If you're wanting to attract people who value paying somebody else to do it for
them. So, for example, if you sell a service, these people
aren't looking for content that's teaching them how to do it themselves. They are
looking for the best person to do it for them. So that's where they're
looking to see who is the right expert for this. And it's not necessarily
going to be the person who knows the most. It's going to be the
person that they feel the most seen and understood by. It's going to be
the person that they resonate with the most, person they connect with the most.
Welcome to imperfect Action. I'm Steph Taylor. For years, I read
all the books, downloaded all the freebies, and did all the courses,
but it wasn't until I started taking imperfect action that my business had its first
million dollar year. Imperfect action is about doing things before you're ready, prioritizing
consistent action over perfect action, and moving forward even when you're not sure you're
doing it right. On this show, you can expect mindset advice, actionable
marketing tips and strategies to build a business that brings you more profit, more
freedom, and even more joy. You want the list to get my daily
businesses. Every day i'll send you a bite sized prompt designed to help you
grow your business in a more intentional way. Sign up at Stephtaylor dot co,
forward slash DBB, or at the link in the show notes. Hey,
welcome back to in Perfect Action. This is episode seven hundred and ninety
nine. Today I'm sharing a few essential ingredients for attracting clients who are high
quality, the clients who value what you offer, who are willing to pay
for it, and who aren't shopping around for the cheapest option. If you
are someone who is attracting people who always just tell you that your offers are
too expensive, or they come to you for the free content but they never
end up buying from you, this episode is a must listen for you.
So let's jump into the six essential ingredient now number one your niche before you
tune out and you stop listening to me because you're like, ah, Steph,
Like that's so basic. Yes, I know it's it can be quite
basic, but it's one of the biggest areas where I see people going wrong.
And you know, this might sound like such an intuitive thing, but
a lot of business owners don't think about this one thing. Pick a niche
that actually has money to spend. Yeah, I know, you'd be surprised
how many people don't. And if you are. If your niche right now
they don't have money to spend, then that's okay because you are, You're
in good company. A lot of people do that. You can help the
people who don't have money to spend once your business is making money, but
you need to put your oxygen mask on first. For example, in my
own business, there are plenty of business owners who I know listen to this
podcast when they are in the really urgent early stages of the business and they're
not making any money in their business yet, so they're not ready to invest
in it. I can help them with this podcast because my business is making
money from the clients who do have money to spend, the ones who value
who are making money out of their business, and who value growing it faster.
The sales that I make from them help me to pay for my team,
pay for the software, pay for the systems, all of the things
required to free up my time to create content for this show, so that
I can help the people who are just starting out and who don't have the
budget to spend on my paid offers. Okay, so you need to pick
a niche that has money to spend for your paid offers, and once your
business is making money, then you can start to think about how can I
help the people who don't yet have a budget to spend. The other thing
about niching is I know a lot of people ticket treat it as a box
ticking exercise where it's like, cool, I am going to niche down by
helping these people in this city. That's what I call niching. For the
sake of it, I would rather you think of niching as specializing, so
thinking of what could you become known for? What could you become known for
being the best at so that people will pay higher prices to work with you,
because once you're specialized in a particular area of what you do, then
you can charge a little bit more because your expertise goes a lot deeper than
somebody who's a bit more of a generalist. The second essential ingredient is your
messaging, so in other words, how you communicate what you do. People
will buy your offer if they believe it's going to help them solve a problem
that they're experiencing. Or it's going to help them to achieve a future outcome
they want to achieve. And the role of your messaging is to communicate three
things. Firstly, you have a problem, and I understand what your problem
is. The second thing, I have a solution, and this is why
my solution is more effective than anything else you've ever tried. And number three,
this is why it's going to work for you to help you to solve
the problem or to achieve the thing you want to achieve. Those three things,
and if you are missing any of those three things, you're going to
struggle to sell your offer, even if you know that your offer is super
valuable, even if you've communicated how valuable it is. People want to know
those three things before they go and spend their money. Number three your free
content. Now, if you want to attract higher quality clients, then you
need to focus less on sharing as much value as you can and more on
demonstrating your expertise. Why should somebody consider working with you over anybody else in
your industry. And that means sharing content that's more around thought leadership rather than
the how tos. So sharing things like perspectives, your unique perspectives, your
expertise, your stories, your experience, rather than here are three steps to
do the thing that they want to do the thing with. How twos is
if you're wanting to attract people who value paying somebody else to do it for
them. So for example, if you sell a service, these people aren't
looking for content that's teaching them how to do it themselves. They are looking
for the best person to do it for them. So that's where they're looking
to see who is the right expert for this. And it's not necessarily going
to be the person who knows the most. It's going to be the person
that they feel the most seen and understood by. It's going to be the
person that they resonate with the most, person they connect with the most.
So it's not just about being the person who knows the most, but it's
about being the person that I guess is most connecting and most human to them.
The same with people who are valuing paying for a shortcut. So for
example, if you sell a course or a program, the people who value
paying for that kind of stuff, they want the shortcut, and they want
to know that you're the best person to give them the shortcut. They're not
necessarily looking for the how to's in a free format. Okay, Number four,
your sales process, So how are you actually selling your offers? Especially
if your offer is a high price point, someone's going to need a lot
more than just one Instagram post or one LinkedIn post, or one email or
wherever. They're going to need more than just one of those things telling them
about your offer before they're ready to buy that offer. People go through a
big decision making process when it comes to investing in something, and the process
might be a little bit shorter of its lower ticket, lower commitment, but
if it's a bigger commitment of time or a big commitment of money, then
the decision making process involved is going to be a little bit longer and they
need a little bit more than just that one touch point, that one thing
that's telling them about the offer. They need you to help them to make
that decision. They need you to give them all the information that they need
to be able to make the right decision for them. So when we talk
about a sales process, or when I'm talking about sales process, I mean
things like live launching where you've got a webinar and cart, open emails,
and in that webinar and cart open emails, you're helping them to make that
decision. Or maybe you are offering sales calls, fitting calls where somebody can
jump on a free thirty minute call with you and you can have that discussion
to figure out whether it's a good fit. Maybe it's a series of emails.
There are so many different ways you can shape a sales process. Now.
In my membership conversion campaigns, which I opened earlier this month for the
very first time, I share a templated sales process each month, so a
little mini campaign each month that you can swipe the templates for. You can
send those templates to your email list or share them to your social media audience
as a mini sales process you can use to sell more of your existing offers
or to test new offers each month. Now, doors will open up again
on the seventh of May for three days only. If you want to join
us next month, head on over to Stephtaylor dot Co slash CC and you
can jump on the weightlist there so you don't miss out. When doors are
open, they only open for a couple of days each month. Otherwise,
you can also send me a DM on Instagram. I'm there at Stephtaylor dot
co. If you send me cc, I will add you to the waitlist
as well. Okay number five central ingredient number five. Testimony and other social
proofs, so things like case studies. In other words, what evidence do
you have that your offers work to solve the problem your potential client is experiencing,
or what evidence do you have that your offers work to help them achieve
the outcome they want to achieve. Where people go wrong with testimonials is they
share things that are like Steph knows what she's doing and I had a great
experience working with her. Yeah, that's really nice, But that doesn't answer
the big question that's in your potential client's mind. Will this work for me?
That is what they are thinking when they are considering buying your offer,
When they are going through that decision making process, they are subconsciously or consciously
thinking will this work for me? So instead, we want to collect and
use testimonials that paint a picture of the entire story. What was the problem
that this person was struggling with, What was the process of solving the problem?
Like what outcome do they now have as a result of working with you?
Those things go together to create a little story rather than just this status
thing of yeah, it was a great experience. And then the last ingredient
number six, where are you reaching these people? Now? Okay, I've
talked about this a lot on the show, but the most common mistake that
is limiting your reach and your audience growth and your sales is relying on a
social media platform alone to reach your ideal clients. You cannot just rely on
social media to reach the right people. Instead, you have to get in
front of these people. If your audience is not growing as quickly as you
would like it to, it's because you are not getting in front of these
people. And that's why my course Booster Brands Superfans exists. You can check
out a little bit more about that at Steph Taylor dot co slash bybs.
Essentially, it's a course teaching you how to create remarkable content that attracts the
right people and get in front of the right people for your business. Now,
getting in front of these people that requires doing uncomfortable things things like getting
up from behind your laptop screen and going to in person events I know,
terrifying, right, or pitching to be a guest on a podcast where you
know that the people listening to that show are your ideal client, or pitching
to speak at a conference where you know your ideal clients are attending. If
you are only attracting people who don't value what you offer or who don't want
to pay your prices to work with you, then it could be that you
are getting the wrong people in your audience, and that's probably a result of
showing up in the wrong places. So you need to be really intentional about
where am I putting my time and energy to get in front of the right
people so I can attract the right people who value paying money for what I
sell. So there you have it, Six essential ingredients for attracting higher quality
clients, ones who value what you offer. Now, if you're not already
subscribed to the show, hit the little plus button in Apple Podcasts or follow
in Spotify and it just means you'll get each new episode straight to your podcast
app every Monday, Wednesday, and Friday, rather than having to go and
look for them all the time, so you can always step to date with
the latest episodes of Imperfect Action. That is it for today's episode. Thank
you so much for listening. Catch you next time.