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 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!

7 Triggers to 7 Figures

7 Triggers to 7 Figures

I love me some good rhyming, and even better when it relates to a good success framework.

If you feel the same, you’ll love the topic of today’s podcast “7 Triggers to 7 Figures” with our guest Steve Dailey. Steve works with business owners who, as Steve puts in true Texan language “it ain’t their first rodeo”. So they’ve been in business for a while and know it can reach far more potential, in their market place but also in freeing up their life so they’re not working so hard.

As someone who went from $200 and sleeping in the pump room of the pool where he was employed, to building his first business to $3 million revenue in less than 2 years, Steve walks his talk. Today we’ll deep dive into the model Steve uses with his clients, with examples you can use to apply the 7 triggers to your own business.

The framework we cover has come from reverse engineering the major catalysts that created explosive success with his business clients and can predictably be applied to every existing business.

Here they are below, as a quick summary. I highly recommend you listen to the episode or read the transcript if that’s your thing, to get examples and deeper insights.

The 7 Triggers to 7 Figures at a Glance

Trigger 1: Authentication: I love Steve’s definition “authentication is getting the intersection between our passion, our competencies, the products that we’re selling and then the market that we really love and they love us.”

Trigger 2: Integrate: …with your top personal priorities. With a focus on the four distinct motives, wealth, health, connection and influence. Steve asks the question “if your business doesn’t serve these 4 areas, then what’s the point?”

Trigger 3: Concentrate: Identify what gets you a return and double down on those. You’ll need to make the tough decisions to “clean out the closet”. Steve talks about what to do if you have loyal employees that just don’t add to the business anymore.

Trigger 4: Invigorate: Once you’ve refined exactly what you must concentrate your effort on, then turn up the heat on those by focusing on your company culture, systems, values and accountability. Steve gives some really practical and creative tips you can use in your own business this week.

Trigger 5: Penetrate: …your market by getting airhorn noisy! This means “Pulling” your market to you with mesmerizing marketing that is very specific to the people your business serves best.

Trigger 6: Resonate: Create a transformation roadmap of your product and businesses transformational story. If you’ve followed me for a while, you’ll know this is a concept that is key to the work i do with people too.

Trigger 7: Duplicate: This is where you develop the freedom to fly so your business no longer relies on you. I love the concept Steve talks about in this part of the interview of business owners who have positioned themselves as the sun their business universe rotates around. Steve gives some great examples of different ways you can multiply your business and allow it to function smoothly without you.

You can get more info on the 7 Triggers, and connect with Steve over here: https://entrepreneurexcellence.com/

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.

 Steve’s Bio

As with most whose lives have eclipsed a half century or more, Steve’s journey of mistakes and victories, pursuits and passions, twists and turns have finally started to make sense; finding that the winding trail has been preparation for an extraordinary chapter for his life ahead.

From a career perspective, spanning 40 years, he’s had the privilege of working with aspiring Olympic athletes, start-up entrepreneurs, seasoned business leaders and an amazing array of ambitious high climbing individuals. And each has engaged him as their trusted teacher/ mentor/ advisor/ coach and friend.

More often than not they proudly report lifetime best achievements including setting personal records, launching latent ambitions, or making millions while (most importantly) attaining – or retaining – new perspective on all areas of life.

Along the way he has appreciatively gained deep insight on success and achievement through this work; and as well have been inspired to say “yes” insatiably to ambitious pursuits of his own.

Throughout it all, Steve has learned one very important thing about himself: I have a gift to catalyze for others a new, productive mindset and lifetime best achievements. And I want to share that with you.

A Special Message From Janet

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

Woohoo!

I’m honoured and  grateful for your support.

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

Read The Transcript Here

Janet Beckers:                  Hello and welcome everybody! Janet Beckers here and it is great to see you all through there. I’ve got a wonderful guest for you today. I’m really, really looking forward to introducing you to Steve Dailey. Good day Steve!

Steve Dailey:                     Hey Janet. So great to be here, good to connect again.

Janet Beckers:                  Yes. So Steve and I, Steve from the Entrepreneurs Excellence Alliance and the other week, he sort of reached out to me and asked me if I would be a podcast guest for him, which I always love those opportunities of being able to share and you know like sometimes you meet people and you’re just click. Yeah, just go look. You know what, if we were living close together, I know we’d probably be going and having coffees every week. So Steve and I have been going, you know what, we just need to just share as many things as we can together. And so I’m sure that this will be the first of many. One thing that I loved is, and that what we’re going to be talking about today is you want to tell us, just give a brief overview of what people can look forward to on our call.

Steve Dailey:                     Yeah, well, we, we’ve agreed to a… I’m going to reveal a framework that I use with my clients called the seven triggers to seven figures. So for people that wish or believe, it doesn’t matter that they could be hitting $1 million in their business. I have a framework or roadmap for how to do that.

Janet Beckers:                  Excellent. Oh I just love that seven triggers to seven figures. I love me some good alliteration. And that’s, and it doesn’t, I just, I love the idea that they are triggers as well. To me that shows that, yeah, to me, like a trigger is something that set something off fast. So, yes. So before we dive into that, can you share with everybody here so we can get to know you? Like, who is it that you serve and what is it that you do? And also I’m just really curious about like… Why?

Steve Dailey:                     So my primary audience now is an individual that’s as they say in Texas here in the States. It ain’t their first rodeo. They’d been around the block in life and in business. The way I couch you guys, is a seasoned entrepreneur. So it’s an individual Janet that has a business and it’s okay. They’re proud of having their business and it’s working at a level, but they know it’s got a lot more potential. But that combined with… They also recognize they’re not 20 anymore and a time to kinda hit the accelerator a little bit. And so what is it that I need to do to really make this thing go and not only serve the marketplace that my business is organized around, but serve my life entrepreneurs as we all have experience, get to a place where the business, the vision that we’ve had sort of hijacks our life. And we want to get at some point back to why we built this thing in the first place. And so that’s the individual and the urgency why people elect to work with me is they are, and this is not intended to be arrogant at all, but they’re wise enough, smart enough to know that if they didn’t, if they don’t have outside direction, input guidancea kick in the Keester that they’re just not gonna really get to where they want to be. And so they are humble enough to say, you know, yeah. I needed to have somebody in my corner.

Janet Beckers:                  I love it. I love how incredibly clear you are on that because that automatically eliminates people who haven’t been in business for awhile because that’s a completely different market, even though they can also be going to seven figures and some will do it much faster than the people that you may be be working with. But there’s completely different lessons that you need to focus on at that early stage. So I just, I love that clarity that you’ve got and I’m sure that there’s a lot of people who are listening here today that are going to go, yeah, that’s me. Or I don’t want that to be me. I don’t want me to be getting frustrated about, you know, not having, that’s, you know, the life balance as well as that success. Both groups here will be able to get some really good lessons from today. And I’m also curious, Steve, like what led you to have this expertise?

Steve Dailey:                     Okay, so I’ll make this as short as I can. So my first career out of of college, I was the national level swimming coach. I worked with aspiring swimmers or swimmers that were aspiring to be at national and international level competition, going to the Olympics, etc. And it was a wonderful laboratory about human performance and success. And I learned stuff I use every day today about that, but I realized that I didn’t want to spend the rest of my life walking around a swimming pool with wet tennis shoes on. So I had noticed an opportunity to build a business. It was in Houston, Texas at the time and it was explosive. I went from literally $200 sleeping in the pump room of a swimming pool. And in less than two years, I had a $3 million business, 300 people working for me, a terrific notoriety in the country and/or in the community and started to get other entrepreneurs coming in.

Business owners coming to me and saying, wow you’ve really done some amazing things picking my brain. One day, a guy that owned a sporting goods store came to me and he said, I want you to come over to my shop. I’m gonna sit down and I really wanna really get into your head about what you did to build your business. So we did that. And after, I don’t know, a couple of hours, he said, he pulled out his checkbook and he said, so what do I owe ya? And I said, you know, I wouldn’t want to charge you anything. And he was insistent and I said, you just, you know, whatever, whatever you think. He gave me a check for $1,000. And so I went back to my office. This is way before the internet. And I told my printer, I want to you to make a new business card for me, Steve Daley, business coach. Now, this was before the idea of a coach or a business coach was even a thing. This was 30 years ago. And now you see business coach on every business card from babysitters to attorneys. But yeah, I just, I basically said that’s what I, that’s who I want to be now, you know. And so I sort of graduated to talking about that and here I am.

Janet Beckers:                  That is such a great story and you know what it’s… It would be really tempting. We may actually do this in the future. Get back to even like what did you do? We won’t do that right now. But what did you do in that first business that made it go sights place, even the lessons you learned cause well I’m sure we’re going to be learning some of those lessons through the seven triggers cause that is just something that yeah to me would require a few, you know, a good bottle of wine and sitting down and having a yak and picking your brain on that one.

Steve Dailey:                     That’s right. I’ll tell you what, you don’t have to pay me 1000 bucks if you gave me a glass of wine.

Janet Beckers:                  Good deal. Good deal. So and that actually it should just as an aside, cause we’re recording this on Zoom for people who are watching this on the video. And one of the things that I do do with some of my JV partners and some of my clients that I’ve met have kind of moved on because they’ve had their success and then we still keep in contact, is what I call Red Wine Zooms. And so we’ll get together and we’ll have a red wine in front of the camera here with a glass of wine. And just catch up.

Steve Dailey:                     Yeah, exactly. That’s great.

Janet Beckers:                  So, all right, that’s, well, that’s brilliant. I’m really looking forward to hearing these seven triggers, especially now that I can see where they’ve come from. That’s really cool. So first of all, let’s look into why the seven triggers are important. Like, let’s look at, so people can know if this is something that they would be using in their own business and then we’ll really dive in into those seven triggers.

Steve Dailey:                     Yeah. Great. A good direction there. Good framework. Janet, so when we start a business, and no matter what stage you’re in right now, those that are watching this, you have an aspiration, you have a vision. It usually has to do with the short list, is a wealth, you know, plenty of money to do the things that you want to have, the lifestyle that you want to you know, really have no top end to what it is that you’re generating. Also an element of time to pursue all the other important things in life. The relationships that are important to you, the, you know, taking care of yourself travel or adventure or challenges of different kinds and giving back to you know, community or areas that, that are that you’re passionate about.

We all have those things in the background, but an odd thing happens on the way to that for most of us. And that is as I mentioned earlier you know, the, the, the the business can sort of hijack that, that that, that vision, that ability to actually have all of those things. Now I’ve, I’ve, I’ve learned, you’re right, my personal experience back in the day, but as I said, back in the dinosaur days when I had that first business, I I did learn a lot, a lot of things that I learned from the failures. I learned from the successes. However, the most valuable laboratory and, and experience and insight has come from working with people that have come to me to help them with their businesses and then have had explosive success. I would I am not going to take credit certainly not full credit for that success because the people I work with have to do the work.

However as a catalyst, I, I’ve, I’ve, I can, I think I can be proud of. And here a few years ago, it’s been probably 10 now, I started taking a look at the history of the people that I’ve worked with and and, and ask the question, what were the specific things that, that I can look back on that predictably created a catalyst, a launch, a spike in the, the new success and then moreover what sustained it, right? So what were the things that really kept it going once we got it going? And that’s the Genesis of the seven triggers. I basically compiled a, what I believe are the catalysts and not only create new, a new success, but also endured. And in the context of building a life that fulfills the vision that we had when we started our business in the first place. Mm.

Janet Beckers:                  Love it. That, you know, and that is, it’s really interesting you say that cause it is that thing where, you know, you have this vision and then all of a sudden you realize I’m trapped. That’s a really, really common thing. And I love that you’ve gone on and you’ve looked at the people who’ve actually created that success. Because once you’ve been doing this for awhile, you do notice that there are some people that you just go, Whoa, like, you know, they just have to get pointed in the right direction. And they took off, like, what can I learn from them? Like what made that so special? And so it’s that classic thing of, you know, you, you get better at being the coach because you have great clients and you’re actually watching what they do and learning from them. Yeah. Yeah. I love it. Well, let’s, let’s dive straight in. So I already knew baby number one, a seven.

Steve Dailey:                     Okay. So the first and most important aspect of the framework is there is a sequence baked into it where for I’ll just give you the overview and then we’ll dive into number one. So we want to perfect our own priorities is the way I catch it. That is reconnect to the most important things that we are doing this for. Not unlike the question that you asked earlier about why, why does it matter? Basically. So want to take a look at our business from out priority perspective therefore putting ourselves in, in a position of leading our path. One of the things that I’ve had to correct with, with my clients over the years predictably is that the businesses pulling or leading them rather than them pulling or leading the business. So we start there. Then we have to take a look at the internal workings of the business.

I kind of visualize a, a machine or a big, you know, just imagine a big power plant, sort of a, of an app of an analogy. And you’ve got a lot of things in your business that it need to be a, I call it grease your gears. Well, they may need to be lubricated. You need to make sure they’re tuned up. We need to take the most important things about your business and grease those gears. And the next thing, now we’re in a position with the priorities in place and the gears greased. We’re in a position to then address our market. My term for it is to mesmerize our market and to basically be a of an inspirational Mmm asset to those that we want to serve. And then finally we want to then multiply, I call it multiply our mojo.

So multiply the things that we know, create the arts, are businesses an asset to not only who we serve, but as I was talking about earlier, our own priorities for ourselves. So if we go back around to perfecting priorities, the first triggers that we’ll go two at a time here. First triggers, first two, triggers are authenticate and integrate. So authentication is about basically getting in touch with who are we really. Just because you can doesn’t mean you should, as I’ve said, and we tend sometimes are serving people. We don’t really care about putting things in the market that that you know, we’re not terribly passionate about trying to put things out or do things inside our business that were not terribly that we don’t have a lot of competency. So authentication is getting the intersection between our passion, our competencies, the products that we’re, that we’re selling and then the market that we really, we love and they love us.

Janet Beckers:                  Oh look, I mean, that is so important because as you’re saying that, I’m looking back at some of the changes I’ve made in just the last year or so because you can go, well, you know what, if you’ve got something in your offerings that doesn’t feel quite right or your branding is not quite right, well, big deal, just work with it. As long as it’s making a profit, but it does undermine everything that you’re doing. Like really, you know, you’ve, if you’re not congruent, you’re always going to be second guessing on things or not throwing yourself in.

Steve Dailey:                     Yeah. Well, it’s, it sucks the energy is such a way energy that can and should be used for something that’s way more powerful, to again serve you and serve the market that you’re serving. You’re exactly right. Hmm.

Janet Beckers:                  Absolutely. I mean, that’s for people who’ve been following me for a while and you’ll know wonderful web women that I’d had for 10 years, launched my business, you know, won me numerous awards. I closed it because of these exact reasons that you’ve talked about and it has just freed up so much energy.

Steve Dailey:                     Yeah. The way I say it is void creates value. So when you, when you purposely take away something, you have now a void that you can fill with greater or better value.

Janet Beckers:                  Oh, that’s a great, that’s a really good reframe. I love it. Great one Steve, I’m going to write that one down. Boy, that’s a good one. Write that down everybody. That’s a great one. Every time that you’re thinking, can I take it? Can I make this decision? You know, it’s too scary to let that thing go. What if void creates value? Love it. That’s a good one. Alright, over to you baby.

Steve Dailey:                     All right. So now once we have the authentication in place, now we want to integrate. And integration is about integrating the, the, the, the, the role the business has and that we’ve repositioned now by authenticating our, our view of priorities integrating it with our life. So everyone that all among us here that listening, all that I’ve worked with Jan, I’m sure this is the case for everybody that you serve. All are driven by my observation. Four distinct motives, wealth, health, connection and influence. Wealth is obvious. Taking care of ourselves financially down in the future. Health is about being vibrant, who wants to be rich and, and, and laying on a gurney with tubes coming out of our orifices, right? Connection is about relationships. All of us crave that we all have a need, a desire to belong and feel like we matter.

And finally speaking of mattering influences about legacy, about making a difference, about feeling like that we’ve been here for a reason. I encourage people to think about there, about implementing their legacy, not waiting for it to be assigned to them. What a painful thing to wait until after we’re gone to find out what meaning we had. Let’s do it now. Let’s say let’s declare it right now. So when we, when we integrate, we are asking the question, important question, does the business serve wealth, health, connection and influence for us? And if it doesn’t, well then what do we doing that for you? What’s, what’s the point? What’s the use? So that’s, that’s the second trigger

Janet Beckers:                  That is. And I love how you’ve been so clear on those four things there. It’s always really lovely to be able to measure, you know, am I doing it to be able to have a measure against this and yeah. And this one, you know, when it comes to that legacy, a lot of times people think, well, legacy is what I can focus on when I’ve it. That’s kind of like, you only do that when you’ve completely mastered everything else and then you can stop focusing

Steve Dailey:                     And then one day someday never happens. Yeah. All right, so now with those things in place, we’re ready to grease the gears. And so the third trigger is concentrate. I play with this as like cleaning out the closet. We all have a, a closet that’s packed with stuff that we’ve been stuffing in there as just a holding place or a drawer. We all have a junk drawer, our glove compartment in our car. It’s just got stuff. If we don’t stop and say, OK what do I really need for my business to be successful and what’s just stuff and clean out the closet than we are, we are absolutely guaranteed to bog down the machine of the business. And so those listening here, if you feel like your business is slow, sluggish taking too long, it’s done. You know, you don’t wake up and feel like it’s pulling you into it, you know, that’s probably cause you got, you got to clean out your closet, you need to zero in on, you know, what is it that you really need? What is it that, that is really appreciated? What is it that really works? What is it really pleases you? All of those things that we, that we defined back in authenticate and everything else, it gets tossed or put aside. Maybe it’s not a forever gone thing, but certainly we don’t want to waste time on that.

Janet Beckers:                  That’s just from your experience, Steve I w yeah, there are particular things that you find that people when they do this exercise that there’s a certain group of things that the clutter or if it’s easier, the opposite of like the certain things that are,

Steve Dailey:                     Oh, I’m glad you asked. So the things that become clutter are [inaudible] and I’ll give you the short list. Pretty much predictably come in the form of doing things that somebody else can do or we don’t really like to do or that we don’t really need to do just because we have this odd thing that’s wired in all of us that we’d want to be busy. Another category are things that we’ve fallen in love with that nobody else really has products, ideas right now. People even, you know I’ve found a you know, oftentimes people will have in a business, people will have employees that were around there in the beginning. They’ve fallen in love with them. They, they’ve been loyal. They, you know but they’re not, they’re not valuable. Now where the business is, that’s the top. It’s tough to let go, but look, there’s a great place for everyone and it [inaudible] if, if, if there’s no value or not agreed deal value that you’re experiencing from those people, then they feel that too.

And so they’re not really happy. And so that’s a, that’s a tough category. Another category of, of clutter is in a cat in a word, nonsense. Things that are non revenue producing, things that are not progressive, you know for example insatiable, a desire to just network, but you’re not really turning that into any sort of business or opportunity. You just love the belly bumping, the, the, the handshaking, the business card passing and the, you know, having a cuppy cup of coffee or whatever. Or wait a second, wait a second. That probably is bogging down what you might otherwise be doing. But that’s just a short list.

Janet Beckers:                  That’s a good point actually, because you mentioned about connection being one of the four things that people are looking for that your business should be able to provide for you. So, yeah, you know, as you talked about, they’re not using it strategically, so they’re looking for that connection. So maybe they need to be looking at that connection component strategically in their business

Steve Dailey:                     And listen to if, if you’re going to net on that points was literally going to network meetings because you’re craving connection I would say more productively is take your spouse out for lunch or take your breath, bring your kid to work so that they’re learning something or and, and appreciating what you’re doing or proactively target people that you want to learn from and take them out to lunch and interview them. You know, there’s some other connection opportunities that are way more powerful then just sort of shown up. Cause you said you wanted to be part of the club sort of thing.

Janet Beckers:                  Love it. That is really wise, wise advice. Thank you Steve.

Steve Dailey:                     All right. So moving on a trigger for I call it invigorates. And now we’re still in the grease, the gears stage, but this is about now invigorating bringing new energy new fire, new fuel is what I call it, into your business. So look we all got here as business owners because we created something. We invented something. We got excited about it. We had a, what I call a fist pounding moment that we knew that there was something that needed to be done. And by golly, I’m going to be the one to do it. What is now in you that needs a new fist pounding moment? What is it that you’ve learned from, you know, the seven triggers framework was that for me, it’s like, yeah, there’s got to be a formula here. I’ve helped some people get to sell, a lot of people get to seven figures, but what’s the common denominator?

What’s the thing that I can actually now serve people better with? And so, you know, I created that. So there is juice that you can add to your business by reinvigorating that that inventiveness innovation gene that you have. I started the business and also putting new, a fresh coat of paint on things. Take a look at your website. Has it been, has it gotten cert a tired? Is that, are there broken links? Mmm. Take a look at the way that you interact with the people. If you have a team how do you interact with them? Do you just kinda do an obligate Tory birthday cake when they have birthdays or D a surprise them with of, for example, of working with a client last week, I said, listen, how do you show appreciation to your, to your employee as well?

We know we’d go to lunch sometime, blah, blah, blah. And I went, Oh, you put me to sleep there? I said, how bout, how bout this? How bout you go you know, learning, you know enough about them now that you can identify a great place for them to, to do a staycation locally where in an extraordinary hotel treat them to dinner there. You suggest a shop shopping Liz for that one, for this guy, give him a, a canoe or kayak lessons. He’s an outdoor guy. You know, what can we do to really show them that you really appreciate them. And by the way, it’s not going to cost that much money. And so when I say invigorated, it’s like bringing new life, new fire into your business. Mm. I love it. I love it.

And that’s for so many things, isn’t it? It’s almost like a romance, sometimes a business, isn’t it? Oh, absolutely. Yeah. Bringing, bringing the spot back in. Yes. All right. Get, do we still got time to go through. Okay. So we’re doing well. We’re good. Okay. All right. So the fifth trigger is penetrate and now we’re moving into mesmerize your market. And I’ll I could, I could take an hour on this one, but I’ll take just a few minutes. Penetration is about creating a synergistic penetration marketplace reach strategy that involves both picking and polling people to your message. So picking is choosing people, groups, audiences that you think might be receptive to what you’re doing that you can serve them with, solve a problem and serve them with this will be direct selling. It would be a speaking, it would be strategies that you identify specifically. I know something about you that I think I can help with, but then we have to marry that with a poll strategy.

A pull strategy is when we create awareness yeah, strategically about what we’re doing, the problems that we solve and have an ongoing conversation with, with folks to bring them closer and closer and closer to what it is that we’re doing. I’ve found in my experience, Janet, that that most entrepreneurs fall business owners are really good at one or the other and rarely have a clear strategy for both of those things. So this is a really important work. We have a foundation with the other triggers, but then we absolutely need to create those strategies with, with that, and this is married with trigger five resonate our six. I’m sorry. Resonate. Okay. When we take a look at those conversations, whether they be picker, pull we absolutely have to differentiate ourselves from all the other choices out in the marketplace. And the one way to do that is to create a transformation story.

I maintain, you know, you can go to the bookstore, go to Amazon, and you can get all kinds of books of business books. One will say, I don’t care what business you’re in, you’re in the sales business. I don’t care what business you think you’re in, but you’re in the marketing business. I don’t care what it means to you, but you have to be engaged with social media. Okay? All those things might be true. But my stake is the business that all of us absolutely are in is transformation. People we serve. All right? A particular place that they’re very aware of where something is missing and they visualize a life, a business, a state where that’s Ben answered that missing piece and who they hire, who they spend money on is people that guide them through a transformation. Many businesses, this is an important trigger, critical trigger.

Because most businesses that I’ve worked with that, that weren’t getting to seven figures and figured this out made a massive leap by recognizing that they weren’t selling the end result. That’s what they thought they were selling. They were. What they really need to be selling is this, is, is positioning themselves as a guide through the transformation. I don’t care if you’re selling cars, any kind of services websites guys, you name it, you are guiding people in a transformation. If they are paying you money, you may not recognize it, but then we have to and once you do, then, then when, now we’ve got to tell a story about it talking my language because that’s a big part about

Janet Beckers:                  What we talk about hearing in my tribe is around the transformational journey. And I just love that you’ve pointed out there, that’s businesses that people may not see. Like you can get it when you’re a coach or a healer. But you’ve talked about like selling cars for example. I love that you said once you are able to really act as the guide on the transformational journey, that was the big thing that made the huge difference to the revenue in the business is that is a really, really important point for people to take home. Ah, you really super clear on you, been the guy that you take them on that journey. That’s really important. I love that Steve.

Steve Dailey:                     Everyone that you’ve spent money with and even, and look at the things you spent the most money with, I guarantee you you gave them money. You paid them money because [inaudible]

Janet Beckers:                  Saw them as that perfect guide for transformation. Yeah.

Steve Dailey:                     All right, so we’ve got authenticate, integrate, concentrate, invigorated, penetrate and resonate.

Janet Beckers:                  Oh, I do love all this iteration. This is just

Steve Dailey:                     All right. And so now we’re on is triggered number seven. This is the most important one that basically pulls it all together. As you heard me say earlier, this is where we multiply our mojo and trigger number seven is duplicate. All right, so, so what do I mean here? Most that I’ve worked with, and especially those that were, they were hitting their head on a ceiling and they couldn’t break through, have positioned themselves in their business as the sun. In other words, the business revolves around them and their significance is tied to it. Now we come by, this honestly worked our butts off, created a business. We know how it works. We know what you know, all the things, all the buttons to push. We, you know, our marketplace perhaps falls in love with this. All that’s awesome. But then we start to have this quiet voice in our head or our heart that basically says, and that’s why you’re important. That’s how you’re meaningful. This is who you were meant to be. And we buy that as though that’s the end game.

Janet Beckers:                  Oh yeah, that’s a home truth. That one.

Steve Dailey:                     Oh, that’s right. I’m going to break it to you. You’re not done. And you better not be. Because if you let go of what you think is making you feel significance and give yourself a promotion to a higher level of significance, like let’s talk about, make a difference in the world. Like really do something that your grandkids, your great grandkids, your great, great, great grandkids we’ll be talking about. By the way, do you know who your great, great grandpa and what he was known for? Unfortunately, many of us don’t.

Janet Beckers:                  No, not my great grandpa.

Steve Dailey:                     Yeah. And so what is it you’re up to while you’re taking up space on the planet here that you can graduate to now in order for you to graduate your significance once you have a glimpse of that? We have to, we have some work to do. Obviously we duplicate ourselves through other people. Had a great interview today on my podcast with a, with a guy that actually did so great at disconnecting his importance to the function of the business. It all of a sudden he woke up instead. Well, there’s nothing for me to do. And he said, so I started another business.

Yeah, exactly. And so you want to work your way out of being necessary in the business through other people to the best that you can. Another way to duplicate is to multiply the impact of your business. So if you’ve been, you know, this first company I started, as I mentioned back in the dinosaur days, you know, is serving one market. Just reflexively, I, you, nobody told me to do this, but I, once I started making it work there in Houston, Texas, I started looking at, okay, where else in the country has this unique environment with the real estate boom that was going on? I was serving a master plan communities is basically the, the essence of this. Where else is this taking place that might appreciate what I’m doing here? And I started making plans to multiply that. So you can, you know, whether it’s opening up new locations or franchising or licenses or whatever, there’s, there’s duplication there and multiplying, you know, there.

Another way to duplicate is, is to take a look at who you’re serving and what else do they need. I worked with a one of the guys that I helped get to seven figures was an attorney. He was a real estate attorney and a was really good at, at real estate law, but he started to notice that he also got gained a lot of perspective on real estate investment and so he started offering services to give advice and direction on good versus bad investments that turned into a whole new revenue stream. So there’s a lot of different things we can do. You know the idea or the message here is until we multiply ourselves, we’ll always be anchored and to the degree we multipliers cells will be free.

Janet Beckers:                  I love it there. That is really great advice and just so grounded and you know what that point that you made about once you’ve built up your business, that becomes your significance. It can become your identity.

Steve Dailey:                     Yes.

Janet Beckers:                  And to have got to that point, like go you like you’ve put in a lot of work, you’ve taken the risks, you deserve to be able to go, you know what, I rock, look what I’ve achieved. But it’s a double edged sword. Just as you said, Steve, you know, got to there. You know, that’s actually the thing that’s going to hold you back. Yeah. So it’s, and there’s a lot of people, and I know with my first business on the internet art gallery, it was hard for me to close it because I was this really fascinating, interesting Janet who had this online art gallery, such a creative person that was an identity. It was a really difficult thing to let that go. Very important to let it go. Because you know, this, I know that there are a lot of people listening that will go, oops.

Steve Dailey:                     Yeah. And so, okay. And, and, and, and this is why, you know so, so why do you need a coach? Well, we’ve mentioned several times. These things are, are good, all these triggers are great. We can probably do a certain level of do it yourself, but if you have guidance, you have four, you have accountability then all of a sudden the game changes dramatically. And we add a tremendous amount of acceleration to really getting things done. So so that’s

Janet Beckers:                  Brilliant. You have, this has been a really interesting, really interesting topic. You’re such a wise man Steve. Cause I love that for people who are listening. If you’re at, if you fit that definition that Steve gave of who he works with, that you’ve, you know, your business has been going and go you, but you know what, it’s, it’s going to stagnate. You can’t get up to that next level. Or even if you’re just starting out, I reckon today the no matter what level that you are at. Yes, I’m looking at these whole seven triggers in the beautiful way that you have talked about it and the examples you’ve given well really help you to just skip that beautiful bird’s eye view and to be able to see, you know what, maybe this is the first trigger I need to look at. Now you, Steve, you’ve got some way where people can go to be actually to be able to get a copy of all of these.

Steve Dailey:                     Yes, absolutely. Absolutely. And, and let me just say one quick thing about the last point you made. Yeah, this is a sequential, but, but I’ve wrote a little book called the three simple truths. And the first truth is something is better than nothing. And so start anywhere. If you’ve, if you’ve heard something here that kind of just smacks you in the, in the head as well, I needed start there. That’s okay. But to get this the, an interactive version of this framework, Janet if, if your listeners, viewers want to just go simply to achievement bridge.com they, my company’s achievement bridge achievement bridge.com you’ll see a pop right up on your screen is an invitation to download the the seven triggers here. And I’ve created an interactive framework that’s just packed with guidance for how you can not only understand these things but implement them. And of course I’m available to help you with that process if you, if you’re interested in that type of support,

Janet Beckers:                  That is brilliant. And so people can also find about the way that you can help them with that. If I go to what was it? The

Steve Dailey:                     Entrepreneur, entrepreneur excellence, entrepreneur manure, excellence.com is the name of the, the community that we’re creating. It’s organized around this and other frameworks for success to as an entrepreneur go to that page. And there’s an inspiring video about halfway down that articulates our manifesto, the entrepreneur excellence manifesto. And you won’t know want to miss that, whether you, whether it’s of any interest to you to explore or not at least get a, get a taste of that video. It’ll make your day and yeah, happy for people to go there as well.

Janet Beckers:                  That is brilliant. So I really recommend everybody go and get that report because just to review over there and just like Steve said, if there’s one thing that you just said like slaps you in the face, hit driver the head, whatever it is, yeah, start there, start there. Because that’s the big focus. You know, if you’ve, one of the things that I truly, truly want for everybody that is listening here is just take one action today. You know, set yourself, right? What am I going to do and I’m going to implement it this week. And then come and let Steve know, come and contact him over there. So once you’ve, once you’ve gone and got your report, you’ll have his email address. Let him know what action you talk. Oh, I love it. One of the most rewarding things that you can do for us is to know that you’re going to go and do something with this.

Come and let me know in all the different ways that you can stop me. Come and let me know as well. And also if you’re, if you’re listening to this on iTunes, I’d really appreciate if you would leave a comment or an a rating and talk about this particular episode. What was it that Steve Daley helped with? And you know, what is it that’s been your aha that you’re going to go and take action on, commit to doing the action. It will make a huge difference if you do that from every single podcast episode one per week. That’s going to be 52 actions you’ve taken this year. Hi Jim. The difference you can make in your business. So thank you so much for your time today, Steve. You’d be absolutely brilliant. Yeah, I can see a red wine zoom coming up. Absolutely. Thanks for having me. It’s been a blast. Okay. Bye and bye everybody.

Content Marketing That Drives Sales

Content Marketing That Drives Sales

Have you ever wondered exactly what type of content marketing actually builds your business with increased sales… instead of keeping you super busy but not getting a R.O.I. on your time and money?

How do you  know if your content marketing strategy should include blog posts, videos, podcasts, Instagram, Facebook, LinkedIn, Pinterest, eBooks, physical books and more. And then  what you should be saying in your content anyway?

To get the real answer, the best thing to do is go behind the scenes with someone who runs an agency that creates and publishes content every single day for multiple businesses across multiple industries, and knows from behind the scenes exactly what works (and what doesn’t).

That’s what we’re doing today.

Alexi Neocleous owns Fubbi.co, a company that does exactly that.

If you’ve ever sat in front of your computer, thinking “I need to do a blog post / newsletter / video and I have no idea what to talk about”, then you are going to love today’s masterclass style podcast episode.

You’ll learn how to strategically plan your content marketing calendar and know the essentials to create content that actually results in sales.

And as a bonus, I’ve created a free downloadable flow chart checklist for you called “The 3 step flow chart to create a content marketing strategy that drives sales”.

Here’s what you’ll discover today:

  • Some great advice on how to create a business that frees you up to travel without worrying about coming back to a disaster.
  • The difference between content marketing (which can results in years to get real financial results) and content hacking – where Alexi can see results in just a few months.
  • The three part framework essential for Content Hacking that is common to every one of Alexi’s top clients that get sales results from their content marketing is super fast time.
  • Why you absolutely MUST start with a sales funnel that you know converts before you invest in content hacking strategies.
  • Amplification strategies to increase your content visibility (paid and unpaid)
  • Why only spending money on Facebook ads that go directly to your funnel will limit your growth and what to do instead.
  • How content marketing reduces your paid advertising costs and dramatically increases the conversion of sales made on the phone (up to 6 times higher conversion!)
  • Why Alexi refuses to continue a sales conversation until the potential client has consumed his content – and why you may want to do this in your business too.
  • Alexi’s super easy way to create a regular podcast using the rev.com app on his phone that is perfect if you are short on time and support.
  • Content marketing for email – and how to use the 9 word email strategy to make sales without seeming to sell.

Plus Alexi gives great advice on action you can take this week to get started if you are a one-person-band or a more established business. You can also grab his book Content Hacking, for free (instead of $17.95 on Amazon).

You can also contact him personally at [email protected] if you need any help 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.

Click the image below to download the BONUS worksheet!

Alexi’s Bio

Alexi Neocleous is one of the leading direct response freelance copywriters in Australia. Having worked with business owners large and small, he’s known as a copywriter who gets fast results for his clients.

Alexi’s sales copy even got the attention of one of the world’s richest men, Warren Buffett. Mr. Buffett received one of Alexi’s sales letters and invited him to be a guest at his company’s annual general meeting in Omaha, Nebraska.

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. Janet Beckers here and we’re on Romance Your Tribe Radio and I have a really special guest for you today? Because Alexi, last name unpronounceable. How do we say it Alexi?

Alexi Neocleous:              Neocleous. Now you know exactly how to say it.

Janet Beckers:                  Now I’ve got to know Aexi, a little bit over the years, and I’ll tell you what I saw him present at James Schramko’s event at the beginning of the year. And you got actually the most popular speaker, didn’t you? Voted the most valued and this is an audience of people who are all very, very established in business and so takes a bit to impress, I think, the audience, because man this guy just knows his stuff. So I’m so excited to have him here with us today because we’re going to be talking about content, content marketing, managing your content, doing a content plan, what kind of outcomes you can expect from using content as part of your tribe building and leadership positioning.

So the thing that I’m really excited about today, is this is what Alexi does all day, every day. He has a really successful business full of writers and project managers and editors that this is what they do day in, day out. So they know behind the scenes what works. So there’s none of this kind of stuff of well, you know, everybody’s been saying that videos work or blogs work or whatever. We’re actually talking to the man. He’s actually seen what works behind the scenes and that’s what I really, really love to be able to bring you as I get ready to take notes. And so before we get started, Alexi, tell us a little bit about you, about who you serve and how you do it.

Alexi Neocleous:              Okay. So quick background for most of my career I was a direct response copywriter. I’m where I’m arbitraging the sort of phase that, you know you, you know, I dragged about my first initial day. They are 25, 50 grand, a hundred grand at a time type thing. And that was most of my career and that about two and a half years ago, no, actually about three years ago we got the ID for our current business. Worked on the model for about six months and then kicked off the business about two and a half years ago, which is a couple, it’s called three B. It’s a content or I call it content hacking agency. I’ll find more of that in a moment. But what I was able to do, it turns out two and a half years ago, it was a guess. What I’ve been able to do is teach the writing team how to think as copywriters.

So a lot of our content, that was great content it also has all the necessary hooks and bells and whistles in the headlines and the themes that I had to do when I was writing copy to generate ROI off paid ad campaigns. And so our headlines and our themes tend to be quite a lot stronger than most content writers and, and stuff out there because of my prior training that I brought into the team, train them, develop a process, have all the feedback loops when we file catch up before it gets too far down the line. And so the end result is you’re a content that cuts through content that generates leads and content that side ultimately generate styles.

Janet Beckers:                  I love it. And that’s, that’s the big focus here. A lot of times people will be putting out the content but they’re not doing it strategically. They just going, well you know, I’ve got to do a blog post or I’ll just think of something. And I like your very, very strategic approach to choosing the topics, knowing what content works and then making sure like as you said, it’s leads and styles because you know, ultimately you’re doing this as a way of growing a business. So and you were just telling me that that you’ve just had six weeks traveling in Europe and your team, such a Willow machines now that that it went well.

Alexi Neocleous:              Yeah. So part of the reason for the trip was to pressure test the company cause we’ve got to, we’ve gotta stage now with our company where I’ve got a head of content, I’ve gotten our operations manager, we’ve got the supervisors, we’ve got a big part of the organizational chart sort of put together. And I disappeared for three or four days at a time before noodle fishing lines in the water to see what would happen. And remarkably things were good. And I flipped it. I said to my wife, there should be a good test. Let’s go for six weeks and largely disappear on the team. Don’t reply to emails, don’t show up to meetings. Let’s say March bill. How much blood ends up in the streets so to speak. For the most part they did better than when I’m around, which to whether to be proud of them or to my heads.

I think it’s a good thing mostly for sure. But we did have some, some issues purely and 100% coming about because of stuff that I was doing that we didn’t identify in our process since then, that’s all been plugged. So yeah, so it’s turned out to be a, a good thing. And given this is a hard business to run, it’s, it’s content is difficult. Like we do about a million words a month in article content produced thousands of emails. We do thousands of videos, would you say? Thousands of quite cons. So we have a multidisciplinary company. He designed as a different from riders. Rod is a different from short project coordinators, different disciplines, different personalities to pull that together and, and, and you know, the, the Will’s not to come off the cart, so to speak. Okay. It’s a cool thing. But having said that, I’ve got great people, as I said to you before, went on the recording. In many ways they’re smarter than me. Okay.

Janet Beckers:                  For the most part. Sorry. Isn’t that the classic thing that people always say, you know, build a team that’s smarter than you and you want the business to run better in a way. It’s like the Holy grail. So, you know, I just really, I just want to congratulate you on that because you know, the nice part there is like you were talking about, you know, with the content management, you know, the content creation, all of these different sort of [inaudible] expertise that’s needed. And we’ll talk about that when it comes to if your, you’ve got your own business about what you do there. But the other part that comes with that, so like a million words of, you know, that you’re writing of articles, that’s a lot. It’s also you’ve got lots of different clients in lots of different nations. Yeah. They have lots of different personalities that to run really smoothly and that broad cross section of people to be really satisfied with that you have to be on there is that is huge. That’s brilliant.

Alexi Neocleous:              Yeah. The, it’s not easy. It is genuinely hard. You know but again, like I said to you off the recording, we have a rule that we learnt from [inaudible], from our good mate James Franco, the person that does the work contract the work. And so if you want assistance, if you want a business that runs without you, there’s a lesson that every business can learn from you needs you need like if you’re married to know quite a complex Venn diagram, all the circles intersecting, you really want multiple checks. You want trip wires. So when something breaks, you’re alerted and the right people are alerted, then you want a system in play. So that identifying why did that happen, let’s fix it. And then when you’re working on fixing it, you want to test if the solution is working. So you need other tripwires and feedback loops to monitor the new idea.

And let’s see, this is how we’ve gotten here. We’ve, we’ve, we’ve essentially gotten from and idea in my brain literally because I’d never seen anyone else, anyone else do what we do and idea on my brain and then literally try something and it’s like, imagine a flow chart. Did it work? Yes. We’ll know if it work. Do more of the same, did it not work? Get a file, do something different. Literally every essay, every part of our SOP, our standard operating system has been built on a flow chart like that. So you can imagine how many mistakes we’ve made.

Janet Beckers:                  Yeah. Yeah. And you know what, that’s, that’s why when I said right at the very beginning that why I’m so grateful to have you here today to help people who are listening is they’re actually going to see, well this is what you need to do because I have made, we’ve tested what works and what doesn’t work and we’ve worked out what sort of double check. So even that is what you’ve just said there. So for people who are putting their own content strategy together, and we’re going to talk in a minute about what that is. That, that one thing that you said there is you need to put the person who created it doesn’t fit, isn’t the person who checked it is a really, it’s a good one just there for when you’re working at how you’re going to automate lots of things happening in your business. So let’s dive in now. First of all, there’s going to be people who are listening here today that don’t, they’re not really clear on what is content marketing or content hacking as you call it. So would you mind just defining that for me first?

Alexi Neocleous:              Yeah. So content marketing, first up is the activity of producing lots of content, whether it’s articles, emails, videos, infographics, a Stouffer’s, not sales driven. You could say its purpose is to render value, value, value to the audience so that certain outcomes can take place. You might get more traffic, you might our build authority, you might build a profile. The leads that come through from people that engage with the content, they usually higher quality leads that make it easier for the sales team to convert a community. If you’re wanting to keep your clients to stick with you, content is a perfect tool for that because you’re wanting to always demonstrating your excellence and your expertise. So content marketing is in its full landscape. Probably everything that I’ve defined just there. But there’s one big downside. Content marketing can take forever to work. It can take forever unless you’ve got a big email list or you’ve got lots of traffic to your website or a big social following.

Content marketing on its own usually means put the content out there, do great content, and then sit back and wait for a critical best to take place. I’m not the most patient guy. You’ve probably gleaned how fast I talk and you know, a plus type personality. So what I did was I looked at all the content, all the clients that kill it with us from the get go. Really, really get like results within a month or two, not six months, not a year, not 18 months, and they all have the same DNA, the same profile, the same thing and it’s two things. It’s amazing content that’s us. That combined with funnels, I would get an opt in for an email, we send them to a sales page, whatever it may be. That is then amplified content that is boosted content that is amplified, whether it’s Lucy content on Facebook, whether it’s seeking back links for SEO, whether it’s broadcasting to your email list. Content that is combined with funnels and amplified is what I defined as the content hacking framework. And how’d your percent come about? By me identifying which clients crush it quick, which one’s flounder and the ones that crush it quick. 100% of them have the three part framework.

Janet Beckers:                  Oh, I love it. I mean that there is just gold because if we think in terms of the content, which is what most people do, they’ll go, Oh, I’ve done a blog post or I’ve put something on social media or Hey I’ve got a podcast or I put the a video out there and then they’re getting frustrated because they’re not getting the results and it can feel like, why on earth am I even doing this? Nothing’s coming from it. So taken from what Alexi said is, okay, you’ve got that content out there. Have you got those other pieces? There’s no use amplifying like running Facebook ads and at that you content if you haven’t got some way of getting them onto your mailing list and converting like that funnel. So, which is, which would you, would you do the funnel first? Would you say to people start with the funnel or start with the content?

Alexi Neocleous:              Yeah, so when we get clients, potential clients acquire we have a scorecard that we run them through and part of the scorecard is identifying if they have a funnel or not. I, unless they are VC backed like big money back. We might even take on a client that doesn’t have a funnel. What happens in two or three months down the line we get the inevitable email or the inevitable Facebook chat message to me, usually Alexi, this has taken too long. Why? And at least it’s my fault because we accepted a client that I knew will take longer to get results cause I don’t have a funnel that don’t have traffic if don’t necessarily have the money to plunk down spend, you know, a grand two grand, three grand a month, whatever it may be to get this stuff done. And it’s my, I have a fiduciary responsibility you could say at being honest with potential clients from the beginning.

And one of the things that I say easy, you need a funnel before you really work with us or job number one is we do your lead magnet or we do your book, get the content done. But I’ll connect you with the tech, get the funnel sorted. Here are some templates that work well. Here are two Facebook agency that I referred to. We have to speak to them. You need that stuff set up as job number one. Otherwise insurance, three months you will pay me and you will say you’re not happy because results are not happening fast enough.

Janet Beckers:                  That is brilliant, brilliant, brilliant advice. So start with your funnel. Make sure you’ve got, that’s working, list-building and something to sell. Then you’ve got your content and if you then amplify it, you can get results in a month or two rather than six or 12 months. And that people, you know, if they’re in that position where they’ve already getting consistent sales, they can come to you and know that you can be help them to set all that up. Wow, that’s brilliant.

Alexi Neocleous:              This is the game. I mean this, this is, this is the game. Unless they’ve VC funded and they’ve got lots of money in the kitty and these insane growth targets where they can’t afford to procrastinate, we’ll take those guys on. But for the most part, yeah, you funnel some traffic. So my midterm is what we need to really start to get results. Don’t just ask, but any content that you may produce, you may these elements in play.

Janet Beckers:                  To be honest, I love it. You know, that is just so incredibly honest because people will pay, I know that there are people out there getting confused because they’re hearing about content marketing but they haven’t got the infrastructure, they haven’t got everything else in place. And that’s where you start. That’s where you lose, you know, why am I bothering to do this? So that is a brilliant, so you talked about getting results and you know, in a shorter time, once you’ve got your funnel set up, so what does that look like? Can you share with us some ideas of like what does, does this work rather than just say running ads straight to your opt in and not doing any content.

Alexi Neocleous:              Yeah. So yeah. Well you can, you can look his thing. Go back a step. That’s actually a good point. You can run ads straight through to a lead page and never do content. You can’t do that. You’re going to be on borrowed time though. Okay. You’ll be on borrowed time because all the platforms they building, they built their platforms on needing content. You get rewarded. So put it another way. If you’ve got ads, two funnels that are working well, you absolutely get rewarded by supporting that with content. You can build out audiences that you then re target with your conversion ads and your cost per opt in, your cost per sale will absolutely plummet it. So I’m not saying you need content 100% of the time. I’m saying you’d be crazy to just do conversion ads and not support that with content because email lists, I don’t know about you, but I’m sick of getting promotional stuff, left, right and center from people.

Be good to get some actual good contents. I’ll email you. Will absolutely find your email list will die very, very quick if you don’t finish up content. So how that looks is one of our clients, Taki Moore, who I know, you know, he’s he’s one of our clients and we do a lot of his clients, black belt members content. We do four emails a week for talking or content, more content, but every 21 days he loves out what’s called a nine word email, which where he’s fishing for anyone who’s ready to have a conversation about potentially buying those nine word emails would not be possible without us doing regular content four days a week T’s list.

Janet Beckers:                  Okay, excellent. And actually our no, cause I’m on your mailing list and you know like everybody else, I wanted gazillion and using that something daily, which for most people would get them an unsubscribe. But I look at all of them because they’re all thought provoking. They’re all contents and yeah, I’ll look at you. What kind of practice you’re doing exactly what you do with your clients. So what you do with talking, cause I think, Oh we’re ready for mine. Weren’t any minutes any, any day. Now

Alexi Neocleous:              Every trade, every 21 days is when mine go out. Yeah.

Janet Beckers:                  And why is the nine word email and for people who are curious about that, I’ll put a link over. I think you’ve got an article on your site or something. I’ll put an article on the podcast page for what the nine word email is of my clients do that as well.

Alexi Neocleous:              I talk about apes. Sorry. Yeah, I love them. They’re very, very, very effective. So I’m talking about performance for content. Go back again. So Facebook ads for example, you can do conversion ads, I.E. Add through to a landing page or ad through to the sales page. No problem. But I’ll tell you something, if you can warm up your audience with some good content that they’ve seen in advance and then you love the pitch. Okay. I mean, you know, your cost per opt in, your cost per lead, your cost per sale will almost always plummet, right? The numbers get better because you’ve started to build a bit of a brand with those people that have engaged with your content. So let me show you something. The season, this is really powerful, right? Just one sec, let me do a share screen.

Janet Beckers:                  So if you’re listening to this on iTunes, come over to the podcast page where we’ve got the video. And yeah, cause Alexia’s got a good slide here. Thanks. Alexie.

Alexi Neocleous:              Okay, so these stats will actually explain it better than anybody if we’re talking about results and so forth and content. So according to demand metric, content marketing costs 62% less than traditional marketing and generates about three times as many leads. So traditional marketing, you know, TV, radio, old school type stuff that I made my bones on. Yup. Oops, excellent. According to Aberdeen, now this one’s huge. If you’ve got a sales team or if you don’t like sales and you feel it’s a bit icky, this is a huge reason to do content. Your conversion rate will sky rocket because you’re having warm conversation. Conversion rates, I’m nearly six times higher for content marketing adopters than non adopters,

Janet Beckers:                  Right? So it basically comes down to, well, the time that they’ve decided they’re going to get on the phone with you, they already feel like they trust you and then they’re more likely to buy it.

Alexi Neocleous:              It’s a no brainer. When you start to experience this, and this is all we experienced with our company, you cannot go back to dealing with cold leads or even Luke warm leads. You can’t do it. You get spoiled. Okay. It’s just a wonderful way to do sales, frankly.

Janet Beckers:                  Yeah.

Alexi Neocleous:              From a traffic viewpoint, according to HubSpot companies, they did 16 plus blog posts per month, got three and a half, almost three and a half times as much traffic. The company’s a deeds zero to four. I am not saying to do 16 plus, right. Message you want to get across here is, there’s a quantity component with content. The more you do, you tend to get better results. Okay. There’s just a quantity component there that doesn’t speak to quality. Just a, just know the more you do, you tend to get better results.

Janet Beckers:                  Okay. Excellent.

Alexi Neocleous:              And this one’s interesting. Especially for big ticket. If you’re selling a 20 buck, you know, sort of pillow or whatever, maybe not so true. Like you’re selling multi-thousand luck. We’ve got a client that sells a million dollar product.

Janet Beckers:                  Wow.

Alexi Neocleous:              Okay. So, you know, this is absolutely true. So what, what according to demand gen 47% of buyers viewed three to five pieces of content before engaging with a sales rep and traditional market advertising methods no longer work as well as they used to. So this is similar to what I mentioned Becky, with the conversion rate being almost six times higher.

Janet Beckers:                  Yeah. And then the last part is it doesn’t, it doesn’t have to be up to chance that they happened to see that content. I mean, you’re in charge of this because you’ve got your paid advertising because you’re getting them onto your funnel and then you’re directing them, you know, through email or what, or retargeting to see another piece of content like… You can direct this whole thing. You’re in charge baby. They go and have a good look on your blog.

Alexi Neocleous:              Here’s the thing, I can go one better, just before our talk today I was speaking to an accounting firm that was referred by an existing clients and they do 15 million a year. I’m a perfect fit for us. But one problem. They don’t know anything about us. They haven’t seen any of our content. They haven’t read my book, haven’t watched the videos. So I put the brakes right then and there it and said next steps. I’m in no rush to do business with you. Next steps, you must view some of my content on LinkedIn. You must look at the book, you need to see some of the emails. And until you do that, it doesn’t make any sense for us to actually do your business and the reason for that is: clients that engage with that content. I love what we do, are the clients that get the best results for and have the best relationship with.

Janet Beckers:                  Excellent! Okay.

Alexi Neocleous:              So you know our services range from… Our base pack right now is 1397 USD, 1,397 USD per month and it goes up from there. So call that 2000 Aussie, 25 grand a year. So you know, it’s, it’s, it’s not small money. Right? And we need clients to stick, they need to be sold that we are the right option for them. And when I say sold, I don’t mean it as the four letter word. I mean they need to convince themselves. And this is where the content is preeminent and this is where the content is the pinnacle of how to sell people. You have great content. People will sell themselves on you. You don’t need to be the hard charged sales person. In fact, I did the opposite of hard charged sales personally with that company.

Janet Beckers:                  I know, I love it. Talk about that. That is perfect. When you go, Oh, I know that content marketing works so well. I’m on a sales call and I’m telling them to get off it, watch the content because they will convert so much better. That’s pretty powerful proof that you know that you’re going to get a much, not even just probably a high conversion, but they’re going to stick stick stick as well. That’s the other part for us. That’s a really good point. Really good point. I love it. And so, so the in, so in summary, what we’ve had so far like from the stats that Alexis shared like this works, and importantly it’s around how content management increases your sales, increases your leads. Really that’s what you’re looking for. That’s the reason. Now you talked about having a funnel. Absolutely. Number one. Then you’ve talked about the content that you need to be having a content and then the next thing is amplifying, and I love how you talked about, that’s when you know you can be getting them to see, you know, amplify, sending them advertising to see your content and then get them for the sale.

Now if you’ve got people who they might be like a one person band at the moment or they may be them and they might have a virtual assistant or a couple of virtual assistants or somebody else on their team, they may not be ready yet to go and outsource everything. A company like yours that works with the companies that are going to get that return, where are the, where would they start? Like what would be a really sensible content hacking plan that’s going to maximize their chance of getting results faster rather than…

Alexi Neocleous:              Yeah, let me answer that before I do. Let me tell you one quick story around content marketing success because it’s a big one and it’s like hot off the press. So I was gone for six weeks. Obviously he’s eating way too much pasta and bratwurst and drinking too much BU and I actually put on white and in that time I didn’t expect to certain clients, young couple who started a new business a year ago. I was smart enough to get us to do the content from the beginning. Right? Even though I said, you guys are too young, you guys are this, you guys are that are said, no, we’re still want you with budgeting cycle. I’ve gone for six weeks. They’d been with us now for 10 months. I come back and a critical mass hit for them while I was gone. Guys, how are we going? And by the way, the partner, the female in her twenties still, I’ve had the biggest month, they brought in about 200 grand in cash for the month.

Janet Beckers:                  Wow.

Alexi Neocleous:              And that had they content machine running, they’d been amplifying. They’d been do using funnels, content hacking framework. Check this out. They’re already in the industry where they normally were. Convention is to get paid two, three, four months down the track. Okay. Just the nature of every industry. But because like itself, because they’ve got content meaningless, taking to the leads of people that trust them, I’ve seen them material know them. I thought let’s screw this. Why don’t we ask for all 15 grand upfront before we take a step? Well, let’s see what happens. Right. Here’s what happens. They conversion rate barely dropped off and they’re converting at 40% also. But now they’re getting all the money in the door. At the beginning. They liked the only people in the industry, they’re able to pull this off.

Janet Beckers:                  Wow. That is fantastic. So because that is important because there’s always going to be a percentage of people that yeah. And you know, you can be in charge of your own cashflow if you’ve got the lump sum to start with. That is a great story. And go them.

Alexi Neocleous:              The female partner is still in her twenties.

Janet Beckers:                  Is what, sorry? It’s still in 20s. I love it. I love [inaudible]. Yeah.

Alexi Neocleous:              Alright, let’s ask you a question here. So let me show you how I do it because I’m the laziest human that’s ever walk this earth. Let me show you. So you’ll see let’s have a look at the camera that you’ll see. The rev, the blue app right there. Yep. Rev.Com so to answer your question, the easiest way to get started with your own content machine is dual podcasts. That’s the easiest. Nothing’s easy up, right? The way I do it, Tuesday mornings, Thursday mornings, I’ve done a bond and I’ll usually use my time in the car. They’re all backwards, like a 15 minute drive or on the beach I will have an ID for a podcast and all I do is the following. It’s this simple. I click on that app and you said the word record? Yeah. I press record and start yapping for about 10 to 15 minutes.

Then I press save and that goes straight into the rev.com platform to get transcribed. Then. All right, say it again until the emails or the show notes are written and I just glance at a soccer’s on it right then I just look at them cause I don’t have my name in between the in between me pressing save and me seeing all the collateral, my VA that runs our three, the content machine organizes the transcript asides to the writers for the show notes, aside from the writers for the emails aside to the graphic design team to turn audio into video, uploads it to the podcast app, upload state Libsyn, gets all this machinery done and my time is 12 minutes to record it, maybe five minutes to glance at the show notes and the emails and everything. So if you are bottleneck or you don’t know how to start the easiest is podcasts in the way that I’m suggesting.

Janet Beckers:                  That’s brilliant.

Alexi Neocleous:              And look, I have a machine here behind me so I have all these other elements going on cause I have the machine. Worst case you could have one writer that writes you a couple of emails. I have one writer that could pull down quotes from the podcast. That’s very easy to do and you can have a transcription service like rev.com [inaudible] out of transcripts to your podcast and you will start to have I content machine up and running. You don’t have to do all the other bells and whistles. I do. You can do another version of that.

Janet Beckers:                  I love it. And you know what the thing I love that you’ve talked about there cause I, I always use video for podcasts cause I like I just like I’m used to using video but there are more moving pieces on. I do any of that stuff. I have my virtual assistant that follows our procedure and like you, they just do it all. I don’t have to do it. But from what you’ve talked about, we just using audio and actually having the audio that’s on the rev.com, which is what we use for our transcripts. You know, you’ve already got an extra step that’s out of there. That’s brilliant cause it’s just audio. It’s going to go on audio on iTunes anyway. Yeah, that’s really good.

Alexi Neocleous:              Yeah. So I, I do tons of video already. So the right you’re doing is the even more leveraged way to do it because you get the videos, video cuts are ready to go. I’m wanting it to be quick and easy for me to do it. And my trick is the beach in Bondai. So, and we have SOP standard operating procedure to turn audio into video anyway. Right. We still get the video anyhow. So I, but for me, I wanted the easiest, quickest, most pain-free for me to do two podcasts a week for me. That’s the easiest that I found. Yeah.

Janet Beckers:                  Yeah. I just love it. And you know what, that’s, I bet for a lot of people listening here that is going to be the thing that’s gone. I can do that. And you know, even if you don’t have somebody that can do the writing and stuff for you, once you’ve got the podcast, you know, you might decide I’m just going to write a couple of nights or something. You know, you don’t have to write the whole big blog post cause you’ve got the audio that’s there. I love it. So I really liked that you said go with podcasting cause it’s my favorite medium. And this is not even doing interviews with other people. It’s just sharing your brilliance.

Alexi Neocleous:              Look, here’s the thing. I know my subject cold and I don’t do any planning with the podcasts. I have an ID like at eight Oh five and I’m recording by eight Oh eight. Oh I love it. I love it. Could do interviews, I could do with many other things. We do a lot of things, admittedly other things. For now this suits me beautifully to a week minimum. I can take this anywhere. And I traveled with in the kitchen. I traveled with a road mic, a little thing that attaches to the bottom lapel here, cost me 80 bucks. That’s always in my bum bag, which is always with my phone. And you know, I’m in Rome. I mean I’m in Berlin, I’m in, I just, I mean an airport doesn’t make a difference. I find a quiet corner, get the Mike on to the podcast, upload it. And you know, I don’t have to worry that the whole setup and the beautiful lights and of done.

Janet Beckers:                  Yeah, I love it. That is, I mean, that is brilliant. So now we’ve said it for that last one for you. You’ve got your must last excuse fights. Okay. So when it comes to doing some sort of content creation, just using that rev.com awesome. And then you can take all the little bits out of it and get all your quotes and use that. So we’ve got to the end of our time. What I’m gonna do for everybody that’s here, I’m gonna, I’m going to have a downloadable for you that’s going to go over you know, just mentioning those, the three things, you know, that the the funnel, the content and the amplification. And I’ll also have a bit of a checklist there for you so you can work out your own content marketing plan, your absolute minimum one. So I’ll have that there for you as a downloadable. And so Alexi, Phoebe, where do we, where do we go to be able to get some, some more of a Lexi?

Alexi Neocleous:              So I’ll give you, I’ll give everybody that’s listening to the podcast a little gifty. So I’ve got my book content hacking. You could buy it on Amazon for 1795 or you can buy it, you can get it for free here.

Janet Beckers:                  All right, which one?

Alexi Neocleous:              Which one? So just go to that URL there, fubbi.co/content-hacking-book, and you’ll get to downloads, you’ll have to opt in unfortunately, but that’s life, but you’ve got a free copy of the book. So there’s that. And next thing it’s my actual personal email. The good thing about getting the company where I’m at now is all of the team communications go over Slack and Basecamp. And so I don’t have any operational stuff going into my inbox, so I could do stuff like this where I can actually give publicly my personal email and not let it get out of hand. So if you need any help, you have any questions, anything at all, it’s [email protected]

Janet Beckers:                  That is really, really generous. And everybody come over onto the podcast page. All we’ll have all the links there for you and Alexis’ address. And that book is awesome. And that checklist that you talked about at the beginning. Yeah, that’s all in the book. It’s really, really powerful. It’s gonna make you realize what’s possible. Which is really, really exciting. I’m so grateful for your time. You’ve been really, really generous. Alexi made sure when he said it’s unfortunate that you have to get on his list. It’s actually really fortunate because you get to see him put into action exactly what he’s talking about.

Alexi Neocleous:              But it sounds too self serving. You’re right, you’re going to see, you’re going to say me, get my own cooking. You’re going to see lots of content come out and say my best stuff. It’s unfiltered. I’ve no reason to hide a single thing because we monetize through service. I didn’t have any, I don’t have any reason to hot air, best stuff.

Janet Beckers:                  Yeah. Good point. Yeah, no, absolutely. So go and absolutely don’t get that solid, but the links there, on the podcast page. Thank you so much for your time, Alexi, You’re an absolute legend and I know we’ve only just touched a fraction of what you can learn from Alexis and make sure you go over there and connect with him. And and please let us know what action you’ve taken from today because that is one of the biggest gifts that you can give both of us. What, what’s an aha that you got out of today and what’s an action you’ve taken? Come and finally, Alexi, where he is, come and stalk me. Let me know. Cause that’s one of the best feedbacks that we can get. Ok, go out there folks and take some action. See ya!