Latest / Ambitious Podcast / EP. 40: Unfiltered: Your Top Questions Answered – Strategic Hiring, Marketing Mastery, and Launch Leadership

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EP. 40: Unfiltered: Your Top Questions Answered – Strategic Hiring, Marketing Mastery, and Launch Leadership · Ambitious Podcast

0:08
Hello, hello and welcome back to Ambitious.
0:11
All right, ladies, we are diving into a series that you have
0:16
heard on earlier episodes. It has been one of our favorite
0:21
types of episodes that people are like, can we do more of
0:23
these? Can we lean more into this?
0:25
And so we are going to be having these as featured episodes more
0:28
frequently because of all your feedback.
0:30
So thank you so, so much for everyone who has messaged and
0:32
said how much you love these types of episodes.
0:35
The feature that I am referring to is what we call Ambitious
0:39
Unfiltered, which is really a place where we are doing the
0:43
equivalent of hot seat coaching. And so just for a little bit of
0:48
reference, when you are on our page or even if you're on our
0:53
website, you will see that there's a form for Ambitious on
0:57
the podcast page. So if you literally go to
0:59
www.kateperkovic.com and head to the podcast page that is
1:03
featured on my website, you will see that there's a form there
1:07
where you can actually submit questions.
1:09
So my dream, and this is still something that is in the works,
1:12
but my dream one day is to actually have like a full on
1:17
call in show where you can literally have specific times
1:20
where you can hop on and call in and I answer questions live for
1:25
you where you're able to say, hey, here's what's coming up for
1:27
my business. And we do some live coaching.
1:29
But as a stepping stone to that, we have what's considered to be
1:33
ambitious unfiltered, which is basically a place you can submit
1:35
questions and I answer them, ask questions just like we're going
1:38
to do today on an episode for you.
1:40
So if you do want to submit a question of something that's
1:42
coming up for you, for your business, or maybe just for
1:45
yourself as the individual, as the CEO, you definitely can do
1:48
so. So again, www.kateperkovic.com,
1:51
go to the podcast heading and there is a form there that
1:55
allows you to submit a question. By the way, these questions are
1:58
entirely anonymous. So you can give me all of the T
2:02
of anything that's coming up for you, numbers, facts, figures,
2:05
anything specific as pertains to your business because we will
2:08
always answer for those with 100% privacy.
2:11
And so without further ado, let's get into today's ambitious
2:15
unfiltered episode of some hot seat questions.
2:17
So question numero Uno. How do I take my marketing from
2:22
regional slash grass roots to a more national type of marketing?
2:27
So this is something that especially with social people
2:30
often have questions about, which is location in the sense
2:33
of usually there's one of two buckets.
2:35
Like some people find that when they post, they only basically
2:39
go out to their existing network.
2:41
And then other people find that when they post, they go out to
2:43
sometimes communities that they don't want to go to or are
2:46
really not technically what they had is their dominant or their
2:49
targeted area, but ultimately is where their podcasts end up
2:52
going out to. So for me, for example, I'm
2:55
Canadian, so I'm from Toronto. And for me, most of my content
3:00
goes out to everyone in the States and Europe.
3:03
States, Europe and Australia are actually my top three places
3:07
when it comes to where people consume my content, where people
3:10
find my content. And that wasn't necessarily
3:13
intentional, to be honest. It wasn't like I was trying to
3:15
target, you know, the US or trying to target Europe by any
3:18
means. But it was really something that
3:21
over time started to take shape and then we became more aware of
3:24
it. And then again, it just kind of
3:26
started to integrate its way into our awareness for our
3:28
business model. But sometimes when I coach
3:30
people, they'll say, you know, well, how do I, how do I, if I
3:33
feel like I live in Toronto, let's just say, and I feel like
3:36
all my contents going into people in Toronto, how do I, how
3:39
do I branch out and get in front of wider audiences?
3:43
And so there's a couple things to not do if you're looking to
3:46
try to get in front of a larger audience.
3:48
So one of the things that I, I actually recommend to people
3:52
when they're trying to appeal to a bigger audience is not speak
3:55
so much about maybe what your location or your current like
3:59
geographical area is in your content specifically.
4:03
So like for me, a lot of people when they meet me don't even
4:07
know that I am Canadian. And they're like, oh, like,
4:09
where do you live exactly? And I was like, Oh, Toronto,
4:11
like, Oh my gosh, you're Canadian.
4:12
Like, and that's because 90% of my audience doesn't know that
4:16
I'm Canadian and they just consume me like they consume any
4:19
other American in their belief when they're when they're
4:21
consumed my content. The other thing you can also do
4:24
is actually do tagging and targeting of different types of
4:27
areas. So like when you're putting up
4:29
content, you can actually location tag with things to help
4:33
to kind of basically plant the algorithm in your favor to put
4:36
you in the realm of the content going out in those areas.
4:40
But if I'm going to be honest, one of the most targeted ways,
4:43
specifically with organic, if you're doing paid advertising,
4:47
you have a little bit, well, I wouldn't say a little bit, I
4:49
would say much more control over the types of audiences and like
4:53
what geographical areas you're able to go for with ads because
4:56
you're able to target them much, much more with organic.
5:00
I think one of the most important things that you can do
5:03
is really make sure that you're doing a lot of visibility based
5:06
marketing and that basically means that it's not specific to
5:10
location. For example, reels on Instagram
5:13
are a great way to get put into non audience type content.
5:17
Now, the thing that I will also say is that your VPN is also
5:23
something that does impact where your content goes.
5:26
So for example, like when I have people that I work with who have
5:29
marketing agencies or social media managers, something that
5:32
we're really cognizant of is like when someone's posting
5:35
where the VPN says that they're posting from.
5:38
Now, this may not be something when it comes to your account
5:40
that you have changed or that you've altered, but sometimes
5:44
people can have their content being sent to an audience that's
5:47
not their ideal audience based off the fact that their VPN is
5:51
actually basically rooted in another place or it's kind of
5:55
like located or tagged to be in another location.
5:58
And so that is also something that I would recommend looking
6:01
into to see if there's anything potentially there that could be
6:04
causing a change in location. But I will say it does take
6:07
time. So like if you want to tap into
6:09
a larger audience, like for example, I've worked with people
6:12
in Europe who want to target Canada and US.
6:14
I've worked with people in this in South Africa who want to
6:17
target the US market and they've all been very successful at
6:20
doing so. But I will say like it does take
6:23
consistent reps and effort when it comes to the marketing to be
6:26
able to allow you to do that and is really something that does
6:30
take a little bit of time. So if you wanted to become much
6:33
more known on a national basis than you are maybe in like a
6:36
hometown or a kind of a core area, it is something I would
6:39
say I would probably want to give you around like six months
6:42
before really saying whether we've seen leaps and bounds with
6:46
it. It's not something you're going
6:47
to see necessarily change overnight with like a seven day
6:49
period of posting marketing. So just something to kind of
6:52
like more than anything help with like a setting of
6:53
expectations around how quick you might see it alter.
6:56
OK. So question 2, how should I best
6:59
look to scale into having full time employees?
7:05
Well, one of the things that I would say is I think we first
7:09
want to look at what's causing you to feel like you need to
7:11
have somebody full time. And it's not to say that you
7:13
don't need someone full time, by the way.
7:15
It's just more a matter of I want to make sure that you're
7:17
taking a second before you hire somebody full time and actually
7:20
asking yourself why there's this big misconception.
7:24
I think that because somebody's not full time in your business,
7:27
they're not committed. And I've just seen with some of
7:31
the contractors we've worked with, I don't necessarily know
7:33
that that's true. Like, yes, do they sometimes
7:35
have other things that they're doing?
7:36
Sure. But I do think that people can
7:39
be very, very committed to you and to your business even if
7:42
they're not full time. So I also just want to kind of
7:44
add that in there as a piece of consideration.
7:46
Now, full time employees, when we're setting a salary, we
7:52
really want to be clear when someone's full time that they
7:57
are completely integrated into your business.
7:59
So how to scale to four, four employees?
8:03
I would really be looking at what are the four positions and
8:05
ultimately the four different kind of subsections of problems
8:09
that you need changed in your business or fixed in your
8:11
business. So it might be like a person for
8:13
marketing, a person for sales, a person for delivery, a person
8:16
for back end, right. And you've got a full time
8:18
person in each you really want to think less about.
8:21
I think sometimes when people think salaries or they think
8:25
about going full time, they just think about like I'm going to
8:27
take whoever is doing 20 hours right now and just make them 40
8:30
hours. But there really is a difference
8:32
when someones an employee because you're getting them
8:34
bought into your values, your principles as a business, your
8:38
mission as a business. You've got also aspects of like
8:42
growth plans. So how are you going to help
8:44
that person to not just enter your company and be full time,
8:47
but also grow within their full time role?
8:50
Because we also recognize like people don't like to stay
8:53
stagnant. People don't like to feel like
8:56
nothing is changing, nothing is growing or that they're not able
8:59
to evolve. And so it's really important
9:00
that you also look at when you're hiring them, where, where
9:03
is the trajectory of where you see them going, not just that
9:06
you need them to execute 40 hours a week and salary.
9:10
So here's the thing when it comes to full time employees,
9:13
which is something why I have these like really intentional
9:15
conversations with scaling entrepreneurs, because when you
9:18
bring on someone full time, that's a big decision in your
9:20
business. And that's because a lot of the
9:23
time full time employees are connected to a yearly salary.
9:27
And when we have a yearly salary, you have
9:29
responsibilities. Now to this person, this is not
9:32
necessarily often time somebody who has a variable, not that
9:35
they can't be and be full time, but very rarely are they a
9:38
variable type of compensation, meaning that their compensation
9:43
changes and fluctuates with the fluctuation of the cash flow in
9:47
the business. So because of that, if the
9:49
person and their income doesn't fluctuate with the fluctuation
9:53
of the cash flow in the business, it means that you have
9:56
cost regardless of how much you bring in.
9:59
If you don't bring enough in and you have that cost, you then
10:02
have to lay people off. So like there really is like
10:04
this domino of a level of security that the business
10:08
ideally should be at before we really consider bringing on full
10:12
time employees and not just like somebody who's maybe a
10:15
contractor within your business. So scaling to full time.
10:19
I would also say don't do it all at once.
10:22
My biggest recommendation is really trying to bring on one to
10:25
Max two people and onboarding them per quarter, especially if
10:29
you're a small business and you're just starting to get your
10:31
team up and rolling. Because the thing that otherwise
10:34
happens is, and I just see this time and time again with teams,
10:37
they bring people on. They don't really give them any
10:40
aspect of training and they're like, OK, great.
10:42
Like go do your job. And then when the person can't
10:44
effectively do their job, they then get frustrated when really
10:47
what it comes down to is the business or the leader doesn't
10:50
have adequate time to train the person to make them a real asset
10:54
to be helpful in the business. And so the expectations are
10:57
completely skewed and people are basically throwing someone in
11:01
and saying like press go. So when we think about bringing
11:04
employees, you're thinking about investing in somebody in the
11:07
long haul. You're investing into them by
11:09
helping them to understand your values and your principles.
11:12
You're investing into them by doing training.
11:15
You're investing into them by giving, for example, like, you
11:17
know, paid leave and paid vacations and things of that
11:20
nature. Like bringing someone on as a
11:22
full time employee is not a small decision in my opinion.
11:25
And that's because I don't think it's a small decision because it
11:28
shouldn't be taken lightly when you have that level of
11:30
responsibility for someone's life and their compensation and
11:33
all those pieces. We want to be really conscious
11:36
of the fact of like, what does that mean when we bring somebody
11:39
into that? So I would say bring on Max two
11:43
people per quarter, make sure you have a very good
11:46
understanding of what your team training is like who you guys
11:48
are and how you operate and what you believe to be true and what
11:50
your values are. And then also make sure you have
11:53
position specific training for them.
11:55
So again, like where can they go to have resources and things to
11:58
reference that will help them to expand within their role.
12:01
And then from there, once we have those clear, we then
12:05
basically go into, OK, well, how can we take this, make it, rinse
12:07
and repeat? The thing that helps us when
12:10
we're hiring is to make those resources.
12:13
Because when you make those resources around your values and
12:16
your beliefs and your principles and all those things, you then
12:20
now have us for other hires. So this is the other thing I
12:22
also want to say around this. When you're training somebody to
12:25
come into your team, you shouldn't be creating training
12:27
for Sarah. You should be creating training
12:30
for like your sales closer position, not for the person,
12:33
it's for the position. And that's also the
12:36
distinguishing factor that I think is a really big one for
12:38
people that I, I would, I would focus on is looking at like, are
12:42
we doing everything very specific to people, people,
12:45
people, or are we looking at positions?
12:46
Because positions really are what you're hiring.
12:49
Those are just the people who are going to do them.
12:52
And that was a big lesson that I learned when I was, you know,
12:55
building team and expanding team.
12:57
I was so focused on like, how am I going to get this person, this
13:00
person, this person, when really what it comes down to is it's
13:03
not about like Sarah or Susan or Stephanie.
13:06
It's more a matter of like, I need a sales closer, a marketing
13:09
role. And so and so and these are the
13:10
people that fill those roles. But when you have turnover or
13:14
change within a team, which can happen as you're scaling, you
13:17
don't want to make all of your training and all your resources
13:20
specific to who your team members are, but instead to the
13:23
positions that the team possesses.
13:26
Because then should a team member leave, you're not having
13:29
to remove Sarah from everything and substitute it with Susan.
13:32
You're just saying, hey, the sales closer role was blank and
13:35
now I just have a different person who's doing that role.
13:37
It allows for a little bit more fluidity within the team
13:40
expansion. So that would also be something
13:42
that I would note for you. OK, question #3 what would you
13:44
recommend to add in when someone is going into a launch and
13:49
trying to create energy and hype going around their promotion?
13:53
So, you know, I think the main, the main thing that I would say
13:57
around promoting and creating hype, hype is not just alone.
14:03
It's a piece of it is your energy, but it's not just your
14:06
energy. When you're, you're trying to
14:07
create hype into a promotion, there's actually stages of a
14:10
launch, which I'm like, I'm going to do another episode on
14:14
because I see so many people misunderstanding what launching
14:16
is or what promotions are. And I want to do kind of an, an
14:19
unpacking of that. But when it comes to leading
14:22
into a promotion that you're doing, you want to remember that
14:25
hype is not just energy type in launch is actually an
14:28
intentional marketing campaign. So the way that I explain it is
14:30
when you're doing Evergreen marketing, you're moving one
14:33
person at a time down the buying process, right?
14:35
So like someone sees your post, they move, someone sees your
14:38
story, they move. You're moving a person at a time
14:40
when you're launching, you're like hurting sheep, right?
14:44
Like you're literally shifting people and a group of people at
14:47
a time. So people who didn't think they
14:48
had a problem now know they have a problem.
14:50
People who knew they had a problem but thought they could
14:52
solve it on their own now have shifted down to being like, no,
14:55
I definitely want someone to help me solve this, right.
14:57
So with a launch, you're really trying to shift a mass of
15:01
people. So the way you're going to shift
15:03
a mass of people actually in the sense of creating hype and
15:06
momentum around your launch does start with the early teasing.
15:10
So one of the things that's really important in launching is
15:12
people oftentimes will just like drop an offer in like the link
15:15
in their bio or on their website or they'll be like, you know,
15:18
it's available now. And I see so many people who
15:21
have really, really great offers, but they don't
15:23
capitalize on them basically at all because they just don't know
15:27
how to market them. They don't know how to promote
15:29
them. They don't know how to create
15:29
energy around them. So they really just lose the
15:34
power of what they could do simply based off the fact that
15:37
they haven't created any momentum around it.
15:39
So to me, I would personally say teasing is one big thing that
15:43
needs to happen. I like remember even with this
15:45
podcast, I tease this podcast for like 9 months before it came
15:49
out because then there was a lot of people who are like, hey,
15:51
your podcast, your podcast, when's it coming out?
15:53
People were energized about it. I also had a lot of teasing, for
15:57
example, around our website that we did our new branding coming
16:00
out. That was something I teased for
16:01
like 3-4 months before it released.
16:03
So like it's something that I think teasing is also something
16:06
that creates a lot of curiosity in people, which causes them to
16:09
kind of latch onto your marketing as you get closer and
16:12
closer to your launch. I do also think that having an
16:15
aspect of like problem really good problem aware is going to
16:18
help people. And by problem aware, I mean
16:21
doing really symptomatic type messaging and marketing really
16:24
helps people to self identify. I think that that's a really
16:28
important piece that helps people to be like, wait a
16:29
second, that's me now I'm listening.
16:32
I think also, you know, the media also helps a lot.
16:36
So like media and the type of marketing you're putting out, I
16:38
will tell you like the emotional type of marketing of like things
16:42
that pull on your heartstrings in the sense of either create
16:44
momentum and excitement in you kind of move, you shift your
16:48
state in the sense of like really like awareness and
16:50
inspiration and an insight. Like those types of pieces of
16:53
media really get people activated.
16:56
And again, the, the goal with creating hype is actually
16:58
creating curiosity because you want to remember when you're
17:01
creating hype around a launch, they don't know anything yet.
17:04
Like you're not releasing details, you're not talking
17:06
about the nuts and bolts of what you're doing.
17:08
You're literally just basically marketing and selling, if you
17:12
will, energy. And so how do we market and sell
17:15
energy? Well, the way to market and sell
17:16
energy is by creating curiosity. It's for people to feel like
17:21
they can latch on to what the essence of what you're saying
17:24
is, the feeling of what you're saying, the problems you're
17:27
talking about, but they don't really have any logistical
17:29
product, program or service yet to really understand what it's
17:33
about. And so to create hype to me is
17:36
your energy and that you're bringing to the marketing, for
17:38
sure. It's the energy that comes
17:40
through the media and the actual materials that you're releasing.
17:43
It's the symptomatic self identifying type of messaging.
17:46
And it's also the teasing and testing and making sure that
17:49
you're really priming people that something's coming and
17:52
doing so in an intentional way. So you have people locked into
17:55
your marketing before the the more quote UN quote strategic or
17:59
yeah, I would say structured stuff gets released.
18:02
So really, really good question. Question number four, OK, what
18:04
would you recommend focusing on as a brand?
18:06
Should we do personal brand socials or have a dedicated
18:09
business page if we're someone who's looking to build an
18:11
agency? This is such a good question and
18:14
it's actually something I get as a question quite often, which
18:16
is, you know, do I have separate pages?
18:19
Do I have the same page? And this is kind of like my, I
18:23
would say, you know, core answer regardless of who you are, when
18:27
we think about having separate pages, the only time that I
18:30
recommend having separate pages is number one, if you can be
18:34
consistent with creating content on two separate profiles, The
18:37
amount of people who segment profiles and they're barely
18:40
putting out content on their first one, let alone putting out
18:43
content on two. If you don't have consistent
18:46
content going out on your individual profile right now, I
18:48
would by no means recommend you to add another profile or add
18:52
another responsibility. So that's like my number one
18:55
piece that will automatically answer the question for you
18:57
potentially. Now say you are super regularly
19:00
consistent and you're just like rapidly posting.
19:02
I would say when it comes to creating a separate page, you
19:05
want to ask yourself why do you feel the need to do so?
19:07
I think there is this, you know, misconception that as a personal
19:11
brand, you can't be multifaceted, you can't be multi
19:13
passionate. And in my opinion, there really
19:17
is an opportunity for you to post a lot of different things
19:20
on one page. Like you can be a personal brand
19:22
and have an agency and have those both on one page, assuming
19:27
that they are the same ideal client.
19:30
Like, for example, I have a client who has a fitness brand.
19:32
She's a fitness influencer, and she's also the CEO of a full
19:37
business agency in the sense of like does marketing, operation,
19:40
sales, everything. And so because of that, she has
19:43
two totally different audiences for her personal brand versus
19:47
her agency. It's like they're not the same
19:49
type of avatar at all. 1 is looking to solve a fitness and a
19:53
more apparel around fitness type of problem.
19:56
And then the other one is looking to solve the problem of
19:58
like their business operations and functioning.
20:01
So because the ideal client is different, it does make sense to
20:04
separate the profiles. It's when your marketing
20:07
yourself and your knowledge around marketing, let's just say
20:10
you have a marketing agency, it makes sense to put it all on one
20:14
page because the thing that you want to think about is.
20:17
Even if you had consulting and agency underneath your umbrella
20:20
of your business, you want to remember that the pain points
20:23
really are pretty similar, right?
20:26
Like the pain points are are pretty, you know, spot on with
20:30
an agency type of client as they are a consulting client for
20:32
marketing. The main difference is one
20:34
person in consulting wants to learn marketing, the other
20:37
person wants to have someone do their marketing.
20:39
And so at the end of the day though, they both want the same
20:42
results from the marketing. And so that same profile is
20:47
going to probably be the simplest option for you because
20:49
you have the same ideal client that's on that one page.
20:53
Now the thing that I will say is you can also have, which is the
20:56
last piece niche profiles, which means like for example, for
20:59
myself, for ambitious, we have Ambitious TikTok and we also
21:04
have ambitious YouTube and we have Ambitious Instagram.
21:06
And that's because those profiles are literally a place
21:10
where people can just deep dive and binge everything as it
21:14
pertains to ambitious. So if someone really, really
21:16
likes ambitious, they're able to go to our Instagram on Ambitious
21:19
and literally see all the clips of the episodes just for the
21:22
podcast on there alone. So like maybe they follow me on
21:26
my business content, but they really want to make sure that
21:29
they're up to speed with the podcast.
21:30
If that was intermingled with my main content, it really would
21:35
get super muddled. And so for us, we tease a little
21:37
bit of it on my personal profile, but it has its own full
21:40
profile. So if someone's really invested
21:42
in listening to the podcast, that they have the ability to
21:45
kind of get all the updates in one core place.
21:47
And so I also will say separate profiles can also be something
21:51
that even if it is the same avatar, so for example, you are
21:54
probably the same person who consumes my page, as you know,
21:57
might consume ambitious page. All of that is the same person,
22:01
but it's a different type of consumption in the sense of a
22:04
different type of content that's going to be found in one place
22:06
or another. So that's the only other
22:08
situation where I would say sometimes a niche specific
22:11
profile can be warranted. OK, so question #5 how do I push
22:15
people through the sales buying process?
22:17
I feel like I have a lot of interest, but my leads are not
22:19
sold on making an investment and working with me.
22:24
Oh, sales process. I feel like there's so much I
22:27
can say around this because sales process questions for me
22:29
are typically something that I feel like are like always like 2
22:33
hours because there's just so many pieces.
22:35
Is it an application? Is it a sales page?
22:37
Is it DM selling? Is it a phone consultation?
22:40
All of those pieces. So here's the thing, right?
22:42
People are inquiring, but basically they're not closing.
22:46
There's a variety of reasons why that happens.
22:48
This is a very, very frequent and common problem that
22:51
businesses experience. So also if you're going through
22:53
this, hi, that's normal. These things happen, but there
22:57
are ways to adjust it and to refine it.
23:00
So you can also change and refine the results.
23:03
So when it comes to people interested, but they're not
23:06
converting, one of the reasons that that can be definitely can
23:10
be the marketing messaging. So sometimes people, let's just
23:13
say, are scoping out your, you're getting a lot of website
23:16
clicks, you're getting a lot of application inquiries, but
23:18
they're not quite converting. That can be a byproduct of the
23:21
fact that people are not actually warm from your
23:23
marketing. They're not quote UN quote pre
23:25
sold on you and making an investment into you.
23:28
And so often times that means we do need to be doing a little bit
23:32
more legwork on the messaging and the marketing itself to get
23:35
people to a place where through what they're seeing, they're
23:39
ready to push down the buying process.
23:40
So for myself, I, for example, with my website, what we found
23:46
was there was a spot in our business, this is about over a
23:49
year ago where we had a lot of people that were going to the
23:52
website. But the people who are going to
23:54
the website, there was a disconnect between visitors to
23:56
the website, clicks on the application, how many people are
23:59
actually going through? Come to find out I was OK, like
24:03
just people going to try to find my offer through the
24:06
application, but they're not moving.
24:08
So what we ended up doing was we took down, we had originally
24:11
just one sales page. We took that down, we replaced
24:14
it just with our application and we got even more data which told
24:17
us people were going to the application, but they weren't
24:19
completing it. So I was OK.
24:21
I know what this means. It's either the, the questions
24:24
on the application are too much, but it wasn't that we were
24:28
losing them on question #1 and so I was like, OK, this is a
24:31
matter of like they're nurturing.
24:32
That's what it is. So when we went and then
24:35
investigated getting a website done, that was the basis of why
24:38
we wanted to launch the website. So when we launched the website,
24:42
we then put that up, which was a way for people to basically pre
24:45
nurture and pre sell themselves. It was a way that on a random
24:48
Tuesday, if somebody felt like, oh, OK, I feel kind of activated
24:52
about what Kate said, that they're able to go check out the
24:55
VIP day sales page or the accelerator sales page and kind
24:58
of take that, investigate on their own and then take that and
25:01
run with it. Whereas when we didn't have
25:03
that, we found that we were losing people because they
25:06
weren't fully understanding of what we offered and most
25:09
importantly, what could support them.
25:11
So by putting that in the front facing, by having a website that
25:15
was really dialed in, it allowed people to kind of nurture
25:17
themselves. And that drastically changed our
25:21
application completion rates and it drastically changed how many
25:24
people were booking calls because they were going to the
25:26
website then the application, not just direct the application.
25:29
So the thing I will say is there sometimes can be an aspect here
25:32
of nurturing when people are seeing your stuff but not
25:34
buying. If people are also seeing your
25:36
application and not buying, it can very much have something to
25:39
do with the process. So it could have something to do
25:42
with the fact that you have way too many questions on your
25:44
application or you're getting people booked into a call, but
25:48
you have the most random available spots and times for
25:50
people to book with you. It could be the fact that your
25:53
call times are like 13 days out from when you're asking people
25:57
at the initial inquiry. The next time you have available
26:00
is 2 weeks from now. There's a multitude of reasons
26:03
why people won't convert. The thing that I have found is
26:06
there's there's kind of two sides.
26:08
There's the marketing, which is the nurturing of the individual
26:10
coming in. But if they get into your sales
26:13
process, like they complete the application, they get on the
26:15
phone or they're answering the DMS, whatever your process might
26:18
be, that tells me that our issue is not marketing.
26:22
That tells me that your issue is your sales process.
26:25
And what I mean by that is like the way in which you're selling
26:27
in DMS, the way in which you're selling on the phone, the way in
26:30
which you're selling in whatever way.
26:32
And you know, we even had this with a client.
26:34
We just did a call with them like this past week.
26:38
And the main kind of like, quote UN quote pain point was like, I
26:41
feel like I have these people who are sliding my DMS.
26:43
They're messaging me words like keywords to like, you know, be
26:47
interested to work with me. And yet they're not buying.
26:50
And like I'm so frustrated because it's just like I'm
26:52
having so many inquiries. There's so much potential
26:54
business underneath my nose, but they're just not moving.
26:57
So we actually went through piece by piece.
26:59
I went through her sales page, I went through application, I went
27:02
through all the pieces. Come to find out that the
27:04
disconnect was actually in the DMS.
27:07
So the DM conversations were taking way too long.
27:10
They were very dragged out in the sense of like she was really
27:13
wanting to like serve, but she's almost over serving people in
27:15
the DMS to the point where it kind of was starting to bleed a
27:18
little bit, almost in the coaching bucket.
27:20
And so we put a little bit more structure around the way in
27:23
which she was talking in the DMS.
27:24
And once she did, she literally was like, Kate, this is going to
27:28
be like a $60,000 month with some of these changes.
27:31
Like she was taking the interest and now actually seeing them
27:34
move through the pipeline. And it had nothing to do with
27:36
her marketing, had nothing to do with her sales page.
27:38
It was literally the DM flow itself.
27:41
So I think you know my high level answer to this because
27:43
again, as I said, I can go into, I can go into a sales pipeline
27:48
training for probably like 3-4 hours because there's just so
27:51
much to unpack with it and so many, so many lenses how you can
27:53
look at it. But when we're looking at a
27:56
pipeline, literally what I want you to think about, if you want
27:58
to think of it as like a visual, think about like a chain of
28:01
links. Each part of the links in the
28:04
chain is information for us. So link #1 might be your sales
28:09
page, link #2 is your application, link #3 is book a
28:13
call, link #4 is. Then they go to a thank you
28:16
page. Link #5 is they get a
28:18
confirmation e-mail link number six, right?
28:20
Like you can kind of see there's links in this.
28:23
So depending on how each link is doing, it tells us where they're
28:28
getting stuck. So for example, if someone's
28:31
like Kate, I'm getting like 10 calls booked but no one's
28:34
closing, what do you think is their problem?
28:38
Probably not getting calls booked, meaning the marketing
28:41
actually getting people on the phone with them is not the
28:44
issue. So I'm not even going to
28:45
investigate the marketing because if we're having people
28:47
getting on the phone who are qualified, the marketing is not
28:50
the problem. So if people are showing up to
28:52
the call, but they're not closing, it tells me that
28:55
there's something on the call that's not working.
28:58
So the way that the person is communicating the offer, the way
29:00
that they're structuring the call, the way that they're
29:02
selling something about the call itself is where the disconnect
29:06
is. And so the thing that I think is
29:08
the biggest learning that I have around sales processes.
29:12
And again, like it's, it's a very, to be thorough in this
29:14
answer for you would take me a very long time because there's a
29:17
lot to unpack. So what I've learned with sales
29:20
processes is the fact that a sales process, if you don't
29:23
understand how it's structured, means that you might actually be
29:29
solving for the wrong problem. And I see this all the time.
29:34
I see people who are like, Kate, I need more, I need more leads
29:36
or, you know, oh, I need to refine my marketing.
29:39
And then I go through their data of their marketing and I go
29:41
through the data of their sales. And I'm like, this is not a
29:45
marketing problem. This is a sales process problem.
29:49
You're losing people in your links of your chain.
29:52
It has nothing to do with the marketing.
29:54
The unfortunate part, which is why I'm so bullish on people
29:59
understanding these things and these understand these
30:00
principles, is because when you do, you can actually solve the
30:05
right problem. Because the thing you want to
30:07
think about is if you have people who are stuck in your
30:09
sales process, you're like, OK, more marketing, more marketing,
30:11
more marketing. It's not going to make the
30:14
problem better. If anything, it's actually going
30:15
to make the problem worse because it means you're adding
30:18
more leads through something that isn't working.
30:20
So for me, it's really important in general with business for you
30:26
to understand how to diagnose when you're experiencing X in
30:30
business, what the root of that problem is.
30:33
Because without being able to do so, it means that you might be
30:36
solving for the wrong source of the problem, which then means
30:40
you might actually be exacerbating what's happening
30:42
right now. So just something I want to add
30:45
with that is I think it's really important if you're feeling a
30:47
disconnect with your sales process to make sure you
30:50
understand what all the links in your and how to evaluate each
30:53
one and the data in it so you can actually see where the issue
30:56
is. Fun part about sales processes
31:01
is that it's not a hypothesis. Like it's not AI wonder what's
31:05
happening. You'll literally know.
31:07
You'll literally know if you understand sales process and the
31:11
links in the chain of a sales process and how to evaluate
31:13
them. You will literally know what's
31:15
going on in your business, in the sales department at all
31:17
times and exactly how to fix it. Because with each link comes
31:22
certain types of expectations of what we want to see.
31:24
And then for each link, we also have what we want to see and
31:27
then also what we do if it's not going the way that we want it
31:30
to. And so all of it really helps to
31:32
empower you to know exactly what to do to overcome it.
31:34
So huge, huge fan on understanding sales process.
31:38
So I would say to the question of them not working with you and
31:41
not wanting to invest with you, I would be looking at build out
31:44
the links of your sales process, audit each part and see where
31:48
the bottleneck is because that tells you where to double down
31:50
your efforts and making any changes.
31:53
OK, how do you effectively communicate the results of a
31:55
high ticket group program? I feel like it's so
31:57
transformative and I'm so excited, but I can't seem to
32:00
translate that excitement to potential buyers.
32:02
Thanks so much, Kate. OK, so how do you communicate
32:08
the results of a high ticket program?
32:11
So the thing with high ticket offers, whether it's group
32:13
program, mastermind, one-on-one coaching, VIP days, doesn't
32:17
really matter what the offer is to be honest with you.
32:18
It could even be an event. The thing that you want to think
32:21
about with communicating the result is you have to be able
32:25
with an offer to start have one core promise.
32:29
And I think that many people's offers miss this because
32:33
everyone feels like they're selling the same thing.
32:35
Like for me, my offers don't sell scaling.
32:39
For example, my VIP day that I do, which is an intensive I do
32:43
with scaling entrepreneurs, those are deep dive intensives
32:47
that are designed for intensive clarity.
32:50
They're actually not for ongoing feedback, refinement and
32:53
execution. They're literally for deep dive
32:55
snapshot clarity and unpacking the gaps or the areas of your
33:00
business that you're not aware of that could be problems
33:02
sitting underneath your nose. So when we think about AVIP Day,
33:06
the essence of why I sell that is clarity.
33:09
Two, my Accelerator mastermind is actually an aspect of getting
33:12
an actual understanding of the blueprint and overall strategy
33:16
for scaling. It's based off the idea that you
33:18
don't have the fundamentals to scale.
33:20
For example, you might not know how to audit a sales process.
33:23
That's a fundamental of scaling. So we teach people basically the
33:27
commandments of what it means to scale inside Accelerator.
33:31
And that's the kind of core promise that we position to
33:33
people. That's how they scale.
33:35
So VIP day, you scale with clarity accelerator, you scale
33:38
with the principles, one-on-one coaching, one-on-one coaching.
33:41
The the sale on that or the promise on that is, yes,
33:45
obviously I'm going to teach you strategy.
33:47
But the actual reason someone invests in that is not just
33:50
about the information, but also the, the access or the intimacy
33:53
in coaching with myself. And so when people come into
33:57
that, what we're selling is not just coaching, but mentorship
34:00
like actual like CEO personal development guidance as the
34:05
individual as well as a strategy that individual is executing.
34:10
And So what I find is when they go invest in private, they're
34:15
actually investing equally as much in having someone like hand
34:18
in hand and partnership in their business as they are strategy.
34:21
So private to me, the essence of it really of how we sell it as
34:25
the core promise is partnership, having someone equally as
34:28
invested in your business kind of thing as you are.
34:31
So when we experience things like that and we're going
34:34
through these different offers and we're looking at, we're
34:36
seeing what we want to buy. You want to think about what is
34:39
the core promise that someone sees from your marketing, from
34:42
your sales page, from your call that you're having.
34:45
And it's really important when you're trying to sell an offer
34:48
because if you're trying to communicate, this is the
34:51
outcome. What is the promise of what
34:54
you're trying to achieve? Is it helping them to get
34:55
clarity? Is it helping them to make
34:56
money? Is it helping them to learn a
34:59
specific thing? Like what is the one thing that
35:01
they're gonna walk away with? Now, once I have that thing,
35:05
then they almost want you to think about like you put that
35:08
one thing in the middle. So I might put like clarity in
35:10
the middle of a piece of paper. And around that I wanna be able
35:13
to explain in A50 different ways, how do I get somebody
35:18
clarity? If I get them that thing, what's
35:20
gonna happen? So for example, if someone does
35:24
AVIP with me, the essence is clarity.
35:27
So clarity for me could be for a business helping them to
35:30
discover their blind spots. Well, how is that impactful for
35:33
them? Well, if I help you to discover
35:35
your blind spots, it means that you might have potential
35:39
opportunities in your business in this given moment that are
35:43
right underneath your nose that you could capitalize on to be
35:47
able to double or triple your business.
35:49
But I would say think about the one core promise.
35:50
Why should someone, and this isn't that I would love for
35:53
everybody listening to take a second and ask themselves, why
35:58
should I invest with you? Like if I was to put you against
36:05
the other top performing individual in your space, why
36:09
should I invest with you specifically?
36:13
And the amount of entrepreneurs I've asked this question to you
36:15
who can't answer it. Well, you know, like the number
36:19
one answer I get is I give really good support.
36:25
Don't you think every other entrepreneur on the Internet is
36:29
going to say the same thing? I give really good support is
36:33
not enough of a distinguishing factor for why your offer and
36:37
your business are unique. You need to be able in any offer
36:42
that you're marketing to be able to communicate why I
36:45
specifically should work with you and why you're helping me to
36:48
solve a problem in a bigger, better, easier, or different way
36:54
than anybody else in the market. Tell me how you're doing it
36:57
uniquely and why you if you couldn't have the reason be
37:02
because you give really good support, OK.
37:05
And it's a really important question because so many people
37:07
cannot answer this. And it's something that I'm
37:11
asking you because your ideal client is asking themselves that
37:16
question. Your ideal client is asking
37:18
themselves, why should I hire Sarah instead of Stephanie?
37:23
And if you can't even answer that question for yourself
37:26
around your business, that means you can't possibly market that
37:30
clarity through your messaging so that the person investigating
37:33
your services has it as well. And so it's a really important
37:36
question that you have to be able to answer if you are
37:38
someone who not only wants to see your offer succeed, but
37:41
potentially who has multiple offers you want to see succeed.
37:45
OK, so then we go to question #7 how do I scale when I'm at
37:49
capacity? OK.
37:52
We just, I have so many things I want to say to this question.
37:55
There's so much. This is a good question.
37:57
I feel like that should be its own podcast.
37:58
I might do that. I'm going to mentally, mentally
38:00
note that down for later. There's only a couple categories
38:03
of what I look at when the person is at capacity #1 is the
38:08
overall big picture or the strategy, which is the fact that
38:12
you may be at capacity because what you're currently doing
38:14
right now is actually not something scalable.
38:17
So like say, for example, I only did one-on-one clients, it might
38:21
mean that I need to actually genuinely change the way that
38:23
I'm doing business because I can't have 52 one-on-one
38:25
clients. Like it just wouldn't work.
38:27
So it could be a little bit about the fact that your actual
38:30
current strategy is genuinely not scalable.
38:32
And so because that you need a new approach to be able to go to
38:36
the next level because you've you've hit the peak of the
38:39
capacity, you can with the current picture.
38:42
That's with you. The second thing that I would
38:44
say is processes. So basically either number one,
38:49
get a different perspective on your strategy #2 getting
38:52
processes in place and automations in place.
38:55
So getting a way that is systematized in the way that you
38:57
do things that you can then look for opportunities to automate
39:01
those or systematize those. But it all starts with getting
39:04
an understanding of your process.
39:05
You cannot automate or systematize something that isn't
39:07
properly documented. So like for example, if somebody
39:11
doesn't have a really good like onboarding process that's
39:16
working manually, we have no reason that we should be
39:18
automating it or putting it into a system because it's not
39:21
working alone as it is. So why we make it into something
39:24
that happens without us involved.
39:26
So you really want to make sure that you do have consistent
39:28
processes and outcomes that you can then take that and
39:31
systematize it and automate it. That's a way that let's just
39:33
assume your strategy was good and you're like, OK, like I do
39:36
have scalability here, but I want to try to refine.
39:39
Then we go into trying to create more automations and more
39:41
systems for you. So things are happening without
39:43
you necessarily having to work or be on the entire time.
39:46
Now let's just say we've done those things.
39:48
Your strategy is dialed in, your systems and your automations are
39:51
dialed in. Then if we can't adjust the
39:54
strategy any more than we have and if we can't automate or
39:57
systematize any more than we have for where you're currently
40:00
at in business, the next stage really is to delegate, which is
40:03
really looking at taking one of the processes that you just
40:06
documented. And instead of having those done
40:09
by a machine or an automation, we would have those done by a
40:12
person instead. And so we'd have somebody own
40:14
that department or that outcome for you with the business.
40:18
And so for me, I really think that what we're looking at like
40:21
what do I do when I'm at CAP? It's kind of a tiered system
40:25
because I think the first thing that people do is I'm just going
40:27
to hire somebody. I'm just going to hire somebody.
40:29
Well, yes. And sometimes, again, that makes
40:32
sense. But when you're hiring someone,
40:34
it should only be when you've hit a certain piece or a place
40:38
in your business where you feel like you've documented enough to
40:41
warrant hiring someone. When people hire somebody on to
40:45
their business, but they have no documentation or they haven't
40:47
tried to really systematize any of it, it often times doesn't
40:50
work because you're not bringing someone into a sound structure
40:53
to begin with. And so that's kind of how I
40:55
would approach understanding your capacity.
40:57
Obviously, this is a very, it's a very loaded question in the
41:01
sense of the fact of it depends on capacity and what capacity in
41:04
your marketing capacity, in your sales capacity in your your
41:08
delivery, There's a lot of different aspects that
41:11
contribute to capacity. So obviously, if you do need
41:14
more targeted answering, just shoot a message over to me and
41:16
the D Ms. happy to kind of dive in with you.
41:18
OK, question #8 what systems do you recommend to implement in a
41:21
coaching business to simplify things and really maximize your
41:24
time? So great question.
41:28
So here's the thing, systems, I think there's a, there's a big
41:31
difference between a process, a system and then a platform.
41:35
So I'm assuming you're saying platforms because usually when I
41:38
get this question, often people mean platforms.
41:40
So I'll give you kind of my current platform suite.
41:43
So currently right now, I would say the big hub for our business
41:46
is click up. We use that for basically
41:49
everything in our business. At this time.
41:51
We have a couple things that are still on Air table, which is
41:53
where we used to house a lot of our business stuff.
41:55
And then we're starting to just kind of move away from Air Table
41:58
and more just entirely into cook up.
42:00
I would say for our platform for client delivery, we use Cartra
42:04
and we've been really enjoying that quite a bit.
42:06
It's always been something that's kind of been part of our
42:08
business for the last couple years now.
42:10
So Cartra and then we also do Dubsado.
42:12
Dubsado is for our contracts and our payments.
42:16
Outside of that, I wouldn't say we have a lot of extra things
42:19
that we do. Like we have in the sense of
42:20
like, you know, obviously we use Riverside for our podcast and we
42:24
use frame dot IO for video editing feedback and D script
42:27
for some of the editing. Like we have different behind
42:30
the scenes systems that we use or platforms that we use, but
42:33
that's more of the platform specific.
42:35
And I really do think platforms are really based off of like
42:37
what kind of functionality you need to have.
42:39
So for example, you know, in Kartra, when you're a scaling
42:43
business, you have a lot of payments coming and going.
42:45
It's very difficult to make custom payment links inside of
42:48
Cartra easily, which was actually why we moved over to
42:51
Dubsado. And this brings me back to a
42:52
point that I really want to, you know, hit home on with building
42:58
out any kind of system or building out any kind of
43:02
anything. Like if someone wants to like
43:04
really refine their onboarding or really adjust their
43:06
offboarding or like will frankly just change anything or
43:10
systematize anything in their business.
43:12
The first question I'm going to ask you is what's the problem
43:15
you're trying to solve? Because the thing that I see a
43:17
lot of the times that people are trying to create these really
43:20
complex systems and automations and all of these really complex
43:25
processes in their business, when frankly that problem
43:29
doesn't exist. So like my rule is you only
43:33
create a process for something that's a problem.
43:37
Like if you're not going to have, let's just say someone's
43:42
like, I really want to build out a really fancy onboarding
43:45
portal. One of the things that I'm going
43:47
to ask is how many clients do you have?
43:49
Because if you have two clients, you have no reason to be
43:54
building out an onboarding portal.
43:56
Or like if someone is like a team of one, you don't need a
44:00
massive click up build out by yourself with all of these, you
44:04
know, intricacies necessarily. If you don't have somebody to
44:07
manage the thing that you just built, now you've built yourself
44:10
by building this massive thing, a part time job to oversee it
44:13
and manage all of the tasks and the subtasks and the
44:16
notifications, right? So like, I think that it's
44:19
really important when we're thinking about building out
44:22
anything in a sense of systems or automations or processes to
44:25
also be very conscious of why we're doing it.
44:29
And for me, I think I have also myself, I want to be very
44:32
transparent. I have definitely fallen into
44:34
like shiny object syndrome of what a system could look like or
44:38
what a system could do for me. But it also doesn't mean it's
44:41
always warranted and it doesn't mean it's actually going to help
44:43
me in my business in any way. And what I see people do is they
44:46
get like really nerding out on the back end of their business,
44:50
but then nothing really changes once they build it.
44:52
Like you build, you build the click up or you build the
44:54
Dubsado where like you build the thing and then when you build
44:56
it, nothing changes. And that's because there wasn't
44:59
an actual problem for the reason that you created that in the 1st
45:03
place. So because of that, because
45:05
there was no problem to solve, you're not feeling any relief
45:07
once you created it. So I'm a firm believer of like
45:10
expand your platforms and expand your systems and automations as
45:14
your business develops. Like our client management
45:16
system was a byproduct of having too many clients like and not
45:20
having what we needed to keep track of everybody, right?
45:22
That's how we created it. Our onboarding was a byproduct
45:25
of the fact that our program was expanding and developing and we
45:27
didn't have an onboarding that really represented all the
45:31
supports in a really easy and concise way for people to
45:34
understand. That's how that came to be.
45:35
So it's not really a matter of just like sitting down on a on a
45:39
Friday and coming up with all the systems and automations you
45:42
can create. Sure, you could do that as an
45:45
opportunity for development for the next stage of where you're
45:47
going. But again, even that in itself
45:49
is a problem to solve. You might say, OK, well right
45:52
now I have 20 clients and I want to have 50 clients.
45:55
So if I had 50 clients, what would break?
45:57
You might identify a problem that way and then go to develop
46:00
it. But again, you always should do
46:02
this with a problem in mind because otherwise if not, you're
46:05
really just getting sucked into the the shiny object syndrome in
46:08
my opinion. So question #9 should I put
46:13
pricing and service descriptions on my website?
46:17
Oh boy, this is a, this is a lot.
46:20
A long winded one, but I'll keep it short.
46:22
OK, here's my synopsis of pricing on the website.
46:27
So, OK, so there's so there's so many things I want to say, OK,
46:34
I'm going to break it down into categories.
46:36
Category 1, putting pricing on your website, pros and cons, pro
46:42
people can see your pricing. So if someone wants to work with
46:46
you, they already know what your rates are, they know what it's
46:47
like to invest with you. And so because of that, you're
46:49
not going to get anybody typically who's getting on the
46:52
phone with you who doesn't want to invest because they already
46:56
know what your investment to work with you is.
46:58
So option one having on your site, it's good in that way.
47:02
It's bad in the sense of the fact that people will see your
47:06
price and sometimes right off the offer just on the price tag
47:09
alone and nothing else. And we just know the one-on-one
47:14
of sales is that sometimes when you have a sales experience with
47:17
somebody, IE they can really talk to you about the offering
47:19
and how it's going to help you. It does obviously help with the
47:23
sale in the sense of the fact that people are like, Oh, well,
47:25
like now that I know the experience connected to the
47:28
dollar, I see a little bit differently.
47:30
It's a very common practice in businesses.
47:34
So if you have pricing on your website and you just have it
47:36
there, yes, you will probably get less consults because people
47:40
are seeing your price and again, kind of maybe pre qualifying
47:43
that they they're not ready for it or don't want to invest it.
47:45
So that could happen. You also, yeah, we'll have
47:49
though people when they do get on the phone with you that they
47:50
already know your price and they're more primed and kind of
47:52
ready to buy because they came and eyes wide open.
47:55
So there's that second piece on the other side of the spectrum
48:00
would be not sharing your pricing at all, which is what I
48:02
do for my business technically. So I don't my pricing on my
48:05
website. I just have like low 4 figures,
48:07
low 4 figures, high 5 figures, whatever it might be.
48:10
And with my pricing on my website, I basically don't have
48:17
it on there because after talking to so many clients, they
48:19
literally told me they're like, Kate, if I had known your price
48:23
before I talk to you, there's no chance I would have booked a
48:26
call. Like there's no chance.
48:27
I would have been so scared just on the investment alone because
48:30
like some of my clients have invested like, you know, $60,000
48:35
and they're like, I wasn't, I didn't go in when I was looking
48:38
for a business coach being like, I want to spend $60,000.
48:40
But like, that's just what they ended up spending.
48:44
But they fully told me they would not have spent it or have
48:47
got through the whole process to see all the pieces of what was
48:50
the potential in working with me if they had just seen the price
48:53
tag because like the price tag would distracted me and I would
48:56
have not almost been able to like look away kind of thing,
48:58
right? So in hearing so much of that
49:02
feedback, for me, it was kind of like confirming or reaffirming
49:06
of the fact that I don't want to share my prices because I want
49:10
to have at least an opportunity to be able to showcase to
49:13
somebody what our team or myself in coaching can do for someone.
49:18
And if I feel like the pricing is kinda going to like deter
49:20
them, then I wanna make sure that I have an opportunity to
49:23
talk to them. Now, I wanna also clarify, it
49:25
doesn't mean you ask it on the phone with me.
49:27
Like if you message me and you're like, hey, I'm interested
49:28
in working with you, I'll ask you 2-3 questions and I'll send
49:31
you the price in DMS. So it's not like I'm like really
49:33
like massively withholding it. It's just more a matter of the
49:37
fact that I'm not, I'm not plastering it everywhere
49:40
necessarily. So that's that.
49:42
Now in the middle though, we have the hybrid approach, which
49:46
I'm a big fan of as well. So I, for example, had a client
49:49
who was a website designer and she used to have all her pricing
49:52
on her website. And when she did, the problem
49:55
was she was like Kate. Like I have tons of people
49:56
clicking my website, but none of these people are buying.
50:01
Like none of them. Like she's like, I have no idea
50:03
who they are. I just see the clicks on my
50:05
website. I've got a lot of traffic, but
50:06
nobody's moving. And what I kind of came to
50:10
identify or realize with her was the fact that I was like,
50:13
listen, we can't just leave these leads to like die on your
50:18
website. We think we really need to find
50:19
something else that allows us to be able to capitalize on the
50:23
leads that are in your world. So what we did was we took the
50:26
pricing down off her website. So we still the services
50:28
available. We still had, you know what she
50:30
did for clients and stuff available, but we didn't have
50:33
the prices specifically on there.
50:34
So what we did instead was that we actually had put a package
50:39
and pricing guide on her website.
50:41
So we had an opt in. So what we did, she said, click
50:43
here to down my package and pricing guide.
50:45
And So what ended up happening was she was able to collect
50:47
their name, their Instagram handle and their e-mail.
50:50
And so now she actually was able to go and follow the people who
50:54
were downloading her package and pricing guide and saying, hey,
50:56
if you have any questions, feel free to reach out.
50:58
And we also had them part of a, a nurtured and e-mail sequence
51:02
after that point that allowed them to kind of be like ongoing
51:04
nurtured and activated. And so the amount of emails that
51:08
we added to her list was insane. The amount of opportunities that
51:11
we gave her to have touch points to nurture people was insane.
51:15
And so, yeah, I would just say like across the board, it just
51:18
on all facets was much, much better than just having it on
51:21
the site. Because by leaving on the site,
51:23
we really had no data. We had no information to move
51:26
from. So just by putting it behind an
51:28
e-mail wall, that alone did leaps and bounds in the sense of
51:32
how many emails we were able to collect.
51:33
And then from there, obviously the next steps that we could
51:35
take. So I when it comes to should I
51:38
put my pricing on my website, it's really individual like, I
51:41
don't think there's a right or wrong with this.
51:43
I genuinely will say it's personal preference.
51:45
My personal preference is not to put it on my website, but I also
51:49
have a lot of clients and peers who do.
51:51
And then I also have people kind of like that client I was just
51:53
describing who are kind of like a hybrid of both.
51:55
So this is one of those buckets where I think you kind of have
51:57
to do what feels right for you. And I think that's totally OK.
51:59
And there's, there's a strategic way to do all of them.
52:02
So there's there's wins in every single bucket.
52:05
So all about to say, you guys, holy smokes, that hour flew by
52:09
quickly. I absolutely love doing these
52:11
episodes. I feel like these are very
52:13
common questions that I even get like in coaching, these are
52:16
things that I'm hearing in conversations behind the scenes
52:18
at like masterminds. Like these are all just such
52:21
such good questions. And I think just also so
52:23
immensely helpful for other people to be able to listen
52:25
into. And so I also want to encourage
52:27
you, if you have something that maybe jog is kind of like a
52:30
question for yourself today, take a quick second, head to the
52:33
website, submit the submit the form and pop your question in.
52:36
As I said, this is something that is entirely anonymous.
52:38
We do not share any personal insight about people on the show
52:42
at all. It really is just something that
52:43
we have as a way to #1 be able to serve you and any questions
52:46
that you may have for your business.
52:48
But also is really just something that allows these
52:51
episodes to be so specifically targeted to what you're
52:53
experiencing in your business and what's coming up for you.
52:56
So all of that to be said, my friends, thank you so, so much
52:59
for tuning in this week. Always a blast to be able to get
53:01
to hang out with you and talk, talk business and talk all the
53:05
things I've I've next steps and scaling.
53:07
As always, if you have anything that's coming up for you, if
53:09
there's anything that I can do or a team can do to support you
53:12
in any way, feel free to slide in my DMS.
53:14
I always love hearing from you guys, your feedback of how the
53:16
show resonated, what kind of landed for you, and also maybe
53:19
even any other topics that you feel would be super supportive
53:22
for you and for where you're at right now.
53:24
But all that being said, we will see you next week and as always,
53:28
stay ambitious.