Latest / GEL & Tell / Ep 23 - The 4 Biggest Q4 Mistakes That Are Costing You Clients
Transcript
- Nora: Hello and welcome back to Gel and Tell. G: Woo! Nora: we're back, people. we have reduced the frequency of this a bit, but we want to keep them tangible and we want to keep them like relevant for you. I think this is episode twenty three, is it? Yeah. G: Wow, well that's what it says on here. So we're going with episode 23 and hopefully we won't have to change that. But I think 23, yeah. Nora: Yeah, yeah, yeah. G: So the plan is to do these fortnightly now as we found that weekly we weren't quite sticking to and we don't like not Nora: Yeah. G: doing what we say we're gonna do. But we think fortnightly will give us the opportunity to make them as good as possible and still have a good yap at the same time. Nora: Yeah, a hundred percent. We love a yap. But yeah, welcome back to episode twenty-three of Jell and Tell People. Like, well, do we wanna catch up first? I think we should catch up 'cause I think there's been a f a few things happen since the last time we filmed an episode. Gee, how was your birthday? Obviously big thirty. G: I feel so old. I've officially passed the hill and 20s are a thing of the past. So yeah, I had such a wonderful birthday. Thank you. It feels like a lifetime ago. It a weeks back, but had so much fun. It was super wholesome. So friends, family, and really enjoyed last weekend too, when you came up to stay and met up with all my friends and we went and did some pottery throwing and just hung out. So yeah, it's been special. went to Hell's Kitchen, which was a big highlight. Fucking love Gordon Ramsay. For anyone that knows me knows that I'm a kitchen nightmares whore. So going to Hell's Kitchen was unbelievable. It was best meal of my life and I could not recommend it more. So if you're ever in London or any other part of the world where there's a Hell's Kitchen, do it. It was fabulous. Yeah, really good. Thank you. How about you Miss Champione? Nora: Yeah, I loved visiting you this weekend. I think that was very, very wholesome. I think last time we filmed a bad episode was before I went to Cyprus G: Mm-hmm. Nora: for my second show. So second show happened. It was I think one of the best weeks of my life. It was so wholesome. I won, so we got a second win in obviously the home show, which was very, very special for me. my grandparents came to see me as well on stage and it was like yeah just we had three full rows in the theater full of people there supporting us and it just it was so the whole day was just so special, so emotional. Obviously taking the win. I'm Miss Bikini Cypress people. so yeah, G: Sick how cool Nora: yeah. But that was such a special day but also week we had our coach visit. To Cyprus. I had one of my best friends visit as well for my show from the UK. So like it was just overall like just one of the best weeks of my life. it was just fantastic. So yeah, feeling very, very good. I've got my next show coming up now in one and a half weeks. G: Wow. Nora: back in the UK. So that's cool. And I think you might be coming to see me, which is very special as well. And yeah, like life is good. I'm just back in my routine and you know, like I thrive in my routine. So I'm just feeling quite like calm and content and and happy right now. So yeah, that is G: it. Nora: my news. love the pottery. although it did get on my nerves on a couple of parts. If you if you go on our Instagram, you will see that there were a few highlights of me getting really frustrated with this pot that I was trying to make that wasn't quite getting there. But I got there. G: For someone who is very competitive, it was good exposure therapy, I think, for us to not be good at Nora: Yeah. It definitely G: something and break things and fuck it up and then have to put it in the bin and start again. So yeah, I think it's really good for high achievers to do something they're really bad at, like pottery throwing. Nora: Yeah. I mean I ended up creating like an espresso cup. G: You're calling it an espresso cup. To me, it looked like a dwarf flower pot. Nora: Hey Georgia. no, it didn't. Stop. It's not no. It was G: But this is the one I made last time I went. I don't know if you saw it in my office. Nora: That is quite artistic. G: I've shown it you for like a year and a half, now next time you will have your own. But like look how cool it is when the glaze comes out. Nora: Yeah. But you you could drink coffee from that though, like if you didn't make it into a pencil case. Like it's not even an impulsive case, it's like a pot with where you just Yeah. Anyways, G: It's a plot. Yeah, but it works. I like it. It's got character. Nora: my mine is on espresso pod, and I will have my coffee in there. I mean we will see if it actually comes out good, but I have trust in the process. Yeah. Yeah, yeah, yeah. G: the process and it was super fun which was the whole point was just have a little fun activity so enjoyed yeah. Nora: But yeah, it was so much fun. And I spent so much time with Dexter as well, which is my favorite thing ever. Yeah, G: Always a win. Yay. Nora: exactly. but yeah, Okay, guys, so today, obviously, we are at the end of September right now, so we are approaching the start of Q4 for any business owner out there. So we thought we will walk you through the top four biggest mistakes that we see business owners make entering Q4. It's quite a funny time of the year, this. And I think there's so many different behaviors with business owners going into this time of the year. and we want you guys to win. so we will tell you what not to do, right? because we've seen this across the years, you know, working with over 300 business owners the past, you know, few years, helping them grow and scale their businesses, it can be a difficult time for you to take the right decisions, I think. And for you to like trust the process as well, G: this is something that I'm you know, we've been talking about a lot as we plan our Q4. And also what we're working with a lot of our clients on is how can you maximize the quarter, have a really good game plan, not slow down, but also make sure that you are prepped for 2027. Doesn't it feel weird saying 2027, which Nora: Yeah. G: is why we are super excited to announce that next week on the 1st of October, we are hosting our first live online masterclass, which is all about how to sign up your next 10 clients before Christmas. So if you found this episode useful, and there are things that you want to put into action, come and join us live next week for a 60 minute masterclass, 2pm, 1st of October, it's a Thursday. And we're going to give you our three step formula over basically how to get those 10 clients signed up before Christmas because it is possible. And the only thing that will stop you is your brain and your mindset telling you you can't or not having a good plan to action. So we hope to see some of you guys. Nora: it's gonna be an epic one. How many freebies, guys? Like, look at this. This podcast, What Not to Do, the masterclass, what to actually do. Like G: And daily posts on Instagram with tips and tricks and everything you could possibly need to grow your coaching business. Nora: I mean it cannot get any better than that, I think. Yeah. Yeah. Anyways G: I agree. Lucky, lucky bastards. Nora: Mistake number one. Gee, do you wanna t tell us what is it that people make as the first mistake going into this quarter? G: Mistake numero uno, would say is assuming that people aren't going to buy from you because it's close to Christmas. Or, and by the way, I saw this this week, someone giving an objection because it was close to Christmas and it's still fucking September. So that was not a real objection. That was someone not telling them the truth for one, but also it's not because nobody is buying, it's because you believe that nobody is buying. Nora: I also think like someone giving you an objection about Christmas coming up has too much free time on their hands to actually do the things you need them to do because why are you thinking about Christmas? Like what what G: Not now, not in September. Nora: Yeah, like that's quite early, you know? We all love decorations and stuff, but like come on. G: We've still got 25 % of the year to go. Nora: Yeah, yeah. But yeah, I do think like especially when it comes to most specifically coaches within the fitness wellness industry that are, you know, the majority of our audience at the moment. a lot of people just think that people don't need coaching or don't need their services because, you know, they just come back from holiday, so getting back into routine motivation is slow, Christmas is coming up, so everyone's got expenses. Everyone's always got expenses, you know, like that that doesn't really stop. Like if you think about it, at any given time during the year you can make the excuse that you have things to pay for. G: all the time. If you think about our like, idle client, like or our coaches and their audiences, we hear it in January got no money because Christmas has just been around half term too busy because of the kids, loads of money being spent. it's the end of the tax year. it's nearly the summer holidays got pay for our summer holiday. it's after the summer holidays got no money. it's pre Christmas like it doesn't end. it's the kids birthday or we've been off set, you know, there's always going to be a reason why people can't buy. So Basically, don't let that stop you from selling because you're worried that there will be some people that can't afford it right now. Nora: Yeah. And I think the reality is, does consumer behavior change? Yes. But does it stub all together? No. And the people that will show up for their business and will create that awareness, will be the people that stand out and remain, you know, getting sales throughout this quarter and even more sales at the start of the year because they've set themselves up for success and they've not let their own limiting beliefs and mindset around business stop them from being visible. G: But it's interesting if you even look back to gel this time last year, so we started onboarding clients, I think in August and December was our best month of 2025. And we couldn't believe it. We were like, what the hell? But the thing was we didn't stop. We didn't stop posting, we were posting daily. We didn't stop doing the activities that we know work. We didn't stop selling. We were taking... Nora: But it's the same with like the summer months. We you know, we always hear like like w summer, you know, sales start like going slow, like no one's buying 'cause they're all on holidays. We had our best month ever in business during the summer. G: Yeah, July and then August was better. Yeah. So Nora: Yeah. So G: it really is about mindset when you come down to it, stop making assumptions for your audience and using it as an excuse to stop showing up because that's what it is. If we're being really honest, it's an excuse to slow down and do the thing that maybe you don't like doing because who really loves sales. Nora: Yeah. Okay, moving on to mistake number two. I think this quite links well with mistake number one. It's because people make assumptions, they then stop making actions towards their business. And a G: Mm-hmm. Nora: huge part of those actions that we're talking about is slowing down content. The fact is, guys, we don't need you to make content to get viral, right? And like get lots of followers, but the more content that you make, the more awareness you create for your business. If you stop and convince yourself that, because people are not buying, I'm not gonna make as much content, and you actually slow down you creating quantity when it comes to content, people see less of you. People Get reminded a lot less of the fact that you exist and your business existing and what you can help them with, and hence you get less inquiries, hence you get less sales. So do not let your content slow down. right? Again, awareness is everything. Your audience needs to keep seeing you before they actually buy. You need to keep nurturing people. Stop assuming people don't want to hear about what you have to say. Stop assuming that you shouldn't be sharing client results, all of that. Keep doing exactly what you've been doing the rest of the year in Q4 as well. Like stop changing your behavior around content, because that is not how you get more sales, both in Q4, but also in the start of the year. Because if you set yourself up well now, you're gonna have more sales because your audience is so much more nurtured when it comes to you pushing your January campaign. G: Exactly. We see a lot of people thinking, well, it's Christmas, so I'll just switch off. It's not to say you can't have a break. Of course you can have a break. Of course you can take time off, but be smart about it. What's better, in my opinion, and what we would do and what we recommend to our clients is if you're planning on having a holiday or taking time off, batch and prepare some content and schedule it in an advance. Don't, your business should not suffer because you're taking time off. you having time off does not equal, I don't post any content because we have scheduling tools. Even you can schedule on Instagram itself now. Nora: Yeah. G: So there's no excuse. It's just a behavioral thing and a, like a switch to say like, if I stop doing this, this is the impact. And it's not the impact right now today. It's the impact in a month's time, six weeks time, eight weeks time, because stopping posting now doesn't mean that the people that you were nurturing four weeks ago when you're posting daily or whatever. are going to be cold because they're warm from your previous activity. It's your future business state, your future audience that won't be as warm because you stopped now. So it's not about actually stopping posting around Christmas. It's about January. So don't do that to your future self because it's bit of a deck move. Nora: Yeah. G: Not a naughty. Nora: Love it. Mistake number three. I think these are quite interlinked, aren't they? To be fair. Because it all starts with like mistake number one. Because a lot of people slow down, they slow down their marketing, they slow down you know, how they show up, they slow down the sales, they start planning a lot for Q1. They start planning a lot for January. This naturally Then gets them to stop actually doing anything for their business for Q four. So if you don't have a campaign or an offer going out in Q four, that is a massive, massive, massive mistake that you're doing right now in your business because you're not giving yourself opportunities for people to buy. The reality is the more offers you make, the more sales you'll make as well. So stop just planning for Q one, stop just planning for January. instead start creating that momentum now. Start to start thinking about what does my audience struggle with right now and create specific offers and content for them. We will go through into a lot more detail on this in the master class as well. So you better join because we'll actually give you a good action plan for how you can do this in Q4. the link will be also in the description of this podcast guys as well. So yeah, make sure that you register. It's completely free as well. So what do you have to miss? But there will be no replay. So the only catch is that you have to actually join live. so yeah, that is mistake number three. G: I think the, I'll plan for January because January is gonna be so big mentality is quite damaging because January is a little bit of a red herring. It can be good, but it's not guaranteed always good because typically a lot of people have a longer pay window from December to January because companies typically pay people before Christmas, which means to get paid again, you have to wait till the end of January. So relying on everyone to sign up in January and not pushing anything in November, December. is risky, because January might disappoint you. January can be great, but it is market dependent and audience dependent. February often trumps January. So if you are waiting in Q4 for January, you might have a dip. And it's just important to yes, have a plan for Q1, but don't neglect your actions and activity like Nora said in Q4 for the sake of Q1, because you might end up disappointed. Nora: Yeah, yeah, I love that. Okay, so final mistake, mistake number four. we see this all the time, is ignoring the back end stuff, ignoring the systems until they actually break. Now, we see this a lot in business, you know, not just in Q4, I think across the board, but I think Q4 is quite an important time of the year to reflect on how the year has gone, what has worked well with your delivery, not just like your sales and your marketing, and see how can I make things better going into the new year. So Q4 should be the time that you actually think in your business, what systems do you have? Are they optimized? Are they effective? Are they efficient? Do they do the job? If so, is there anything I can improve on? So, like if you've got leads like being missed because you don't have a good follow-up system, get a follow-up system set up and running. If you don't have a CRM to store everything for your clients and deliver a good service, set up a CRM. if you need more resources or people to deliver the services that you are. Start looking into, you know, hiring or setting up you know, the resources that you need to effectively deliver things in your business. Q4 is a perfect time to almost like clean up what you're doing in terms of the delivery side of things, but also like the sales system side of things and the marketing system side of things and s and create just a overall efficient machine that your business can run from so that you can focus on what you do best, which is delivering the service and and being present for your client. so yeah, that is mistake number four, ignoring the systems side of things. in the masterclass as well, we will be covering what essential systems you should have in place going into the last part of the year. So it will be another valuable one to not miss purely because of yeah just making things more efficient for yourself. and upgrading things overall. G: So I could recap the four biggest mistakes for us. Nora: Go for it. G: So number one, assuming that nobody is buying in Q4. Number two, slowing down your content because you think that nobody is buying or looking. Mistake number three, waiting until January to create momentum. And number four, ignoring the systems and backend until they break. Nora: Yeah. G: Four big mistakes, but we see them a lot. And they are all fixable. And they can all be flipped into positive actions that you can take in Q4 to give you clarity and control over the business. So you can grow even in the quieter time of the year. We're not saying it's going to be your busiest season, but Also, we're not saying that it couldn't be because we've seen it before in businesses where they boom in Q4 and there is no reason why you couldn't sign up 10 new clients before Christmas if you want to. And if you do want to, we're going to plug it again. We have our masterclass next week, 1st of October, Thursday at 2pm UK time. And we would love to see as many of you there as possible. If you have any questions on what's going to be covered, you can click the link in the description below or send us a message on Instagram and we would love to chat to you about it. Like Nora said, no replays. It's for those that attend live and we have some extra exciting bonuses for those of you that are there with us on the day to get involved and to really maximise this next quarter in your business. Nora: Hundred percent. We're gonna show you what kind of content you should be posting for your business in Q4, how to run a seasonally relevant campaign, make sure that you have systems ready to upgrade everything in your business. It's gonna be so much value. I can't actually believe we're giving this away for free. so if this episode actually has helped and made you not want to miss that masterclass, tap the link in the description below, both on YouTube and Spotify and join us live because we're gonna have a bit of fun. and G: We always do. Nora: yeah, yeah, Sign up or miss out. Either way. G: It's up to you. Nora: Yeah. Should we do takeaway of the week, G? Yeah. G: I think we have to because it's become our little thing now, hasn't it? Go on then. What's your business takeaway of the week, Nora? Nora: stop letting your mindset get in the way. I think it's off the back of this podcast as well. If you think that something won't work, if you think that, you know, the next quarter won't go the way that others go, then it probably won't because you're convincing yourself of that. So stop letting your mindset get in the way. Switch that mindset. We want growth mindset in business, guys. So you know, you can only manage what you actually take action on. so start taking action, stop. letting yourself not take action because of limiting beliefs that you've set for yourself and no one else has. So that is my business takeaway of the week. What is yours? G: Mine is based on a personal experience from yesterday. And it is in business to create sustainability. There is no such thing as a shortcut. The long story short is I created 50 different ads for us and did the steps and then realized after creating all 50 that I needed to make 20 changes on each individual one. So I spent hours manually going through each of the 50 to make the relevant changes. because I had thought I was being clever and doing a shortcut at the start. So the long story short is take your time, don't do shortcuts because they don't normally pay off and that's not good in the long term. Nora: I love that. I think you you also learn so much more by taking the like not G: the long route. Nora: the long road, yeah. G: Yeah, yeah. And I feel like I learned so much yesterday. So I'm grateful to my past self. I've made a few mistakes that I've learned from. And I'm really excited to keep testing on the ads front. But yeah, shortcuts are not the one and mindset is Nora: Yeah. G: key. Nora: I'm very proud of you. It did take a l a few hours, guys. So G: I had square eyes by the end of the day, legit. I couldn't see, but it was worth it. And I'm excited for what could come from it as well. But enjoyed Nora: Amazing. G: that little snappy episode. And I hope you guys did too. Thank you as always for listening. The feedback we get from you means the world. Don't forget to rate us. Is it five stars or whatever it is? Nora: The the I mean the highest amount of stars, guys, we do not accept any less. G: Yeah, five stars, thumbs up, like, subscribe, comment, whatever you like, but we appreciate your support. And we didn't even mention Nora, but we actually Nora: Well G: hit 10,000 followers this week on our Instagram. Nora: my yeah, we did. That's so cool. That's such a cute little milestone. our G: Yeah. Nora: duo page that started a year ago now has ten thousand of you in there, which is pretty special. we've also closed a one year in business as well since we registered the business two weeks ago. I think, yeah, it's been quite a journey. G: Maybe that's the next episode. Nora: Maybe. What we've learned being one year in business together. G: Yeah, so until next time, guys, thank you and goodbye. Nora: Thank you. catch you on the next one. Bye-bye.