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:

PHASE 1: ATTRACT

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).

PHASE 2 : AMAZE

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.

PHASE 3 : ASK

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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How to Price Your Services When You’re Just Starting Your Business

The pricing strategy for new business that will help you get more clients as soon as possible.

I know from experience that starting a new business often feels like an endless trap of Catch-22s.

You know that if you had a few clients it would be easier to get more clients.

But how do you get the first slew of paying clients in the first place?

And what should you be charging for your services?

Should you “charge what you’re worth”? What does that even mean anyway?

In this video I’m giving you the full scoop on what I REALLY think about the advice to “charge what you’re worth” and what I recommend doing instead:

 

Here are those resources I mentioned:

The exhaustive guide to packaging a new service.

7 Reasons Having a Signature Method will Help You Attract More Clients.

The Seth Godin quote I mentioned came from Tim Ferriss’ new book Tools of Titans (affiliate link), which I am currently devouring.

 

I’D LOVE TO KNOW IN A COMMENT BELOW:

What do you think of my take on “charging what you’re worth? Do you agree or disagree?

Which step of my 3-step pricing strategy do you need to do next?

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12 Actions You Can Take to Book Clients Now

Ready to book out your client based business in the next few months but not sure what specific actions you need to take to make it happen?

 

Ready to book out your client based business in the next few months but not sure what specific actions you need to take to make it happen?

Today, you’re in for a treat!

This post contains 12 big things you can do to attract more clients. But you should download this master checklist for 64 specific actions to take to get more clients ASAP.

 

Alright, so let’s dive in!

Here are the 12 main things you must do if you’d like to start attracting more, high paying clients ASAP:

 

#1 – Upgrade Your Marketing

In order to charge premium rates, you have to have a premium brand. This means no ugly stock photos, half-assed design, or using photos from your wedding as your brand photos.

Your marketing encompasses everything that your target audience sees from your business.

Here’s what you can do now: Ask yourself – what’s the one piece of marketing that, if you invested in upgrading it to the next level, would have the biggest ROI for your business?

 

#2 – Be Incredibly Valuable

I love when people find my website or Youtube channel and send me a message saying, “Wow! You give away so much amazing content for free!”

Yep, that’s my strategy 🙂

If you have a zero-sum view of the world, this might be a rough philosophy for you to wrap your head around. I honestly don’t believe that by sharing my best stuff for free that I’m hurting my business (far from it).

Here’s what you can do now: Name one place where you can consistently offer incredible value for free (blogs are a great place for this, but so is social media!). Then, create a plan for doing so!

 

#3 – Become the Best in the World at What You Do

Are you consistently improving your skills so that you can get better and better and better at what you do over time?

Do read books in your specific industry as well as business books to improve your business skills?

Think about the last training you took: Was it a business training or a training in your industry?

I’m not saying that you need more education in order to be credible. I believe that you’re already credible enough to run a business. What I’m saying is that you should always be getting better and honing your craft.

Here’s what you can do now: Go over to Amazon and grab a new book that will help you get better at what you do!

 

#4 – Get to Know Your Audience (Better than You Know Yourself)

I just did a whole blog post on my best Mind Reading hacks to get to know the exact thoughts that your target clients are thinking. I highly, highly recommend checking out that post!

The success of your business depends one hundred kajillion percent on your ability to empathize with your audience.

Here’s what you can do now: Check out the Mind Reading Hacks blog post!

 

#5 – Gather Testimonials from Past Clients

Did you know that in order to get high quality testimonials, you have to set up a system for asking for them?

Testimonials go a loooong way towards selling your services. People love to see that other people have tried and loved working with you.

Here’s what you can do now: Find out how to gather awesome testimonials

 

#6 – Create a Signature Service (or Tweak the One You Have!)

Hi, my name is Courtney and I’m obsessed with signature services!

I believe that ALL services should be “productized” services. This means that your service is so well defined that it’s the exact same experience for every single client.

Don’t think that you can do that for your industry? You’re wrong, my friend!

Here’s what you can do: Learn the 7 reasons having a signature service will attract more clients

 

#7 – Craft Better Packages

Let’s talk about business models for a sec, eh? (<– I live in Canada)

Do you know if your current service offerings are actually at the right price points?

Do you know if your current service offerings are strategic enough?

Did you look at some other people’s websites in your industry and craft your packages based on what other people were doing?

If you’re starting to second guess your service packages, that’s a good thing. Most people whip up services without knowing whether or not the price points will work or if it’s what your target market actually wants to buy.

Here’s what you can do now: Offer two services. One lower priced (accessible) and one higher priced. The lower priced service can “lead into” the higher priced service.

 

#8 – Run Irresistible Promotions

Do you know how to book clients on demand?

Like, let’s say that you’re trying to buy a plane ticket to escape winter and you need cashflow fast. Or maybe you just need to pay rent (I hear ya, sister!)

I believe that every service based business owner needs a few “back pocket” strategies for attracting a slew of clients when needed.

Here’s what you can do now: Run a promotion for a service so that you can create cash flow ASAP!

 

#9 – Write an Incredible Work with Me Page

Do you really need a work with me page?

Can’t you just hop on the phone with people and give them the details of your offer?

Yes, you can do that. But it’s ridiculously inefficient.

The whole point of your work with me page is to do 90% of the selling for you. This way, when you get on the phone with a potential client, the conversation is less about giving the details of your service and more about seeing if the client is a good fit.

In order to do this, though, you’ll have to stop writing proposals and start offering a productized, signature service. Are you ready for that?

If so, download this list of 64 actions you can take to attract more clients ASAP!

 

#10 – Host High-Converting Sales Calls

Ooh baby, this is super easy if you followed step #9!

Sales calls don’t have to be scary — they’re not scary when 90% of people say yes and you feel no attachment to “convincing” people to buy from you.

That’s the magic of having a high converting work-with-me page. It’s a 24/7 salesperson for you and gives you all kinds of time to work on your business instead of spending your life hosting free calls with people who are NOT interested in working with you. #freeloaders

Here’s what you can do: Work on your work with me page!

 

#11 Systematize Your Service

Talk about time freedom! It’s so hard to systematize services when you’re customizing your packages each time you have a new client.

I lied.

It’s not hard. It’s impossible!

Here’s what you can do now: Write some email templates to send to your clients throughout the experience of working with you.

 

#12 Spoil Your Clients Silly

Do you want to get repeat clients?

Do you want your clients to rave about you to their friends?

If so, you have to make sure that the entire experience of working with you is INCREDIBLE.

No, you don’t need to pull any rabbits out of your hat. Honestly, the smallest, most simple actions go a long way.

Here’s what you can do now: Pick 3 gifts that you could send to any one of your clients. It’s nice to have a few options, but by limiting it to 3, you won’t waste hours trying to find the perfect thing!

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4 Key Mindset Shifts that will Help You Attract More Clients

Is your mindset holding you back from booking our your services? Here’s how to mentally prepare your business to book more clients.

 

You’ll be excited to hear that the strategies you need to put in place to book out a client based business aren’t that complicated.

Honestly, the same strategies apply to every service-based business out there.

The thing that IS getting in your way is your mindset!

I believe that I can teach you the exact strategies you need to book out your client based business….

BUT!

The problem is that if you don’t update your mindset, you will self sabotage faster than you can say, “Entrepreneur”.

Watch the video to find out the 4 main mindset shifts you must make to start booking as many clients as you want:

Mindset Shift #1 –

Stop hiding and start being seen.

No one can ever work with you if they don’t know that you exist!

Yet so many entrepreneurs are terrified of putting themselves out there. Honestly, I think more than 50% of people are sitting around paralyzed forever and never wind up taking action.

Riddle me this: What’s the worst case scenario? What are you so afraid of? (Tell me in a comment below!)

Let’s be real – thousands of people will not flock to your first blog post. The fears that you have of criticism are not based on facts, they’re based on ancient biology.

Don’t be selfish! The longer you procrastinate, the longer your target market will have to wait for the solutions you have to offer them.

You have value to contribute to the table and people who need what you have to offer are stagnating because you are procrastinating publishing a blog post, interacting in a Facebook group, attending a networking event.

 

Mindset Shift #2 –

Stop being a freelancer and start being a BOSS

The big difference between a freelancer and a business owner is that business owners decide how things work. They create products and services, set boundaries, and make the rules (that’s right, yo!)

An employee or a freelancer is at the mercy of the boss. Wouldn’t you rather be the boss?

Here’s the great part: your clients WANT you to be in charge. That’s why they’re paying you!

 

Mindset Shift #3 –

Stop being a hobbyist and start getting paid.

This shift might bring up some of your “imposter syndrome”. We all struggle with this. Don’t worry.

If you’re wondering, “Who am I to make money doing what I love?”, you’re not alone!

What I want to remind you of is that you are starting a business for two reasons: (1) to make money and (2) to be of service. Those are the two goals of EVERY business.

Freeloaders don’t take your work seriously. It’s in your clients’ best interest that you charge a fair price for the work that you do.

 

Mindset Shift #4 –

Stop “Making Shit Happen” and start being prepared yet unattached

When it comes down to it, you have no control over how many clients you book.

What you can do is prepare the hell out of your business for an influx of clients. What would you need to do differently to accept 10 new clients? 20? 100?

Prepare your business! And then let go of the outcome.

P.S. If you are desperate to make money, get a day job. I worked as a barista for more than 6 months while building my business. You have to be willing to do what it takes.

Which one of these mindset shifts do you most need to make right now?

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9 Hacks for Reading Your Target Client’s Mind

Are you totally stuck when it comes to finding the right words to use when you speak to prospective clients?

 

Are you totally stuck when it comes to finding the right language to use when you speak to prospective clients?

Are you trapped in a cycle of using “industry” lingo that doesn’t resonate with the people who you want to serve?

Would you like to find words that truly hit your reader in the gut and make them think, “How did you get inside of my head?!”

That last one is what I like to call The Copywriting Badge of Honor 😉

We could all do a better job of communicating the value of our offers to our target markets.

In fact, becoming a Jedi mind reader is something you probably should do before you even create a service in the first place! (It can help you to find hidden problems that no other service providers are solving).

I’ve put together a list of my 9 favorite “mind reading” hacks for getting inside of your target client’s head.

I’d love for you to pick just one of these strategies to try out today! Leave a comment at the bottom of the post to let me know which strategy you’re going to try 🙂

Mind Reading Hack #1: Call upon your muses

Jot down the names of 3-5 real life human beings who are a perfect fit for your service.

What do they all have in common? What are their problems and desires?

What language are they using to talk about these problems and desires?

 

Mind Reading Hack #2: Journal entry

People skip this exercise because they think it’s fluffy and superfluous. Think again!

What we’re doing here is a hardcore empathy exercise.

Rather than journaling as you, I want you to pretend that you are one of your muses (you can do a separate “journal entry” for each of your muses).

Now, as your muse, spend 10 minutes brain dumping your answers to these questions:

  • What’s keeping you up at night?
  • What do you want to change about your current situation?
  • What do you love about your current situation?
  • What do you wish was true about your life situation?
  • Who are you jealous of? What do they have that you want?

 

Mind Reading Hack #3: Schedule “coffee” chats

No, you don’t have to drink coffee (though I’m all for it!) The purpose of a coffee chat is to have an informal interview / conversation with people who are in your target market.

You should record these calls OR make sure to jot down anything that people say that will be useful language to use in your marketing.

I’m all about the “lazy woman’s” guide to business – I prefer to have my target clients GIVE me language rather than coming up with it myself!

 

Mind Reading Hack #4: Send a survey

I learned vital information about my audience when I sent out a survey in the summer of 2015. This information was so useful that it helped me to decide that I needed to create a new course – and that’s how Yay for Clients was born!

Create a quick survey with 5-7 questions that really get at the heart of what you want to know (hint: questions should be focused on understanding your audience’s current frustrations and desires).

 

Mind Reading Hack #5: Read blog comments

Of your blog AND of other blogs that also serve your target market!

In fact, if you’re feeling frisky (and you’re not easily triggered by the so-called “competition)  you could even read the comments on your “competitor’s” blog to see what people are asking them on posts related to your topic!

Mind Reading Hack #6: Google search / Youtube search

Before deciding on a blog post headline or a Youtube video title, I always test various options in Google and Youtube’s search bars.

For example, this is how I learned that there are way more hits for the term “online course” than “e-course”. This intel helped me to decide which wording I should use more often in my copy.

 

Mind Reading Hack #7: Look at books

Much like scouring blog comments to see what questions people have, another great idea is to check out current books in your personal library.

Take a look at books written by authors who are clearly doing a great job relating to their reader. (This is NOT about reading books written for experts, but books written for non-experts).

For example, Denise Duffield Thomas of Lucky Bitch has a real knack for writing in a way that is ridiculously relatable and accessible. When I read her books I feel like I’m talking to a good friend.

 

Mind Reading Hack #8: Read their emails

Chances are your readers are already giving you so much great language and you are totally ignoring it!

I’m talking about email, baby.

When readers send you email, questions about your services, etc do you collect this language to use in your marketing?

Do you pay attention to trends so that you can create new or better services?

 

Mind Reading Hack #9: Use your past self as a test dummy

Did you used to be where your target audience is right now?

For instance, if you went from being super unhealthy to getting into ridiculous shape and you now coach people how to do that, you can use your “past self” as inspiration.

What thoughts did you have back when you were frustrated with the problem that your target clients currently have?

What kinds of things were you writing down in your journal that you wanted?

What types of blog posts were you reading? What were you googling?

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