August 26, 2020

Trying to hit 6 figures or 7 figures but feel so far away from it – there’s always a reason why you’re NOT hitting it. In this episode I help you to troubleshoot the exact reason why you’re not hitting the financial goals you’ve set out to achieve. 

Whether you’re experiencing rejection from the start or you’re plateauing below where you want to be, find out some of the key ways that you can fix up your business to reach beyond. 

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Please note this transcript is machine generated so it is not perfect and should be used for reference only, you will get the best from the podcast by listening to it in it's designed format.

It's time to troubleshoot your business and find out why you're not seeing the financial return in your business
Hello, and welcome to the expert unrivalled podcast. My name's Jen Hall, your business positioning coach and your Market Leadership Expert and on this episode, I'm going to be helping you to troubleshoot your business, to try and find out why you're not seeing the financial return on investment that you're putting into your business. This is something that I actively do with my clarity calls that I have with prospective clients and also when people are actually working with me, because as always, the journey is around testing and tweaking and finding out what's working and what's not working and whilst you might have one area nailed down, that could be a missing piece somewhere else, which is preventing the flow of wealth and money coming to you. So if you're somebody who's listening to this, just before I kind of crack on with some of the reasons as to why you might be finding, a block in financial return, if you'd like to actually get my eyes and ears on your business, to really look at it and find out what's going on, why perhaps you're not seeing the financial return for the effort.
And that may be at any level, whether that's the fact that you can't break through to your first five, figure six figures or seven figures, then do make sure that you book a call with me in the show notes on that call. We can find out what's stopping you. And also how I can help you within one of my programs or bespoke offerings to help you start moving your business forward and start seeing that financial return on investment. So just click the link in the show notes, or for those of you on the fly it's or just click the link in the show notes, and you'll be able to book that right in. So then the first thing I want to talk about is around articulation. If you are struggling to get any sales whatsoever, and you're really struggling to find that people that are actually wanting to buy from you, then there's a serious problem with your articulation and your messaging.
Now that's the first sign. If you're experiencing that rejection off the bat all the time, then there's an issue. We need to look at your messaging to make sure that it's as relevant as possible relevant being the key word here. So when we're looking at articulating the value of what you're offering, we have to look at the tangible benefits and outcomes that your particular ideal client is going to want to hear. Now, I'm not going to battle about on about this point too much, because we talk about it a lot on this podcast. But the key things here are to look at why would someone buy this? Who is this specifically designed for? And why is it so urgent that they buy it? How is that going to change their life? What are the consequences of them not actually taking action to buy it? And when they do take action to buy it, what's the wonderful outcome.
Once we can articulate that message and understand why you are such a critical must have, then you will start to see an immediate financial return. Now there are different layers of relevancy and articulation that you can take it to. That those are the basics. Once you've got that down, when you want to take it to the next level too, we stopped being as irresistible and as have, these must have properties as much as possible. Yeah. Clicking ads, creating messaging and supplementary marketing. That's going to obliterate all objections, get those out of the way so that they can feel totally 100% in, on, on a big fat yes to working with you. So that's when it starts taking it to the next level. When you start looking at things like objection, handling and King, how you can start to help them believe that it's possible for themselves and the rules so that you're the right person to do business with, which is what I'm going to come onto in a moment.
But that's the basics. If you're, if this is where you're at and your business, and I'm not going to go into these, I've got to do a quick overview of all of these. If you want to go into any of these into more depth than I seriously suggest you book a call with me, because we can have a look at your business and I can give you some more insider info as to why that might be happening. What's going on for you specifically. So I'm just going to take you through some of the things that will cause these problems. So that's the first thing is articulation. Have you got your messaging down, all you being as relevant as possible, are you specializing that message to a particular person who has a particular problem or wants a particular outcome? We need to make sure that it is niche enough and we have drawn out all of them, the benefits and the outcomes that are gonna make them want to say yes.
When you try and sell a process without actually showing them why they need that process, there's going to be a problem. And so that's really integral to when you're selling you know, recently helping a client with some of the sales page copy and as I was going down, I noticed that they did a beautiful job with kind of like laying out modules and what's going to happen in each month and so on and so forth. But actually what we're doing is we're just telling them what we're going to be taking them through, which can actually feel rather overwhelming. You know, we don't, when we talk about becoming parents for the first time, you know, yes, we hear, yes, we do hear the horror stories and so on and so forth. But if you truly knew everything that you needed to go through in order to have a happy family life, it would probably sound rather exhausting.
And if we didn't talk about all of the other benefits and the rewards at the end of it, we wouldn't want to go through any of that. We would literally just be like, no, I'm good. Thank you very much. Late nights, nappy stinky children. I am fine as I am. But the fact is we know that we're happy to go through those horror stories because we know what's going to come out at the end of that. Now I know I might be talking to some people who don't want kids. That's fine. Doesn't apply to you. In fact, that perfectly demonstrates my point around ideal client and making sure that you understand who you're speaking to because for some people they might not want kids. And so you're actually, yes, the, you know, the rewards of benefits aren't even enough to attempt them. And again, so you need to be, be clear on who you're speaking to to make sure that you are getting your messages.
Right. but yeah, it kind of demonstrates my point on you need to demonstrate all the benefits and rewards and outcomes that they are going to get. So once they go through that process, you're going to be able to achieve what things, what is life going to look like on the other side? How is that going to impact the finances, the mental health, the mindset that general health, their family, their friends, the relationships your own happiness, all of these different things, you know, potentially your, your ability to buy houses or whatever it is. We need to really dig into those specific. And I was quite generalist even then on to talking about the different areas of life that you can talk about. You want to dig really deep to some specific and the where you're going to get specific on those outcomes is by really digging into the particular type of ideal client that you're looking at.
So that's really key looking around a client, looking at that articulation, that relevancy, and really, really hammering in those outcomes effects of working with you. Yes, the process is important and yes, you do need to have a roadmap. And I'm very clear about that. You know, your signature system and understanding, you know, people being able to understand how they're going to get with you from a to B is very important because that's where some of the trust gets, let start, let down, you know, you can go all in on the benefits and outcomes, but when they get on a call with you and they realize actually, you know, always it's a bespoke system, it's too vague. It's not enough for people to stick their teeth into. So they do need to understand that you do process a proven process. Yes, you take your clients through to get them to the T to be able to get those results.
So they are both equally as important, the whole feature benefit thing. But we do need to make sure that we are talking about these benefits. And it's the biggest thing that people miss off is really pulling out those two tangible outcomes towards the end. So yeah, if you aren't seeing that rejection off the bat, then that could be why, the fact that you're not truly looking at those outcomes, not really digging out those tangible benefits that they're going to be going to be able to get at the end of it. So that could be it. And then, like I said, if you're further along in business and you are getting sales, but you're not seeing enough of them, it's about taking that articulation to the next level, looking at banishing the objections, understanding why you're getting those no's because the more noise we get in the more reasons and not just, I can't afford it, cause that's normally a lie the behind the, I can't afford it.
Why they really saying no to you? You know, even if it's harmful or hurtful to yourself, understanding that will really help you to up your game, build your business better and get your marketing on point. So that's the first thing. The second thing that could be an issue for you is the fact that you're not taking enough action or perhaps not taking the right action. So for instance, I see people all the time stuck in strategy mode, clonic, plot, plotting, plotting planning, strategizing getting all that content together, putting it all into one place, but never actually putting it out there into the world. Now, if that's you, then you have a serious issue here. And I actually suggest that you probably go and speak to one of my clients Lucy Alton, who is brilliant at productivity, helping to overcome procrastination and self sabotage, a big shout out to Lucy.
Who's brilliant at that. But yeah, the having that, that problem around not actually taking action and putting yourself out there can actually be for a couple of reasons. You're probably dealing with some months at gremlins that in terms of this there's something under the skin. And sometimes it could be that you're out of alignment with your niche, not all the time, but for some of my clients, I've noticed if they're not fully in alignment with their niche, that there is a problem. Actually they need to be more board with what they're doing in order to put themselves out there. A fear of becoming known for the wrong thing could be hiding and lurking in the background. One of my other clients recently, she was like, I know this makes auto business sense to do it this way. So I've been going with it, but actually I've not been putting myself out there.
And yes, your niche has to make business sense 100%, but you will also need to be in alignment with it. And you need to be happy to go out there and become known for that thing. And if you're not, then you're always going to be hiding and you're always going to be stuck in that strategy mode. So at some point we're going to have to move away from strategy and actually just get out there because also we won't know what works and what doesn't work until you put things out. So that's the next stage. So that could be a big problem in terms of you're not taking any action at all. Now, the second problem that you might have is the fact that maybe you're not giving a call to action, possibly. You're not asking for the sound I spoke about this in the last podcast we did around making a content pop and convert and CTA call to action was a big one.
So not providing a CTA on, you know, on your content or on anything you're doing. Like when you're speaking, you're not actually giving them the next stage and you'll never actually asking for the sale itself. So there's no call to action to buy my thing. Then of course, you're gonna find it very difficult. I'm all for the inbounds, you know, marketing and getting people coming to you, but you do need to let people know that there's something to buy and that they're welcome to buy it. And that they probably should. If they're looking for this particular outcome, you've got to be willing to ask for the sale, give people these opportunities. So have a look and check in with yourself to make sure that you're actually taking action on the right things. You're being visible in the right areas. Cause that's another problem. So don't, I need people not asking for the sale, but you're also being visible in the, in the wrong areas.
So I use the example for instance, you know, when it comes to PR being visible in PR, you know, there are more strategic ways to do it and then be in the Telegraph or national newspaper, unless your demographic is humongous. You're probably not in the right place. Yes. Your ideal client might see you, but you'd be better off going to a publication or an area or a membership that has a much tighter demographic and psychographic say that you know exactly who you're speaking to, that they're all gathered in one particular place. And you all know that they're going to be quality, potential prospects, potential clients that you can convert say, make sure that you're getting in front of the right eyeballs. It is critical to you getting that traction, asking for the sale, being visible in front of the right people and also audience building.
I see this a lot where people are taking a lot of action and being very physical, but again, they're not ever drawing people into that content journey. There's never a call to action to download the freebie or book call or come and join my group or come and look at this or whatever it is. So if you don't guide people to the next thing, if you don't pull them down the rabbit hole with you, then they're always going to be lying on the surface, looking in. And they're never going to get to know you enough to truly get in that kind of sales conversation with you. So putting people down that content funnel is really important. So making sure that actually you're actively building your audience, going out to your following is not really your audience. There are potential clients within that following, but in order to really help them identify themselves, you're going to need to give them opportunities to get pulled through that funnel.
So again, all you taking action. Are you doing those things? If not, that's going to make a significant impact to your financial results as well. Now, this one will speak to potentially a business who is doing well, who is getting clients and so on and so forth, but then you're not breaking through to kind of the multi six figure or seven figure Mark. Now, the thing you have to remember is, is looking at your business model is critical here. Because if you're not providing the right platform in order to scale, then you're going to find it quite difficult to kind of hit that seven figure limit. You can probably do it for multi six figure business. We'll see you probably, you can do that for multi six figure business, but for a seven figure business it's it's can be a lot harder to do.
If you don't start thinking about your ability to go beyond delivering from just you, you need to start thinking about a case of how can I scale this? Is it by growing a team? Is it by digitalizing the product? We have to think about ways to get it out to more people. Is it by lines licensing the product out there? Because if you don't think about that, you are going to find it very difficult. The thing you do have to bear in mind when you're looking at our business model and looking at ways to scale is that potentially the ideal client that you've been reaching out to may not want to receive the service in the way that you are currently delivering it. So by that, I mean, if you look at, for instance, the type of ideal client that I worked directly with my ideal client for this particular business, for my market leader, liquids, this is a high end client who is serious about their business, who is all in committed and willing to spend a high end amount of money to make sure that their business is successful and that's who want to do.
And then, so they're not going to be buying a self study because it got, those are pretty, got a library of them. Some they touch some of they've not, they don't have the time because they're busy working on their business. Guess they just need someone to open the bonnets or really check out what's going inside the, in the engine to work out. Like I said, troubleshooting it, finding out exactly what's wrong and really nailing those things to forward and having a self study. Isn't going to serve that because there's only so much you can do on your own without an actor pair of eyes. So, you know, you do have to be considerate of the type of audience that you're putting this in front of and does the product and the delivery method match that ideal client. So you do have to think about that and you know, some of the bigger money in terms of the volume of money coming through is sometimes on slightly, no around products to it, to a lot more people, but then there's a lot more people at the other end, the newer end of the spectrum than there are, that tends to be at the older end.
So that's where the big money's at. So if you're looking to scale to seven figures in a, for instance, a coaching business, you may have to sorry, a slightly different ideal client we've been used to setting, you know, high end high ticket. Obviously there's ways that you can scale. You can ask them, do you eat up the amount that you're charging people and you could potentially bring on a team of coaches to help you, Brittany, you know, cope with more capacity. But then you're going to have to think about things like, you know, business brand versus personal brand, because you need people to buy into more than just you and your personality. You need to be people to buy into your methodologies, to the way you teach things and to trust those who you've, you've built the team with. So you have to think about business brand versus personal brand.
If you're going to do that personally, you know, here we go, controversial time. I genuinely BVS a personal brand. Is all humans going on about at the moment, you've got to have a personal brand. Yes, but actually it's gone the other way in a saturated market, Phillip personal brands. Another thing that you need to be thinking about is your business brand, because that's really important to build that credibility and that trust and having that balance, especially if you're looking to grow, like I said, you know, into the seven figure, Mark, we start thinking bigger than just you and you know, on your Tod delivering, we need to start thinking about the business as a whole. So making sure you've got the right platform in order to be able to scale the business is very important. And it requires a different thinking. You know, I'm a, I'm a multi seven figure business coach.
I know the differences between the different businesses I have. You know, I know that there's different strategic thinking depending on what business you're at, which is why there's never, this one size fits all method. You really do have to understand that there are there's different advice for different businesses and also different models for different types of businesses as well. So it really just depend on, you know, where you're at, what you've been doing and where you're looking to aim to get to and what industry you're in, all of these things make a big difference to that business model and understanding who you're targeting and where the money is. And so and so forth, making sure that that all lines up and all matches up is very, very important if you want to make those big money. So yeah. So business model, if you don't have the platform, if you're constantly at capacity and you're finding that you've got those issues, then that's probably something that you need to look at and potentially need to shift your messaging and your ideal client and you and your products as well.
The other thing is around aiming high, are you aiming? All yay. Aiming high enough. Are you actually setting yourself goals? Because something that I used to be terrible at setting financial goals, if you're not setting financial goals, how will you ever showing that you're growing? How are you ever proving to yourself that you can push the boundaries and go further? So aiming high is really important. Setting yourself those goals to kind of have a measure. I have a gauge. It's not about like, you know, what happens if I don't hit it, then how am I going to feel sheet for the main and if you hit the stars fantastic. But also you've got to have something to measure against where are you looking to get to, if you don't have the GPS on where you're looking to get to, it's gonna be very difficult for you to actually pop the way forward.
And that might be, you know, if you're, if you're very far away from your goal, but it might be that you've got to take a bit of a Zig Zachary. It might not necessarily be straight that you might not need to have to do a few things first then on the way to help you get there, but at least know where you're aiming for, where you get into so that you have some kind of measure. So it's like, well, I don't feel like I'm getting the financial return. Well, what's the financial return that you were hoping for. You've got to find that out first, before you can measure against whether you're hitting it or not otherwise as well, it works and in a negative in terms of mindset, because if you're never setting a goal, then how are you ever going to feel satisfied from what you're making from your business?
You need to, you know, it's great to always want more. And that's something that we do in our businesses is raise the bar higher and higher each time and do better each time. But she gotta, you gotta raise it somewhere first and foremost in order to feel like, yes, okay, I'll hit that goal. Next one, next one. So have these goals. They are very, very important. Yeah. the other thing to know down around, if you're not seeing the financial returns, we've talked about articulation and making sure that actually you're articulating your offering, right? That you are taking the right action, doing the right things, asking for the sale price sheet, providing specific call to actions. We talked about aiming higher. We talked about the business model and making sure that the business model is right for you know, in order to scale to a higher level, but also you credibility.
So this is kind of the last thing I'm going to talk to you about and this, you know, if you are showing up and you don't have that credibility at, and then again, credibility is quite a broad term. And by that, I mean depending on where you are in your business journey, or you need to have different levels of credibility, for instance, if you're lacking testimonials and any proof, that you're able to do the job, then you're going to be lacking credibility right from the ground because people are going to find it harder to trust you. I mean, those instances you want to be finding, like, for instance, if you are somebody who has already been through the process and come out the other side, then you can use yourself as a testimonial. Absolutely. When you first start, but you need to make sure that the clients that you are helping are closely related to you and your journey, otherwise you're going to lack credibility big time.
You're also going to feel that you lack credibility. So you gonna find it more difficult to sell. So looking at getting those that testimonial, that first testimonial was very important because people need to see social proof. And I would absolutely, for those people who haven't actually ever taken anyone through a process, I actually think you should be doing it for free. You should be going out there. We've referred very normal amount to get that social proof, not just for other people, but for yourself too, prove to yourself that you can do it. And you can take people through this process and so on and so forth. So if I'm talking to any newbies on here, yeah, absolutely go out there and run an offer for either a very normal and amount of, or for free and get some social proof and some testimonials onto your belt.
Get that experience. Cause it, you start feel more confident and you can articulate that confidence over because if you're taking calls of people or your, you know, or even if you're not taking calls and you're, and you're doing your marketing and sales in a different way, it's going to show through in your confidence, whether that is impersonal knots, you know, it's going to be very difficult for you to feel solid and confident enough to say, I can absolutely help you get this result. If you haven't actually done it. There's a lack of integrity that, so it's important that you have integrity. If you've already been through it yourself falling, you've got some integrity, you know, that you can, you can help someone through it. But again, until you've kind of become seasoned, what you do until you become the real true experts, you know, it should absolutely be reflecting your pricing and getting that social proof under your belt before you can really ramp it up.
But I'm talking about, like I said, the real newbies here, another great way to build credibility at any stage is specializing. So again, looking at micro niche, specializing into something very, very specific because when they see that you specialize, you automatically position yourself as the expert in that thing. And they are going to want you above anyone else because in a lineup of master generalists, they're going to want the person that deals with people, exactly like them who want that exact outcome. And you have the exact problem. So specialize micro-niche as much as possible. And that raises your credibility level by miles. Because they know that you're going to be, you know, you're going to be able to help them. And again, it helps your confidence too, because as soon as you start to specialize, you automatically become an expert because you start nailing all of your learning and development in that direction.
And that automatically boosts your expertise. So actually niching more, even if you do feel unconfident a little bit in the beginning, just making that mental step say, okay, this is where I'm going to focus. You can really pull hard in that direction and you will become an expert much quicker than if you remain, brought as well say confidence, it's going to raise your confidence big time. And then obviously your general positioning and there was a seven, well I've had, there's an episode. It's what number is, I apologize. You have to go through and look. But there is an episode specifically on building credit market needing credibility, which I definitely suggest that you listen to it. Cause it's going to give you some more positioning tips, but really looking at sort of certain things I talk about, for instance, creating your unique magic, but it, which is your unique sales points that there's no one else out there doing that particular thing.
You've productized the tangible unique selling point that you can pull out and say, this is why you should buy from me. That is what's going to take you to that market leading level where out of the lineup of people, even if they are like, maybe let's say for instance, you're all specialists are three specialists knew they're trying to pick which Guam, if you've got this unique magic, but it really speaks to them. You're going to be that number one choice. So that's really key. That's one of the first episodes. I think it's the first big episode of this podcast. I go back and have a listen to that one, if you're hearing about the unique magic, but for the first time, but it is that tangible, solid, concrete reason as to why they should buy from you above everybody else. That's going to really help to position you as that's no differentiation standing out of the crowd, all of those kinds of things.
And just finding other ways that you can build your credibility. Not only with social proof case studies testimonials really, really help and actually like turning this, these testimonials into case studies. So you can fully articulate the transformation that that person has gone through and show people the behind the scenes of how you did that without obviously giving away all in some sundry, but you can absolutely demonstrate and show that you had that roadmap map to help them. And that it's a proven process. Social proof is really, really big, but then you've got other things that you can look at the PR angle, but, you know, in terms of boosting your credibility that way and also, you know, positioning, but hosting your own podcast, you know, running your own regular Facebook live show, writing a book, you know, running your own events, appearing on stage, all of these different things here, the really helped to build credibility because you know, integrity is, is, is a big one for me.
But I'm also very aware and not naive to the fact that how good you are, what you do means absolutely nothing. When it comes to sales, it will make a difference, however, to whether you become market leading or not. That's the difference because there isn't a single market leader out there that can treat their customers like crap and still make it to market either level. It's just not possible because you know, you, you have to rely on that third party, credibility of people sharing the good news about your business. And if you're not getting that and you're not getting repeat buys, then there's something there's something wrong when you will never reach that market leader level. So yes, you see people out there without integrity surviving just, but it will turn around, spot them on the bomb. That's it, that's the only solace we can all have.
But really marketing is key. Knowing how to position yourself, understanding how to articulate what you do and the return on investment for the person niching, all of these things has zero to do with how good you are at what you do. It's all about the positioning. So that's key. And if you haven't got that positioning, you don't have that specialist expert become known for a specific thing. Then you're going to find it very difficult to see the financial results or your wanted financial results. You might get the odd few who will buy from you. But in terms of ramping that up, scaling really growing, really going for it really ramping it up to the to the dream financial return that you're looking for. All of those things are absolutely critical that you have in place. But again, like I said, if you want some help, really looking at your business, what's going on for you at the moment and why, you know, where you're at in terms of, are you experiencing rejection off the bats or are you actually making alright money, but you just can't seem to bash through to that next level.
Then make sure you book a call because we can go through the business together and have a look what's wrong and how I might be able to help you to take that business forward and become the number one choice in the market. The link for that call is in the show notes. So do make sure you book that and I hope you found today's episode useful where you can start sort of troubleshoot and think, okay, what piece am I missing here? Is it the business model? Is it the, the, the relevancy in the articulation? Is it my credibility? Is it the fact I'm not taking action and so on and so forth? I didn't, I just say that now I don't specialize in helping people with productivity and taking action. Like I said, Lucy is my go to galfor that. But in terms of, you know, helping you with the positioning piece, helping you really articulate what you do to become, you know, the wanted must have identifying, helping you identify and shape that unique magic, but at that concrete USP differentiation becoming a category of one becoming unrivaled.
Those are all the things that I can help you with. So do you make sure you book a call in, if these things are sounding like the things that you need to be focusing on right then I will still probably be on holiday. Hopefully fingers crossed that in the last episode, sipping a cocktail on my last day. So I I'm back in a little while when you listened to this button and raring to go probably with 1,000,001 content ideas as it does happen when you're on holiday, right? You go there to not work and to kind of sit and be still and chill with family and suddenly all hell breaks loose in the brain with all of the ideas, at least let's hope that happens anyway, because I secretly do love getting those breakthroughs. And when you take a chill break anyhow, I should leave you guys to the rest of your lovely day. I will speak to you. We'll get into next episode.

About the author 

Jennifer Hall

Jen Hall is Business Clarity Coach for Coaches, Consultants & Experts who want to become Unrivalled Go-To Experts.

Jen not only gets you clear on your micro-niche, message and what makes you unique and desirable, but she helps you to define what makes you an irrefutable offer to the market so you can position yourself as a high-end 'must have' option for your prospects.

She is a Multi-Award Winning Speaker and Best Selling Author of Expert Unrivalled.

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