leading your tribe of ideal clients leading with a ... › wp-content › uploads › 2015 › 07...

Copyright © 2015 Groover Seminars, Inc.

Leading Your Tribe of Ideal Clients

Leading With a Remarkable Message

Leading With a Signature Program or Product

Leading in Delivery and Service

Leading With Sales

Leading With Strategic Networking and JVs

Leading Through Speaking

Leading Through Videos

Leading a Profitable Event

Leading Online

Leading Your Team

Leading Your Industry as a Thought-Leader


10,000 Hours to Business Mastery

Certain skills in business can take 10,000 hours to excel at.

Some aspects of business results and cash flow can happen very quickly.

What skills in business take 10,000 to excel at?

___________________________________________________________________________

___________________________________________________________________________

___________________________________________________________________________

___________________________________________________________________________

What skills can reap rewards very quickly?

___________________________________________________________________________

___________________________________________________________________________

___________________________________________________________________________

___________________________________________________________________________ What have you already put hours of practice into that you could use more in your business?

___________________________________________________________________________

___________________________________________________________________________

___________________________________________________________________________

___________________________________________________________________________

Put 10,000 Hours into your craft.

Put 10,000 Hours into getting bigger and better results for your clients.

Put 10,000 Hours into sales conversations.

Marketing is another story . . .


Marketing

Many aspects of your marketing can be created over a few weeks or months and do not need

10,000 hours of practice. As long as you have the help of someone who is really good at

marketing…like us.

What 3 Marketing Strategies are you going to commit to for at least 12 months?

1) ___________________________________________________________________________

2) ___________________________________________________________________________

3) ___________________________________________________________________________ Top FREE Marketing Strategies we recommend

1) Speaking

2) Networking

3) Referrals

How do you capture your ideal client’s interest immediately?

___________________________________________________________________________

___________________________________________________________________________

___________________________________________________________________________

___________________________________________________________________________

___________________________________________________________________________

___________________________________________________________________________

___________________________________________________________________________

___________________________________________________________________________


Review Your Matrix of Communication

Circle the parts of the matrix that you have completed

Modality and Pain List

Problems and Solutions List

Urgent Wants and Needs List

The 3 Brand Promises

Statements to acknowledge who this is for

Statements to acknowledge who this is not for

5 benefit bullet points

A one-sentence description when you need it

Story of transformational results

“The New Generation” statement

Statements to acknowledge skepticism and answer top 5 objections

Statement of Difference

Notes: ________________________________________________________________________

______________________________________________________________________________

______________________________________________________________________________

______________________________________________________________________________

______________________________________________________________________________

______________________________________________________________________________

______________________________________________________________________________

______________________________________________________________________________

______________________________________________________________________________


What is your “Elephant in the Room?”

_____________________________________________________________________________

_____________________________________________________________________________

What’s your response to your “Elephant in the Room?”

______________________________________________________________________________

______________________________________________________________________________

______________________________________________________________________________

______________________________________________________________________________ Your 40 second offer to the room? ______________________________________________________________________________

______________________________________________________________________________

______________________________________________________________________________

______________________________________________________________________________

______________________________________________________________________________

______________________________________________________________________________

______________________________________________________________________________

______________________________________________________________________________


Speaking and Trust

The things that matter most to establish trust with your audience are:

____________________________

____________________________

____________________________

____________________________

____________________________

____________________________ means not only a congruency between what you say

in different parts of your presentation, but also the difference between your

presentation and the outside world.

____________________________ ultimately means dropping your accustomed

behaviors. It means not embellishing or fabricating for dramatic effect. It is much more

than just not lying, or disclosing the entire truth.


____________________________ means being yourself, also getting those accustomed

behaviors out of the way. It means using your gifts when you speak, as well as not trying

to hide your soft spots.

____________________________ means letting people see who you are, how you are,

and to an extent why you are. It means letting them see where you are weak, and it

means giving them additional material by which they can judge you. This always takes

courage, and ultimately trust in yourself.

____________________________ means being okay with your mistakes — not that you

are so good that you don’t make mistakes. It means coming to peace with who you are,

and how you show up in the world, flaws and all. It means being okay with letting others

see those flaws. Perhaps our most important relationship in this world is our relationship

with mistakes. Being on stage is a perfect setting for being able to practice improving

this relationship.


The thing I find fascinating about these five items that have so much to do with trust is

that they are so closely interrelated! You can’t really practice one without practicing

them all. You can, however, work on one that needs the most work.

Which one of these five is your biggest challenge today?

______________________________________________________

How do you plan to work on it, and by when?

________________________________________________________________________

________________________________________________________________________

________________________________________________________________________

________________________________________________________________________

________________________________________________________________________

What can you do to practice integrating all 5 of these?

________________________________________________________________________

________________________________________________________________________

________________________________________________________________________

________________________________________________________________________

________________________________________________________________________


The Power of Hustle

Who could you call right now to set up a sales conversation with?

______________________________________________________________________________

______________________________________________________________________________

______________________________________________________________________________

______________________________________________________________________________

______________________________________________________________________________

______________________________________________________________________________

______________________________________________________________________________

______________________________________________________________________________

Your Hustle Challenge

______________________________________________________________________________

______________________________________________________________________________

______________________________________________________________________________

______________________________________________________________________________


Your next High-Ticket Offer

What are your options? (Price point must match your income goal)

______________________________________________________________________________

______________________________________________________________________________

______________________________________________________________________________

______________________________________________________________________________

Creating or Improving your Signature Program or Product

What challenges are you facing with your signature program and getting results for your clients?

___________________________________________________________________________

___________________________________________________________________________

___________________________________________________________________________

___________________________________________________________________________

Create a Simple Structure. It makes it easier to engage in practice.

Is it easy for your clients to follow the structure and know what they need to be doing next?

___________________________________________________________________________

___________________________________________________________________________

___________________________________________________________________________

___________________________________________________________________________


Tangible Practices need to be introduced in a specific and tested order.

Is your curriculum or process delivered in the best possible order?

___________________________________________________________________________

___________________________________________________________________________

Consistent results for 100% of people who engage in practice.

What is happening that makes my clients not get the results they want?

____________________________________________________________________________

____________________________________________________________________________

___________________________________________________________________________

___________________________________________________________________________

Solve problems quicker than other methods.

What can you change or add that will get results quicker?

_____________________________________________________________________________

_____________________________________________________________________________

_____________________________________________________________________________

_____________________________________________________________________________

Simulate the real-time experience, including candid feedback.

What experiential processes can you add that gets them taking your theory and putting it into

practice immediately?

_____________________________________________________________________________

_____________________________________________________________________________

_____________________________________________________________________________

_____________________________________________________________________________


Personalized attention (whether it’s private or group).

How can you improve the level of personal connection you have with each of your clients?

_____________________________________________________________________________

_____________________________________________________________________________

_____________________________________________________________________________

_____________________________________________________________________________

Surprise and delight with its uniqueness.

How can you deliver your product or program in a way that is unlike the way your competition does

it? Clue: Look at industries outside your own.

_____________________________________________________________________________

_____________________________________________________________________________

_____________________________________________________________________________

_____________________________________________________________________________

A community that they want to stay with.

What can you do to increase the level of connection between your clients?

_____________________________________________________________________________

_____________________________________________________________________________

_____________________________________________________________________________

Keep adding components to make it a “comprehensive answer.”

What other problems does your product or program solve that you are not highlighting?

_____________________________________________________________________________

_____________________________________________________________________________


Sales Conversations 2.0

To build trust and connection, dialogue is essential.

Your sales will directly reflect your ability to have a genuine conversation.

Questions are your prime way of sparking dialogue.

Always take preparation time before any sales conversation to craft your questions for that specific

person.

Questions to ask YOURSELF before every sales conversation

What is my intention for the call?

What do I want the customer to do?

General Questions to ask THE CUSTOMER during a sales conversation

What drew you to have this conversation with me?

What is going well?

What is not going so well?

Specific Questions to ask THE CUSTOMER during a sales conversation

_____________________________________________________________________________________

_____________________________________________________________________________________

_____________________________________________________________________________________

_____________________________________________________________________________________

You must hear and understand the subtleties of what drives your customers to invest? It’s different

for all of them. What are some subtler reasons that attract your customers?

_____________________________________________________________________________________

_____________________________________________________________________________________

Who is your sales conversation practice buddy this month? _______________________________


Your Gifts and Your Business

On the lines below, list some of the things you love or have fun doing. Do not consider the applicability or

professional context for now. On the far right, put a number of 1-10 as to how good you are at it, compared

to others. 0 meaning no skill at all and 10 means you are the best.

What you love Your Skill Level

1) _________________________________________________________________ - ___________

2) _________________________________________________________________ - ___________

3) _________________________________________________________________ - ___________

4) _________________________________________________________________ - ___________

5) _________________________________________________________________ - ___________

6) _________________________________________________________________ - ___________

7) _________________________________________________________________ - ___________

From the list above, how often do you do the corresponding activity? 0 means a year can go by without doing

it, 10 means at least daily. Then write a very short reason why or why not.

1) _____ because __________________________________________________________________

2) _____ because __________________________________________________________________

3) _____ because __________________________________________________________________

4) _____ because __________________________________________________________________

5) _____ because __________________________________________________________________

6) _____ because __________________________________________________________________

7) _____ because __________________________________________________________________


Going back to the list at the top of the previous page, list something for each item showing a way you could

use it in your business, no matter how far-fetched, silly, or impractical. Try to come up with several ways for

each activity. 1a, 1b, 1c would be different ways of incorporating the activity on line 1 at the top of the

previous page.

1a) ___________________________________________________________________________

1b) ___________________________________________________________________________

1c) ___________________________________________________________________________

2a) ___________________________________________________________________________

2b) ___________________________________________________________________________

2c) ___________________________________________________________________________

3a) ___________________________________________________________________________

3b) ___________________________________________________________________________

3c) ___________________________________________________________________________

4a) ___________________________________________________________________________

4b) ___________________________________________________________________________

4c) ___________________________________________________________________________

5a) ___________________________________________________________________________

5b) ___________________________________________________________________________

5c) ___________________________________________________________________________

6a) ___________________________________________________________________________

6b) ___________________________________________________________________________

6c) ___________________________________________________________________________

7a) ___________________________________________________________________________

7b) ___________________________________________________________________________

7c) ___________________________________________________________________________


From the same list two pages back, what are the reasons you would not want to use these things in your

business. The reasons may include far-fetched, silly, impractical, too expensive, too embarrassing, people

won’t take you seriously, too difficult, too time consuming, too irrelevant, etc. Add as many of your own

reasons as you can think of. List as many as possible for each activity.

1) ___________________________________________________________________________

___________________________________________________________________________

___________________________________________________________________________

2) ___________________________________________________________________________

___________________________________________________________________________

___________________________________________________________________________

3) ___________________________________________________________________________

___________________________________________________________________________

___________________________________________________________________________

4) ___________________________________________________________________________

___________________________________________________________________________

___________________________________________________________________________

5) ___________________________________________________________________________

___________________________________________________________________________

___________________________________________________________________________

6) ___________________________________________________________________________

___________________________________________________________________________

___________________________________________________________________________

7) ___________________________________________________________________________

___________________________________________________________________________

___________________________________________________________________________


How could offering any of these things help or benefit your business or your clients? List any reason you can

think of, even if they are impractical or have too small or insignificant benefit. If they have ANY possible

benefit list them. List as many as possible for each activity.

1) ___________________________________________________________________________

___________________________________________________________________________

___________________________________________________________________________

2) ___________________________________________________________________________

___________________________________________________________________________

___________________________________________________________________________

3) ___________________________________________________________________________

___________________________________________________________________________

___________________________________________________________________________

4) ___________________________________________________________________________

___________________________________________________________________________

___________________________________________________________________________

5) ___________________________________________________________________________

___________________________________________________________________________

___________________________________________________________________________

6) ___________________________________________________________________________

___________________________________________________________________________

___________________________________________________________________________

7) ___________________________________________________________________________

___________________________________________________________________________

___________________________________________________________________________


This is just a beginning. Look at these lists over time and seriously consider which things you

might bring into your business in a big or small way. If you have previously thought about and

dismissed any of them, please think again.

Consider trying things and see how they go. Was it fun? Fulfilling? How did your

clients/customers react?

We started playing music at some of our event years ago, and found out that we not only

immensely enjoyed it, so did our audience as far as we could tell. If we had only thought about it,

we may not have done it; with all the logistics of hauling equipment around, time to practice &

set-up, not relevant to our work, etc. Now it’s become a part of our work and our brand, and

seems like it would have been a ‘no-brainer,’ but it was actually not a clear choice originally.

What do you love that you could bring into your business?

It may be something that is very dramatic and obvious, like music, or it may be something that

may not seem like a big deal. Either way, if you love it, you will love what you do more, your

clients/customers will be happier, and YOU will be happier.

Have fun with this.


Numbers, Targets, Cash Flow…oh my!

Do you have a math problem or a mindset problem?

What is your biggest math problem? ____________________________________________

___________________________________________________________________________

What is your biggest mindset problem? __________________________________________

___________________________________________________________________________

Never set a goal without making sure the math works out.

Your 12 month income goal $ __________________________________________________

What is my conversion rate selling via a 1-to-1 conversations? ________________________

How many 1-to-1 conversations do I need to have? _________________________________

Where will these conversations come from? _______________________________________

What is my conversion rate selling from a speech___________________________________

How many speeches do I need to book? __________________________________________

What is my conversion rate selling from a workshop? _______________________________

How many workshops do I need to do? ___________________________________________

What is my conversion rate selling from a webinar? __________________________________

How many webinars do I need to present? ________________________________________

What is my conversion rate re-enrolling a current client? _____________________________

How many clients do I have? ___________________________________________________


Cash Flow Projections

Start at least tracking cash flow projections monthly and as you grow track it weekly.

You can use a simple spreadsheet. The following is an example of cash flow projected monthly

Income Aug Sept Oct Nov

AFP Classes $1000 $1200 $1400 $1400

Private Coaching $1000 $2000 $2000 $2500

Book Sales $50 $50 $50 $50

Products $50 $50 $50 $50

Monthly Recurring Billing

$2000 $2500 $3000 $3500

Xzy package $1000 $1000 $0 $0

Total income $5100 $6800 $6500 $7500

Expenses

Regular monthly expense

$1500 $1500 $1500 $2000

Variable contractor expense

$500 $100 $1500 $1500

Your Salary $1000 $1000 $1200 $4000

Marketing/Adverts $0 $100 $800 $0

Total expense $3000 $2700 $5000 $7500

Cash on Hand $2100 $6200 $7700 $7700


What are my October 20th Commitments?

($400 Mastery Dollars rewarded if completed by October 20th)

1) _________________________________________________________________

2) _________________________________________________________________

3) _________________________________________________________________

4)_________________________________________________________________

5) _________________________________________________________________

6) _________________________________________________________________

7) _________________________________________________________________

8) _________________________________________________________________


Planning Ahead

Aug

Sept

Oct

Nov Dec

Jan

Feb Mar

Apr

May June

July


Drill Down - Next 60 Days Sunday Monday Tuesday Wednesday Thursday Friday Saturday


Components of an Email That Gets Read

Great subject line that creates curiosity. Email subject lines are incredible important for getting people to click on the email to learn more. They should beg the question: What? Who? How? Huh? When writing your subject, try it out on yourself – if it was coming from someone else, like me, would you want to open the email to read more? People are naturally voyeuristic, so keep them guessing. Give them a snippet to entice them into more. Make it personal and controversial; show them what’s behind the door. We all want to know what makes people tick and what their lives are really like, who they really are. That’s what a great email can show them.

Break the copy into chunks, which will make the copy look less imposing. Use a lot of line spaces. Ovoid ‘wordiness.’ Less is almost always more.

All first sentences are short. The purpose of the first sentence is to get the reader to read the second sentence. The purpose of the second sentence is to get the reader to read the third sentence. Examples:

Losing weight is not easy.

It's you against a computer.

It's easy.

It had to happen.

2nd sentence is another short to medium-length sentence that’s easy to read.

Address the person’s pain or frustration at the situation you’re writing about.

Introduce yourself. Once you have the prospect’s attention, the next step is to introduce yourself and say something that will keep the attention of the prospect. Every communication from the writer to the reader should be a personal one.

Resonate with Yeses. You've got to get the prospective reader to start saying yes. You've got to make statements that are both honest and believable. The moment you get the reader to say no or even “I really don't believe what he/she is saying” or “I don't think that quite relates to me,” you've lost the reader.

Tell them how you can solve the problem by giving them what they urgently want.


Share the Opportunity or Urgent Want. Always have one sentence in the email that addresses

what they urgently want.

At the end of paragraphs, sometimes use a very short sentence that offers a reason for the reader to read the next paragraph. For example:

But there’s more.

But I didn't stop there.

Let me explain.

Call to Action Get them to click on a link with a clear call to action. Have the link in at least 2 places in the email.

The copy needs to be create emotion.

You sell on emotion, but you just define a purchase with logic.

Speak in your conversational tone

Don’t be too straight, write how you speak and be different!

HOMEWORK: Write an email of 250 words following the above criteria. Share it with a fellow

Business Leadership member and find out where you lost their interest, if at all.

Here’s an Example:

(First Name),

I see a pattern in myself.

I’ve noticed one core reason why I disconnect from my feminine essence.

If you are a woman, your ability to stay connected to your feminine essence relates

to many areas of your life. Perhaps more areas than you might expect.


* Your ability to not have to “push” and struggle to be noticed in your business or

career

* Your ability to not “shrink” around powerful men or women

* Your ability to appear radiant and attractive to your partner or potential partner

* Your ability to sustain a passionate fulfilling sexual relationship with your partner

* Your ability to stay healthy and full of energy

* Your ability to increase your income

* Your ability to feel relaxed and happy

. . .and much more.

Watch this week’s Awaken TV episode to be reminded of the 4 core reasons why

women disconnect from their feminine and how this applies to you.

I share my own struggle with this and the one core reason that creates my pattern.

If you are struggling in a particular area of your life, be curious about how

disconnecting from your feminine could be affecting this. If you are stressed and not

in a relaxed place this week, or if you feel tension between you and your partner,

this is definitely one to watch.

Much love,

Rachael Jayne

Frequency of Email Marketing

Work up to communicating with your list at least once per week (newsletter, video, blog or a

combo). Quality is more important than quantity, especially when starting to grow your email list.

Put your best stuff into this free material.


Copy Components for Sales Pages

Headline

Examples: How to (Urgent Want) and (Urgent Want) without (Something they dislike).

Sub-headline

Example: For (ideal client) who want to (Urgent Want Want)

A few sentences to create Interest/Excitement and/or Drama

Who is this for?

Why is this different?

Benefits for the customer’s life: Written in bullet point format

Product explanation: How your offer works when they use it

New features: Highlight features that make it novel or unique

Anticipate objections: What is the customer most skeptical about?

Be wary of clichés: Examples “This is the program you’ve been waiting for.” “You might think it’s

too good to be true.”

Include a trial period or guarantee: Usually 30 days

Price Comparison: Value, Regular Investment, Early Bird Investment

Testimonials: At least 3 on every sales page. You can almost not have too many in long copy format

Price: If you’re selling at a great price, announce it in larger font.

Offer summary: At the end, what are they getting?

Make it easy for them to order

Ask for the order: Many forget this. Tell them you’d love to work with them.

The components your copy should flow in a logical fashion, anticipating your prospect’s questions

and answering them as if the questions were asked face-to-face.

In the editing process, you refine your copy to express exactly what you want to express with the

fewest words.


To see some good examples of copy for events and programs, check these out.

Short and simple format: http://AwakenYourImpact.com

Longer format: http://www.divinefeminineyogatelesummit.com/sun-pass/

http://awakenyourimpact.com/

http://www.divinefeminineyogatelesummit.com/sun-pass/

leading your tribe of ideal clients leading with a ... › wp-content › uploads › 2015 › 07...

Documents