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Episode 120 - Why Your Visibility Isn't Turning Into Clients · Business & Marketing Strategies for Online Entrepreneurs | Email List & Leads Growth | Organic Strategies | Create Online Business Success!

• 0:00
  SPEAKER_00: You're posting, you're networking, you're emailing, you're getting visible.
• 0:03
  SPEAKER_00: So where are the clients?
• 0:05
  SPEAKER_00: Before you decide you need more followers, another platform, another lead magnet, or another set of content, I want you to think about something.
• 0:12
  SPEAKER_00: You may be fixing the wrong problem.
• 0:14
  SPEAKER_00: Because being seen and being chosen are not the same thing.
• 0:18
  SPEAKER_00: Let's talk about it.
• 0:20
  SPEAKER_00: Ready to grow your online business without losing your mind?
• 0:23
  SPEAKER_00: You're in the right spot, my friend.
• 0:25
  SPEAKER_00: Welcome to Create Your Online Business Success.
• 0:27
  SPEAKER_00: I'm your host, Tracy Beaver.
• 0:30
  SPEAKER_00: And this show is all about practical strategies, creative ideas, and sanity saving solutions that you can use right now.
• 0:37
  SPEAKER_00: Let's crank up the dial on your business growth and make it fun.
• 0:40
  SPEAKER_00: Let's create your online business success.
• 0:45
  SPEAKER_00: Last week on the podcast, I talked about why we're not building McDonald's franchises over here.
• 0:50
  SPEAKER_00: We don't get to put up the golden arches and have people immediately start driving in.
• 0:54
  SPEAKER_00: I sure wish we did.
• 0:55
  SPEAKER_00: Wouldn't that be outstanding?
• 0:56
  SPEAKER_00: And if you missed that episode, I want you to pause this one and go back to listen to that one.
• 1:00
  SPEAKER_00: It's really good if I do say so myself.
• 1:03
  SPEAKER_00: Business growth takes time.
• 1:05
  SPEAKER_00: Okay, that's the truth.
• 1:06
  SPEAKER_00: It's not fun, it's not sexy, but it's honest.
• 1:09
  SPEAKER_00: And online business growth takes time.
• 1:12
  SPEAKER_00: One of the things I said in that episode that I want to build on today is this visibility compounds.
• 1:18
  SPEAKER_00: The post you write today might be the reason somebody hires you three months from now.
• 1:23
  SPEAKER_00: The podcast you're a guest on today could introduce you to somebody who joins your email list next month and becomes a client six months from now.
• 1:32
  SPEAKER_00: The person you meet at networking today might become a referral partner who sends you a client next year.
• 1:38
  SPEAKER_00: We don't always get to see the connection between the visibility we're creating and the results it's gonna produce later.
• 1:44
  SPEAKER_00: I wish we could, crystal ball, anybody got one.
• 1:48
  SPEAKER_00: So yeah, you have to stay visible long enough for your visibility to work.
• 1:52
  SPEAKER_00: And I know it's the unsexy, unfun parts of building an online business.
• 1:57
  SPEAKER_00: But today I want to talk about the other side of that because I don't want you to hear me say, stay visible, like stay golden pony boy.
• 2:05
  SPEAKER_00: Oh gosh.
• 2:06
  SPEAKER_00: This is how my brain works, my friends.
• 2:08
  SPEAKER_00: I don't want you to hear me just saying stay visible and decide that the answer is, okay, Tracy, I got it.
• 2:13
  SPEAKER_00: I'll post more.
• 2:14
  SPEAKER_00: I'll add another platform, I'll go to more networking events, I'll say yes to three more summits, I'll make another lead magnet.
• 2:22
  SPEAKER_00: Okay, no, ma'am, no, sir.
• 2:24
  SPEAKER_00: Because there's another question we need to ask.
• 2:27
  SPEAKER_00: What happens when people do see you?
• 2:29
  SPEAKER_00: Because being seen and being chosen are not the same thing.
• 2:33
  SPEAKER_00: I just when I say being seen and being chosen are not the same thing, I just had a flashback to that horrible game, Red Rover.
• 2:41
  SPEAKER_00: Remember that?
• 2:41
  SPEAKER_00: Like I think we played in the third grade.
• 2:43
  SPEAKER_00: Anybody remember that gem of a playground game where you're literally clotheslining the esophagus of your classmates?
• 2:50
  SPEAKER_00: Okay, let me get back to the point.
• 2:53
  SPEAKER_00: Being seen and being chosen are not the same thing.
• 2:56
  SPEAKER_00: If people are already finding you, more visibility may not be the problem you need to solve.
• 3:00
  SPEAKER_00: You may have a what happens next problem.
• 3:03
  SPEAKER_00: And if that's true, more visibility doesn't fix the gap.
• 3:07
  SPEAKER_00: It just sends more people to the gap.
• 3:10
  SPEAKER_00: So, what is visibility actually supposed to do?
• 3:13
  SPEAKER_00: Tracy, tell me.
• 3:14
  SPEAKER_00: Okay, great question.
• 3:15
  SPEAKER_00: I'm so glad you asked.
• 3:17
  SPEAKER_00: Let's think about this.
• 3:18
  SPEAKER_00: Why do we want visibility?
• 3:20
  SPEAKER_00: Why do you care if somebody sees your post?
• 3:22
  SPEAKER_00: Why do I care if somebody listens to this podcast?
• 3:26
  SPEAKER_00: By the way, I do care and I appreciate you putting me in your ears every week.
• 3:29
  SPEAKER_00: So thank you very much.
• 3:31
  SPEAKER_00: Why do we go to networking?
• 3:33
  SPEAKER_00: Why do we say yes to podcast interviews, summits, collaborations?
• 3:37
  SPEAKER_00: It's not because we need more likes, it's not because we need more views, and it's definitely not because we need to impress somebody with our follower count.
• 3:45
  SPEAKER_00: We want visibility because we want the right people to find us.
• 3:48
  SPEAKER_00: That's the job of organic marketing.
• 3:50
  SPEAKER_00: Not going viral, oh, for the love.
• 3:53
  SPEAKER_00: No, not virality.
• 3:55
  SPEAKER_00: And not being online all day, thank goodness.
• 3:58
  SPEAKER_00: It's putting you in front of the right people who actually need what you do.
• 4:01
  SPEAKER_00: So visibility creates the awareness.
• 4:04
  SPEAKER_00: It gets you onto somebody's radar.
• 4:06
  SPEAKER_00: They discover you, they think, oh, I like her, or they think, oh, that's interesting.
• 4:11
  SPEAKER_00: Or maybe they think, oh, I need that.
• 4:14
  SPEAKER_00: I've been struggling with that.
• 4:15
  SPEAKER_00: I want to hear more from her.
• 4:17
  SPEAKER_00: But visibility alone doesn't give somebody a reason to take the next step.
• 4:21
  SPEAKER_00: And I think this is where a lot of entrepreneurs get frustrated because we're told, create great content, be consistent, get visible, grow your audience.
• 4:31
  SPEAKER_00: And the implication is that if enough people see us, eventually some percentage of those people will magically become clients.
• 4:37
  SPEAKER_00: Sometimes that happens, but that's not a strategy I want to build my business around.
• 4:42
  SPEAKER_00: I don't want to sit at my kitchen table posting content and hoping somebody eventually raises their hand.
• 4:48
  SPEAKER_00: I want to know once somebody finds me, how am I helping them move closer to actually becoming a client?
• 4:55
  SPEAKER_00: Here's the distinction I want you to hear.
• 4:57
  SPEAKER_00: Being seen is passive.
• 4:59
  SPEAKER_00: Somebody scrolls past your post.
• 5:01
  SPEAKER_00: They hear you on a podcast.
• 5:03
  SPEAKER_00: They see your name in a Facebook group.
• 5:06
  SPEAKER_00: They sit in a breakout room with you at networking.
• 5:08
  SPEAKER_00: Maybe they hear you on a summit.
• 5:10
  SPEAKER_00: So they saw you, they heard you.
• 5:12
  SPEAKER_00: Great.
• 5:13
  SPEAKER_00: But being chosen requires more.
• 5:16
  SPEAKER_00: And I don't mean somebody sees one Instagram post and immediately whips out a credit card and hires you.
• 5:21
  SPEAKER_00: That rarely happens.
• 5:23
  SPEAKER_00: That would be super cool.
• 5:25
  SPEAKER_00: That's not what we're talking about.
• 5:27
  SPEAKER_00: Being chosen starts much earlier than the sale.
• 5:30
  SPEAKER_00: They choose to follow you.
• 5:32
  SPEAKER_00: They choose to click on your profile.
• 5:33
  SPEAKER_00: They choose to download something and join your list.
• 5:35
  SPEAKER_00: They choose to reply to your email.
• 5:38
  SPEAKER_00: They choose to answer your DM.
• 5:40
  SPEAKER_00: They choose to come to your free training.
• 5:43
  SPEAKER_00: Those are all tiny decisions to move closer to you.
• 5:46
  SPEAKER_00: Because people don't generally go from who is Tracy?
• 5:49
  SPEAKER_00: to here's my credit card.
• 5:51
  SPEAKER_00: There's usually some stuff in the middle.
• 5:54
  SPEAKER_00: And the middle matters a lot.
• 5:56
  SPEAKER_00: So let's make this practical.
• 5:58
  SPEAKER_00: You go to a virtual networking event and you meet 10 new people.
• 6:00
  SPEAKER_00: Awesome.
• 6:01
  SPEAKER_00: Now what?
• 6:02
  SPEAKER_00: You speak on a summit.
• 6:04
  SPEAKER_00: 200 people hear your presentation.
• 6:06
  SPEAKER_00: Awesome.
• 6:07
  SPEAKER_00: Now what?
• 6:08
  SPEAKER_00: Somebody finds your Instagram post and clicks on your profile.
• 6:12
  SPEAKER_00: Awesome.
• 6:13
  SPEAKER_00: Now what?
• 6:14
  SPEAKER_00: Somebody downloads your freebie.
• 6:16
  SPEAKER_00: Fantastic.
• 6:17
  SPEAKER_00: You grew your email list.
• 6:19
  SPEAKER_00: Now what?
• 6:20
  SPEAKER_00: Somebody joins your free group.
• 6:22
  SPEAKER_00: Perfect.
• 6:23
  SPEAKER_00: Now what?
• 6:24
  SPEAKER_00: Somebody replies to one of your emails.
• 6:27
  SPEAKER_00: Yes, I love that.
• 6:29
  SPEAKER_00: Love it when you reply to my emails, by the way.
• 6:31
  SPEAKER_00: Hint hint.
• 6:33
  SPEAKER_00: Now what?
• 6:34
  SPEAKER_00: And I know I have just said now what about 15 times, but it's because I want you to start hearing that in your head.
• 6:41
  SPEAKER_00: I want you to start hearing my voice, saying, now what?
• 6:44
  SPEAKER_00: I want you to start asking that question of yourself over and over again in your business.
• 6:49
  SPEAKER_00: Now what?
• 6:50
  SPEAKER_00: Write it on a sticky note.
• 6:52
  SPEAKER_00: Because I see entrepreneurs putting enormous amounts of time and energy into getting discovered and almost no intentional thought into what happens after discovery.
• 7:03
  SPEAKER_00: Then when the business results and the income aren't there, they assume, oh, I just need more people.
• 7:09
  SPEAKER_00: Well, maybe, but maybe you don't.
• 7:12
  SPEAKER_00: Maybe you need to do a better job with the people who are already raising their hands.
• 7:15
  SPEAKER_00: And very often the thing that moves someone from simply seeing you to actually moving closer is a conversation.
• 7:21
  SPEAKER_00: Did you know that the clients I worked with this past summer in my one-to-one group coaching all made money because they got into conversations with people who were already in their world?
• 7:31
  SPEAKER_00: Yeah, it was pretty cool to help them work through that and gain those new clients.
• 7:36
  SPEAKER_00: We're going to talk a lot more about that next week.
• 7:38
  SPEAKER_00: So I want you to stay tuned.
• 7:40
  SPEAKER_00: And this is why I really want you diagnosing the right problem.
• 7:44
  SPEAKER_00: Because imagine you're getting 100 new people a month finding you through all the different visibility strategies you're using.
• 7:51
  SPEAKER_00: But when they find you, there isn't a clear way for them to move closer.
• 7:55
  SPEAKER_00: So you decide, I need more visibility.
• 7:57
  SPEAKER_00: Well, now you get 200 people finding you, but you haven't fixed what happens after they find you.
• 8:03
  SPEAKER_00: So congratulations.
• 8:04
  SPEAKER_00: You've literally just doubled the number of people reaching the same dead end.
• 8:09
  SPEAKER_00: This happened with one of my one-to-one clients this summer.
• 8:12
  SPEAKER_00: She was running paid ads to fill up her list and also her free Facebook group.
• 8:15
  SPEAKER_00: And listen, the ads were doing their job.
• 8:18
  SPEAKER_00: The ads were converting.
• 8:19
  SPEAKER_00: But here's the thing: she wasn't doing anything with the people coming in.
• 8:24
  SPEAKER_00: She was just collecting more people.
• 8:27
  SPEAKER_00: So I suggested that she turn the ads off for now, and primarily because she really didn't have that money in her budget to be spending anyway.
• 8:34
  SPEAKER_00: And we were going to focus on the subscribers on her list and the awesome people joining her free Facebook group.
• 8:39
  SPEAKER_00: And we were going to focus on converting them, making her money.
• 8:43
  SPEAKER_00: And then when we run out of the warm people or we get close to, we can turn the ads faucet back on and work on filling back up the list in the group.
• 8:52
  SPEAKER_00: That's why I keep saying more visibility doesn't fix the gap.
• 8:56
  SPEAKER_00: It just sends more people into the gap.
• 8:58
  SPEAKER_00: And she had an awful lot of people in her gaps.
• 9:01
  SPEAKER_00: And this is also why I don't want you automatically creating more things, more posts, more content, freebies stuff.
• 9:09
  SPEAKER_00: I want you to first figure out where is the actual gap.
• 9:12
  SPEAKER_00: Because maybe visibility is the problem.
• 9:15
  SPEAKER_00: Maybe not enough people new people are discovering you.
• 9:17
  SPEAKER_00: That's absolutely possible.
• 9:19
  SPEAKER_00: But if people are discovering you and there's nothing happening after that, we need to work on something else.
• 9:24
  SPEAKER_00: So how do you know which problem you have?
• 9:26
  SPEAKER_00: Well, here's a few things I want you to notice.
• 9:28
  SPEAKER_00: Are people engaging with your content, but your list isn't really growing?
• 9:31
  SPEAKER_00: Do people tell you, oh my gosh, I love your content.
• 9:34
  SPEAKER_00: I've been following you forever.
• 9:36
  SPEAKER_00: I listen to your podcast all the time and it's amazing.
• 9:39
  SPEAKER_00: But they're not moving closer?
• 9:41
  SPEAKER_00: Are you going to networking events, meeting great people and having great conversations, and then everybody goes home and nothing happens?
• 9:47
  SPEAKER_00: Are you doing collaborations, podcast interviews, summit speaking, but you don't really have a next step for the people who discover you there?
• 9:54
  SPEAKER_00: Are people downloading your freebie, but then you never hear from them again?
• 9:58
  SPEAKER_00: And are people joining your free community, but you're waiting for them to start a conversation with you?
• 10:05
  SPEAKER_00: Those are clues.
• 10:06
  SPEAKER_00: They tell us the visibility might actually be working.
• 10:10
  SPEAKER_00: The problem may be what you're doing with it.
• 10:12
  SPEAKER_00: And I think that's really good news because you may be closer than you think.
• 10:17
  SPEAKER_00: You may not need another batch of followers.
• 10:19
  SPEAKER_00: You may not need to double your email list before you can generate leads and get clients.
• 10:23
  SPEAKER_00: You may not need another platform.
• 10:25
  SPEAKER_00: Hallelujah.
• 10:26
  SPEAKER_00: You may not need to become super much more intentional about what happens after somebody finds you.
• 10:34
  SPEAKER_00: Here's what I want you to do this week.
• 10:36
  SPEAKER_00: And please do not turn this into a giant project.
• 10:39
  SPEAKER_00: You don't need a spreadsheet.
• 10:40
  SPEAKER_00: I know, I see you, you spreadsheet lovers.
• 10:43
  SPEAKER_00: You don't need a new app.
• 10:44
  SPEAKER_00: I know you tech people love to create a new app.
• 10:47
  SPEAKER_00: For the love, please do not go into the go into Canva and start making this pretty.
• 10:52
  SPEAKER_00: Grab a piece of paper and a pencil.
• 10:54
  SPEAKER_00: Yep, you heard me right.
• 10:56
  SPEAKER_00: Pad a paper, pencil, we're going old school.
• 10:59
  SPEAKER_00: Pick two or three places where people are most likely finding you right now.
• 11:03
  SPEAKER_00: And then answer these questions, these three questions.
• 11:06
  SPEAKER_00: Number one question, where are people finding me?
• 11:09
  SPEAKER_00: Is it networking?
• 11:11
  SPEAKER_00: Instagram, Facebook, podcast, somebody else's podcast, referrals, your Facebook group.
• 11:17
  SPEAKER_00: Then because I want you to notice where are the humans coming from?
• 11:22
  SPEAKER_00: Then question number two, what am I inviting them to next?
• 11:27
  SPEAKER_00: Not what am I teaching them?
• 11:29
  SPEAKER_00: Not what am I posting?
• 11:31
  SPEAKER_00: Not what am I giving them?
• 11:33
  SPEAKER_00: What are you actually inviting them to do?
• 11:35
  SPEAKER_00: Is there a clear next step?
• 11:37
  SPEAKER_00: Question three, what happens after they do it?
• 11:39
  SPEAKER_00: And this is the one I really want you to think about.
• 11:41
  SPEAKER_00: They downloaded the freebie.
• 11:43
  SPEAKER_00: Okay, cool, then what?
• 11:45
  SPEAKER_00: They join your group, awesome, then what?
• 11:49
  SPEAKER_00: They follow you, okay, cool, then what?
• 11:52
  SPEAKER_00: They replied to an email, then what?
• 11:55
  SPEAKER_00: Your answer better be I replied back.
• 11:57
  SPEAKER_00: They meet you at networking, then what?
• 12:00
  SPEAKER_00: And if you can't answer those questions clearly, don't panic.
• 12:03
  SPEAKER_00: But don't solve it by automatically deciding that you need more visibility because you may be fixing the wrong problem.
• 12:08
  SPEAKER_00: And this is exactly the kind of work we do inside my eight-week group coaching program called Business Visibility Made Easy, helping you actually get clients, not just get visible.
• 12:18
  SPEAKER_00: Yes, I help you get it get visible because that's a foundational piece.
• 12:23
  SPEAKER_00: If nobody knows you exist, we've got a problem.
• 12:26
  SPEAKER_00: But getting visible is only half the job.
• 12:28
  SPEAKER_00: I don't want more people simply finding you.
• 12:31
  SPEAKER_00: I want the right people finding you.
• 12:33
  SPEAKER_00: And then I want those people to have a clear way to move closer to you because that's how organic visibility eventually becomes email subscribers, conversations, opportunities, and clients.
• 12:43
  SPEAKER_00: And if you're listening to this thinking, okay, Tracy, this is exactly where I'm getting stuck.
• 12:48
  SPEAKER_00: Then I want you to get yourself into business visibility made easy by joining the wait list.
• 12:53
  SPEAKER_00: The next round is opening up very soon.
• 12:56
  SPEAKER_00: And being on the wait list is going to matter because waitlisters receive the first opportunity to purchase starting next week and receive the best bonuses I offer all year.
• 13:06
  SPEAKER_00: I'll be sharing more about that very soon.
• 13:08
  SPEAKER_00: But for now, get your name on the wait list, tracybeavers.biz forward slash VIP wait list.
• 13:14
  SPEAKER_00: And next week here on the podcast, I'm going to take you deeper into what happens after the visibility.
• 13:19
  SPEAKER_00: We're going to talk about why relationship marketing matters so much right now, why conversations have become such an important part of getting clients organically, and how all of these pieces actually connect.
• 13:31
  SPEAKER_00: I've also got a free live masterclass coming in September, and I'll have all the details for you very soon.
• 13:36
  SPEAKER_00: For now, remember your three question audit.
• 13:40
  SPEAKER_00: Where are people finding me?
• 13:42
  SPEAKER_00: What am I inviting them to next?
• 13:45
  SPEAKER_00: What happens after they do it?
• 13:47
  SPEAKER_00: And remember, being seen isn't the same as being chosen.
• 13:50
  SPEAKER_00: Your job isn't just to get more people to see you, it's to give them a way to move closer.
• 13:56
  SPEAKER_00: Because you don't need to spend your entire day online creating more and more marketing.
• 14:00
  SPEAKER_00: You need the organic visibility you're already creating to actually lead somewhere.
• 14:05
  SPEAKER_00: My friends, you hear me say this every single week.
• 14:07
  SPEAKER_00: Don't go it alone.
• 14:08
  SPEAKER_00: So being an entrepreneur is freaking hard.
• 14:11
  SPEAKER_00: Some days everybody wants to buy what you're selling, and other days you feel like nobody can even remember your name.
• 14:17
  SPEAKER_00: And if you feel that way right now, you're not alone.
• 14:19
  SPEAKER_00: Get into a community of support and surround yourself with other people that are doing what you're doing.
• 14:24
  SPEAKER_00: I want you to have a great balance of the week and weekend.
• 14:26
  SPEAKER_00: And I want you to remember when one of us rises, we all rise.
• 14:29
  SPEAKER_00: So that is why we have got to keep cheering each other on.
• 14:33
  SPEAKER_00: Hey, thanks for tuning in to create your online business success.
• 14:37
  SPEAKER_00: I hope you found today's episode packed with actionable tips and inspiration.
• 14:41
  SPEAKER_00: And listen, if you want to dive even deeper with me and connect with a community of like-minded entrepreneurs that totally get you and understand what you're building, then join us in my free Facebook group.
• 14:52
  SPEAKER_00: You get to promote your offers anytime, network with other entrepreneurs just like you, and possibly find some lucrative collaboration.
• 15:00
  SPEAKER_00: Just search for be a confident entrepreneur, get visible, grow your email list and your income over in Facebook.
• 15:07
  SPEAKER_00: Or, if it's easier, just click the link in the show notes.
• 15:10
  SPEAKER_00: We cannot wait to welcome you in.
• 15:12
  SPEAKER_00: Let's stay connected so we can create your online business success together.