you’re really having to change things up, ramp things up we’re going to have a look at that as well. So if any of those sound like you, if you’re thinking right, I need to be able to either start for the first time adding virtual services, or I need to look at how, how can I consolidate, expand, and perhaps even create a new revenue stream with this, then today’s episode is designed for you. Now, before I get stuck into the nitty gritty of why you would do this what you’re going to need to have in place the exact software and different resources and things that you’re going to need to do this.

I’ll have all of this here for you today on this podcast. I want to let you know what I’ve also created for you to help you to take action fast. Okay, so on the podcast page, so whereever you’re watching this, there should be a link for that. So whether you’re watching this here on your podcasts, there’ll be a link here for the podcast page. Whether you’re watching this on YouTube, Facebook, Instagram, wherever you’re watching it, there will be a link there that will take you to the actual episode page on the Romance Your Tribe website. Now on that page, first of all, I’ve got links to every single one of the resources that I’m going to mention here today, all in one place. So you can just go to there and you can find all of the resources.

Okay. I’ve looked up to find links for you for where you can buy things on eBay or Amazon. So you can do them online, but also I’ll tell you the things that I’m using myself so that you can go and just, you may be able to find them locally, secondhand, whatever. So I’ll have all of that. Therefore, you, and I’ve also created another video for you where I’m actually taking you behind the scenes of the way that I have set up my teeny weeny office in my home. Like it’s a single bedroom that I’ve converted into an office that I run a successful business where I’m running coaching or any training programs where I’m doing one on one with people where I’m running a team. All of that is done virtually through here a these videos, the podcasts that I create are all created through here.

The the, the short videos and things that I create are all created through here. This is also where I do all of my brainstorming and where I can also work with clients where I can actually be using a whiteboard while they’re learning from me. Virtually everything is there. I’ve been running a completely hundred percent virtual business for well over 10 years. Occasionally I’ve thrown in with some clients where we’ll have retreats, but that is not, that’s not core to the business. That was only for a couple of years cause I wanted to get together. So otherwise everything has completely been virtual and I’m also really into simple and cost effective and not going over the top. So I’m going to share that video for you. So when you go to the podcast page you will see that video for you. It’s not long, but it shows you the exact setup that I’ve got and you will get to see how tiny everything is here.

And so you’ll be able to see that and I’ll also show you which of those things I take with me if I’m traveling. So all of that is there on that page and anything that I mentioned here in the video that’s showing you behind the scenes of where I am recording, this will all be on that page as well. So hopefully that will act as a one page resource there for you where you can go to just get started now. So I wanted to let you know I’ve got all of that for you. Okay. Got your back baby. So, and you’ll really want to go over to there, cause I’ll mention a few, quite a few different resources that I use, though it’s going to really be helpful for you to just go over and get the links. Okay. Awesome. So now, now that we’ve covered that, let’s get stuck into how do you do it?

How do you go virtual? So first of all, let’s talk about why would you go virtual? And if you’re watching this video and you see me looking down, it’s because this is one of the tools I use is my iPad. This is where I write notes and I just have it here sitting on my lap. So if you see me looking down at it, so I don’t forget to to say anything here to be able to help you. Okay. So why would you want to go virtual to start with? Especially if you’re in some kind of service based business where it’s actually really nice to be able to be serving clients directly. They may be coming into your shop, into your clinic, they may be coming into your studio, however it is that you’re working with people. You might be running things now where you’re going to them, where you are even working with them one on one or in groups.

You may be running workshops, doing consultations, those sorts of things. So why would you want to go virtual anyway if what you’re doing is working well? Well, there’s a few reasons. Number one is the obvious one that we have here at the moment with the Corona virus is, you know what? Sometimes if you don’t, you’re going to go belly up and I don’t want that to happen to you. So sometimes you’re forced into that situation. It may or may not be permanent. It may be something that you have as a stop gap that’s probably gonna have to last a few months I’m afraid, a stop gap so that you still can be serving your clients. You can still be making money and still giving really good value and I’m still keeping the loyalty of those clients because once one client drops off, it can be harder to get them back on again.

You want to keep them as much as you can, so that could be one reason where it doesn’t have to be permanent. It may be a temporary stop gap. The other thing that can happen is you may find that once you have started doing this that you know what this is actually working really well. So you may be able to take all of your business, virtual or parts of it virtual or have options for your clients. And so we’ll look at that today about you know, the setup that you can be having for that. And the other one that you may have is once you’ve started doing this is you may have you may find that actually instead of providing one-on-one services, that if through this process of working virtually, you’ve been able to record step by step you know your knowledge at working with people, case studies, demonstrations, however it is that you work.

You may have already been, you may have been creating those and then you can actually pivot more into education for your clients rather than the actual service. So that is a potential as well. And this could be the moment, the time that either through necessity makes you create this or it could be something that you’ve been thinking about doing for a while, but you’ve been, you’ve been busy. Okay. You’ve been really busy with servicing your clients, with running households, with, you know, travel to work or to clients with if you’ve got children too, just all those different things where you’ve got to be out and about you know, taking them to swimming lessons and whatever else is that you’re going to be doing. A lot of those things are be consuming your time, but you may have more time available now simply because your clients may not be meeting with you.

So it may just be the opportunity that gets you… That gives you the kick up the butt to get it done. So these are the circumstances where you would want to be setting it up. So even if we weren’t in this time of crisis, there is the potential that you may have been able to have had a revenue stream in your business that was providing virtual support. For a long time. You may have had that opportunity. So this may be something that’s going to be a long term opportunity for you. Now I’ll go over a little bit at the end about some circumstances where you’ll be thinking, well, will this work for me? Won’t this work for me? So I’ll go over some of those as well, but this is the reason why you would want to do this. And I’ve been getting so many messages all the time, like ever since we’ve been especially just in the last week or so where it’s been, Whoa, okay, this is, this is sudden, this is happening fast.

It’s affected my business really fast. What do I do? I’m getting lots and lots of emails, personal messages. And also working with my accelerator clients in person, you know, we’ve been working specifically on how has it impacted your business? How are we going to protect you? So it’s happening really quick. So what I’m sharing with you is come to wreckly from the questions that I’m getting from people. So if you’re feeling like your trying to work out all these missing pieces yourself, no, you’re not alone. Okay? So that’s, you know, all the resources I’m giving you here. You can share over in the Facebook group that I have that comes with, that’s for free. That comes with this podcast romance, your tribe, tribe. You can discuss things over there with everybody there as well. Okay? So now I’ve got an understanding about why you would do this.

And this does not have to be just a temporary fix. This could have the to completely revolutionize your business or parts of it. Now let’s have a look at what do you need to do, and I’m going to look at this in terms of, first of all, what if this is completely new? Okay? You do not have any way of working virtually with clients. Now, in fact, you may even take all of your bookings over the phone or they walk in. So we’re going to start there right from the basics. So if you have some of this set up, still listen, because I’m going to share with you the tools that I use and they may be different to what you use and like, I bet there are some that are. And so you may want to check those out to see if they’re gonna make you more efficient because the ones that are going to be sharing with you are the ones that I have found that gives me the greatest efficiency.

And also, the good cost for money, you know, good value for money. So let’s just make this assumption that uses totally new for you. Go back to scratch. So if we’re going to do this, first of all, let’s have a look at let’s first of all, look at your offer because this will not, it can be very difficult for you to be able to translate and say, well, this is what I’ve been doing with you in person. Now we’re going to do it virtually. In some cases it’s easy, especially if you’re in something where you’re not actually providing a hands on service. So in that case, your offers, what you’re selling could stay exactly the same. It could stay the same and you just saying, okay, well we’re going to meet virtually. I even have, I have clients who live locally.

We still do our meetings virtually and I’ll, I’ll share the software that I do because it’s more efficient for both of us. That’s why, so that may work for you if you’re finding that your that your customers cannot, you know, that for you to be able to say, well, it’s going to cost you the same but we’re doing it virtually where it’s not going to be the same value really you’re going to have to change what it is that you’re offering. So this is where you may be thinking about, okay, it’s not the same thing, but what can I be doing in some format that’s going to make it so that people can still be getting some help, some value. And yet you know, there, it’s, it may not be the same thing that I’m offering them. So it could be a temporary, okay, we can’t be doing this, but here’s something that I’m putting together that’s going to help you.

So just keep in mind that you do not, when we’re talking about going virtually, it does not need to be a direct, okay, I’m replicating the exact thing. You may be offering something completely new. Okay. So that’s, that’s what I want you to think about first to do with your offer. And I’ll just give you one example, which was just really recent from a conversation I had yesterday with a local who had, who goes to a yoga class and it’s really important to her for, for her health and also just for the connecting with people and for her, her sanity really. And she was saying that her, the yoga teacher, the class that she normally goes to, they’re not running it anymore because of the quarantining. So her yoga teacher very quickly moved it over to a group virtual video meeting now. Good on her for taking action.

Really, really quickly. And I just wanted to share this story with you because I wanted to tell you what the what the feedback was from the customer and for her. She said he absolutely loved it cause she got it, she knew why it had to happen and she’s still got to connect with the others in the class. She’s still got to be led through the yoga exercises. She still had close to that same experience. And so in that case it was the same price, the same class, just everything virtual. And who knows at the end of that, that yoga teacher may decide that she’s going to continue offering both options. She may run a virtual class once a week that goes for her traveling clients or remote clients, who knows, it may be a new revenue stream for her. So I wanted to share that one with you because it’s a very physical thing and it’s a story that a client was actually happy with it and it was just a discussion this week.

Okay. So now I’m going to walk you through the customer experience of being able to book pay and to have delivered a virtual service. I’m going to walk through it in that way and talk about the different software and set up that I use and recommend for each of those steps. I get ready to take notes and also know I’ve got all of these links here for you on the podcast page, on my website that romanceyourtribe.com. Okay, so let’s first of all think about like that’s why I mentioned the offer. First, you need to have a way of putting your offer. So that may be, you know, you’re going to write them an email. You’re going to be, it might be on your sales page. That part you can handle. You can do that the way that you’ve done before. In my in my programs, the success circle, I’ve got templates on sales letters and all of that sort of stuff, including just a PDF that you know, so you don’t even have to put on your sales page.

Here’s a PDF that you can just fill in the blanks and send out to people, but you may not even need that. Okay? So those resources are there if you want them now. So that’s first of all, you need to communicate what is your offer, what are you going to be delivering? Then the next thing you need to do is, okay, how are they gonna book him? And how are they going to pay? If you have traditionally had people paying when they turn up, things are going to have to change, aren’t they? So let’s look at first of all, how are they going to pay? So the paying it can be as simple as just using a PayPal. You can use PayPal. Pay me really, really simple. So go and have a look at that for payment. Pay me. If you don’t already have some sort of online setup that you’ve got to be able to take orders, that’s just going to be your simplest, you can stick with that.

Or you can get them to transfer money through three bank. Just sending them the banking details there. The simplest way is you don’t have to make this complicated. Okay? Of course there are far more sophisticated ways that you can be using a, for example, using Stripe or using whatever you do for your setting up as a shopping cart. I use a program called 10X pro and I use Stripe and PayPal. With that, I’ll put the links over there for you, but you don’t need to go. Like if you’re just going straight from scratch, just give them a PayPal button or your banking details. Okay, simple. Ua PayPal link for payment. Okay? So that can be taking your payments. Now the next thing is you may want to book in a time. Now, they may have already had existing times. If you’re doing one on one with people, then they’re going to have to book a specific time.

If you’re going to be having groups, you may need to be scheduling different times, in which case you need to be able to make it easy for people to book in. Cause you really do not want to be doing lots and lots of tuning and flowing. If you can help it. To do that. The best tool that I have found is is called book like a boss. So you can find that at romance, your tribe.com. Book like a boss. I think I might also have it called boss, but yeah, they’ll link, I’ll have all the links there for you on the podcast page and I’ve got a link there that where two an egg and a whole page where I take you behind the scenes and show you how I use it myself. Okay. So again, you can get a video behind the scenes.

The thing that I like about book, like a boss is you can make it link to your existing calendar. I have a Google calendar, you can’t, I can’t, best virtual tools are using Google all the Google suite. So I use a Google calendar and book, like a boss allows you to be able to make lots of different settings so you can say, okay, here’s going to be, if you’re going to be booking in for a one on one session, this is the link you do. These are the times that are available. You said it all through there, then you might go, okay, this is the time we’re going to be having the group program. So you have the link there and then people can actually book in for that. So you can make group bookings as well through book like a boss. That’s why I like it because it’s quite cost effective.

And and it’s also actually I’ll just have a look cause I just saw that I, they was putting a special out actually this week. So I’ll find the link for that. Then I’ll put that there cause I think you can get like half price or some things. So I’ll go and find that for you. I’ll put that on that page. So because that’s what they’re doing to help people through the crisis. So just that’s timely. It may not be when you’re listening to this, it may not still be available, but have a look. You’ll have a link there. Okay. So book like a boss works really well because it allows you to allow bookings for all different options. And it also follows people up with reminder emails and reminder SMS as how cool is that wherever they are in the world. Love it, so that is really good.

I use that constantly in my own business. I’ve used multiple calendar booking softwares. I just think this is hands down the best. Okay, so now you’ve been able to take the money from them and you’ve been able to book them in to be able to have a one on one session with you or booking for the group sessions that you’ve got. Now you’re covered. The next thing that you’ve got is how are you going to deliver this? So I’ll show you a couple of different ways that you can do it. One of them at the most extreme level for group programs, I would never do this for one on one is you could even have a set up a private Facebook group and just do a video live stream into there. Just do a Facebook live where you can be running the group through there.

They can all be watching it through Facebook. That’s not going to give you the same interactions as a group, but you’re the one there that would be leading whatever it is that you would be doing as the group and everybody can be doing there. How is he? Is that really? That’s free software. You can just be setting that up. I’ll talk in, in the extra video I’ve got for you. I’ll show you the actual camera setup that I use for your help to do that. Okay, so don’t worry about that now. No, I’ve got you covered, baby. So that’s one level. I would never do that for one-on-one. It’s just not private enough. But what I use is a program called Zoom. Now you could use things like Skype, go to webinar. I’ve tried all of those. The most reliable is Zoom that I have used.

I absolutely love it. I use it absolutely every single day in my business. I record products through their podcast through there. We do our accelerated group huddles through there. Every single week. I do all my one-on-one. I have staff meetings. I, you know, that’s where I do the group coaching for the Success Circle every month, everything is run through there. It’s really reliable, really, really good. And the nice part is it makes it super easy for your clients to be able to join you because they can use that from their telephone you know, from their mobile phone or they can be using it on the computer with a free app. Okay. So that can be, that’s the way that I find the best to be able to deliver a face-to-face. So you can see each other to be doing that as a video meeting and you can turn the video off and just make it audio.

But the nice part is it also records it. So if you’ve got a client that’s thinking of, this may not be so good, you can say as an additional bonus, you’re going to get the recording of this so you can come back and visit. Okay, come back and review it. And for you in some cases with group ones, you can keep that recording and that may end up being a suite of of instructional videos that you can be selling or including in a future course or a future membership. That’s a topic for another podcast that I will do for you. Okay. So the, now I’m just gonna circle back to book like a boss because if you don’t have a way now of, you know, being able to take the meetings you know, be able to take the bookings and do the meetings.

Here is another reason why I like book like a boss. If you had the combination of book, like a boss, a payment methods such as Stripe or PayPal and Zoom, you can link the whole three of those together and have a really flash looking and flash working online, virtual system that all works together for really cost, very cost effective. Now, how does it work? Well, you can actually connect through book like a boss. You can connect other PayPal and Stripe and it will take the payments for you. When I say connect, you know you put your details in the field in the back end, it’s just fill in a field. Okay, so you’ve got, you can do that and they’ve got all the instructions to show you. And then what you can do is if you’ve got Zoom, you just have to in the back end, say this is my Zoom account and you can decide every single time that you make an appointment for somebody, it can actually create their own little Zoom link that is unique to them for their one-on-one and it sends it out to them and sends the email reminders and sends the SMS reminders.

How pro is that? Really, really cool. And you can even put, you know, you can fill it out and put instructions. You can put videos and testimonials and everything on the pages on book like a boss. So there you go. Total fangirl. But this is a really good system for you to do it. Without you having to set up a really fancy website and get everything there. All right. Once you’ve got this set up, you’re ready to go. Okay, I’m just going to check here. And of course this is one thing that goes wrong with having my, what’s this thing called here? My iPad here. Is it just locked itself? Okay. So the next thing that you’re going to want to do is two things is we’re going to look from your side and we’re gonna look from the client side.

Now if you want to be running video meetings, there’s a few things that you’re going to need. And again, I’ve got all the links for you over on the web page and a behind the scenes video so you can see my equipment. First of all, you don’t even need a computer really. You can do, you can be running video consultations, group video meetings, just using your phone. It’s easy to do. I do it heaps. I do it a lot. It’s not unusual for me to be running my high end, my Accelerator clients, our weekly huddles. It’s not unusual for me to run that from down at the beach or from in, from in the car. Not while driving of course or wherever I happen to be if I haven’t got back home and gives me, you know, it’s good quality and it works perfectly. Okay?

So you can just be doing it from your phone and so can your client, you can be doing it from your computer is the one of the most common ways that I do it because it’s just all set up as a nice, that’s not distracting so you can be doing it that way. So for yourself, the things that you need to consider about is the quality of the video. So within your phone normally that’s good enough quality. That’s cool. Sometimes I find with a laptop it’s not good enough. So I actually have a Logitech webcam and it just plugs in as a USB and I have it sitting on a really short tripod that acts also as a selfie stick. And I’ve got the links to the exact one that I use cause it’s awesome over on the webcast page, but it’s a selfie stick mini tripod if you want to Google that.

Okay. So I just have my webcam on there and that’s what I’ve got now that I’m using and you’ll see that on the other video that I’m going to, that I’ve got there for you. Okay. So you have all of that there available. So that’s number one that’s going to cover you for your visuals.

Lighting, you may just be able to use whatever light you’ve got. So it may be using it might be, you know, just using natural light. If you’re outside, you might be to go near a window or you might be like me when I’m set up here at home is I have studio lights that I’ve got set up and they’re not expensive. Just got them off eBay. Again, I’ll show you all of that in the video I’ve got and I’ve got the links for you on the page.

With your sound. I find I’m just, now, I’m actually using a road microphone to record this. I usually do that for my podcasts. It just plugs into my USB. So just look for a USB road microphone. You don’t need it. Okay. I’m just doing that extra because I can a lot of times and especially when I’m doing any of my virtual meetings, I don’t worry, I just use what’s built in with the Logitech or what’s in the phone works perfectly well. The microphones are really, really good there. If you’re not too far away, if you are having to be further away from camera because you’re demonstrating something, this is perfect. If you’re like a yoga teacher, if you’re running exercise classes, my personal trainer, we’ve been looking at how we may need to end up doing that with her and I just adore Laura so I’ll still be doing that.

So if we go vote virtual, she needs to be demonstrating things. In that case what you will probably need is to have a blue tooth microphone and he’d set there’s, I would Google, I don’t use one myself cause I don’t need it, but just Google that. Okay. I’ll find some links to some that you can use, but I don’t use them myself, so I can’t say if I love them or not, but I’ll have some links there for you. But that will allow you to be able to move a long way away from the camera set up and it doesn’t matter because they’ll, you’ll still be able to, they can hear you really well and you can hear them. So that’s a good solution. So all you’ve got to worry about is your visuals, that you’ve got enough light and you’ve got your sound.

You just need your phone, you just need your computer. And using Zoom, which I absolutely adore. Or you may even just be going in by Facebook, live into a Facebook group. Okay, so let me just now move onto the other side of that is just be aware that for your clients going virtual may be like something that it’s too difficult for them. So one of their big objections to doing this is how do I do it? I don’t know. I don’t how, I don’t want to be on video. How do I, how do I even have a good camera? How do I do any of this myself? So be aware that that’s one of the big objections they’ve got. You need to meet that head on. And one of the best ways that you can do that is for you to create a really short information document that says, this is how we’re going to meet.

This is where you go to get the Zoom app. It’s free. You can put it on your phone and maybe even his link to go and see how do you put it on your phone or how you put it on your computer. This is how you join. And if you want to, you don’t even have to use the video, but it’s nice to, if you do, here’s a few tips that can help you and you can use the same ones I’ve just given you. So make sure you make it super easy for your clients. So it means you’ve got to work it out, but take the time to put that document together for them and just send it to them. And you may need to walk them through it the first time. So make it easy. So because you don’t want that to be the objection that stops them from doing it.

Okay. Now let me also have a look here. Okay. So one thing that we’ll go back to is a few situations that you may find yourself into. So I’m just going to do here, but you know if you’ve got questions that are going through your head of “yeah, but!” First of all, if you’ve got “yeah, but!” Send it through to me okay? You can either send it to me through email at [email protected] You can come over to the podcast page on my website and leave it as a comment. That’s a great way to do it because then other people will probably have the same question and I can answer it there and help you all. You can come over onto Facebook to our free group that I’ve got called Romance Your Tribe. So it’s the Romance Your Tribe-Tribe

Okay. There’ll be links here. I’ll have links on the podcast page. There’s, there’s links everywhere. So come and join that for that free group and you can ask your questions there, but I’ll try and address a few here for you right now. Okay. So one of them might be… I can’t do this because the kind of service that I provide my clients means I actually have to touch them. You know, it might be that you’re having to do some kind of therapy. One of the clients that I, that we were taking all of hers online and we were working for it beforehand and it just so happened to be coming now. She works closely with people where she is a therapist so she needs to be touching people. So for some of these people it’s going to be, you know what, we’re going to have to do this part after, you know, when the sanity’s back.

But in the meantime, there’s a few things that you could do. In some cases it may be okay if they’ve got a loved one there with them, who’s helping them for whatever the therapy is that you’ve got. Can I be instructing and supervising while the other person does some of that therapy? That may be one case that you can do this is especially so for physio therapists, occupational therapists, if you’re in that sort of format wouldn’t ex wouldn’t recommend that for a dentist. Okay. so that may be one way that you need to do it. The other one is you may need to pivot to be creating an educational model. So in the meantime, while you, before things, you know, things aren’t in this period of time. If this is a temporary fix, you may go, okay, so whether or not that is for they may or may not pay for this, you may be providing education on things that they can be doing in the meantime that’s going to keep them.

So that, number one, they, you know, continue to get better or get results, whatever it is that you help people do. And the other one is, so they remember it was you, you were the one that helped them. You were the one that stayed in touch. You were the one that they will be loyal to. So they will come back to you. So that may be a customer retention method or it may actually be a customer delivery of service. So, but you may need to create that education component. The benefit of that is make sure you record all of these. Okay. Because this is the potential revenue stream or potential onuses that you can be giving new clients when the quarantine is no longer on. Okay. So if that sounds like you, they are a couple of ways that you may be able to adapt.

If you’re finding that people don’t want to be doing the one-on-one with you virtually because they’re thinking now it’s not, that’s not doing it for me, but I don’t want to stop what I’m doing. You can be doing just group. As an example, I’ve been talking with our personal trainer and there will be some stage where, you know, we’ve been working on ways so that we can, you know, go to a home gym. But also there may be a time when it’s all got to go virtual. And if I find that, you know what, this is not working for me so well, one of the things is I know is we can be creating a group program so that she can be running it and she can be having, you know, lots of clients all coming at the same time.

It probably won’t be the same price, but she would still be able to help. She would still be delivering a service and still be able to keep me loyal and keep me used to continuing to work towards those goals. So they’re just examples that I’m just thinking of in my own life. So in some cases the one-on-one may not be attractive. See if you can create a group, paid would be ideal. Sometimes it may not work in those cases, you could do all of that through Zoom or you may do that through the Facebook group. The other one might be, well, okay, if I’m going to be doing this, I’ve been thinking about creating an online course or I’ve been thinking about creating a membership program. I’ve been thinking about, you know, creating resources, using video and working with people virtually. Well if you’ve been thinking about that, this is the time baby.

Okay. So I though you may be finding you’ve got more time and that’s kind of, you know, that’s a bit sad. But you know, use a productively so that you actually get that, get off your butt, do it now. Or you might be having to double down working with your clients, but be clever about it and see what can I save, what can I record and use that’s going to go towards this program I’ve been planning. This can be your opportunity to come out of this with a whole brand new revenue stream that you’ve been thinking about doing and this is the thing that’s going to make it happen. If that’s you, I can help you with that. I can help you with that through my success circle and I can help you that with my accelerator program and as part of the Corona crisis that we’re in, I’ve been looking at my offers and I’m making it so much easier for you for this short period of time to be able to get in there with offers that I know I will not repeat.

So if you want some help, just drop me a message and I’ll let you know what I’m doing. Okay. so and can really help you to get to that level. All right, I think that may be all of it. So just as a quick summary, I have got for you a resource that has got two things. One is a whole list of all the different resources that I have talked about today. I have got them all there for you on the podcast page with what they do and here’s the links to go and get them. Okay. So, Oh and get those. And that will make it really easy for you. I’ve also got there for you, a video where I take you behind the scenes and you can see this room that I am shooting this video from and I’ll show you all of the setup that I’ve got and you’ll see how really basic it is really basic.

And so you’ll be able to see how I’ve set that up and you may be able to replicate something quite quickly. I set all of this up front for only a few hundred bucks and you may already have a lot of the things that you need. All right, so know that I’ve got those resources there for you. The other part there is why would you want to be going virtual? Well, at the moment you may be forced into that situation. It’s either going to be that or you’re losing clients because of the quarantine that we’re finding ourselves in that people just aren’t coming to you. So you may be forced into it. So it may just be temporary. Okay? So you want to get this up and going fast. You may also find that your going to be either expanding some virtual things that you’re doing and you may end up keeping them.

It may be something that this becomes an ongoing offer. If it’s working well for people. It may supplement your traditional way of providing service or it may replace it. It could be either. And the other way that you can be making the most of this is this can be your opportunity to create that online course, that online membership where you’re pivoting less into service and more into the education side of it. So this can be your opportunity to do that now. Okay, so I’ve got all of the software there to make it really, really simple for you in those links on that page, I would love to hear from you. Like I’d really want to hear from you. Like how is this affecting you? What other ways can I be helping you? What’s ways that I can be making it so that you’re going to have less stress on your shoulders about trying to make decisions on how to do things, on how do you get things done fast?

What is it that I can be helping you with? Because I see my role through this crisis is number one, I’ve got to keep my business going. Okay? Which is why you will see that I will be letting you know about the new offers that I have, this temporary period. So that’s me, but also you know, what is it that is impacting you? How can I help you? Because I see my role as to make it simple for you to be able to adapt quickly because I don’t want anybody going out of business on my watch. So if I can help you to do that in a way that I can do that quite quickly and through, through using the medium of video, I can do that. Let me know. Okay. Because I want to make sure that any help that I’m giving there, I can help as many people as possible.

So let me know what you’re having trouble with and I will do my best to be able to make it easier for you. Okay. Bye. Oh, and please, if you’ve found today’s episode useful, I would really be grateful. Number one, if you can share it, just share it with friends who were going to need it. That would be wonderful. And number two, I would really appreciate if you would go to iTunes, if you’re watching this on iTunes and leave a review or wherever you are watching, leaving a review about what benefit you’ve got, cause that will help me to be able to reach more people. I’d really appreciate that. Okay. Bye!