Do these thoughts run through your mind? Even a little bit of the time?

“I’m not good enough.”
“They’re going to find me out.”
“I should really be better at…”
“I’m not enough of an expert to charge…”

You’re not alone.

Even the famed poet Maya Angelou said,
“I’ve written 11 books. And each time I think uh oh, they’re going to find out now. I’ve run a game on everybody, and they’re going to find me out.”

I don’t know a single coach who hasn’t had Imposter’s Syndrome, at least part of the time.

The question is, if everyone has it, is it really impacting your business?

Here are 5 signs that Imposter Syndrome is hurting your business, and what to do about it.

You spend time beating yourself up for ‘failures’ or ‘not moving fast enough’.

How this hurts your business:

Whenever you get nervous about failures, or think ‘I should be moving faster’, it usually results in a flurry of activity. Activity isn’t bad, but if it’s not thought-out or strategic, you’re doing ‘lots of activity’, but not necessarily making decisions that will be better for your business in the long run.

What to do about it:

Ask yourself, “Is there actually something I need to do more of, or need to do faster?” Sometimes you may find that you’ve been procrastinating reach-outs, or other scary activities. That’s a good time to start a new habit, like reaching out to 10 potential clients per day (rather than 27 in one day and then none for the next two months.)

You over-stress about clients being happy.

How this hurts your business:

It’s absolutely valid to consider your client’s happiness. However, when you’re a coach, sometimes clients will be unhappy because you ask them to stretch or to do something uncomfortable. If you spend all your time trying to make clients happy (rather than helping them get the transformation they came to you for) you’ll end up with less-than-successful clients who won’t be happy in the end anyway. Also, if you try to be available 24/7, you’ll end up with loosy-goosy boundaries that will hurt your private life.

What to do about it:

Ask yourself, ‘Is there an opportunity for something new in the way that I serve clients?’ Make sure you ask this question at a time you feel powerful; for example, after a great client session where the client is happy and grateful. If you determine that there is something new, work it into your schedule. Otherwise, keep firm during the less confident times!

You question your offering, your message, and whether you should even be doing this.

How this hurts your business:

It’s difficult to market and sell confidently when you’re questioning the elements of your business. Your confidence is your #1 business-building tool – more than your marketing process, and more than your sales system. When you’re lacking confidence, everything comes out weaker and less effective.

What to do about it:

Keep a file of success stories and ‘thank-you notes’ from clients. When you’re questioning, open it and read some of them. Get clear on the people you’ve helped (even if it was before your current coaching brand.)

You keep your prices too low, or are too quick to offer a discount.

How this hurts your business:

Duh. Not making the money you want and need is a problem.

But it’s more than that. When you claim to be a professional coach, you have standards. You have fees that you set (in a confident, bold moment.) If you’re acting like you’re running a flea market you’re not stepping into your business as a professional coach.

What to do about it:

Don’t discount during a sales conversation, in the moment, ever. If you have discounts built in as part of a sales strategy, that’s different and can be effective, but then stick to what you’ve determined is the ‘fast-action discount.’ When you’re beginning, set an ‘initial price’ for your offering, and then commit to raising your prices with every client you book.

Imposter Syndrome means you don’t fully commit. You don’t make bold moves because you aren’t sure you can succeed.

How this hurts your business:

If you’re unsure about whether a path is the right one, you usually walk down it more slowly. You don’t go ‘all in’ because there is a part of you that feels it’s safer to hold back. That means that usually you won’t invest in the help you need, the infrastructure you need to create, and the person you need to become.

What to do about it:

Work with a business coach who will supportively push you to make the moves you need to make. Become part of a community that will support you in your commitments. And whatever you do, don’t do it alone. Building a professional coaching business is not a DIY activity.

Isn’t it time you created the business you wanted, and reduced the Imposter’s Syndrome?

Schedule a ‘Breakthrough Call’ with me and my team to see how to turn your Imposter’s Syndrome around.

You’ve probably heard the quote that “the subconscious mind controls 90-95% of what we do on a daily basis.”

What does that mean for business?

You?ve probably heard the quote that “the subconscious mind controls 90-95% of what we do on a daily basis.”

What does that mean for business?

It means that, while your business strategies are important, your business mindset is controlling most of your results. I’ve seen missing mindset pieces cause struggles with owners of million-dollar and multi-million-dollar businesses. 

I’ve identified 5 critical pieces of business mindset that you need to succeed, in addition to having the right strategies for your business. 

Check this list to see where YOU stand on these 5:

Tip 1: Worthiness

Worthiness is the opposite energy of “fear of not being enough.” This often shows up as “I don’t know if my clients will get the results that they want.” Sometimes it shows up as “who am I to do this” or “there are so many people better than me at this work.”

Creating worthiness is complex, because there is a strategic part to worthiness.You need to get your offerings dialed in for your ideal client, for them to be ‘worth it’. However, your intrinsic worthiness is different. Getting clear on your worthiness at a core emotional level is critical to developing the business you want to build.

Tip 2: Resilience

Resilience is the opposite energy of “fear of failure.”

Business owners fail. Spectacularly successful business owners fail frequently in the course of running successful businesses. 

Being able to pick yourself up after a failure, and keep going, is a critical mindset skill. How fast you recover, what you learn from the failure, and how well you incorporate that learning as you move forward is part of your resilience.

Tip 3: Service

Service is the opposite energy of “fear of judgement.” During the course of running a business, people will make judgements about you. 

You may fear that people won’t like you when you market, or when you sell. You may fear that clients won’t accept your boundaries in how you work with them. You may even feel judged about how much money you make, when you’re successful.

When you can shift that mindset into the energy of service, you’re far more powerful.

Tip 4: Connection

Connection is the opposite energy of “fear of rejection.” As you reach out to potential clients, potential referral partners, and potential team members, you’ll experience some people saying “no.” This can be painful if you don’t have the right mindset.

Also, the energy of connection is important to results. Not only is it more painful to hear a “no” when you lack connection, it’s more likely to happen! Make sure that you’re finding new ways to connect with people.

Tip 5: Power/Confidence

Power, or confidence is the opposite energy of ?fear of things not working for you. Often we say. “well, that worked for someone else but it doesn’t work for me.” That feeling like we can’t control our outcomes, that we are powerless, can hold us back.

When you feel confident, your brain works differently. You see different possibilities, and opportunities show up to move you forward. Having a mindset of power is essential!

Want to know more about how to attract your ideal clients online?

We’d Love To Chat! Grab a Breakthrough Session with one of my coaches to learn how to create real impact and income online.

Do you sometimes wish you could charge more than you do?

Maybe… a LOT more?

The truth is, there are people in every industry who charge premium prices. Why not you?

I’m assuming, since you’re reading this, that you can create great results for clients. You have gifts, and skills, that are worth more than you’re getting paid right now.

What you need are 5 elements that communicate that value to the world.

Element #1. System.

If you’re selling sessions (or months), you’re selling time, not transformation.

Instead, creating a Signature System suggests some very important beliefs to your potential client.

These include a) this is your work, your genius, it has your ‘signature’ on it, and b) that it’s a system.

That means that you’ve thought it out, and you’re the expert in this area.

Systems create a sense of reassurance, making your services easier to sell, and are a MUST for charging premium prices.

Element #2. Support/Nurture.

Support and nurture must be a part of your offer, in order to charge premium prices.

This doesn’t mean that you have to be available 24/7 by text for your high-paying clients!

Instead, it means that you clearly communicate how your clients can interact with you, ask questions and be served.

When your clients know that they will be taken care of, they are more likely to see the value behind the premium pricing.

Element #3. Confidence.

This is the 2nd most difficult element.

You must have confidence in yourself, in your offer, in your value, and in the transformation you provide.

Whew! That’s a lot of confidence.

However, if you’re doing your own sales, your confidence level will determine how may people say ‘yes’ to you.

There’s a saying ‘the most confident person closes the sale’.

That means that if your potential client is more confident about the difficulty of her challenge than you are about all four things mentioned above, you will not book her as a client.

Your confidence is one of the best transformational tools you can have, both in the sales process and in supporting your client.

Element #4. Outcome.

What can the potential client expect to receive from working with you? This outcome is the most challenging for most transformational entrepreneurs to nail down.

Here are some that don’t work:

• Getting unstuck.
• Living into any possibility.
• Solving any problem you want.

An outcome is specific.

Here are some that do work:

• Grow your business.
• Find your soulmate.
• Lose weight/get healthy.

Premium prices almost always come with an outcome. (See the exception below!)

Element #5. Value Lever.

The ‘value lever’ is the most challenging element to understand. It’s the element that communicates the emotional feeling of value behind your premium-priced offer. There are three ways this value lever can be delivered.

Most of the time, for results-based brands, your ‘value lever’ will be the message you use to describe the challenge, and the outcome your system provides. A clear message can create that emotion.

However, there are two others:

Charisma

When you’re charismatic, people tend to follow your lead even if the message isn’t crystal clear. If you know that’s a strength of yours, use it.

Celebrity

Celebrities are usually subconsciously selling ‘you will be like me’ when you do this thing or buy this product. They are actually selling an outcome, but it’s an outcome called ‘identity’.

The safest, most reliable value lever is message. Even if you have one of the other two, you’ll be most successful when you have a strong, clear message.

If you’re ready to attract more High-Paying Clients, reliably and automatically,

Get all the details here for ‘The High-Paying Client Playbook’.

You’ll thank me later 🙂

If you’re trying to find new clients right now, you’re probably looking for them online.

But what’s the best way to find them?

• Direct message…
• Facebook groups…
• Youtube videos…
• Paid traffic…

The answer is, it depends. (Don’t you hate that?)

No worries, I’ll tell you what it depends on. 🙂

Tip #1. Less is More.

When you’re starting with a new business, or a new message, you need to test your business message.

That means that you need to:

• See whether your marketing language is clear
• Test an elevator speech and website copy
• Get direct feedback from people in-the-moment

The best way to do all this?

• Direct reach-out.
• Send emails to people you know.
• Send DMs (direct messages) on social platforms.
• Pick up the phone.

Are these scary? Yup! But the direct reach out gives you more feedback quickly, and far less expensively, than other options.

Tip #2. Leveraging Online.

Once you have a few clients you’ve served, it’s time to grow your audience.

Best ways to do this?

• Start (or grow) an email list.
• Create and grow a Facebook Group. (Hot tip: once you manually get 200+ people in your group, Facebook will start suggesting your group to people you don’t know. How cool is that?)
• Speak on virtual stages, like other people’s podcasts.

These endeavors can be very profitable in bringing clients to you, but they take more time to develop. Think of this as the ‘gardening’ part of marketing. You have to plant the seeds and water before you see results.

Tip #3. Automating Online

After you’ve passed the six-figure mark, you can start using the power of automation to continue to grow your list.

Best ways to do this?

• Create automated systems (like funnels) to attract people to you.
• Combine a mix of paid traffic, like Facebook ads, with speaking and other referral systems.
• Segment your list so you can use different messages for different groups.

Hot tip: Don’t try this step if you haven’t done Tip 1, and tested your message yet. You’ll be testing the expensive way.

Although there are 3 Tips here, you should be focused on whichever one of these is right for you, and your business right now.

Not sure which one that is? We’re happy to help you make a bold move in the right direction. Check out the details here!

Now with 2021 officially underway, it’s time to get crackin’! Refocus on goals, put new plans into place, etc., etc… specifically, get cash and clients! So, what do you actually DO that’s helpful?

Here’s the 5-step process that will walk you through exactly what you need to do to get cash, and clients in the next month.

Hint: It only works if you TAKE THE STEPS, so read and start doing!

Step 1: Cash Infusion vs. Long-Term Strategy

I teach my clients to create high-ticket Signature Systems. This means that there’s some time and effort involved between “I want to get clients” and “I have something valuable to offer them.”

And sometimes you just need cash, and clients, now.

So the first step is to decide whether you’re going for short-term cash or building your clientele as part of a long-term growth strategy. So, what is the difference?

Cash infusion (or short-term cash) is more about offering what you already have, not creating lots of new stuff. For this article, I’m going to assume that you’re choosing a cash infusion.

This means we focus on money now, rather than on spending weeks getting things into place.

Step 2: Choose your cash infusion strategy

There are three good types of cash infusion offerings.

1. A Previous Program or Offer

If you used to offer a type of work that you don’t usually offer now, the people who know may not know about that work. That makes it a great offering for ‘right now.’
Here’s how you might offer it: “I used to do this, and I was inspired to offer this again just to 5 people…”

2. A VIP Session

Instead of selling single sessions, create a 90-minute special session with a specific outcome that your current network is hungry for. You can usually charge $297 or $397 for a VIP session like that if the outcome is juicy enough.
An example might be a ‘Menu Makeover Session’ for a health coach, or a ‘Money Upgrade’ session for a business coach.

3. A ‘Jumpstart’ Program

Consider the work that you would do with someone if you had 3, and only 3, sessions to work with them. What would you suggest as a great outcome? Hint: It can’t just be 3 sessions, it must have a specific result.

This is different than a Signature System because you’re not going to create materials for it. You’re just making an offer for 21 days of work (3 sessions over 3 weeks) with a specific outcome in mind.

Step 3: Make a Reach Out List

Cash infusion is almost always done with your existing network, not new people. This is great in that it makes it easier to reach out, because you’re reaching out to people you already have a relationship with.

Here are some ideas for your Reach Out List:

• Client/previous client roster
• Facebook friends (real friends)
• LinkedIn contacts
• Colleagues from a previous job or profession
• Family members

Step 4: Set a Schedule

How much time will you allocate to your Cash Infusion? Is it time, or a number?

For example, you can reach out to 10 people a day, or spend 2 hours every day reaching out for the next week.

Hint: Not scheduling this work will impact your ability to succeed, so put it on your calendar!

Step 5: Be Fearless and Willing to be Imperfect

One of the reasons that people don’t do a strategy like this one is because of fear. You’re afraid that people will be offended. You’re afraid of being rejected. You’re afraid you’ll look like an idiot.

While all of those things are possible, they aren’t the end of the world. You may make some invitations in a better way than others. Some people may say yes, some may say no. But the end result is usually money in your pocket and some people who feel well-served at having been able to work with you

So take the first step! What are you waiting for?

Interested in attracting high-paying clients and making a BIG impact!? Learn more about my live virtual event Transform and book a ticket today!

Have you tried to build a list, but the results were… less than stellar?

No surprise. While the technology to build a list has gotten easier and more accessible, there are still big mistakes that can interfere with your list-building efforts.

Here are 5 secrets to build a list of AWESOME potential clients, specifically for coaches & healers:

Secret #1: Make a super-specific offer

You need to make some kind of offer in order to entice people to join your list. It used to be ‘join my email newsletter.’ (That’s SO last decade now!)

Now the secret is to make an offer for a juicy freebie of some kind – an eBook, video, etc. But if your offer is too vague, it’s not exciting.
“Meditation Methods” is a vague title.
“5 Ways to Meditate in 5 Minutes” is much more specific.

Make your offer super-specific.

Secret #2: The tech is necessary, but not sufficient

Just because you CAN set up a list-building system using some of the latest technology, doesn’t mean that people will flock to your list.

You absolutely have to have good tech, which means one of the common email management systems. There are hundreds of them, and dozens of good ones, with new ones being added all the time.

Get a system to start your list that is inexpensive, or free. Many are free up to a certain number of email addresses. You also want a system that allows you to segment people based on what they click. Most systems call this process ‘tagging’.

However, It’s not the system that’s important (although you need one) – it’s the strategy behind your super-specific offer and how it blends with your brand and your high-ticket offer that makes list-building work.

Secret #3: Being willing to tweak your offer.

Sometimes, because we have an in-depth knowledge of the problems that our clients face, we don’t actually speak their language.

For example, a doctor will often use technical jargon when describing a medical issue, which doesn’t aid comprehension.

If people aren’t taking your offer and joining your list, there might be something wrong with the offer no matter how good the information inside your offer is. You may not need to create an entirely new offer – you may just need to change the title or the subtitle of your offer, to make it something that your clients are craving.

When you’re willing to tweak your offer, you can create something that’s irresistible. With the ease of design that’s available now, through a DIY program like Canva or hiring someone through Fiverr or Upwork, tweaks are easy. Figuring out what to tweak… that takes more effort.

Secret #4: Nurture your list after you build it.

A list isn’t just built. It’s maintained.

People may opt-in to your list for your juicy freebie, but if you only send them one email with the offer, you haven’t sufficiently served them.

You’ll want to plan the list nurture for them, or they’ll leave your list. Emailing them once every month or two won’t cut it. An old list is an (almost) dead list, and it takes just as much energy to re-invigorate them as it did to bring them in the first time.

Plan your nurture at least once a week. This could be an ezine, an article, or a blog. It’s something that provides great value, so your list continually expects to get great info from your emails and will open them.

Secret #5: Practice good list hygiene.

When you build your list, you have to expect people to fall off.

Some will unsubscribe and some will simply stop engaging which means over time you’ll want to stop emailing them. When you email a significant number of people whose emails ‘bounce’, the rest of your emails aren’t delivered as effectively.

A good open rate on emails is anything over 20%. If someone hasn’t opened an email from you in more than 90 days, you should ‘scrub’ your list and stop emailing them.

This means that your email list size won’t be the total number of “all the people who opted in for my freebie” or “everyone who’s subscribed.” Your total email list will be that number (your total number of opted in or subscribed contacts) minus the number of contacts who have opted out, or minus the people you have stopped emailing because they aren’t opening.

How many can you expect? As many as 50% or more of your list may leave before the year is over, which means that list-building needs to be a constant activity.

Want to know more about how to build an awesome list and book clients from it?

Join me for a LIVE workshop, ‘3 Simple Ways to Build a List and Get AWESOME Clients from It,’ to get the inside scoop on list building to get clients!

Coaching is one of the most transformative services on the planet. So why are so many coaches making less than $30,000/year?

Coaches and energy healers often struggle financially. That not only hurts them, but it hurts the entire transformational industry.

People don’t take coaching or energy healing seriously as a business, or a profession. This means that fewer people respect you, and seek you out. That means they lose out on what you can provide!

There are 5 reasons most coaches are broke, and transforming these will allow you to transform your business, and the world. (Hint: this works for energy healers, consultants, trainers and experts too!)

Here are the 5 reasons: 

1. Selling coaching, not results

People who haven’t experienced coaching or healing services don’t really understand them. When you try to convince someone that coaching is a valuable service, you have to make three sales, not just one.

You have to convince them

1. That coaching is valuable
2. That it will solve whatever problem(s) they have
3. That you’re the person to help them

That’s a lot of selling! Since most transformational entrepreneurs aren’t comfortable with sales, they end up not getting many clients this way.

Instead, if you have a High-Ticket Offer that has a specific result attached, you can charge far more, and it’s much easier to sell.

2. Selling by the hour or month, not a High-Ticket Offer

It’s common to sell coaching by the month, or sometimes by the session. Healers, especially energy healers, often sell by the session. Both of these methods continue the cycle of poverty!

It’s nearly impossible for a potential client to evaluate what a ‘month of coaching’ is worth. Your potential client will evaluate it based on other expenses in her life, like a car payment. If you’re more per month than her car payment ($300-400), you’ll seem expensive. But that amount is peanuts for coaching services.

Also, since the client often can’t see the breakthroughs that may be coming, they will tend to leave after a month or a few months, even though there’s more possibility in store for them.

Instead, you need a High-Ticket Offer that is constructed and positioned in the right way, so you can charge thousands of dollars, and deliver the transformation that will really make a difference.

Want some help with that?

Join my High-Ticket Offer Challenge, where you’ll get 5 days of step-by-step guidance and create a High-Ticket Offer that you can sell for thousands of dollars. (And it’s FREE!)

3. Discomfort with marketing and sales

Let’s face it – you went into this to help people. Most coaches and healers don’t understand marketing, and particularly don’t understand marketing for transformational services.

It’s the curse of knowledge. Your knowledge of your work is so vast, it’s easy to assume that others can see and understand what you do.

With this knowledge gap between you and your potential clients, it can feel like you’re not communicating during your marketing and sales efforts. (And Covid is just making everything harder!)

If you don’t like feeling pushy (and who does?) you’ll want to back off when you most need to move forward in order to transform lives.

Instead, you’ll want to take the approach of being an advocate for the transformation of your potential client.

One way that it’s easier to do this is when you have a Signature System, which is a particular type of High-Ticket Offer with a specific result. When you’re selling a ‘system’ instead of selling ‘yourself’ it takes the pressure off, and it’s much easier to talk about.

4. An uninspiring brand

Most coaches and healers believe that the work will sell itself if they’re just good enough.

Here’s an interesting story: a study was done in which participants were asked how much they thought a pair of gold earrings would cost. One group was told that the earrings came from Target, a large discount store. The other group was told that the earrings were from Tiffany’s, a world-renowned jeweler.

The difference between what the groups thought the earrings were worth? The Target group thought they were worth $68. The ‘Tiffany’s’ group gave them almost 10 times the value that the ‘Target’ group gave them. That’s the value of a brand!

If you have a brand that is uninspiring, or looks ‘low rent’ – you won’t be able to charge what you, and your work, deserve.

5. Money confusion about helping vs. business

Pricing and charging, while there are strategic ways to talk about them, still remain big emotional issues for most coaches and energy healers.

You wouldn’t have gone into this business unless you wanted to help people transform their lives. So how can you feel good about charging them, especially charging them thousands of dollars, when what you really want to do is help?

One way to look at it is this: the client’s investment in the process or system creates a commitment to take action.

Since transformational work doesn’t work without commitment on the part of the client, charging high-ticket is one way to create that commitment. It’s been proven over and over again that coaching people for free doesn’t achieve the results that you or the client will want. (Coaching or doing healing work for people for next-to-nothing doesn’t work, either.)

So, how much should you charge? Glad you asked!

It’s time to end the cycle of poverty for coaches, healers, and other transformational entrepreneurs.

Join the High-Ticket Offer Challenge, where you’ll get step-by-step guidance to create a High-Ticket Offer in just 5 days that you can sell for thousands of dollars!

The other day one of my clients was celebrating with me, saying “We have a verbal ‘YES’ for a $125,000 contract.

After we stopped jumping around and throwing virtual confetti, I asked, “What made that happen? I know you’ve been working on closing that big client for a while.”

Their answer? “It was that one email suggestion you made, Pamela, on our last call. We followed your template and sent the email, then the next day they were a ‘YES’!”

For them, that one email suggestion was a $125K idea.

If that feels like it’s aiming a little high for you, how about we look at this first: How do you get a $10,000 idea? Then how do you get those clients on a regular basis?

There are three steps you can use to create an environment for regularly creating those high-value ideas.

Here are the three steps to get a $10,000 idea that you can make work for you regularly:

1) Bring Fresh Eyes

Recognize that the highest value ideas are probably hiding in plain sight. It’s something that you’ve heard about before, but haven’t seen how to implement. Or the answer is “send an email,” but you never thought an email could be that powerful. It’s not about sending one email, it’s about what’s in the email. How can you bring fresh eyes to the possibilities in front of you to move you forward?

One of my former clients was a Chinese herb company, which means that mostly they sold products. Since the other people in their coaching group were coaches, healers, and other expert service providers, it would have been easy for them to say, “The concepts you’re suggesting don’t apply to us. We’re different.”

Instead, to their credit, they looked at every idea that was brought forward and implemented many of them in innovative ways for their business. The result? Their business doubled in just over a year!

2) One Small Tweak

Unless you’re brand-new in business (or you’re just now learning marketing and sales), the idea usually isn’t learning an entirely new system. It’s one little tweak, or one small action.

The temptation is to create a huge project to accomplish a particular goal. For example, if you’ve been networking without a lot of success, you may want to throw out networking as a client-generation tactic and instead implement an online funnel.

Don’t get me wrong, I’m a big fan of funnels. But usually “fixing” your networking problems involves a tweak. You change your elevator speech. You try a new group. You re-examine your avatar. You decide you’re going to network for referral partners, not for clients.

Any one of those tweaks could result in an extraordinary lift in your results.

Don’t throw out a method, system, or endeavor if you haven’t tried the tweaks. One slight tweak could result in you getting a long-term client who brings you $10,000 or more.

3) The Fear Factor

Sometimes the highest-value idea is already in your awareness, but it’s fear holding you back.

You have an idea that might just be your next $10,000 idea, but it would involve a risky action. An investment, maybe, or a reach out that might get a rejection. So, you procrastinate.

Procrastination often revolves around fear – fear that you’ll try something new and STILL not get the result, then you’ll feel like you have no more options. It’s sometimes easier to say, “I’ll try that if nothing else works,” and keep your best idea in reserve.

Here’s a hint: Your best money is hiding behind the scariest action. It’s usually an action that is NOT hard from a physical sense (writing an email, making a phone call, saying yes to a mentor or coach), but it’s terrifying emotionally.

I’m always on the lookout for the next $10,000 idea, or the next $100,000 idea.

How about you?

Which one of these is holding you back? And what are you going to do about it?

Share with me on Facebook your biggest “aha!” from this article, and what level idea are YOU going to look for every week?

Want to know more about how to attract your ideal clients online?

Grab a ticket to my 3-day virtual event, Transform to create real impact and income online.

Whatever ways you used to find clients, that’s almost certainly changed since the beginning of the pandemic.

I used to tell my clients offline marketing was the way to start, and the fastest way to bring in high-value clients.

Obviously, that’s not the go-to method now, even with the world opening up a bit.

So, what DOES work? 🤔

Here are the 5 Ways You Need to Market Differently:

1. Narrow your target market.

One reason that transformational entrepreneurs struggle to find their ideal clients online is that they’re casting the net too broadly. If you help many different kinds of people, it’s hard to find those people.

That seems counterintuitive, doesn’t it?

What USED to work: You’d just attract people with your great energy in a networking event. Because they met you, you’d get some clients that way.

Nope, not any more.

Let me use an analogy: If you just say, “I want to go fishing,” it’s hard to know where to send you. Do you want to catch trout, which means you need to go to a stream? Or do you want to fish for bass, which you can find in a lake? What you need in both cases is different equipment for two different locations.

It’s like that with fishing for clients. 😉

While you may be able to serve men and women, young and old, employees and entrepreneurs… the language that you use for one group (the bait) won’t resonate with another group.

Instead, pick ONE group. It’s much easier to find them. Once you know the group, you can launch an online search.

Here’s how: Imagine you’re one of that group, and you’re looking for a solution to your problem. What would you do online? Where would you go?

Great! Now you know where to show up.

2. Laser in on your pain points and benefits.

One of the things that always makes me smile is when someone tells me, “I’m a life and business coach.” To me, that’s like saying, “I have a shoe store, and we bake bread too.”

I don’t know about you, but I wouldn’t trust a bakery that was also a shoe store!

You also can’t be too vague or jargon-y about the help you provide.

‘Getting unstuck’ or ‘removing limiting beliefs’ is language that is familiar to coaches and healers. But it likely won’t be meaningful to the majority of the people who might be your ideal clients.

Here’s the assignment: Identify 3 (and only 3!) things that your ideal client struggles with. Those 3 things must be things that their best friend would understand, because their best friend might end up referring them to you!

3. Craft a one-liner about what you do.

Once you’ve done #2, this step is much easier.

What USED to work: People would actually listen, even if you rambled a bit.

Not any more.

Attention is more scarce than ever now that people are focused online. If it takes you several sentences to explain what you do, people may not read it. When you can explain in one sentence the major struggle, and the major benefit of working with you, you’re FAR ahead of the curve.

Some examples of good 1-liners:
I help parents who struggle with their kids over grades, to help the kids succeed and have peace at home.
I help coaches and healers who struggle to find their ideal clients, to attract their ideal clients, be well-paid and make a big impact.
I help people suffering with chronic illness to reduce the pain, and get their lives and energy back.

Can you see how specific and succinct those are? Now it’s your turn!

With a great 1-liner, you can reach out to people and they’ll be clear on what you do. This means that it’s much easier to get people to say yes, both to talking to you, and working with you.

4. Plan on being seen.

What USED to work: In the old days of being a coach, it was all phone work. Zoom wasn’t a thing yet, and Facebook didn’t have Facebook Live.

(Remember the ‘flip cam’ for creating personal videos about 10 years ago?)

Yep, the world has changed.

If you’re uncomfortable on video, I get it. My first videos were cringe-worthy. But you CAN improve.

Facebook Live is a great way to start sharing your message with the world. It also gives you a fairly low-risk way to start honing your video skills, and establishing your brand message.

If you haven’t done Facebook Live, or you’re not using it regularly, consider doing a weekly video. Just 10 minutes can start the ball rolling for attracting your ideal clients.

5. Create an online referral network.

It’s wonderful when you get a referred client. Since people are 4X more likely to become clients when they have been referred, having people in your network send prospects to you is a great way to get new clients.

If you don’t have that network already, you can create it.

The truth is, referral networks are something that has always worked. They’re just much more important now, because referrals are the #1 way that people find out about services.

Just like with making new friends, you can’t reach out and just ask for favors. Instead, reach out and form relationships, and see how you can be helpful to them. It’s a wonderful way to create connection as the world opens up, and it means that you have people out there 24/7 aware of what you do.

In this post, I’ve just scratched the surface of what you need to know to attract your ideal clients online.

I’m doing a FREE Facebook Live training: ‘Online Marketing Secrets: How To Find Your Ideal Clients Online!’

Grab your seat here (it’s free!): Online Marketing Secrets

Reserve your spot now!

Read each list of statements. If a statement rings true to you, add a point.

Whichever type has the highest number of points is your Money Model.

After you’ve determined whether you’re Type 1, Type 2, or Type 3, scroll down for your next steps.

Money Model Type 1

___I don’t have enough clients.
___Getting each client is a struggle.
___I do incredible work that makes a difference in people’s lives
___I generally am paid by the session, by the hour, or by the month.
___I have a hard time describing what I do.
___I offer a wide variety of services.
___My genius is mostly in my head, it’s not written down anywhere.
___I can work with many different types of people because the work that I do can benefit so many.
___I have trained in a lot of modality or methods, or I have spent years developing my own modality.

Money Model Type 2

___I have enough clients, but it’s all or mostly private one-on-one work.
___I am concerned that I’ll get burned out.
___I don’t know how to make more money without working lots more hours.
___I’d like to create group offerings and leverage my time.
___I generally am paid by the session, by the hour, or by the month.
___I have no space to take on new clients or earn more money, so I have hit an income ceiling.
___I feel like I can’t raise my hourly rates because people won’t pay that much.
___I wish I could have some time freedom, but taking free time just means a reduction in income.
___I know that I’m doing good work, but wish I could serve many more people.

Money Model Type 3

___I don’t have enough clients.
___I do incredible work that makes a difference in people’s lives.
___I have lots of content (books, ebooks, etc) but am not making enough money.
___I’d like to create passive income with my work, but am not sure how.
___I know I need to get my work in front of more people.
___I’m not making the money that I deserve given the work I have created.
___I have time because my materials are created, but I’m spending time trying to find an audience.
___I don’t want to do one-on-one work because it feels like going backwards.
___I could create a great impact with what I’ve created, but I don’t yet have the reach to share my work, or the money to create that reach.

Type 1 – Starving Genius

As a Starving Genius, you have a huge gift to give to the world. However, it’s not currently being used as well as it could be. Money is an issue, and you know that if you could just work this out you could earn a good living and make a much bigger difference in the world.

You do extraordinary work. Your clients love you. People mostly find you through word-of-mouth referrals from people raving about your work, but even your clients don’t quite know how to describe what you do.

You feel like if people just knew what you could do for them, you’d be swamped with clients. Figuring out how to educate people about you and your work has likely been a huge hurdle to overcome.

Challenges:

1. You do transformational one-on-one work, but you’re not being paid in alignment with the transformation that you’re providing.
2. You’ve been selling sessions, or months.
3. You have a hard time describing what you do, and you may offer a wide variety of services.
4. You have probably trained in a lot of modalities or methods.
5. You transform people’s lives, but your genius lives in your head, it’s not written down in a way that’s making you money.
6. You feel like you can work with anyone, or many different types of people because the work that you do can benefit so many.
7. Clients do a few sessions and leave, so you’re always trying to find new clients.
8. You feel like you can’t raise your hourly rates.
9. People seem confused when you talk about what you do.

Solution: You need a system to get a steady, consistent income, and be rewarded financially for the work that you can do. (See below for more.)

Type 2 – Overworked Giver

As an Overworked Giver, you’re already making money, which is a great thing for a transformational entrepreneur. You also make a big difference in people’s lives, but know that you could make a bigger difference if you could just figure out how to serve more people without burning out. Although you’ve got a good income, you tend to have feast and famine cycles, which is great when you have a lot of clients to serve but it’s harder if the number of sessions falls off. You’re working largely one-on-one, and can’t see how to move to a different way of working.

Your clients love you, and you know that you’re making a difference for them. You sometimes over-give, running sessions longer than the scheduled ending time, in order to make sure that people get the transformation that they’re seeking.

You’d love to work with groups, but there’s very little time to create and build the groups to work with you. Your issue is time freedom, and wanting to make a bigger impact. In order to create more time, you’d have to take an income loss.

Challenges:

1. You’ve created a relatively full practice, but you can’t take on many new clients, because you’re out of time.
2. You’ve hit an income ceiling, and don’t feel like you can make more (and you can’t raise your rates).
3. You want to find a way to leverage your time, but you don’t know how to go about that, and don’t feel like you have enough time to create something.
4. You wish you could have some time freedom, or take time off without suffering a loss of income.
5. You want to serve many more people, but you’re maxed out.

Solution: You need a system to leverage your time, and share your work in a way that doesn’t require all your private time. This system will allow you to scale what you do so you can make more and serve more, without taking up more time. (See below for more.)

Type 3 – Compulsive Creator

You’re a Compulsive Creator, which means that you’re committed to putting your transformational work out into the world. You have created some combination of books, ebooks, courses or products that express your genius, and you have sold some. However, you’re making very little money because you just can’t sell a book, course, or product for that much money, and you don’t yet have a wide enough audience to create a significant income from bigger numbers.

You’re always looking at how to get your work out in front of lots of people, and you should be acknowledged for being willing to be that visible. However, building a following always seems to take more money, and you just don’t have enough of that from current sales.

You’re more interested in making a difference than in making money, which is commendable. You want to make a bigger difference in people’s lives through sharing your powerful ideas, and you want to have your work accessible to more people.

Challenges:

1. You’ve struggling with an income ceiling, and don’t feel like you can make more (and you can’t raise the rates for your online books or products).
2. You want to serve many more people, but you’re not getting in front of them because it takes too much money or time.
3. You’re not making the money you deserve given the transformation that you can provide.
4. You can’t find an audience for your work that will give you the attention you’d like for your ideas and methods.

Solution: Focus on ‘Premium’. You need a system to create money with the work that you’ve already created. This system will also get you in front of more people, and get your work appreciated, and more well-rewarded financially.

Here’s the path to a more powerful money model for all 3 types:

Re-structure Your Offerings to Include Premium:

Create a premium offering. This may be a relatively simple shift, such as adding private time to a training program, or could be more complex such as creating a specialty course with private time. Just this shift will increase your income potential 5x to 10x.

Claim Your Expertise:

Specialize in one specific problem to solve, and create a Signature System that solves that one problem. Claiming your expertise will also make it easier for people to understand your genius, and enable you to be well-paid for the transformation that you provide. While you can help people solve other problems in the future, this focus will make it easier to spread the word about your work.

Ask for, and Receive Higher Fees:

You’ll want to charge more with your new offering of a Signature System, and that may take some mindset work. As you expand your willingness to receive higher fees for the transformation that you provide, your clients will benefit even more from your services. You’ll want to take on new clients at the new rates for your signature system, and you can gradually transition any existing clients to your new system.

Next Steps:

Watch the ‘Profit From Your Gifts’ video for a complete understanding of what you need to grow and scale your business, regardless of which of the 3 types you are.

The video is short and jam-packed with information, because I know your time is valuable.