Great Content is all around you!

Creating content was never really a challenge for me and I only realised how much of a struggle it was for others when I started to coach entrepreneurs.

I have always been a writer and creator of content. From a young age I would write stories and share it with my family. Creative writing was always a strong suit and I kept a diary from as young as I can remember. Always getting my thoughts out.

It was no wonder that when I finished 6th form I got a spot as a student in UWI in the Humanities department studying literatures in English. My dream was to be a lawyer but faith had another plan. And as soon as I did my first english course I knew I was where I was meant to be. Writing, creating stories and content. I read and I wrote and I have at least 3 unfinished books on my laptop as we speak.

I always joke with my friends that one day I would write a best seller of my life because it will be too juicy!!!

But creating content, sharing stories, tapping into people’s emotions has always been a love of mine and I turned that love into a business. As a coach, I understand business since I have been in business over 15 years but I understand how content drives sales in business and it is how I have been able to sell out my programmes every single time. Because of the content I share. I shared how I create content that sells in an article I wrote last year. Have a look here

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Adanna you are in my head…. that is something I have gotten accustomed to hearing from my clients on a daily basis and that is not by chance.

You see when I worked with a particular coach in 2016 and we were working on creating programmes and messages for my audience, she told me….just listen to them.
Listen to what they say
Listen to what they complain about
Listen to how and what they celebrate
Listen to the questions they ask
And you will never be without content

This really stuck with me and is the reason that after every client session I take notes of what we discussed and then I create content.

Some clients even accuse me of calling them out…but the truth is that if they had that thought, complaint or concern then most likely someone else is also thinking it.

From what my clients say I would
Post in the group
Post on my page
Write a blog
Send an email
Do an ad
Create a video

Listen to your clients and you will find your content!

Everyday for almost 9 years I wrote content everyday for staff of the bank, for my immediate staff and for the general public. As the Senior Communications Officer and then the Senior Public Relations Officer at the Bank my job was to create content and connect with my numerous audience. Even though I was not selling a product, I had to sell them solutions and make them know, like and trust the bank….no easy feat.

I created content for our websites, our internal newsletters, our intranet, for Governor’s speeches, for press, radio and tv ads and for presentations to the general public.

I remember being the lead on the National Financial Literacy Programme and the Office of the Financial Services Ombudsman and tasked with ensuring our messages were clear and getting an entire nation to know about the programmes.

Everyday we created content that triggered an emotion, engaged with our audiences and used our content to teach them about financial literacy. We used so many different platforms like emails, billboards, ads, websites, social media and public speaking engagements to share the benefits of the programme with the public. I had to convince thousands of people that these programme were the answer to financial literacy in Trinidad and Tobago.

I share this to tell you that no matter what type of business you are in, whether online or brick and mortar, whether selling products or services, whether profit or non profit….you have to create consistent content for your brand. Content that will build know, like and trust. Content that will encourage your audience to make a decision. Content that resonates with their emotions.

And if you want to learn how to create content that sells, content that makes sense and content that converts into sales then join me in my private facebook group of over 3000 entrepreneurs from around the world. Join us and let’s keep the discussion going.

private fb group- DBS

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I do not care what you do

The truth is most of your clients do not care what you do…they care how you make them feel or how your product makes them feel and improves their lives. They are not concerned about your job title that you like to boast about or about your logo or brand colours, or how cute your selfies look or how often you post. They want VALUE.  And that value must change their lives and have an impact on them in a way that makes them STOP and take notice. It does not matter whether you are a one man show or a team of 50, share the value, change their lives and they will buy from you and come back for more.

If you want to get clients and you want to close the deal show people how you can help them.

Stop telling them what you do or what your job title is.

Show them how you can help them.

Show them the tools you use and how it can help them
Share your story and your journey

Let me break it down:
1. Show them how you schedule time using a calendar or how you use Trello if you are a virtual assistant
2. Show them how to save money and time using wave accounting or Peachtree if you are an accountant. Don’t just tell them to use the tool show them how to use it.
3. Show them how a piece of clothing can accentuate their figure and hide problem areas of you sell clothes. Don’t just tell them, show them.
4. Show them how cutting out flour can reduce bloating if you are a nutritionist. Don’t just tell them, show them.
5. Show them how contouring or using certain colours accentuates their eyes if you are a make up artist. Don’t just tell them, show them

If you want to really see your business move, grow and build stop telling us what you do and what your job title is. Show us exactly what you do!!

It means you have to stop being lazy and stop posting fliers and links
It means you have to tap into your creativity, push your boundaries and try something totally new

This is what MARKETING is. The showing of the thing not the telling.

And if you want to know how my clients tend to access me 24 hours a day for even more marketing advice then join me in my private facebook group of over 3000 entrepreneurs from around the world. Join us and let’s keep the discussion going

private fb group- DBS

6 key lessons I teach my clients

As a business coach and consultant, you can imagine that I am bombarded by emails, private messages and phone calls everyday asking about the ins and outs of business. And while no 2 businesses are alike or even have the same goals or strategies, there are a few keys discussions I have with every client that engages my services. Because it is important that they understand that with a fundamental understanding of these topics, they may very well struggle to attract clients and grow their business. Each one of the elements need to be taken into consideration to grow your business. So let me share with you what we usually discuss in our sessions:

  1. Mindset

If your mind is in a mess then you are not going to succeed. Have I made myself clear? I know this is hard for many people to grapple because they just want to jump into strategy and marketing and all the nice things to make money.

But if you want to make money you have to start fixing your mindset. What you think about yourself, your business and your environment. Not just being positive…even though that helps, but believing that you are a powerful force to be reckoned with and that nothing can stop you from achieving success in this life.

You have to believe it, say it, walk in it, sing it out loud, write it out, preach it, sit down in it, stand in it and make it your daily reality!

You cannot have a busted tyre when you are driving a Mercedez Benz. Nope! You have to make sure your tyres always have air and are road worthy. Make yourself success worthy every single day

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2. Branding

How many times have you heard that your brand is YOU! And yes I hear all the complaints about not wanting to be the face and blah blah blah but whether you are the face of the brand or not your brand is a reflection of your personality.

Each brand has a unique personality which resonates with the audience they are trying to attract. Think about your own personality traits and see if they tie into your brand

  • Are you warm and soft
  • Are you louder and outspoken
  • Are your colourful or more subdued
  • Do you like adventure or like the indoors

How does your own personality tie into your brand and what you present to your clients? Check out this blog I did recently really explaining how to build your brand- Are you your brand?

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3. Marketing

Marketing is a combination of activities that you do together in order to attract the clients that you want. It is not one task that is done in isolation but a combination which work together to get you the results that you want.

When somebody says they struggle with marketing more than likely they are posting on 2 social media platforms and that is all. That is a big no no. Think about all the marketing tools available at your disposal like

  1. Video
  2. Email
  3. Blogging/articles
  4. Posters/Fliers
  5. Interviews
  6. Networking events

Combining a few of these things together will ensure that you build know-like and trust and you are seen and heard by your audience and so close the sale!

I even spoke about this topic at length in a blog last year called M is for Marketing

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4. Sales Strategies

Selling is simply having a conversation with your clients about their challenge and how you can solve their challenge. But there may be a few reasons that you are not selling enough or even at all….

  1. If you do not love what you are selling. And I mean if you are not obsessed and totally feel aligned to it then it shows in your sales process
  2. If you are not asking for the sale often. If you only ask people to buy from you on a Monday but not any other day then your sales will dwindle and I mean literally tell them come buy from me after you give them a heap load of value.
  3. If your prices are not in alignment with your audience. Prices are not pulled from the top of your head…no. Prices are derived based on many factors one of which includes how much the market can manage. Do your research and price accordingly but DO NOT UNDERPRICE AND HOPE TO GET SALES!!!!
  4. You are selling to the wrong people. If you are trying to sell bananas to people who love apples then you are wasting precious time and resources. Sell to those who love what you are offering and they will buy from you over and over and over again and then refer you to another banana lover.

The truth is that in order for you to make consistent sales you have to stay connected no matter what, I explained exactly how in Stay Connected to get more sales

 

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5. Online Strategies

What online platforms are you on? Do you know that even though facebook may be the most popular it is not the only platform that you should be connecting with your audience. This is a common mistake. Build a facebook page and they will come……ammmm nope!

In fact, for you to really see your business grow you need to have an online strategy for your business and not just wing it. Your strategy will include

  1. A consistent look and feel. Are you using different colours and font and there is no cohesion to your look? Then you are confusing your audience
  2. Is your message on point? Are you speaking directly to your audience about the things that they want to hear about or are you jumping from a motivation piece to pictures of a cat, to a happy birthday announcement? What is the ultimate message that you want to share? Share that consistently
  3. Are you consistent or only showing up on Thursday night at 8pm. No you do not need to show up every hour on the hour to be a force online but you need to show up consistently enough that your audience gets to see and learn from you and ultimately buy from you.
  4. Finally, it is not about you, it is about them! Hard pill to swallow yes but it means be social and engage with your audience and talk to them often. Show them how much you care and love them and they will reward you by buying from you.

What strategy are you using for your online presence?

 

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6. Team work/ Building a team

 I am a big believer in team work. I know I would not have come this far if I did not have a team. Not even a huge team but a team of dedicated people who keep me accountable, who share tools and resources and help keep me on the right track. Everybody deserves to have a team because we do not need to build our business alone.

Those days are over! Because there is enough in the Universe for all of us to be millionaires and to be powerful if we would just put down our barriers and believe in others as well. Not everybody is trying to steal your dream…in fact nobody can do that. But there is abundance in this universe and as a team we can definitely all succeed.

There you have it folks. 6 key lessons I teach my clients. Does it make sense? And if you want to know how my clients tend to access me 24 hours a day for even more business advice then join me in my private facebook group of over 3000 entrepreneurs from around the world. Join us and let’s keep the discussion going

private fb group- DBS

No reason to crash and burn

At 1 time in my life I was working a full time job (7.30am to whenever), was teaching 2 courses at UWI, planning my wedding, buying a house, studying for my Masters, writing for 3 Caribbean magazines, running my own local magazine, helping my mom run our flower shop and doing marketing and PR for companies for FREE.

I was doing it all and you know what happened to me? I CRASHED AND BURNED! Yep it all went up in flames. I fell into a depression so deep it was unbelievable. Things started to fall apart right in front my eyes. Nothing was working and I was engulfed with panic attacks almost everyday. It was brutal. I had to STOP!

Because I was trying to manage my TIME. I was trying to be a super hero and do everything and be everything to everybody and it made no sense. I was not prioritizing and I was not taking care of my mental or emotional well being.

I decided to take 2 months off of my business and I ended up taking 2 years off because the burn out was that intense. But I learnt and now I know it was never about time but about me, because I do not have to do everything and everything does not need to be done immediately.

I learnt the hard way but I learnt a well deserved lesson.
I prioritized
I asked for help
I delegated
I eliminated

And I became happier, healthier and a better version of myself.

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Now people feel I am always working!

I have been on vacation for days with no internet access and got a message from a client asking me if I really went on vacation because they were seeing me showing up everywhere!

That does not happen by magic and I had to learn the hard way how to show up, ask for the sale and manage myself not my time so I still had time to disappear for a few days and still make money and be visible to those who needed me.

I delegate and automate alot of what I do so I can get my mid day naps, go to dinner every week and spend a ton of time with my family and still smash major goals every week.

You have to be realistic with what you want your life to look like and how you want your business to evolve. I LOVE what I do but I do not want my head to be in business 24-7 in order for me to make money and make a difference in people’s lives.

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Do you know that you do not need to be tied to your business 24-7 in order to make a profit.

That you do not need to locked onto social media all day everyday

That you do not need to answer an email as soon as it pops up in your inbox

That its not true that the only thing you should be talking about, reading about or listening to should be about business

That you have to give up time with family and friends to make your business succeed

Or that you can only really run a business when you leave your 8-4 job

All of these things is what has been taught to us but it is not true. It is all tied into this silly notion that we do not have enough time to do and be and get everything you want.

Don’t get me wrong…. starting and running a biz takes hard work, sacrifice and determination but there is a healthy, logical, purposeful way to do it without being burnt out and frustrated.

There is no reason to crash and burn and if you feel this way then it is time to get some help so you can live the life you really want. Let’s get on a call if this is you.

Bad clients = No Money

One of the reasons you are making no money is because you are attracting the wrong clients. The ones who want to beat you down on price, the ones who never buy again or refer you, the ones who really don’t appreciate the value of what you provide. You do not want bad clients, you want the very best clients ever so you can earn all the money you want and deserve in your business.

Here are a few questions to ask yourself about the type of clients you are attracting

  1. Who am I attracting?

Something that many people do not think about. But the truth is you are attracting a certain type of client because of your energy, your mindset and your lack of a plan.

I am sure we can recall that horrible client we once had. Or that person we spent 2 hours on the phone speaking to only for them to say they cannot afford your services. Didn’t you feel deflated and like you wasted a whole bunch of your time? It is time to put a stop to that and only attract persons who want to work with you and are willing to work with you.

How? By being intentional and specific about who you want to work with. This is not something a lot of entrepreneurs do and that is why the hagglers end up in your mailbox or on your phone line.

  1. Who do I want to attract?

This is a serious serious question guys. If I were to ask you this today what would your answer be? And I do not mean some vague thing like people who like body scrubs or people who like to dress up. But I mean the real people you want to attract. What is their age? What is their struggle? Why do they need you?

Knowing who you want to attract and why you want to attract them specifically will help you eliminate a lot of wasted time and energy and get to selling your products and services consistently everyday!

Take some time today and make a list of the characteristics of the type of person you want to attract to your business.

  1. Your money mindset

You have a scarcity mindset and that is why you are not attracting the right people or attracting money to your business. This is the ugly honest truth and until you come face to face with this reality then you will continue to struggle

Many clients tell me yes they believe they deserve the best clients and they deserve to make money but deep down they do not believe it. There is always a feeling of doubt and fear around earning the money that you want consistently. I understand because I have been there as well. Saying yes to people I know I should have said NO to. Lowering prices because of the belief that some money is better than NO money at all. But when you start to self sabotage yourself like this, you will constantly be struggling to make the money you want by attracting the best clients.

Your money mindset can make or break your bank account. Ask yourself

  1. Do I know how much money I want to make
  2. Do I know what I will do with the money once I make it
  3. Do I truly believe that this money will always come to me
  4. Do I believe what I am currently doing will earn me the money that I want

A shift in your mindset around money is one of the first things that you need to do in order to attract clients who will always be willing to pay you.

  1. What is my daily ritual to attract clients?

When I ask my clients so what are you doing to attract clients or sell your products and services, I always get these really vague answers like I am posting on my business page. I am here to tell you that without a plan to attract the best clients then struggle will be your middle name.

A plan! Yes! A plan! And that is why I encourage you to set up some daily rituals in your business that you do consistently to attract clients. Creating a routine will eliminate the stress you experience of what to post, where to post and how to post. It will ensure that your clients see you consistently both online and offline. It will become a habit and literally take less than 1 hour to do every day because it is now a routine. And you position yourself as the expert in your field because you share value consistently.

Your daily routine can look something like:

  1. Post in 3 groups where my ideal clients are. Share value and ask for the sale
  2. Send an email with value and ask for the sale
  3. Share a new video with valuable content and ask for the sale
  4. Call 3 potential clients per day and provide value and ask for the sale
  5. Follow up with 4 persons who expressed interest in my services/products and provide value and ask for the sale

You will notice that the other consistent part of this routine is that you share value and ask for the sale.

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  1. What am I telling them?

What exactly do you tell your clients everyday? You see this could be the simple reason you are not attracting the very best clients. You are not telling them anything of value! You are not sharing with them how you solve their challenge and why they should buy from you. And I do not mean bragging about how great you are; dropping a flier or a link, but really and truly engaging and showing them how you can help them!

Many clients I have noticed just like to talk about the finished product but they do not like to share the process and that is exactly what your clients want to hear to build know-like and trust! They want to know that you understand the process to get to the finish line.

  1. Are you telling them about that?
  2. Are you sharing stories?
  3. Are you sharing your own challenges?
  4. Are you sharing WHY you started the business?
  5. Are you sharing the process?
  1. Where are my clients?

So now I know exactly who I want to work with. My ideal client avatar is on point and I am excited!!!! Now what do I do?

You show up exactly where they are.

You see part of understanding who you want to work with is understanding where they hang out both online and offline and then being intentional in showing up exactly where they are consistently sharing value and asking for the sale. It is an intentional activity that lands you the very best clients.

And let me tell you a secret….they are not all on your fb business page! LOL

No, they are in groups, in forums, browsing social media, in associations and groups, sitting in their offices etc.

  1. What do I want them to do?

You may be surprised how many times we fail to tell our clients what to do. Meaning we give them some valuable piece of information and then we left them hanging out to dry. This is a huge problem guys!

If you do not tell them what to do i.e. Have a call to action, then why do you expect them to buy from you. You are literally leaving money on the table.

Literally by not saying to them

  • Click here
  • Message me
  • Reply to this email
  • Schedule a call
  • Book a service

They will consume your awesome information and then move onto the next guy who tells them exactly what he wants them to do. This is how you get the clients! Sounds simple right? Then why are you not doing it everyday?

  1. What am I offering to them?

Another reason you are not getting clients is because you are not telling them what you can offer them. So hear me out…I know you will say but Adanna I am posting everyday and telling them but no one is buying…but are you really? Are you being super specific and telling them what you are selling or are you giving them an overview of the 10-15 things that you offer and hope that they pick one of them.

You see, you have to be specific about what you want them to buy especially when you offer more than 1 product or service. Giving them too much information about your whole portfolio may seem overwhelming to your client who just want quick easy solutions. For example as a VA you may offer:

  • Administrative assistance
  • Social media management
  • Content creation
  • Email management
  • Project management

Take each one of those things and sell them as separate pieces or create bundles but speak specifically to the persons who may need each one of these items individually. And then you can either offer them as a bulk item or upsell them to a bigger package. But if you are not being specific about what you are selling to them then how to intend to attract them and then convert them into YES clients?

  1. Why you and not the other guy?

Why should a client buy from you and not the other guy? What makes you so unique and how are you communicating this ‘uniqueness’ to them?

The truth is that there is nothing new under the sun and most industries are so saturated with a bunch of people offering the exact same thing packaged with a different name in different brand colours. Everybody is an event planner or a social media strategist or a Virtual Assistant. They are a dime a dozen and we all know this. Yet we show up and say the exact same thing, in the exact same way using the exact same formula and expect people will buy from us…..argggh. NO!!!

If you want to attract the best clients you have to offer them something unique because they have used other people and have been sorely disappointed before. They have gotten a lot of the same ole same ole thing and can tell you exactly what they do not want from you.

Understanding what makes you unique to your audience will help you attract a better type of client who will not only appreciate your services, buy from you consistently, not haggle you for prices and recommend to other awesome clients who will do the same.

  1. How do I convert clients from maybe to yes!

The age-old question. The answer is quite simple…well not really but it can be done.

  1. You offer them consistent value. There is reason they are on the fence. They can see the value but it has not become a desperate need as yet and this is why you have to speak to them over and over via emails, blogs, social media, networking, videos, articles etc. The consistency is key to change the maybe to a yes!
  2. Follow up! A client who has messaged you or asked a question under a post is a maybe client and the way to convert that to a yes client is to follow up until you get the yes. Ask them if they have any questions; offer a free trial; invite them to an event you are hosting; just consistently follow up with them until you get a yes!
  3. Make it easy for them to say yes. And by this I mean make sure the process of consuming your content and buying from you is SIMPLE. Do not add unnecessary steps. Do not overcomplicate the way they have to get information from you or buy from you. Make everything just a click away. This is the beauty of businesses like Amazon where they have a One-click button for you to buy. Make it simple and make it a no brainer so you can get a yes!

Moving clients from a maybe to a yes is a strategic action that you have to intentionally make easy for your clients.

  1. Saying NO to low paying clients

Sometimes saying NO is the best thing you can do for your business. Many times I see business owners so desperate to land a sale that they say YES to a client even when they know this client does not respect them or their work or the client has beaten down their price to next to nothing. The desperation to make a sale is real and it can work against you.

I am not going to tell you about knowing your worth because if you do not know that by now, then no wonder you are struggling. But understand that saying YES to everyone who crosses your path especially when they have beaten down your price is your fault!

Say NO to those clients and trust me they will pay exactly what you charge the next time around.

If you need support in attracting the very best clients then join me in my private facebook group of over 3000 entrepreneurs from around the world building dynamic brands- Dynamic Business Strategist

No email list = No business

YOU ARE NOT SERIOUS!

Why is it when a new client comes to me and asks for help and we start to explore all the things they are doing and not doing that email is always so low on the list? It’s either they are not sending at all or they are sending so sporadically that their clients do not even know they exist? Arrgh

Guys, you want to grow your clientele? You want to make money? You want to connect with your audience? Then you have to start taking your email list seriously. Some of you are so stuck on the social media bandwagon that you are not seeing what is directly under your nose. There are people who want to engage with you outside of social media everyday!!!!

Get on the train, get on this bandwagon and come experience what so many of us are experiencing. Let me just say this. It does not happen overnight so do not booo hooo if you sent 2 emails and no one deposited 5k into your account. You have to build their trust. They have to know you are in it for the long haul. They have to know that you really want to help them. They have to know you are all in for them and with them. In other words you have to be consistent in providing value and asking for the sale.

Here are some things to consider once you start sending out your emails:

OPT-IN

I change my opt-in a few times a year and they are not always shared on my website. In my business, I have found that using an opt-in was the easiest way to grow my email list as well as stay connected with my clients in ways I could not using social media

What is an opt-in? An opt-in is one of the tools you use to grow your email. It is a valuable piece of information that you give your clientele in exchange for their email address. This is a free easy way for you to stay connected beyond social media because you own your email list whereas you do not own the content that you share on any of your social media platforms.

SPEAK DIRECTLY TO THEM

I work a lot with my clients in creating emails to send out to their audience and the first thing that pops out to me is how many are just struggling to speak authentically in your own voice. If someone opts-in to get valuable information from you…then they want to hear from YOU. They do not want to hear a bunch of recycled clichéd words and phrases. They want your thoughts and opinions in your own voice and your own words. Do not be afraid to speak to them like you would speak to a sister or brother if you were telling them about your business.

Speak directly to them in an authentic voice

CALL TO ACTION

Are you using a Call to Action in your emails when you do send them? What exactly do you want your readers to do when they have consumed the information that you have sent? Many people miss the mark when sending emails and just are concerned with showing a pretty picture. But like with everything else in business, you have to tell your audience what you want them to do!

EMAIL AWAY

This one always causes much controversy because some people hate sending and some people hate receiving emails. The truth is that it depends solely on you and your audience and the relationship you have built with them. But sending 1 email per month is many instances is not cutting it!

Do not let this marketing gold mine go to waste in your strategy arsenal. I see many people who send an email to me every quarter and what tends to happen is that I read it and say I will come back to them because I am busy. But because they are not going to email me again until 6 weeks from now, I forget about them and they lose the sale…. Of course your offer is totally irresistible then I would click on your link and buy right away right?? Lol

The truth is people need to be reminded of offers, sales, discounts, valuable information. They need to be reminded in order for them to take action. Especially if you are having a time sensitive event or sale, so do not be afraid to stay connected and email them often

WHAT DO I EMAIL TODAY?

Anything I want! That’s the beauty of emails. It is the opportunity for you to share stories about your business, your ups and downs, your sales and offers and just about anything you want.

For me, what ever I share with you here in DBS I usually also email to my list because trust me somebody in here would see it in their email and not see it as a post in DBS. So that’s the beauty of creating an email list. It can and should be repurposed and used over and over an over again.

What did you email today?

20% opened my emails today and I am ecstatic

No I am not mad. The thing is that most people don’t understand is that 100% of people may not open your emails for a number of reasons. But 20% is a great open rate!

I read an article this morning that said 24.79% is the new ‘great’ open rate but you get my drift. The point is you are always aiming for everyone to open your drool worthy emails but 24.79% is a great open rate to have. When last have you checked your open rate?

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EMAILS ARE YOUR LOVE NOTES TO YOUR CLIENTS

You do love your clients, right? Even the one who have not even bought from you as yet right? Well because I love my clients, I send them love notes. That is what I think of my emails. It is my way to say to my clients everyday…Hey, I was just thinking about you. I love you and I know you need to hear this as much as me….Or I know you have told me in the past that you were struggling with this so I just wanted to share somethings that I use. Your clients feel the love in the emails that you send because they know you are sending it to share, add value to their lives and to put a smile on their face. At least that is why I send emails and boy does my love convert!

2018 is the year of LOVE so let’s start by sending love to the people we care about.