In this episode, I’m going to do some troubleshooting for your business so you can find out why you’re not seeing the financial return you expect. I do this on my Clarity Calls and when working with my Elevate clients. It’s all about testing and tweaking what is and is not working. While you might have some parts of your business working well, there may be other areas that are stopping wealth from coming to you.
If you’d like me to look at your business and why you’re not seeing the financial return for your effort – at whatever level you’re at – then book a Clarity Call with me.
Are you articulating your message with enough clarity?
If you’re not getting the sales you want then you need to look at how you are articulating your message first. You need to make sure that it’s as relevant as possible. When you articulate the value of your offering, you need to communicate the tangible benefits and outcomes for your clients.
- Why would someone buy this?
- Who is this designed for?
- And why is it so urgent that they buy it now?
- How will it change their life?
- What are the consequences of them not buying?
- When they do take action to buy it, what is the outcome?
When you can answer these questions and understand why you are a critical must-have, you will see an immediate financial return.
If you want to take this to the next level, then you need to create messaging and marketing that will obliterate all objections. Get the objections out of the way so your future clients are in on a big fat yes to working with you.
Are you being as relevant as possible?
Are you communicating your message to a particular person who has a particular problem or wants a particular outcome? You need to make sure it’s niche enough and brought out the outcomes that will make them say yes. When you draw out a process without showing someone why they need that process, there will be a problem.
For example, I was helping a client with a sale page copy. They’d done a beautiful job laying out the modules and what will happen each month but that only tells someone what you’ll be taking them through. Except this can be overwhelming.
It’s a bit like being a first-time parent. If you truly knew everything you need to go through for happy family life, it would be overwhelming. You need to know about the benefits and rewards as well.
You need to be clear on who you are speaking to and demonstrate the rewards and outcomes of working with you. What will life look like for them when they’ve been through your process? How will it impact their life? Dig into the specifics of each area of life. You can only do this if you dig into your ideal client.
You definitely need a proven process to reach this stage – both features and benefits are equally important.
If you’re getting sales but not seeing enough of them, it’s about taking that messaging to the next level. Looking at the reasons why they are saying no to you.
Are you taking enough action of the right action?
Are you stuck in strategy mode? Plotting and planning but without taking action. If this is you, then you have a serious issue. You might need to speak with Lucy Orton who is brilliant with this.
You might be dealing with some mindset gremlins. Sometimes you might be out of alignment with their niche. If you’re not in alignment with your niche, there is a problem. A fear of becoming known for the wrong thing will hold you back. Yes, your niche needs to make business-sense but you need to be happy to be known for that one thing.
You might also be not asking for a sale. Having a call to action is crucial as part of your content. You need to give them the next stage and ask for the sale. I’m all for inbound marketing but you do need to let people know there is something to buy. You have to be willing to ask for the sale.
Check in with yourself that you taking action on the right things. And that you’re being visible in the right areas. For example, there are more strategic ways to do PR than appear in a national newspaper. Unless you have a wide audience demographic you are probably not in the right place. You might be better of going to a publication or membership with the right demographic where they are all gathered in one place.
Make sure you get in front of the right eyeballs. And make sure your audience-building is part of the content journey. Get them to download the freebie, book a call or join your group. You need to pull them down the rabbit hole rather than look in from the surface. Actively build your audience and pull them down the content funnel.
Is your business model right?
If you do not have the right platform to scale, you will not hit that 7-figure business. You need to think about going beyond delivering from you alone. Is it by growing a team or digitising the product? Do you license the product?
Bear in mind that your ideal client may not want the service in the way you are serving it. Are they buying a self-study or do they want one-to-one service? You do need to be considerate about who you want to attract. Does the product and delivery method match the ideal client?
The volume of money might be on lower end product to more people. If you want to scale to 7 figures as a coaching business, you might need to look at a different ideal client. You can also scale by bringing on a team of coaches. Theny ou need to consider business brand versus personal brand. People then need to buy into your methodology rather than you. Clients needs to trust the people you bring in to deliver.
Are you aiming high enough?
Are you setting yourself goals? I used to be terrible at setting financial goals. If you don’t have financial goals, how will you measure how you are growing. Where are you loking to get to? If you don’t know where you’re going then how will you get there?
If you’re far from your goal then you might need to take a zig-zag route. And if you don’t feel like you’re getting a financial return – what’s the financial return you were hoping for?
If you never set a goal then how will you feel satusfied by your business? It’s great to always want more but you need to raise the bar so you can reach the first goal.
Do you have enough credibility?
If you are showing up and you don’t have that credibility, then people will find it harder to trust you. For example, if you’ve been through the process and come out the other side, you can use yourself as a testimonial at the start. But you need to make sure the clients you find are closely related to your journey else you’ll lack credibility. People need to see social proof.
If you’ve not taken anyone through the process before then you should take someoen through for free or a nominal fee to give yourself credibility. It proves to yourself that you can do it. This will give you confidence. Your confidence will show through on sales calls.
You can also specialise. When people see that you specialise, they will want you. This raises your credibility level. It also helps your confidence as you nail your learning and developing in that direction and boosts your expertise. This will also help you become an expert quicker than if you don’t niche.
Have you got your positioning nailed on?
You need to build market leading credibility and look at:
- Creating your unique magic bullet – your unique sales point
- Social proof and case studies
- Running your own Facebook Live show
- Writing a book
- Speaking gigs
These can all help build your credibility. How good you are and what you do can make little difference when it comes to sales. Being market-leading is the difference. This is when people keep coming back and share how great you are.
Book a Call with Jen – bit.ly/claritycallpodcast
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