4 Questions You Should Always Answer in Your FAQs

The questions to answer in a frequently asked question (FAQ) section on your sales page

There’s one awkward section of every sales page that often stumps business owners.

What is that section, you ask?

Frequently Asked Questions!

You might say that a “frequently asked question” that I get is “What do I put in my FAQ section?”

Today, I’m giving you 4 essential FAQs to add to your sales pages to get you started.

In essence, the entire sales page is answering people’s biggest questions about your offer. It provides the features and benefits of what you’re offering and explains what the buyer will get out of it.

In fact, I want you to start looking at every piece of marketing you do through this lense — Am I answering the reader’s biggest questions?

While the bulk of your sales page may contain fanciful language and witty repartee, the FAQ section is a great place to “give it to ‘em” straight and stick to the basics.

That said, here are a few core questions you should include in all of your FAQ sections:

#1 How and when is it delivered / do we get started?

The moments after people hit the buy button are generally when they are the most excited. So, people always want to know more about what happens immediately after they say “yes” to giving you their money.

Think about where they will go, what they will receive or anything they have to do right after that buy button. Address that in this FAQ to help them feel secure about what will happen next.

#2 Is this offer right for me?

This is a big one you’ll receive again and again in your customer service inbox. Every buyer thinks their situation is unique but really, most are going to fall into a few key areas that you can describe in this FAQ.

So start by identifying what patterns you see from the different categories of buyers and what lingering questions they often have. You’ll generally find 3 segments of customers for your offers that you can talk to in this FAQ.

Consider how you can speak to each category specifically to let them know why and how this offer is right for them.

And be real here, if there’s a category your offer is not a fit for, you can include that here as well. This helps build trust with your audience because most products are not a good fit for everyone so why pretend that they are?

#3 How much time will this take?

No matter what you’re selling, you’re bound to get the question “how much time will this take”. People want to know how much time this experience will take before they start seeing results.

It’s important to be authentic here so if you’re program will take hours and hours, say that. But, try to find a fun way of answering it so you’re not boring them in the process.


Every single offer you put out there is going to come with it’s own set of objections and questions. While you’re addressing these throughout your entire sales page – take some time to consider the #1 reason people are saying no to your offer. When you’re considering this, I want you to take money OFF the table so you’re really digging into the heart of the offer.

For example, on the Sales Page Kit sales page, I have the question “what if I’m a shitty writer?” because that’s a big hesitation people have. They’re not sure that I, the professional copywriter, will be able to help them.

#5 Bonus – what do I do if I have more questions?

No matter how good your sales page and FAQs are, people may have more questions they want answered. So be sure to include an FAQ that tells people an email address they can use to touch with customer service to get those questions answered.

This helps you provide good customer service to your potential buyers and helps you understand them even better as you collect more and more questions from them.

I would love to know in a comment below –

What is one question you think you can address in an FAQ –besides the money thing?

What is a reason people might be hesitating when it comes to saying yes to your offer and how can you address it in an FAQ?

Can’t wait to hear from you!

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How to Add Scarcity to An Evergreen Product

Today’s post is inspired by the number one thing people have been asking me lately is “how do I create scarcity when my product is available all the time?”

There is nothing sexier in the online marketing world than an evergreen info product that sells itself like hotcakes – and I get it because I was very attracted to that sexiness as well.

But when I started researching how to set up an evergreen funnel, I didn’t like a lot of the methods I saw out there.

I’m not a fan of pretending you’re “live” when you’re not. Or, adding in fake participants to the chat saying fake things. It took me a while to figure out how I wanted to set up my evergreen funnel without doing these sleazy things.

In today’s post, I’m breaking down my exact evergreen funnel for The Sales Page Kit (and I invite you to join me!).

Here are the tools I use for my evergreen webinar:

#1 Everwebinar

The first tool I use is Everwebinar to deliver the pre-webinar emails and the webinar itself. This allows you to create a webinar that is evergreen that people can sign up for several times a day.

#2 Leadpages

This is one of my favorite tools that I highly recommend to all online business owners. I use LeadPages in my evergreen funnel to create the registration and thank you pages for the webinar.

#3 Infusionsoft

This one is what I use for my email marketing tool and ecommerce platform. Infusionsoft is the most robust of the tools I use for the evergreen funnel but it does serve several other important purposes in my business. It allows me to integrate the Leadpages sign up form with Everwebinar and Deadline Funnel (see below) to authentically deliver the evergreen offer.

#4 Deadline Funnel

With Deadline Funnel (affiliate link), I can create the expiring links that allow me to truly offer a special deal for a limited time. This creates expiring links based on when a person signs up so that they only can take advantage of the special bonuses and discounts I offer for the 72 hours I promise.

Once that link expires, it expires to help create that scarcity that encourages people to purchase now!

To some of you, this whole evergreen funnel thing may sound very simple and to others it may be more on the confusing side. That’s ok!

I promise you I’m not super techy and I was able to work it out for my business. I know that you will get to a point where you’re ready to set something like this up, too.

Want to see how my evergreen funnel works in real time? You can sign up for it here!

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STOP! Answer these 7 questions before you write another word of copy

Don’t write another word of copy for your business until you can answer these 7 questions

Stop what you’re doing right now.

Look, I know that copywriting sucks. What I want you to know is that I also. Hate. Writing.

The thing is, writing isn’t supposed to be so hard. If it sucks that much, you’re probably doing it the wrong way.

If the words aren’t flowing it’s because you haven’t done enough “pre-work” to prep for your writing.

What pre-work should you be doing, you ask?

Don’t write another word of copy for your business until you can answer these 7 questions:


This is hands down the most important thing you need to know before you write a word. If you don’t know who you’re writing to, what’s the point? Think about having a conversation with someone without knowing who the person is with whom you’re talking? Weird, right?


The best way to resonate with someone is to use language they are using when they talk about the problem, situation, desire, emotion. Don’t use your industry lingo or fancy pants language from the thesaurus – just say it the way people talk about it naturally!


Your copy will be a gazillion times more effective if you know the one, specific, desired result you want the reader to get before you start writing. Otherwise, you might write a bunch of great language that overwhelms people.


Copywriting, by definition, has a goal of getting the reader to take a specific action. You can’t possibly write great copy if you are not leading people to take an action. It’s best to define what this action is before you start writing.


I can’t stand reading articles, books, or blogs that are longer than they need to be (don’t even get me started on the Twilight books. At least half of that content should have been deleted!).

Respect your reader’s’ time and give it to ’em straight!


If you add any one tool to your copywriting toolbox, make it this one. Don’t you dare send out an email before you read it in your own inbox and put yourself in the reader’s shoes. Don’t you dare hit publish on a blog post without looking at it from the audience’s POV.

I guarantee you will notice a few things you can tweak that will make a HUGE difference when you step out of your point of view and into your reader’s.


Once I’ve finished writing a piece of copy, I always go back through it and add some sprinkles of fun. A little joke here, a little lighthearted comment there (you did notice my Twilight reference, right?) This personality makes your writing more relatable and enjoyable – and you do want your readers to love your writing, riiiight???

I hope this post will help you to write better copy! Which question do you like the best?

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These 8 Website Tweaks will Attract More Clients AND Grow Your List

How to set up your website to get more clients for your online business

How good of a job is your website doing to attract clients?

Do you have a clear path for new visitors to follow or are you relying more on the “hope and pray” strategy for your website?

Are you distracted by making your website look pretty to the point where you don’t actually know if it’s strategic?

We’ve all been there. Website “strategy” isn’t exactly the most intuitive thing in the world (most of us grew up without the internet, let alone online business) but I promise you that it’s not hard to learn, either!

Click “play” to learn the 8 easy tweaks you can make to your website to start getting clients coming to you.


This part is all about the big picture.

How are you going to turn a new visitor into a paying customer? Is it clear what you want people to do, click on, and visit when they land on your website?

How are you going to take the reader by the virtual hand and show them that you can help them with their problems? How are you going to turn this user into a paying customer or even a repeat customer?

Need a funnel? Check out the Raving Fan Formula that I use


How can you give people a check list, a cheat sheet, or something that they can put into action in 15 minutes and start seeing results immediately?

Create a powerful opt-in offer and put it front and center on your website (it should be the first thing that I see on your website!)

Need help? Watch this video on how to create an amazing opt-in offer


The About Page is usually the first thing that people see when they land on your website. This is prime-o real estate, my friend!

How can you point new readers in the right direction with a “choose your own adventure” strategy?

In other words, divide your audience into 3 different groups or stages. For each of the groups, pick a blog post, freebie, or other page where you can send them to get started.

For example, if you are a life coach who helps people transition into their next career, you may have the following 3 groups:

  • People who are frustrated with their jobs but aren’t sure what they want to do
  • People who are ready to quit but don’t know what their next move is
  • People who are actively looking for new jobs and need resume and job search help

On your about page, you would say “Are you frustrated with your current career but not sure what to do? If so click here. If you’re ready to take action but need a plan, click here. And if you already are looking for jobs and need help positioning yourself as the best candidate, click here.”


Consistent free content is the name of the game in online business.

Every time you write a blog post, someone should be able to get a specific result from your blog post.

If you feel like your blog posts are too general, overarching, or tackling way too much, try to break them down into 2 or 3 smaller blog posts.

Need help coming up with blog content? Here’s how to come up with 3 months’ worth of blog posts

Want to create video content like me? Check out my 5-step process for creating video blogs (it’s easier than you think).

Ready to amp up the power of your content with more personal stories? I’ve got 16 questions to help you create an arsenal of them.


My dearest, darling, sweet rule breaker, I can just about guarantee you that you are not bragging about your services enough!

As in, if you’re not talking about your offers all the damn time you are not talking about them enough.

If you pay attention, you’ll notice that I am ALWAYS mentioning my products and services in my free content!

Here are some great times to soft promo your offers:

  • In blog posts – “When I run my signature program, NAME OF PROGRAM HERE, my students always ask me the same question. I thought you might have that question, too!”
  • In your newsletter – add a blurb to the bottom of your emails to remind people of your services with a link to your work with me page or to book a consult with you.
  • On social media – It’s really easily to naturally name drop your own offers to your audience!


Some fancy folk call this “email marketing.”

Now, I know you might have noticed that email rates are going down. However, email is still the MOST effective online marketing tool.

You should be emailing your audience at least once per week to nurture the relationship and it is SO SO SO important. There is no point in growing an audience if you never communicate with them, darling!


I know your services are awesome. You know your services are awesome. But you cannot expect anyone else to know that unless you give them all the details about what the experience of working with you will be like from start to finish.

A work with me page is a lot like a sales page (thank goodness) so you can use the 14-part sales page recipe to write a good one.


On your work with me page, you have to make it very clear what action you want people to take if they’re ready to work with you.

I believe with all of my heart and soul that the very best call to action is “FILL OUT AN APPLICATION FORM, BUCKO!” (You can drop the Buck-o part if that’s more your style).

Want to know why I don’t recommend free consults? I’ll spill the beans if you click here.

LEAVE A COMMENT, BUCK-O! Which one of these tweaks are you going to tackle first?


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The 3-Part Launch Strategy that Works Every Time

No matter what type of offer you’re launching, social media platforms you prefer, or what tech tools become all the rage, these three phases are rock solid.


If the word “launch” makes you want to slam your laptop shut and hibernate, I hear ya.

Whenever you put something out there — a project that you’ve been working on, a service that you developed, an online course that you have spent months creating — it’s terrifying.

In the back of your mind, you’ll probably always have that fear… But what if no one buys it!

I’d love to tell you “that’s not true” or that “lots of people will buy your offer”. But honestly, I can’t guarantee that if I don’t know your launch strategy.

Launch strategy. WTF is a launch strategy?

Honestly, what all do you have to do to launch a new offer?

What does launching actually consist of?

The launch strategy that I use always consists of 3 phases: Attract, Amaze, Ask.

No matter what type of offer you’re launching, social media platforms you prefer, or what tech tools become all the rage, these three phases are rock solid.

At each stage, there are a number of things that you can do to make it a success. As your business and the online business world evolves, you will likely modify your specific tools.

No matter what, you need to have all three phases when you launch.

Watch the video to find out how I plan out every single one of my launches:


The point of this phase: The first phase of your launch is the “attract” phase. This is where you’re going to find the people who need what you do. The goal of the attracting phase is to get people on your email list and / or subscribed for your free training.

What’s included: You’ll want to offer some kind of free training for your audience to give them a taste of what they’ll get when they get your paid offer. This might be:

  • A free email course
  • A webinar
  • A video series
  • A social media challenge
  • Combination of things

The big mistake people make at this phase is assuming they don’t need to offer a free training if they already have a list. Newsflash: yes you do! Otherwise, you’re not whetting your audience’s appetite for the specific topic that your service or product will help them with and your launch will feel like it’s coming out of nowhere. (P.S. If you don’t have an audience, it’s time to build one! You can’t launch without a list).


The point of this phase: Once someone has said “yes” to your free training, you’ve got to wow their socks off! This is the wooing phase. It’s where you need to romance and show what you’re made of to build a trusting relationship with your reader and whet their appetite for your topic.

What’s included:

  • Delivering the socks off of your free training by giving away your best tips for free so that they’ll be ready for more 🙂

The big mistake people make at this phase is skipping this step because they’re too focused on their own income goals and freaking out about making their launch work. The thing is, if you don’t nurture the relationship with your reader, it’s like asking someone to marry you on the 2nd date — totally weird.


The point of this phase: This phase focuses on everything from the moment that you open your cart to the moment you close it. Basically, it’s when you are actively promoting your offer.

What’s included:

  • The “pitch” that you give at the end of your free training
  • Social media posts used to promote your offer
  • Facebook Ads to target “warm leads”

The big mistake people make in this phase is that they either (a) skip to it before doing phases 1-2 or (b) they feel weird selling and thus wind up not really telling people about the offer.


Psst! Did you know that if you grab The Launch Copy Kit before 5pm on Friday, February 24th you will get some extra bonuses? The price is going up by $100 at that time, too. Get all the details!

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How to Turn Your Service into an Online Course

Creating an online course is a lot easier if you're already working with clients. You can turn your service into an e-course!

In my blog on Services vs. Courses: Which Should You Offer I talked about the wonders of diversification. In short, I think it’s awesome to have a variety of “types” of offers to diversify your business’ income and create a more reliable revenue over time.

Caveat: this takes a lot of time! Though I recommend working now to EVENTUALLY get to the point where you have 6-7 revenue streams, you can only focus on one at a time.

So here’s the thing, if you don’t already have an essentially “booked out” service, I recommend working on that first. Here are some resources to help you with that:

#1 – My signature program, Yay for Clients, which will launch 2-3 times per year.

#2 – Here are 12 core actions you should be taking to book more clients now.

#3 – Here’s the exhaustive guide to packaging a service

Having a DIY version of your one-on-one service is a great way to serve clients who may not be ready to work with you one-on-one.

In the past, if I spoke with a potential client for CPR I often told them to get and use the Sales Page Kit first because I knew they wouldn’t get a good ROI on a one-on-one service.

Here’s the steps I recommend for turning your service into a DIY course or online program:

#1 – Prove that Your Process Works

  • Work with enough clients to really master your service, work out the kinks, and perfect your method.
  • Get testimonials from clients. You can use the relevant information from them on your course sales page!

#2 – Start with “leveraged materials”

  • The best way to move from service to product is to start “productizing” your service.
  • The more I automated parts of Sales Page CPR, the more confidence I built in my ability to teach clients how to write their own sales pages.
  • You can later use these materials as a part of your course.

#3 – Spend your marketing efforts building your list

  • The key jump you need to make between services and products is having a sizeable enough list that your course will actually sell.

#4 – Let the course marinate

  • Start outlining your course and organizing the information. Really consider what should / should not be included. Don’t wait until the last minute to start building your course. By the time you’re ready to offer a program, you should already have a clear method to sell.

#5 – Launch a Minimally Viable Product

  • In other words, if you’re not embarrassed by the first version of your course, you waited too long.
  • You can launch the course before you have all of the materials created (as long as you have a rock solid outline of what will be included)
  • Use the initial round of students to help you work out the kinks. This is what I did for Yay for Clients 🙂

Do you offer a service that you’d like to turn into a course? Tell me about it in the comments below

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The 6 Pillars of Hosting Your First Kick Ass, Money-Making Webinar

How to host a high converting webinar as a part of your online course launch.

Hey rule breaker!

In today’s post I’m thrilled to be talking about a topic I haven’t discussed much, which is WEBINARS!

I’ve been hosting webinars as a marketing tool since early 2014 and over the years I have found a “formula” for putting together what I think are pretty kick ass webinars. People regularly tell me that my webinars are the best they’ve ever been to, which is always my goal!

I don’t tell you this just to toot my own horn (though I’m pretty damn proud) but to show you that the tips I’m going to teach you in today’s post totally work!

Many of these tips are not new ideas, but they are the ones that work for me. I don’t believe in re-inventing the wheel or fixing what ain’t broke, if you know what I mean 😉

Webinar Tip #1 – Pick the Perfect Topic

I wrote an entire blog on this which I highly recommend reading but here’s the gist…

Your webinar topic needs to be something solves a specific problem / offers a specific result that your audience is craving.

The biggest mistake I see people making when picking webinar topics is making them WAY too broad.

For example, which webinar do you think people would be more likely to sign up for:

  • Health Tips for New Moms
  • The 5-Minute Formula for Getting Fit as a New Mom

Psst! If you are using your webinar as a sales pitch for your program, frame the content around the formula / system you teach in your program!

Webinar Tip #2 – Create Killer Content

The trick to creating the best webinar content is to balance (a) selling your system / formula with (b) teaching just enough to get people a result WHILE THEY’RE AT the webinar.

The way I do this is by teaching one key tip for each part of my strategy. You can see how I do this in the Outline Your Sales Page Webinar. I teach my 14-part sales page framework (my formula) and I give key action steps for the first 3 sections to help you to get a deeper result.

Webinar Tip 3 – Get People to Sign Up + Show Up

Webinars are a great tool for list building and nurturing the list that you already have! Personally, I mostly use webinars as a part of my launch strategy and it’s how I generate most of the sales for The Rule Breaker’s Club.

Here’s how to build your list with your webinar:

  • Target FB Ads towards people who have visited your website (you’ll need to add your Facebook Ads pixel to your website to start collecting this audience!)
  • Invite your social media audience to your webinar (you can build your social media audience with a 5-day challenge if you don’t have a big enough audience).

Here’s how to nurture your list with your webinar:

  • Invite everyone currently on your list to join your webinar

Here’s how to make sure that everyone who signs up shows up:

You can expect about 20-30% of the people who signed up for your webinar to show up. Here’s how to raise that percentage:

  • Make sure to send out a couple of “rev up” emails before your webinar to deliver a bonus gift, remind people why they should come live (to get the best results!), and generally get them jazzed about your webinar!

Webinar Tip 4 – Be the Webinar Hostess with the Mostest

When you hit “broadcast” on your webinar, you effectively become the host of a TV show all about your topic! Your goal is to keep up the energy, teach some awesome tips, and get people excited about what you do.

  • Get people interacting in the chat! I always remind my audience that the chat is my favorite part and I encourage them to make one new friend 🙂
  • Speak with enthusiasm. If you don’t seem excited about your topic, how can you expect anyone else to be?

Webinar Tip 5 – Pitch Your Offer

Planning a sales pitch for the end of your webinar? Wonderful! Here’s how to do that:

  • Remind people of the bigger goal + the progress made during the class.
  • Tell them that if they want to continue working with you towards this goal, you have a program / service to help them do that.
  • Give them all of the details about your offer.
  • Offer a “fast action” bonus for anyone who purchases before the end of the webinar.

Webinar Tip 6 – Maximize the Post-Webinar Period

Wait! The end of the live webinar is not the end of hosting a kick ass webinar.

Remember, your webinar is a part of a bigger launch strategy. It’s a big mistake to leave your audience hanging after the live part ends.

After your webinar make sure to:

  • Offer a limited time bonus that expires a couple days after the webinar
  • Offer a limited time replay for people who couldn’t be there live.
  • Email your audience reminding them of the benefits of your offer and bonuses

Tell me in a comment: What’s your #1 question about hosting kick ass + high converting webinars?

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10-ish Habits That Keep Me Sane as an Entrepreneur

Great tips to help you stop feeling overwhelmed by your business and redesign your lifestyle as an entrepreneur.

For the past 3-4 years I have been in full-blown hustle mode working like a mad woman to get my business to a point where it makes money while I’m watching a Jane the Virgin binge on Netflix. (If you haven’t seen it, put it on your “must watch” list!)

When I was in the beginning stages of business I would have killed to have the “luxury problem” of having too many clients and too much work to do. I often felt like I was pretending to be busy with a fake business 😉

But once the clients started coming and the opportunities started knocking, I really struggled to STOP working all of the time.

Fun fact: It’s a slippery slope to say “yes” to a late night client call because, you know, time zones. And you want to be accommodating. Which is a totally reasonable thing to do.

Before you know it, you’ve gone from working once on the weekend to never taking a day off (even if you’re not physically working you’re often mentally working).

I’ve always struggled to find and stick to a daily routine and without any fixed “start” and “stop” times on my work, I wound up sitting in front of my computer all day without doing anything productive.

And then something magical happened – I spent 3 weeks more-or-less without a wifi connection and my business made money! While I was drinking mid-day tea and reading a book!

While I was on my internet-free vacation I promised myself that I would not go back to my workaholic ways upon arriving back home. In order to make that happen, though, I knew that I would need to “re-design” my life.

In essence, I knew that my home environment was full of triggers that would make me want to go back to my habits.

There are 4 things that I’ve done to restructure my environment and enjoy my life:

#1 A Basic Daily Framework

These are the simple “landmark” elements of how I am now structuring my days:

A Simple Morning Routine:

This consists of my quick, 3-part morning ritual of “pee, make bed, and meditate”. So far, this has been a ridiculously easy habit loop to stick with!

Always Take an Hour for Lunch:

I spend this time preparing a good lunch of at least two courses, sit and eat mindfully, and then either go for a walk, run an errand, or read.

Afternoon Snack + Tea Time!

One of my favorite parts of being on vacation in Algeria was how fixed the daily routine was (which is how I realized how badly I needed one). In particular, I enjoyed sitting to have a snack and tea or coffee at 3 or 4pm.

Dinner at 7pm

Again, I find it really helpful to eat my meals at the same time every day. Helps to set new habits and create triggers so that you don’t have to make any decisions.

#2 Lots of Movement breaks

Sir Richard Branson is known for exercising several times per day (and we’re not talking “going for a walk” here. He does intense, sweaty exercises).

Personally, I hate going to the gym and am on doctor’s orders not to run (which is my favorite exercise) so here’s what I’ve been doing instead:

Yoga Mat Always Out

My yoga mat is on the floor in my office 24/7 so that I can take a little yoga break every few hours and stretch out after sitting at the computer for a while.

Walk Everywhere + Enjoy Running Errands

While I was on vacation a French friend of mine told me that she worries about the “Amazon culture” and how we seem to forget that running errands is a healthy part of life. It seems like we’re obsessed with the idea of never leaving our houses.

I could not agree more.

Don’t get me wrong, I love me some Amazon Prime delivery, but I also make a point to walk to our local open-air market 2-3 times per week to buy food for the next day or two.

Getting out of your house makes you a healthy human for many, many reasons!

#3 Cook more

My poor eating and cooking habits were thrown in my face on multiple occasions during my vacation. I no longer have pride in being a workaholic who doesn’t have time to cook (which I used to wear as a badge of honor).

Let’s be honest: Most people in the western world eat like shit or are so obsessed with calculating their health, nutrition, etc to a point that it becomes a chore. No thanks!

My goal is to eat at home at least 6 days per week and cook from scratch whenever possible. (It certainly helps that I have a partner who loves cooking even more than I do!)

P.S. Cooking dinner is a great trigger to stop working in the evenings!

#4 Remove Temptation to Work

You’d be amazed at how crafty your brain can be at finding access to social media even when there is virtually no internet.

I personally think social media is incredibly dangerous for our mental health, so here’s what I’m doing to limit my own access:

No Social Media on My Phone

I deleted Facebook, Twitter, Pinterest, and other social media platforms.

To prevent myself from logging into Facebook on the browser (instead of in the app) I have a crazy password that I can’t possibly remember and only use the “Private Browsing Mode” in the Safari browser that doesn’t save browsing history. This makes it an extra pain in the ass to log in and prevents me from doing so most of the time.

Unfollowed Everyone on Instagram

Instagram is the only social media app that I didn’t delete from my phone because I can’t update my profile from a computer.

Here’s the thing: I realized that 90% of the time I spent on Instagram was browsing through posts in my feed.

So I decided to delete my Instagram feed by unfollowing 997 people (it’s not personal, I swear!) Sometimes extreme measures need to be taken in order to make a change.

Since deleting everyone I have re-followed 3 or so people and honestly feel no desire to follow anyone else at this point in time.

Logging into Instagram is no longer a satisfying distraction!

You do not in any way, shape, or form have to do these same (and even crazy) actions to reclaim your sanity.

I wanted to write this post to share what I’m currently doing and start a discussion about what it takes to actually live the life you want as an entrepreneur.

The truth, I fear, is that many of our favorite successful business owners are actually drowning in stress that is affecting their relationships, health, and happiness.

Hopefully talking about these things will help us to prevent making that mistake.

I’d love to hear from you! What’s one habit or routine you want to put in place to make your life more healthy and enjoyable?

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Services vs Online Courses: Which Should You Offer?

This is a must read if you're thinking of launching an online course for your business. You might want to book out your services first...

So you’ve heard that offering online courses are all the rage, eh?

Perhaps you’ve taken note that the hot shot entrepreneurs that you follow on social media are all offering e-courses.

You’ve even learned words like “leverage” and “scalability” and you love the idea of having “passive income” or creating something once and making money on it many times.

And though I don’t believe there’s any such thing as truly passive income (I urge you to let go of the sexiness of that term as soon as possible), I do think that offering digital programs is a fabulous way to grow your income past your personal capacity to exchange hours for dollars.

However, I am alarmed at the number of people who are trying to launch e-courses before spending at least one year running a service based business.

I truly believe that 99% of entrepreneurs in the “online business” space should be starting their businesses with services for a few reasons:

#1 – It’s a lower point of entry.

To make enough money to live off of with digital products (or worse, physical products) you need to sell a lot more quantity than if you offer a mid-priced service.

#2 – Find Your Groove.

It takes time to figure out where you fit in. I started out as a résumé writer then became a website copywriter and then sales page copywriter and now I’m obsessed with packaging services. Each time I make a move, it takes a bit of time to find my groove, develop my signature schtick, and get known.

#3 – You can’t help people many to one if you can’t help them one to one.

This is perhaps the most frustrating thing I see — people who haven’t actually worked with clients one-on-one to get them consistent results who think that they can create an e-course.

Let go of this limiting belief: You don’t have to do the same thing forever

Your business will change and evolve constantly so stop trying to find one thing that you can do forever and ever and ever and just get started!

Your business should be the umbrella under which you create all kinds of offers over the years based on what your audience is craving and what you feel like you can genuinely and passionately help them to achieve.

Multiple revenue streams are a good thing

As my mentor Natalie MacNeil says, “million dollar businesses need 7 streams of revenue”.

In my personal experience, it’s absolutely wonderful to have multiple streams of revenue.

I still offer one-to-one services in the form of 90-minute power sessions, have low-tier products under $100, mid-range programs like The Sales Page Kit available all the time, and a more intense program, Yay for Clients, which I plan to launch a couple of times per year.

This variety is what allows me to create consistent revenue. But it takes time to get here.

It is by slowly creating one product or service at a time and optimizing it that I’ve gotten to this point where money is consistently coming into my business. You can’t create more than a couple of offers per year.

You will find your own balance

There is no “one size fits all” formula. Though you may dream of doing nothing and making purely “passive income” I personally do not believe that is a reality. While offering digital products helps to get past the 6 figure revenue mark by offering a one-to-many option, in my experience it is in no way “passive”… at least not yet.

Launch an online course once you have an audience and a strategy.

You can’t just pop up an e-course on your website and expect people to buy it. That may sound like common sense yet I get questions from entrepreneurs all the time saying things like, “I created an awesome sales page! Why aren’t people buying?”

First, you need an audience. I wouldn’t launch any products until you have at least 100 people on your list. Even then, you should expect 2-5% of people to buy unless it’s super engaged. (This percentage gets smaller as your list gets bigger).

Second, you need a strategy. You have to create excitement and anticipation about your program and topic before giving an irresistible sales pitch. If you’re not ready to do these things, I suggest figuring them out before launching an e-course.

Leave a comment below and tell me: Do you offer services, courses, or both?

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Can You Create a Signature Service in Any Industry?

How to get more consistent clients by creating a signature service for your business.

If you’ve been reading my blog posts or watching my videos for any period of time, you likely know that I’m a BIG advocate of getting ultra niched and launching a signature service.

I’ve written a few articles on the matter including:

7 Reasons Having a Signature Method will Attract More Clients

The Exhaustive Guide to Packaging a New Service

12 Actions You Can Take to Book Clients Now

And yet, I can hear your thoughts spinning in your head as you read this. You’re wondering, “But can I create a signature service in MY industry?!”

There are 3 reasons people don’t create signature services:

  • You work in an established industry (think lawyers, virtual assistants, photographers, web designers) and can’t see how you can create a signature service that’s different from what all the other people are doing.
  • You’re multi-passionate and you’re terrified that you can’t stick with one thing forever. You resist niching like the plague.
  • You resist creating a signature service because all of your clients are unique and you can’t imagine forcing all of them to fit into one box. How can you possibly have a one-size-fits-all solution?!

Click play to hear how I would coach you through each and every one of these blocks to creating a signature service:

Did you know that I experienced all three of these excuses before finally admitting that creating a signature service is the way to go?

As a copywriter, I struggled with the fact that all of the copywriters offer more or less the same services. I thought that I also had to offer website copywriting services (so I did). As a result, I wound up competing on price with other copywriters. I refused to play that game.

As a person, I am multi-passionate. I have French degree, inhale psychology books like air, love to travel, and would even like to write fiction books one day. For a long time I tried to find a way to mix all of these things together into the perfect potion of “Courtney” The thing is, my clients don’t care about my passions, they care about the results that my services provide. Your business isn’t supposed to be a perfect potion of everything that is you. Please, for the love of god, do not force your business to fulfill your entire life’s purpose. It’s not possible.

As an entrepreneur, I was young and inexperienced. I started my business when I was 23-years-old. I had zero professional experience writing website copy before becoming a copywriter. It took me a while to figure out what I liked to do, what I was good at, and where I thought I could be the most helpful. In that way, the experimentation was important. Once I figure it out, however, it became vital for me to establish a signature service.

Over the years I’ve learned that having a signature service is THE ONLY WAY to claim your territory in a crowded marketplace.

After two years fighting for copywriting clients and never knowing if I’d have enough money to pay rent, I decided to specialize in writing sales pages.

Within weeks of declaring this niche, I started booking out clients. Soon, I was able to raise the prices on my signature service, Sales Page CPR, before creating a productized version of the service (The Sales Page Kit).

I truly believe that you can do this in any industry.

For example, in my online program, Yay for Clients, my students have created and booked out signature services doing things like:

It all comes down to this: There are hundreds of things that I (and others) wish existed but don’t. You can either continue doing the same thing that everyone else in your industry is doing, or you can discover one of the many problems that are not being sufficiently solved and solve it for a profit.

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