14:13:25 I watched the first class and half of the second one.
14:13:31 And for everybody to know me, I build SEO optimized and branded websites that
14:13:40 convert and I also do lead generation funnels from start to the end
14:13:50 So I did know your number.
14:13:54 And it seems like I need 13K, but we talked like before that i
14:14:00 We talked about 10K. So I'm only 3,000 short
14:14:07 But I feel like I'm more confident of getting to 10k than 13
14:14:11 So let's aim for that.
14:14:14 Right. Go 10 and then, yeah. Okay.
14:14:16 Yeah, and then…
14:14:18 I'll upgrade.
14:14:23 I feel like I've done a lot of inner work around
14:14:29 my money mindset.
14:14:31 And was able to raise my prices to where it should be.
14:14:37 So that's good i got
14:14:39 couple of clients that said yes.
14:14:43 to the proper pricing that
14:14:45 we talked about. Right now I'm working, I know I'm a little bit
14:14:51 late to the game, but I'm working on late
14:14:55 Black Friday, Cyber Monday offer to send to my newsletter
14:15:01 Just to my list for lead generation funnel
14:15:08 And I want to create a holiday special for my
14:15:14 websites offer.
14:15:18 One thing that right now I'm kind of
14:15:21 thinking and struggling with is to how to go to my list and
14:15:27 bring this offer forward.
14:15:32 When I have been…
14:15:35 quiet for a couple of months now.
14:15:39 The last email that i sent
14:15:41 Most of my emails had a free
14:15:46 training in it anyways, but the last email that i sent was
14:15:51 promoting my free workshop.
14:15:53 for them to sign up for.
14:15:56 I hate it when I send like two back-to-back offers
14:16:02 how do i
14:16:04 put that, look, I have changed my CRM since a couple of weeks ago too
14:16:10 So.
14:16:12 Howdy.
14:16:11 How do I make that work that I don't feel like
14:16:14 Ooh, I'm sending too many offers.
14:16:19 Yeah, I get it. I have a lot myself.
14:16:22 Are you doing an email newsletter?
14:16:27 Or…
14:16:26 Yeah, that's the thing. I haven't done that much of a newsletter and nurturing.
14:16:32 Okay.
14:16:33 Let's talk about nurturing for a while, for a minute here. How many of you…
14:16:38 How many of you in an email to somewhat newer subscribers actually share your story?
14:16:45 Like your story, the story, long story anybody
14:16:50 Alexandra, you did.
14:16:56 Yeah. And there might be multiple stories like
14:17:00 I have one for how I got started and why I do what I do. I have an author story.
14:17:08 the starter husband story like
14:17:11 You know, I have the
14:17:13 how I built the six figure business story. So I have multiple different stories.
14:17:20 but um
14:17:22 getting people to know like and trust you early on is key so
14:17:28 You might want to spend time
14:17:30 on your own funnel, right? And really working on that nurture series. And like, I just did a follow-up
14:17:36 email series. I just rewrote
14:17:38 the one i had
14:17:40 actually to go to a lot of you who are at Celebration and signed up for this.
14:17:46 Or, you know, and so that one's supposed to be going out
14:17:49 Did you get it today? It should have gotten today.
14:17:53 Or maybe it's still waiting.
14:17:54 Yeah, I got an email from you today, I think.
14:17:56 No, that's for this program, but it would have been a follow up from celebration anyways
14:18:01 So there's a three email series for the follow up from celebration. So you guys can look at that, the ones that are going to get that.
14:18:08 And I'm happy to
14:18:10 give back to you that don't have it but the
14:18:14 I just rewrote that a little bit.
14:18:17 I change it often, but I put the story more in there because it used to be like, here's a free gift. Here's another free gift. Here's another free gift. Why not come talk to me?
14:18:25 It used to be very transactional and like lots of giving
14:18:29 But not a lot of get to know me.
14:18:32 And which reminds me, I didn't put a video in there. I need to put a video also. So I should put in like at least
14:18:42 video number like in number three, maybe even number four
14:18:46 And that also means that maybe they don't see your other emails until they get through a series. I've never been good about that.
14:18:54 And I think I need to start getting good about that. Meaning if they sign up today, they need to get the three emails over the course of week or two weeks or whatever it is.
14:19:05 And even if I send a solo blast on something today or a newsletter on Friday.
14:19:10 They should not get it because they're in this series and I want to get to know them and have them get to know me. Do you see what I'm saying? So a lot of us are hungry for clients.
14:19:21 And so we send them everything all the time. Anybody, no matter anybody's on the list. And then it's just out of order.
14:19:27 of what makes sense for someone getting to know you.
14:19:30 And I'm not just saying that for you and I hate that I'm saying that for everybody and myself like that's you know
14:19:36 So I don't know if that resonates.
14:19:39 Mm-hmm.
14:19:41 it resonates but what do I do like black friday is like
14:19:46 You don't have to do a Black Friday.
14:19:48 Here.
14:19:50 Why do you have to do a Black Friday?
14:19:52 go shopping on Black Friday. I'm going shopping on Black Friday.
14:19:55 I'm not doing a Black Friday special.
14:19:57 I'm going to take advantage of a lot of deals and fill up my house with Christmas stuff that I lost, right?
14:20:04 I'm shopping.
14:20:08 No one says you have to do a Black Friday. Besides, there's too many Black Fridays. And think about what your people are buying.
14:20:13 on Black Friday. They're buying necessary Christmas items for their family.
14:20:19 They're buying necessary and they're buying
14:20:21 I mean, they're going to spend a lot of money probably if people are shoppers this week.
14:20:27 So I would not be launching something this week.
14:20:31 Okay, thank you.
14:20:32 I don't know. That's just my thinking for this year.
14:20:35 This year.
14:20:39 Thank you.
14:20:40 I do love an end of the year sale though. I think we talked about that.
14:20:45 Didn't we talk about that with the whole group last time or
14:20:49 Like, you know, rates are going up. Now's the perfect time to raise your rates.
14:20:53 for anything new or for this service especially
14:20:58 you know, like for Alexandria
14:21:02 You just have to say like, and I saw your comments here
14:21:06 444, 300, all these things.
14:21:11 It's not about your current clients. It's the ones you've yet to help.
14:21:16 And some of the people
14:21:19 I think…
14:21:21 Shelly just said it is if
14:21:24 you're too low, I wouldn't think you're worth it.
14:21:26 Right. Didn't you just say that? Or was I thinking of something else?
14:21:32 Right.
14:21:31 No, I saw that. And the other thing I was just thinking is I never thought about the Black Friday, like you just said that. And I agree 100%. I probably…
14:21:38 don't buy any of anybody's services for myself at that because I'm thinking of all the gifts and same thing going into Christmas.
14:21:47 But if somebody really wowed me like the second week in January, not even like this is a
14:21:53 This is a whole new body, whatever, because everybody's like, I know I'm not going to be able to follow through but if
14:21:58 the first or second week
14:22:00 you know, I would probably buy something then.
14:22:02 Because it would be for myself. And it doesn't mean you don't advertise it or market that coming after the first of the year.
14:22:09 you know something's coming up. But that's where I would likely buy something for myself, whether it's self-care or service related for my business.
14:22:17 But that's a good point. I really don't buy a lot from now until the end of the year because I'm
14:22:22 spending ridiculous amount of money on everyone else.
14:22:26 Yeah. And then there's people that aren't spending a ridiculous amount of money, of course.
14:22:31 But yes, thank you for that.
14:22:33 I did just offer, I sent out an email to my clients for gift certificates for their friends and family.
14:22:41 Okay.
14:22:40 to help them start their transformation journey. And I thank them for
14:22:45 choosing me to help them on their healing journey and you know if you
14:22:49 are interested in in
14:22:51 I'm giving this gift certificate special.
14:22:54 Yeah, or like the massage therapist that we have locally here, you know, buy three, get one free or something like that or whatever she's doing. Right.
14:23:02 So if I'm using a service, yes, I will buy a deal on that service.
14:23:08 for that thing or like I was using my hormone specialist and my husband desperately needed testing and hormone stuff.
14:23:15 And so I told her, I'm like, and if she was doing a deal.
14:23:18 Hell yeah, I would buy it now because we both need it moving forward right so
14:23:24 So if it's something people need or something
14:23:29 trust, yes, they will share that deal. Like I just saw a deal on 99designs, for example.
14:23:34 Well, I've got three or four authors in the works that are doing books right now.
14:23:38 And they all need cover designs. And that's where we go for cover and they can save $50 off the $400 cover. And I'm like, of course I'm going to say, let's do it earlier. Let's do it sooner than later. Let's get you $50 off.
14:23:48 Same thing if I see a Vistaprint thing and you need a banner. I'm like, I had a client one time
14:23:53 that she said, I need a banner. I'm like, we'll go to Vistaprint. And it was like $50 banners for the seven foot banners, $50. And I said, well, you're getting two and you're buying them today. She's like, no, I'll think about it. I'm like, no, you're buying them today. You're getting them for a hundred dollars for two banners. Like that's ridiculous. You're not waiting. She has money.
14:24:10 And I'm like, no. And so we just created them, bought them and done. And she would have sat on it and paid full price later, maybe if she even bought them. She's so happy she has them too.
14:24:19 So I'm just saying like there are people that buy, there are people that buy it. I guess it's just
14:24:25 And that's what it is. All right, Anne, what do you have?
14:24:31 something for somebody else or see yourself.
14:24:34 me, me, me, me, me, me.
14:24:37 Okay.
14:24:39 So, um.
14:24:41 That's interesting what you were saying about Black Friday. I wasn't really thinking about Black Friday. I was thinking about Small Business Saturday because I
14:24:48 have small business as my focus of my clients. And so I was going to run
14:24:56 a special or something for about getting your Google business profile done
14:25:03 And trying to add some bonuses in but
14:25:06 I don't know whether…
14:25:09 I should.
14:25:08 Honestly, I think your Google business class needs to be a free class to get them in the door because everybody needs it and they're probably not going to pay for it. They're going to say, I'm going to figure it out myself.
14:25:19 Well, that's not, no, it wasn't the class. It's for actually getting the
14:25:24 the Google business profile
14:25:27 Done.
14:25:28 Oh, you mean with them one-on-one?
14:25:30 Yes, exactly.
14:25:32 Isaac.
14:25:33 Exactly. And…
14:25:34 Well, why can't you just do it in a group class where you all get it done
14:25:38 In a group.
14:25:40 I could. I hadn't thought of that, but that's a great idea, actually.
14:25:45 prefer that rather than
14:25:47 Yeah.
14:25:47 It's more cost effective if I…
14:25:52 I was also trying to…
14:25:51 I've got spots for five people who want to come and do their google business
14:25:56 And we're going to do it on the spot. We've got a 90 minute slot.
14:25:58 And I'm also going to share a couple other things that I see along the way that might be enhanced.
14:26:04 In your marketing and your website, but come to this. It's free. It's my gift. I'm going to do it with you because you can't ignore it any longer.
14:26:12 Well, I wasn't going to do it. Okay, because…
14:26:14 That's something I would charge for.
14:26:18 I know, but you can do a basic level of it
14:26:23 And at least get them visible.
14:26:26 Well, I was thinking about
14:26:28 for producing some income and for me and
14:26:33 we need sales conversations for that though.
14:26:37 I don't, I don't know. I don't know.
14:26:39 First, for that?
14:26:41 No.
14:26:43 I don't know if that's the thing that you should sell to make money right now is what I'm saying.
14:26:53 I don't know that it's an urgent thing for people. I know you know it's urgent and I think it's urgent.
14:26:59 But other people, there's too many other things to pay for.
14:27:03 Well, that, and that, no, what your point about the Black Friday and stuff is
14:27:08 very well taken because I, yeah, you're…
14:27:11 I mean, first of all, Thanksgiving's really late this year, so…
14:27:16 the pressure's on to…
14:27:20 You know, like, and I have…
14:27:23 family coming in and we're doing Thanksgiving and there's just a lot on the agenda for this week.
14:27:30 So…
14:27:32 So if you don't get at least two emails out for this.
14:27:35 then it's not going to work, right?
14:27:38 Well, that's fine. That's fine.
14:27:40 Not a problem to do that, but I'm okay.
14:27:43 All right, so that's something to think about. The other thing too is that I was thinking about
14:27:50 the rate because I'm raising my rate for my marketing club to 97 a month and I was going to offer like
14:27:56 $20 off.
14:27:59 If you sign up, you know, I don't want to tell people that I would let them sign up through the end of the year
14:28:05 But I was trying to…
14:28:08 find an incentive to
14:28:09 What about the 12 days of Christmas?
14:28:12 And like December 1, it's going to be
14:28:16 $60 December 2, it's $64. You know what I mean? And gets to 97 by December 12th or something or
14:28:23 I don't want to straighten anybody out, but the 12 days of Christmas is actually from the 25th to the 6th of January.
14:28:30 opening.
14:28:29 Okay, then don't do that. Okay. So like.
14:28:32 That is technically what the 12th is.
14:28:34 Just give him a deadline, December 15th.
14:28:36 If you sign up by the 715, you get this price and then it goes to $97.
14:28:42 Okay, because that's what I was…
14:28:44 I wanted to get some people signed up for that, add some new people in and i have
14:28:50 a couple of people who are interested.
14:28:51 Yeah, I don't think the reason I say don't do don't try to go sell a Google My Business
14:28:57 one-on-one, sell the membership, sell the membership, sell the membership, sell the membership, sell the membership.
14:29:03 Okay. Okay.
14:29:08 Yeah.
14:29:03 And then from the membership, all them up into one-on-one, sell them up into one-on-one. Like we have to keep things simple.
14:29:12 Okay. And I know we want
14:29:11 Yeah, I agree. That's what
14:29:15 you're going to help them with
14:29:17 my business when they're in the membership.
14:29:20 You can answer their questions and you can point out what to do and you can teach them stuff in there.
14:29:24 for that and 17 other things. I know how many things you have in your head and I know what you can teach.
14:29:31 So you just have to get people on a call with you like this. We've got
14:29:36 eight people here besides me.
14:29:40 to experience your brilliance we need
14:29:42 five or six to eight people to come
14:29:46 to something
14:29:48 To experience your wellness brilliance
14:29:51 and then and do something and get something accomplished
14:29:55 And then you need to just tell them now.
14:29:58 Denise, you need this. This is your next step and I can help you with that. Would you like to do a 90 minute? It's 350. And then Suzanne, you need this as a next step and you're going to da-da.
14:30:07 And I would recommend probably a couple months with me, but let's have a conversation for free and let's talk about what your needs are.
14:30:13 And then Veronica, you really need this and this is why. And I recommend blah, blah, blah. You have two options. Let's schedule a call. We can talk about it.
14:30:21 Do you see what I'm saying? Like you just need to get people in a room so you can point out all the things
14:30:27 that they need to improve on.
14:30:28 Yeah. Yep.
14:30:29 Okay. Yeah. And I'm still doing a ton of follow-up from Empower and Elevate and getting people to
14:30:36 You know, schedule…
14:30:38 30 minutes with me, so I'm still doing that.
14:30:41 And see, that's the gold. So she flew to Arizona. So did I went to this women's conference.
14:30:46 a couple of weeks after celebration
14:30:48 And we have to work those leads, right?
14:30:52 totally negligent. I haven't done any of my follow up for celebration yet.
14:30:56 None, not a lick, not nothing except for…
14:30:58 But I liked your apology. I liked your Facebook apology. I really did.
14:31:03 Good.
14:31:02 I thought it was genius. I really did. I loved it.
14:31:04 I don't know that everybody saw it, but so I rewrote the emails that have to go out that you'll either get today or you'll get tomorrow as soon as my, or no, you'll probably get them on Wednesday. I don't know what my assistant's doing. She's got issues. We've all got issues. My whole team has life stuff happening
14:31:18 One of my team members had a miscarriage
14:31:22 Oh, oh.
14:31:21 Just last week. I know. So sad. It's her first baby.
14:31:24 Oh, no.
14:31:25 The other one's got mother-in-law issues. I mean, it's chaos on my team. I need a third person just because the rest of us are all like in chaos.
14:31:34 Anyways, or fourth person.
14:31:35 But I have to say that i have to say that
14:31:38 You know, like the
14:31:40 I have to say the one thing I have learned from you with coaching with you and
14:31:46 is that it's the one-to-one contact
14:31:50 that seems to bring the greatest reward. I know that we're sending out emails and things like that, but
14:31:58 the most action I'm getting is when I'm doing a specific
14:32:07 Yeah. Yeah.
14:32:03 email to that person that says, and I have something personal in there too like
14:32:10 And follow up is email. It's phone. We can't remember.
14:32:14 Yeah.
14:32:16 So.
14:32:14 forget to call. I already pulled up my slide broadcast. I'm ready. I know I'm going to send a one
14:32:20 voicemail to everybody. And it's not because I don't care. It's because
14:32:24 I don't have time to call 80 people, right? I don't have time to physically call 80 people. So I'm going to
14:32:32 The next best thing, which is send a really heartfelt
14:32:34 voicemail to 80 people. Okay. So if you got to do what you got to do. And so you do that and then you private message
14:32:42 the right people. I private messaged my guests from my Polkadot meeting on Friday and said, what happened? You know, what did you think and
14:32:49 All of them responded already to that private message. Private messaging is where it's at, but it's the most time consuming thing.
14:32:56 If they're not looking at the emails and then they're not responding to the voicemails and if they're not
14:33:00 You know, if you don't have their address.
14:33:03 the private message, it's more time consuming. So what else can we get off our plate so that we can do all these private messages that is what's going to bring the bread and butter?
14:33:11 And you mentioned one-on-one, Anne, and that's what I was asking to Alexandra in the chat too.
14:33:18 is like, if you want people to go online and click and buy the 175, yes, they might pay the 175. They might pay 444 or 300 online.
14:33:27 But more than likely, you're going to need to have conversations. That means more sales conversations in your calendar. So that's how you sell high end. So if you find they're not buying, it's because you're not having sales conversations, I'm guessing. I don't know.
14:33:39 seen an answer to that question in the chat.
14:33:41 I'm just adding to that little.
14:33:43 Comment.
14:33:43 And I'm like, I'm sending them to, you know, like, hey, would you like to see what we could do, you know.
14:33:51 what we can do and then send them to Calendly to book their own thing so
14:33:57 Which I used to think was rude, but now I like it.
14:34:00 And we have to send them to the, we have to have phone calls to see if or how we can help each other.
14:34:05 If and how I can help you.
14:34:07 with your blah, blah, blah.
14:34:10 Right.
14:34:10 it's just it's it is faster it's easier
14:34:14 You can custom solve a problem.
14:34:17 You don't want to have a sales conversation to sell a $100 thing necessarily
14:34:21 But a sales conversation for anything over $400 these days is
14:34:27 probably what's warranted.
14:34:29 And especially if it's thousands of dollars.
14:34:31 And or it's longer term. If it's a longer term agreement, people need to have that kind of
14:34:37 They need to feel your energy and they need to and you need to be able to answer all their objections and their concerns and their questions.
14:34:45 In that conversation.
14:34:49 All right.
14:34:52 like we've gone very deep today. Does anybody not talk? I think everybody's talked. Okay.
14:34:57 I haven't talked yet. I just had one thing to share
14:34:59 Oh, thank you. Thank you.
14:35:03 I am, so I'm still doing all the homework as well. My biggest challenge right now is that I have an opportunity
14:35:11 to partner with
14:35:13 an agency that does an agency that does
14:35:17 They design websites. They do…
14:35:22 They do IT work as well as digital marketing for
14:35:29 for other companies. And the only thing that they don't have is marketing automation, which
14:35:35 I would come in and do.
14:35:38 And he's like, just tell me what the pricing is going to be. And I was like, ah.
14:35:43 So the challenge for me right now is trying to figure, I don't think there's a way for me to do it with
14:35:48 without it being hourly
14:35:52 And I just can't figure out, I was trying to get out of doing hourly work, but I can't
14:35:58 I'm not sure there's another way to package it other than doing hourly because
14:36:03 each of his clients are going to require slightly different stuff.
14:36:06 Right.
14:36:07 I mean, we can the difference between hourly and is value pricing, right? So value pricing so what would
14:36:16 it mean to you like what could mean to what
14:36:19 you feel valued at helping a client with over there. I had a similar situation, for example.
14:36:25 So similar but different.
14:36:27 So I have a client who's going to publish her book with me
14:36:31 And she wants to do a series like it's the entrepreneur's Guide to More Time, I think.
14:36:36 Is what the name of the book is. That's her book. That's her expertise. But then she's going to do The Attorney's Guide to More Time.
14:36:43 The Contractor's Guide to More Time. The so-and-so's Guide to More Time, right? And she's going to have
14:36:48 a coach or somebody in that industry
14:36:51 be the co-author of that book.
14:36:54 So I don't know how that person's gonna write. I don't know if they're going to be like, they don't know how to write at all and I'm going to have to help them write everything or if they're going to be fine and I'm going to not spend that much time on helping them write their thing. So I'm trying to figure out how to quote
14:37:08 that for like a package so she can sell it to them, right? So I was just kind of
14:37:15 I did a high conservative low estimate and a high conservative
14:37:23 Mm-hmm.
14:37:21 medium estimate. And I think I cut them a little bit just for the first three. I said for the first three people that you get.
14:37:27 I'll do it at this rate or this rate, depending.
14:37:31 I will know once I have a conversation. So what we figured out is that when they have a hot prospect.
14:37:36 And she has a hot prospect, we're going to do a three-way call and she's going to talk to them and I'm going to have an idea of, and I'm going to be able to question them on some of the things that
14:37:46 I know that will help me figure out if I'm going to need longer with them or less time.
14:37:50 And then I'll be able to tell her what it's going to cost and then she'll know what to quote.
14:37:54 So that's what we've decided.
14:37:57 to do in that situation. Is that helpful?
14:38:02 Um.
14:38:02 have like a this or that option.
14:38:05 Yeah, I think…
14:38:08 I think I do have…
14:38:08 knowing that some people will need more, some people will need mess, it'll all work itself out.
14:38:13 Right, right, right.
14:38:14 I think I'm actually just listening to you talk about that. I think I need to talk to him a little bit more.
14:38:21 about the kinds of
14:38:25 Mm-hmm.
14:38:24 Because he's kind of still kind of up in the air, but I think if
14:38:27 if we have more of a conversation about
14:38:30 what specifically needs to be done and we can
14:38:34 can say, okay, is it that you need it
14:38:43 Okay.
14:38:37 a lead generation funnel and you need a webinar workflow, you need these three things, then I can package it like that. Or is it
14:38:46 any automation they need, then it has to be hourly because everybody's going to need something
14:38:50 different.
14:38:51 Yes. And it's all within keep the system that you use. He's a keep person.
14:38:56 Yes.
14:38:59 Exactly. Yes.
14:38:57 So all his clients will be keep. So you don't have to go. Okay, so that'll be easier.
14:39:04 Yeah.
14:39:08 Yeah. Yeah.
14:39:00 Yeah, it sounds like you don't have enough information yet to be able to make this decision. So yes, good, good awareness and also
14:39:11 Make sure anybody you partner with
14:39:14 is…
14:39:15 has their shit together. I mean, I know that somebody might be making a lot of money. They might be very visible, a big influencer. That doesn't mean they have their shit together with systems and team and
14:39:27 You know, taking care of people
14:39:30 Yeah.
14:39:30 And that kind of thing. So you don't have to jump into a partnership just because they need somebody.
14:39:36 And you need business. So I'm just throwing that out there.
14:39:39 that you're very talented on your own
14:39:45 to partner up early on when you still haven't gotten your total message down. I don't know like
14:39:52 Something in me is just telling me
14:39:55 Hmm.
14:39:59 I'll take that. Yeah.
14:39:58 I don't know. I'd have to know more though like i don't want to i wouldn't
14:40:03 I don't know enough, but my intuitive is like
14:40:07 the little bars up
14:40:06 Right, right.
14:40:09 Okay.
14:40:09 I don't know. Whatever is up is up on that.
14:40:10 Right, right. No, I hear what you're saying. I appreciate it. I receive that. I will think about it.
14:40:16 Okay.
14:40:17 Denise.
14:40:17 Okay. And were you going to add something?
14:40:19 Yeah, because I did a sales training with Sandler
14:40:23 for about four or five years.
14:40:26 So I was thinking…
14:40:29 Have you asked him…
14:40:31 Does he have a figure in mind?
14:40:34 to add your services.
14:40:37 And if he's like, I don't know, you can start throwing out numbers. Well, what if I told you it was going to be $5,000?
14:40:45 And then…
14:40:45 And you definitely need to do that.
14:40:47 When you throw a number out, then they start to go, oh no, I was thinking more like 2000. And then at least you have some idea that
14:40:55 Okay, well, now I know what I can fit into that $2,000.
14:41:00 because when people are like, I don't know, and then you start throwing numbers out, people actually do know
14:41:07 Yes.
14:41:09 they actually do know. He has something in mind.
14:41:14 You can't verbalize it.
14:41:16 Right.
14:41:14 And you know also like, you know.
14:41:20 silver or bronze, silver, gold, you know like
14:41:23 the bronze, silver, gold level of here's what I can do in X dollars and then
14:41:29 These are like the add-ons. I mean, I know you know how to do that. I'm just…
14:41:33 saying, throw some numbers out because I think that
14:41:36 Mm-hmm.
14:41:37 he has something in mind for how much you would add to his stuff and
14:41:43 you know what you can do in that.
14:41:45 Right, right. Yeah.
14:41:46 And it could also be that someone just needs help
14:41:49 with the ideas around their funnel and or words that go in the emails and the pages and stuff. And they don't actually need someone to physically build it.
14:41:58 So I don't know. So I'm just throwing that out there.
14:42:01 But yes, but yes
14:42:02 Well, that I do know that they will definitely need it built.
14:42:06 Okay.
14:42:05 Because clients aren't touching anything. He does all their social media, all their
14:42:10 everything.
14:42:11 And it's an agency, so I get it. I get it.
14:42:13 Yes. Yeah.
14:42:14 Yeah. Yeah. I don't know.
14:42:16 I mean, I partnered with a couple this year all year long
14:42:22 on their mastermind. So they have this, it's not really a mastermind. It's a group program that's
14:42:27 pretty inexpensive, actually. It was $5,000 program
14:42:31 that people bought into for a year working with them and they get all these benefits, right? One of the benefits was you get Katrina as your marketing brain
14:42:38 And so we agreed like they wanted me to come to one of their calls, their Wednesday calls. It was a 90 minute call. And then I was to do my
14:42:49 marketing hour, like office hours for an hour once a month. So that's two and a half hours of my time
14:42:55 Plus maybe answering some questions in the chat. So three hours of my time at $1,000 an hour.
14:43:00 Because that's my retail rate.
14:43:03 Okay. I said, well, normally that's around $3,000 per month then. And they're like, oh my God.
14:43:13 Exactly.
14:43:10 And I knew they would, but I wanted to set the bar. I had to set the bar, okay?
14:43:16 Hear me when I say I had to set the bar.
14:43:20 Because I feel valued at that.
14:43:21 I did not need them. They actually need me.
14:43:25 Now, what we agreed on was them paying me $500 a month.
14:43:31 Mm-hmm.
14:43:30 Because I said, okay, so if someone needs what I've got though and needs publishing or needs this or needs a website, things that you aren't doing with them.
14:43:38 Is it okay if I bring them over and we have a call and I sell them into stuff? Yes, no problem. Okay, so there was opportunity.
14:43:45 Yeah.
14:43:44 There was opportunity for some of these people that I could then help, right? Which I did. I made some additional money on
14:43:51 some of the people who came over, right? And many of them are on my list now and who knows?
14:43:56 you know some of them aren't getting what they need because they're in this group when they need one-on-one honestly
14:44:02 And so I tried to give them what we're doing here in a marketing, like it could be anything. Anyways, the point is that
14:44:10 I started with 3,000, we ended at 500. I feel valued enough out of it because there's plenty of opportunity.
14:44:16 And I'm getting lots of kudos and clients and visibility and it's super easy and I love doing laser coaching.
14:44:23 So.
14:44:25 So you have to, yeah. So that was value pricing.
14:44:29 Didn't have anything to do with my hourly.
14:44:31 I didn't even calculate it by the hour.
14:44:33 You're doing laser coaching
14:44:36 they're adding on or how do they get to you?
14:44:40 So they're paying me $500 a month to coach their group program people.
14:44:46 Okay.
14:44:47 Okay.
14:44:49 on market, they focus on sales mostly.
14:44:51 And so they don't focus on all of the nitty gritty marketing stuff.
14:44:58 All right.
14:45:01 Today's call, we still have 15 minutes.
14:45:04 But today's call is what we do January, February, March.
14:45:08 Accountability. This is what we do. We do laser. What are you working on? We help with go. And then in between the calls, I expect you and it would behoove you to put stuff in the Facebook group.
14:45:19 Because if you say, hey, I need feedback on this or check out this, or what do you think of that? Or what do you think of this wording or
14:45:25 Can you give me any suggestions for this?
14:45:28 We'll answer those questions in there. So it's like this, but it's in the group because I can't be doing this.
14:45:33 all the time, right?
14:45:36 that's what the January, February, March calls are like. And typically the fifth call of the series of five
14:45:44 initial calls. So we're on call number three was supposed to be the training around marketing. I'll probably shift it to call number four.
14:45:51 Since we did more of the accountability check-in, that kind of thing. But we talked about so many different topics.
14:45:58 that are important to running a successful profitable business today.
14:46:02 We talked about follow-up and all the things. A follow-up and pricing and
14:46:10 mindset and mindset and
14:46:12 You know, backend stuff, websites, team, all the things so
14:46:17 I know that it's not eyeballs aren't on you the whole time, but hopefully, I mean, I would love to know, like, are you guys
14:46:25 seeing how each of these conversations does
14:46:29 affect each one of you.
14:46:33 Any comments in general?
14:46:44 One thing, I'm just looking at it.
14:46:46 my slides for today.
14:46:48 I mean, it's just a bunch of graphics, honestly. What I can do is I can put the PDF of the slides for today in
14:46:56 the thank you page. So the thank you page
14:46:59 So at least you can pre-seed because it's a bunch of checklists and things like that so
14:47:04 that's what we'll be talking about next time.
14:47:11 And this is your thank you page.
14:47:13 I just call the thank you page. It's like a delivery page.
14:47:30 Okay, I just put that in the chat for those of you here.
14:47:34 So you don't forget, I will put the replay up in case you need the words that we talked through for yourself.
14:47:40 Just fast forward to where we talked to you and
14:47:43 slow it down and pause it and really think on what we're doing for you.
14:47:51 The next call is December 2nd.
14:47:55 Which is next.
14:47:57 Monday, so December 2nd and December 9th.
14:47:59 Both from 1 to 3 Pacific.
14:48:02 So the next two weeks.
14:48:04 And then we don't have another call then until January 13th.
14:48:09 So December 2nd, December 9th, and then January 13th.
14:48:14 Okay, all from the 13th then is just from 12 to 1. It's a one hour.
14:48:20 Those are one hour accountabilities, but I've been known to go a little longer
14:48:24 If I don't have anything scheduled.
14:48:28 Just know I try to give you as much as I can.
14:48:32 If any of you want to do a one-on-one
14:48:36 And this is how, you know, we can do a one-on-one where you can see how much we can do in like a 90 minute period. If you want to do 90 minutes.
14:48:43 It's not 1500 like my regular retail rate. You paid 350
14:48:49 350 bucks is well worth it for 90 minutes of me just on you and what you need to do. If you want that.
14:48:55 I'll put the link in the Facebook group to do that.
14:49:01 And there's no pressure
14:49:03 There's also an event coming up at the end of January in Northern California here. Some of you may have seen it. I put it in that last email today.
14:49:12 business reimagined.
14:49:14 It is a business conference.
14:49:17 We have lots of speakers. Some are dots, some aren't.
14:49:20 Anything from speaking on stage to more automation tips. Denise is on the panel.
14:49:27 We've got talking and Anne's on the panel. We're talking about marketing. We're talking about video, we're talking about speaking, publishing.
14:49:35 storytelling
14:49:37 And really how to navigate all this social media stuff so that we can build a more profitable business
14:49:44 not killing ourselves, please. Okay. Because I don't want you working 60 hours a week or even 40 hours a week for like 20 or $40,000 a year.
14:49:52 That's not enough. That's not enough.
14:49:55 it's like you might as well get a job
14:49:57 I don't want you to get a job because I want you to do what you're passionate about. So I'm just saying that event
14:50:03 might be really good for you. Yes, you have to buy an airplane ticket for most of you. Yes, you have to get a hotel for a few days.
14:50:10 If you can stay the third day, though, you can spend a day with me and only 20 people where we will do massive deep dive masterminding too.
14:50:18 So day three is more than just the $77 for the first two days.
14:50:22 But it's not that much more. It's like 300 something dollars. So I'm just saying those are the two opportunities that are not
14:50:30 expensive that will totally catapult
14:50:35 your next steps and make you get shit done. When someone's working one-on-one with you.
14:50:39 I like to make you get shit done.
14:50:43 If you're left on your own and just you have to check in with accountability.
14:50:47 Are you really going to do it? I don't know. Maybe, hopefully. Some of you didn't pay to be here.
14:50:54 You know, are you going to treat it like you didn't pay to be here? Are you going to treat it like you paid thousands of dollars to be here?
14:51:01 Because if you add up all the hours I spent.
14:51:03 How many thousands of dollars is that worth? Retail rate, right? I'm just saying this is the value.
14:51:10 Okay, so I'm going to leave you. Is there any other questions?
14:51:18 I just…
14:51:18 I'll post in the Facebook group, but I do want to do like a Black Friday thing because I'm selling a gift card, which could be a gift for people.
14:51:28 I'll need feedback on that.
14:51:29 do it just you have to have some kind of place for them to buy it online sales page or something.
14:51:34 Well, I set up the way they can buy it. So I'll create a new sales page too.
14:51:39 then you have to have an email or something that's very discreet. It has to answer all the questions.
14:51:44 And all the things or they still won't buy it. Like, who's it for? How long is it good for?
14:51:49 Is it transferable? You know what I mean? What do they get for it? So all the things.
14:51:55 Just saying gift card for X dollars doesn't tell me all the things so
14:52:00 I'm just throwing that out in case you haven't thought of those things.
14:52:04 So marketing strategies, when it says year one, two, three.
14:52:08 You can take a screenshot of this.
14:52:12 This is a lot of stuff.
14:52:14 Now, you may be in year 10 in your business. Well, you better look at year one and make sure you're doing all those things. Then year two.
14:52:23 Maybe look at those. Maybe you're not even doing all the things in year one.
14:52:27 Now, not all of them need to be on everybody's docket. Apply to be a guest on podcasts. Some of you don't need to
14:52:33 speak on podcasts okay um maybe some of you don't need to do summits and giveaways, which I put a giveaway in the chat
14:52:40 Because I'm giving away my sales training you guys it's a
14:52:43 three-part 500 value sales training where I talk through all the sales
14:52:48 conversation content
14:52:50 and how to overcome any objection.
14:52:52 You might want to go sign up for that giveaway just to get that. I'm just saying.
14:52:58 But these are the kind of things. So I'm going to put this in the Facebook group. I want you to start thinking about what are the things you do
14:53:05 And don't do. And where could you benefit from adding two or three things?
14:53:11 Now, you may only be able to add like one thing per quarter.
14:53:17 Right? Maybe. Becoming an author is like one thing a year. Like that's going to be a year, six months max.
14:53:24 Launch a big new thing. Sometimes people are launching big new things
14:53:27 Every month. That's not good.
14:53:30 Right. So, and then so
14:53:35 where six areas to automate.
14:53:39 So follow up, we have to automate as much as possible the follow up from virtual or live events.
14:53:45 We have to automate as much as possible the social media marketing
14:53:49 And any kind of posting, even some of the private messaging. If your assistant can log in as you and you know how to segment and tell her which people to send what to.
14:54:00 then somebody else can be in copying and pasting messaging if that's possible. It's not always possible to do that.
14:54:06 But posting sure is.
14:54:09 Automating your funnels for lead gen. You've got to have the right pages, the right follow up emails, the right thank you pages and autoresponders.
14:54:20 affiliate and partner marketing
14:54:22 If you're going to share other people's stuff or have other people like I just
14:54:28 had two people this last week that wanted to share my free publishing um
14:54:33 audio training or webinar training.
14:54:36 And we have a we have a
14:54:38 signup page, we have a thank you page and we have an autoresponder, but I don't yet have
14:54:43 the marketing copy to give to someone and say, okay, Suzanne, you want to promote my publishing webinar?
14:54:50 Here's the email you can send.
14:54:51 Here's where to sign up for the i didn't have that ready.
14:54:55 Okay, so now that I have two people, I have my assistant writing that copy from those
14:55:00 from those assets and creating that copy so that we can get it to them so they can promote me
14:55:04 So they can hopefully get some author clients coming in in the next 60 days. Okay. So.
14:55:10 We have to get those things set up if you want people to promote for you and share your stuff.
14:55:16 Billing, invoicing, taking payments. If you're still billing or invoicing, there's probably a better way. We just have to have a conversation and figure out how that's going to happen.
14:55:25 more in an automated way.
14:55:27 customer onboarding like there's got to be an easier way if you're doing too many manual things so
14:55:34 Those are just some things I wanted to share before we got off the call.
14:55:39 And any questions about those things?
14:55:45 So many questions.
14:55:50 So many.
14:55:53 Automation.
14:55:54 I know.
14:55:57 Yeah.
14:55:57 Hmm.
14:55:58 The thing is, we got to simplify, right?
14:56:02 like for you, not for everybody, you want one to three freebies. You probably want two or three freebies.
14:56:10 Okay. Including or in addition to a call
14:56:13 You have that low level membership.
14:56:17 You might have a try me out, like a three call package, five call package, something like that. Try me out.
14:56:23 And then you need a monthly ongoing or a long term
14:56:27 Yeah, I didn't.
14:56:28 That's all you need to sell.
14:56:31 Yeah.
14:56:31 And then, of course, there's some add-ons here. Well, I need a website. Okay, but you're not going to just market. Do you need a website? No.
14:56:38 You're going to get them in through the other way. So we've got to simplify the way people are coming in.
14:56:44 the things, how we're having those conversations. And I said it earlier i think if
14:56:49 if you're trying to get people to buy something under a couple hundred bucks.
14:56:53 That can be done on a web page, but please make sure
14:56:57 you have all the details that could possibly
14:57:00 get them to buy or stop them from buying that include it, right?
14:57:06 Otherwise, you need conversations.
14:57:09 more conversations.
14:57:11 And also, I wanted to tell everybody to come to Sacramento
14:57:16 Yeah.
14:57:15 Because it's a really great day.
14:57:18 And I know there may be a lot of polka dots, but
14:57:22 that was the best thing.
14:57:24 I did by going to that conference was meeting
14:57:27 Colleen, and then feeling like I kicked open a whole new vein with the Leap community.
14:57:33 Which is not polka dot. And so it just is
14:57:36 nice to have a couple of
14:57:38 Yeah, opportunity.
14:57:38 Yeah, another group of people
14:57:41 to be involved with and
14:57:44 a whole nother group and going to Arizona and Phoenix has just been
14:57:50 terrific
14:57:53 really fun and really fun
14:57:56 I…
14:57:58 Oh, yeah.
14:57:55 And the growth, you've had personal growth, you've had weight loss, you've had a lot of things change.
14:58:01 in the last year.
14:58:03 Yeah, a lot.
14:58:04 And it all kind of, it all flows together. Our business is our life. Our life is our business.
14:58:10 That is working for seven.
14:58:14 It is personal.
14:58:10 Yeah, when people tell me it's business, it's not personal, I'm like, it's personal to me.
14:58:15 If I'm spending that much time on shit…
14:58:19 It's…
14:58:19 Well, it's personal, yet we can't take it personally if there's a no.
14:58:23 So yeah.
14:58:22 Yeah, I know I agree with that, but it's personal to me in the sense that
14:58:27 This is my time.
14:58:30 So I want you to
14:58:34 really look at the need number. I put the link in the chat earlier.
14:58:40 I want you to…
14:58:42 promise you'll post something
14:58:44 that we can help you with.
14:58:45 or to get feedback on, even if it's something old and it wasn't something that you just did.
14:58:52 into the Facebook group.
14:58:54 and or introduce yourself if you haven't, please, and tell us who you are, what you do.
14:58:58 and other things and put your website there. It's okay to put links
14:59:03 And I want you to…
14:59:07 Think about your pricing, your packaging. How can we simplify
14:59:11 How can we up it a little bit?
14:59:14 It doesn't have to be for your current clients but
14:59:18 If you haven't raised your rates in a while for your current clients, it might be time.
14:59:23 If you have an idea for a new service or package, Veronica, especially Shelly, let's
14:59:29 Let's hash it out and see what we can get for you.
14:59:32 If you have some marketing for your event, Suzanne, let's see what you got and what you're putting out there and see if we can help you enhance it. Okay.
14:59:41 You can ask for people to share your stuff you can
14:59:45 All kinds of things. Okay. So I just
14:59:48 I want you guys to utilize this as your sales and marketing
14:59:52 teammates for the next few months.
14:59:57 Okay.
15:00:01 All right. Well, have a wonderful Thanksgiving.
15:00:06 And…
15:00:08 Yeah.
15:00:05 I just a quick question, Katrina. Do you happen to have like a sheet or something
15:00:11 that would list the things that would need to be on like this
15:00:15 gift card sale
15:00:17 that would need to be on there?
15:00:19 I suspect you have it somewhere in your lists.
15:00:22 Well, I have that sales page copy outline but
15:00:26 Okay.
15:00:26 may not need to be everything on there. It's just um
15:00:29 Okay.
15:00:30 You have to be detailed, right?
15:00:33 Yeah.
15:00:32 Like I saw somebody advertising
15:00:35 In our Facebook group, our Polkadot Facebook group today, she does massage
15:00:39 And she said, I'm offering massage gift certificates for Black Friday.
15:00:43 And all these questions just ran through my head that I had to go, right? And I'm like, well, is it buy one, get one? Is it two for one? Is it just a discount? How long is it good for? Is it a special offer? She didn't give any detail whatsoever. She's blurted.
15:00:59 Right. And it's like, so that's what made me think about that. I saw that today.
15:01:08 Okay.
15:01:06 So I just want you to think about, okay, so, and just ask us, is this clear? And then we'll ask you if we have any questions. Well, what about this? What about that?
15:01:16 combat for somebody else? Does it have to be local
15:01:18 going to be virtual person. I don't know. Like, I don't know what you're offering. So there.
15:01:22 Makes sense? Okay.
15:01:23 Okay, cool.
15:01:24 All right.
15:01:25 Anybody else have a question?
15:01:30 You okay?
15:01:34 Okay. I know. I can be very challenging.
15:01:37 bossy and challenging. I know. I've been called bossy. I've been called challenging.
15:01:42 You kicked me in
15:01:45 As…
15:01:47 All of those are good things.
15:01:49 But also I've been called friend and i've been called friend
15:01:52 Someone that's looking out for you and someone who really cares. So
15:01:58 bundle that all up together.
15:02:02 Yes.
15:02:03 That is me. Okay.
15:02:06 Happy Thanksgiving.
15:02:08 All right.
15:02:07 Happy Thanksgiving.
15:02:09 See you guys later.